Chapter 9

Strategy Analysis and Choice

INTRODUCTION

Organization continually faces the challenges of exercising the choice among the alternatives.
Strategies analysis and choice largely involves making subjective decisions based on objective
information. The chapter introduces important concepts that can help strategists generate feasible
alternatives, evaluate those alternatives, and choose a specific course of action. This chapter
focuses on establishing long-term objectives, generating alternative strategies, and selecting
strategies to pursue. Strategy analysis and choice seeks to determine alternative course of action
that could best enable the firm to achieve its mission and objectives. The firm’s present
strategies, objectives, and mission, coupled with the external and internal audit information,
provide a basis for generating and evaluating feasible alternative strategies.Unless a desperate
situation faces the firm, alternative strategies will likely represent incremental steps to move the
firm from its present position to a desired future position.

THE PROCESS OF STRATEGIC CHOICE

Strategic choices concern the “decisions about an organization’s future and the way in which it
needs to respond to pressures and influences”. Strategic choice is a part of the strategic process
and involves elements like the identification and evaluation of alternatives which then leads to a
choice. Once you have conducted the external and internal analyses the different alternatives
available to you should be clear. Identifying them is however not always easy, and asking
yourself questions like what the future focus is and what the expansion plans are might facilitate
the identification process of these alternatives. There are three aspects that you should consider
when you choose a strategy. Porter’s generic strategies help you identify the grounds you stand
on, then the possible directions that should be considered, and possible methods. Strategic
choices also occur at different levels, at the business level, at the corporate and at the
international level. The available options can develop into different directions and different
methods can be of relevance when evaluating them. A great challenge is to get choices on
different levels to be consistent with each other.
There are four steps in the process of strategic choice as given below
 Focusing on the strategic alternatives
 Analysing the strategic alternatives
 Evaluating the strategic alternatives
 Choosing the strategic alternatives
Focusing on the Strategic Alternatives
The aim of focusing on a few strategic alternatives is to narrow down the choice to a manageable
numbers of the feasible strategies . The Strategists can never consider all feasible alternatives
that could benefit the firm, because there are an infinite number of possible actions and an
infinite number of ways to implement those actions. Therefore, a manageable set of the most
attractive alternative strategies must be developed. The advantages, disadvantages, trade-offs,
costs, and benefits to these strategies should be determined. Focusing on the alternatives can be
done by visualizing the future state and working backwards to identify gaps in the situation. This
can be done through gap analysis. Here the company sets the objectives for next three to five
year time period and identify the gaps in the desired future state and the present state.
Depending upon how wide or narrow the gap is, different alternatives can be thought of. At
corporate level the strategic alternative can be four: expansion, stability , retrenchment and
combination . If the gap is narrow, stability will be a good option but if the gap is wide
expansion strategies will be the ideal option. However all these will also depend on the expected
environmental opportunities and threat. In a complex situation where multiple options are , the
combination strategies will work better . At the business level the firm has to decide between
positioning the firm as a cost leader, differentiator or to focused . Organization need to
understand the conditions in the industry weigh carefully and calculate the associated risk and
benefits of each competitive positioning before making a choice. There are several choices at
business level that a manager has to make in order to attain competitive advantage. A company is
usually made up of a number of business units where each unit is responsible for its own
competitive strategy since they often compete in different markets under different conditions. A
competitive strategy can be viewed in different ways and there are usually several options
available. The strategy clock can be used to evaluate the different options available to
differentiate your firm and what kinds of strategies that are likely to fail. The strategies in the
strategy clock have different focuses; there are strategies based on price, on product
differentiation, a mixture of the two, or more focused strategies, and some strategies that are just
doomed to fail. Regardless of what strategy you have, the competitive advantage that a company
might have in the hypercompetitive markets today is only temporary, which requires more
options and more choices that have to be acted on more rapidly than before. Choices you make
are also likely to have an effect on the available options for others. Game theory is a theory about
competitive moves in a market where every choice made affects the choices for the others .
Similarly at functional levels also the different alternative may be carefully considered before
making a decision .
Analysing the strategic alternatives
All the identified alternatives should be subjected to a though analysis based on certain factors.
These factors can be called as selection factors . Selection factors can be divided in to two
groups: objective and subjective factors. Objectives factors are based on the analytical
techniques and the real facts or data used to determine / facilitate a strategic choice. They can be
the market share, ROI, annual turnover, profits etc . Subjective factors on the other hand are
based on the person judgment or the descriptive factors such as perception of the top
management regarding the business prospect of company for next three to five years or the
company image in the mind of the customers or industry perception of the company. The
identified alternative should be subjected to analysis based on the selection factors .
All participants in the strategy analysis and choice activity should have the firm’s external and
internal audit information by their side. This information, coupled with the firm’s mission
statement, will help participants crystallize in their own minds particular strategies that they
believe could benefit the firm most. Creativity should be encourages in this through process.

Evaluating the strategic alternatives

Evaluation of strategic alternatives basically involves bring together the analysis done on the
basis of the objectives and subjective factors. Based upon both the factors, subjective and
objective, the merits and demerits of alternative have to be examined in view of the strength and
the weakness of the organization. It can also be viewed on the basis of the capabilities of the
organization to undertake the particular alternatives. There is no set procedure for this analysis;
the strategist may use any approach which suits the circumstances. Alternative strategies
proposed by participants should be considered and discussed in a meeting or series of meetings.
Proposed strategies should be listed in writing. When all feasible strategies identified by
participants are given and understood, the strategies should be ranked in order of attractiveness
by all participants, with 1 = should not be implemented, 2 = should possibly be implemented,
3 = should probably be implemented, and 4 = should definitely be implemented. This process
will result in a prioritized list of best strategies that reflects the collective wisdom of the group.
Long-term objectives represent the results expected from pursuing certain strategies. Strategies
represent the actions to be taken to accomplish long-term objectives. The time frame for
objectives and strategies should be consistent, usually from 2 to 5 years.

Identifying and evaluating alternative strategies can involve many managers who earlier
prepared the organizational mission statement, performed the external audit, and conducted the
internal audit. Representatives from each department and division of the firm should be included
in this process, as was the case in previous strategy-formulation activities.

Choosing from among the strategic alternatives

The evaluation of strategic choice should leads to a clear assessment of which alternative is the
most suitable for the organization under the existing condition , The final step is therefore, of
making strategic choice . One or more strategies have to be chosen for implementation. A blue
print will describe the condition under which the strategy would operate. This blue print is the
strategic plan which will contain the details procedure and activities to be performed for
implementing the chosen strategy.
An increasing number of firms recognize that establishing long-term objectives and strategies
must be a give-and-take process. In practice, organizations generally establish objectives and
strategies concurrently. Objectives become crystallized as feasible strategies are formulated and
selected. Objectives should be quantitative, measurable, realistic, understandable, challenging,
hierarchical, obtainable, and congruent among organizational units. Each objective should also
be associated with a time line. Objectives are commonly stated in terms such as growth in
assets, growth in sales, profitability, market share, degree and nature of diversification, degree
and nature of vertical integration, earnings per share, and social responsibility. Clearly
established objectives offer many benefits. They provide direction, allow synergy, aid in
evaluation, establish priorities, reduce uncertainty, minimize conflicts, stimulate exertion, and
aid in both the allocation of resources and the design of jobs. Long-term objectives are needed at
the corporate, divisional, and functional levels in an organization. They are an important measure
of managerial performance. Many practitioners and academicians attribute a significant part of
American industry’s competitive decline to the short-term, rather than long-term, strategy
orientation of American managers.

TOOLS AND TECHNIQUE FOR STRATEGIC ANALYSIS

Strategic planning may be characterized as a systematic effort to produce fundamental decisions

and actions that shape and guide what a business organization is, what it does, and why it does it.
The objective of strategic planning is to develop a map by which to manage an organization's
positioning. Although some would suggest that strategic planning has lost some of its
effectiveness, most managers continue to recognize the need for effective strategic planning and
implementation. While strategic planning requires a significant amount of time and can be quite
frustrating, if done properly, it can enable a firm to recognize its most effective position within
its industry.

There are a variety of perspectives, models and approaches used in strategic planning. The
development and implementation of these different tools depend on a large number of factors,
such as size of the organization, nature and complexity of the organization's environment, and
the organization's leadership and culture. Five strategic planning tools are presented below: the
Boston Consulting Group Matrix; the GE Market Growth/Market Share Matrix; SWOT
Analysis; TOWS Analysis; Porter's Generic Competitive Strategies; and Porter's Five Forces
Model.

Boston Consulting Group (BCG) Matrix

In the late 1960s the Boston Consulting Group, a leading management consulting company,
designed a four-cell matrix known as BCG Growth/Share Matrix. This tool was developed to aid
companies in the measurement of all their company businesses according to relative market
share and market growth. The BCG Matrix made a significant contribution to strategic
management and continues to be an important strategic tool used by companies today. The
matrix provides a composite picture of the strategic position of each separate business within a
company so that the management can determine the strengths and the needs of all sectors of the
firm. The development of the matrix requires the assessment of a business portfolio, which
includes an organization's autonomous divisions (activities, or profit centers).

Relative Market Share

High Low
Market Growth High Stars Question Marks
Rate

Low Cash Cows Dogs

Exhibit: 9.1 BCG Market Growth/Share Matrix

The BCG Matrix presents graphically the differences among these business units in terms of
relative market share and industry growth rate. The vertical axis represents in a linear scale the
growth rate of the market in which the business exists (see exhibit) which a particular business
competes. The values of the vertical axis are the relevant market growth rates (i.e., 5 percent, 10
percent, 15 percent, 20 percent, etc.). Usually a 10 percent cut-off level is selected in order to
distinguish high from low market growth rate . The horizontal axis represents in a logarithmic
scale the market share of a business within a firm relative to the market share of the largest
competitor in the market. Relative market share is an indicator of organization's competitive
position within the industry, and underlies the concept of experience curve. Thus, business
organizations with high relative market share tend to have a cost leadership position.

Each of a company's products or business units is plotted on the matrix and classified as one of
four types: question marks, stars, cash cows, and dogs.
  Stars : Products which enjoy a high market share and a high growth rate are referred to as
stars. These businesses are very important to the company because they generate a high
level of sales and are quite profitable. However, because they are in a high growth
market, which is very attractive to competitors, they require a lot of resources and
investments to maintain a high market share. Often the cash generated by stars must be
reinvested in the products in order to maintain market share. Though they earn high
profits, they require additional commitment of funds because of the need to make further
investments for expanding their production and sales. Eventually, as growth declines and
additional investment needs diminish, stars become cash cows.

 Question marks: Products with high growth potential but low present market share are
called question marks. Additional resources are required to improve their market share
and potentially convert them into stars. If relative market share cannot be increased, the
question mark becomes a dog. Of course, there is no guarantee that this would happen-
that is why they are called question marks.

 Cash cows: Products which enjoy a relatively high market share but low growth potential
are called cash cows. These businesses are highly profitable and leaders in their
industries. They generate substantial profits and cash flows but their investment
requirement are modest. The funds received from cash cows are often used to help other
businesses within the company, to allow the company to purchase other businesses, or to
return dividends to stockholders.
 Dogs: Products with low market share and limited growth potential are referred to as
dogs. They generate little cash and frequently result in losses. Management should
carefully consider their reasons for maintaining dogs. If there is a loyal consumer group
to which these businesses appeal, and if the businesses yield relatively consistent cash
that can cover their expenses, management may choose to continue their existence. Since
the prospects for such products are bleak, it is advisable to phase them out rather than
continue with them.

Strategic business units, which are often used to describe the products grouping or activities, are
represented with a circle in the BCG Matrix. The size of the circle indicates the relative
significance of each business unit to the organization in terms of revenue generated (or assets
used). The direction of arrow indicate where the business can go from the present position.
Although the BCG Matrix is not used as often as it was in past years, one big advantage of the
matrix is its ability to provide a comprehensive snapshot of the positions of a company's various
business concerns. Furthermore, an important benefit of the BCG Matrix is that is draws
attention to the cash flow, investment characteristics, and needs of an organization's business
units, helping organizations to maintain a balanced portfolio.

General Electric Nine Cell Matrix / Stop Light Strategy Matrix

In the 1980s General Electric, along with the McKinsey and Company Consulting group,
developed a more involved method for analyzing a company's portfolio of businesses or product
lines. This nine-cell matrix considers the attractiveness of the market situation and the strength of
the particular business of interest. These two dimensions allow a company to use much more
data in determining each business unit's position.

The key to the successful implementation of this strategic tool is the identification and
measurement of the appropriate factors that define market attractiveness and business strength.
Those individuals involved in strategic planning are responsible for determining the factors. The
attractiveness of the market may be based on such factors as market growth rate, barriers to
entry, barriers to exit, industry profitability, power of the suppliers and customers, availability of
substitutes, negotiating power of both customers and members of the channel of distribution, as
well as other opportunities and threats.

The strength of a particular business may be based on such factors as market-share position, cost
placement in the industry, brand equity, technological position, and other possible strengths and
weaknesses. The development of General Electric (GE) Matrix requires assessing the criteria to
evaluate both industry attractiveness and business strength. The calculation of scores for these
dimensions is frequently based on a simple weighted sum formula.

To consider this approach as a matrix analysis, market attractiveness is placed on the vertical
axis with the possible values of low, medium, and high (see exhibit ). Business strength is placed
on the horizontal axis with the possible values of weak, average, and strong. A circle on the
matrix represents each business unit (or product line). The size (area) of each circle represents
the size of the relevant market in terms of sales. Three zones of three cells each are made,
denoting different combination represented by green, yellow and red colours. For this reason,
this matrix is also known as “Stop Light Strategy Matrix”

Business Strength
Strong Average Weak

High

Industry
Medium
Attractiveness

Low

Exhibit 2 GE Business Strength/Market Attractiveness

The nine cells of this matrix define three general zones of consideration for the strategic
manager. According to this approach, the first zone or green zone contains businesses that are the
best investments. These are units in high market attractiveness and strong in business strength,
followed by those that are strong in business strength and medium in market attractiveness, and
those that are medium in business strength and high in market attractiveness. Management
should pursue investment and growth strategies for these units. Management should be very
careful in determining the appropriate strategy for those business units located in any of the three
cells in the diagonal of this matrix.

The second zone or yellow zone includes those business units that have moderate overall
attractiveness , have medium business strength and market attractiveness, weak business
strength and high market attractiveness, and strong business strength and low market
attractiveness. These businesses should be managed according to their relative strengths and the
company's ability to build on those strengths. Moreover, possible changes in market
attractiveness should be carefully considered.

Those businesses that fall in the last zone or red zone are low in overall attractiveness; these are a
good investment only if additional resources can move the business from a low overall
attractiveness position to a moderate or strong overall attractiveness position. If not, these
businesses should be considered for divestment or harvesting.

The GE Matrix may be considered as an improvement over the BCG Matrix. The major
advantage of using this matrix design is that both a business' strength and an industry's
attractiveness are considered in the company's decision. Generally, it considers much more
information than BCG Matrix, it involves the judgments of the strategic decision-makers, and it
focuses on competitive position.

A major disadvantage, however, is the difficulty in appropriately defining business strength and
market attractiveness. Also, the estimation of these dimensions is a subjective judgment that may
become quite complicated. Another disadvantage lies in the lack of objective measures available
to position a company; managers making these strategic decisions may have difficulty
determining their unit's proper placement. Too, some argue that the GE Matrix cannot effectively
depict the positions of new products or business units in developing industries.

SWOT Analysis Matrix

One of the most widely used strategic planning tools is a SWOT (Strengths, Weaknesses,
Opportunities, Threats) analysis. Most companies use, in one form or another, SWOT analysis as
a basic guide for strategic planning. The worth of a SWOT analysis is often dependent on the
objective insight of those management individuals who conduct the SWOT analysis. If
management (or consultant management) is able to provide objective, relevant information for
the analysis, the results are extremely useful for the company.

A SWOT analysis involves a company's assessment of its internal position by identifying the
company's strengths and weaknesses. In addition, the company must determine its external
position by defining its opportunities and threats. Strengths represent those skills in which a
company exceeds and/or the key assets of the firm. Examples of strengths are a group of highly
skilled employees, cutting-edge technology, and high-quality products. Weaknesses are those
areas in which a firm does not perform well; examples include continued conflict between
functional areas, high production costs, and a poor financial position.

Opportunities are those current or future circumstances in the environment that might provide
favourable conditions for the firm. Examples of opportunities include an increase in the market
population, a decrease in competition and a legislation that is favourable to the industry. Threats
are those current or future circumstances in the environment, which might provide unfavourable
conditions for the firm. Examples of threats include increased supplier costs, a competitor's new
product-development process, and a legislation that is unfavorable to the industry.

Careful determination and classification of a company's strengths, weaknesses, opportunities,

and threats provides an excellent way for a company to analyze its current and future situation. It
is not necessary for a company to take advantage of all opportunities, nor is it necessary for a
company to develop methods to deal with all threats. Additionally, a company need not
strengthen all of its weaknesses or be too smug about all its strengths. All of these factors should
be evaluated in the context of each other in order to provide the company with the most useful
planning information.

The Threats-Opportunities-Weaknesses-Strengths (TOWS) Matrix

The Threats-Opportunities-Weaknesses-Strengths (TOWS) Matrix is an important tool that helps
managers develop four types of strategies:
 SO : Strengths- Opportunities Strategies,
 WO :Weaknesses -Opportunities strategies,
 ST : Strengths -Threats Strategies, and
 WT : Weaknesses -Threats Strategies.
Matching key external and internal factors is the most difficult part of developing a TOWS
Matrix and requires good judgment, and there is no one best set of matches. Note in Table 6-2
that the first, second, third, and fourth strategies are SO, WO, ST, and WT Strategies
respectively.
SO Strategies use a firm’s internal strengths to take advantage of external opportunities. All
managers would like their organizations to be in a position where internal strengths can be used
to take advantage of trends and events in the environment. For example,Mercedes Benz, with its
technical know-how and reputation for quality (internal strengths), could take advantage of the
increasing demand for luxury cars (external opportunity) by building a new manufacturing plant
(SO Strategy). Organizations generally will pursue WO, ST, or WT Strategies in order to get into
a situation where they can apply SO Strategies. When a firm has major weaknesses, it will strive
to overcome them, making them strengths. When an organization faces major threats, it
will seek to avoid them in order to concentrate on opportunities.
WO Strategies aim at improving internal weaknesses by taking advantage of external
opportunities. Sometimes key external opportunities exist, but a firm has internal weaknesses
that prevent it from exploiting those opportunities. For example, there may be a high demand for
electronic devices to control the amount and timing of fuel injection in automobile engines
(opportunity), but a certain auto parts manufacturer may lack the technology required for
producing these devices (weakness). One possible WO Strategy would be to acquire this
technology by forming a joint venture with a firm having competency in this area. An alternative
WO strategy would be to hire and train people with the required technical capabilities.
ST Strategies use a firm’s strengths to avoid or reduce the impact of external threats. This does
not mean that a strong organization should always meet threats in the external environment head-
on. General Motors found this out in the 1960s when Ralph Nader (an external threat) exposed
safety hazards of the Corvair automobile. GM used its strength (size and influence) to ridicule
Nader, and the direct confrontation caused more problems than expected. In retrospect, this ST
Strategy was probably inappropriate for GM at the time.
WT Strategies are defensive tactics directed at reducing internal weaknesses and avoiding
environmental threats. An organization faced with numerous external threats and internal
weaknesses may indeed be in a precarious position. In fact, such a firm may have to fight for its
survival, merge, retrench, declare bankruptcy, or choose liquidation.A schematic representation
of the TOWS matrix is provided in Exhibit 9..
Exhibit 9.. TOWS Matrix
Strengths- S Weaknesses-W
List the internal strengths of List the internal weakness of
the firm the firm

Opportunities-O SO Strategies WO Strategies

List opportunities available for Use strengths to take Overcome weaknesses by
 the firm advantage of taking
opportunities advantage of opportunities

Threats-T ST Strategies WT Strategies

List threat faced by the firm Use strengths to avoid Minimize weaknesses and
threats avoid . threats

A TOWS Matrix is composed of nine cells. As shown, there are four key factor cells, four
strategy cells, and one cell that is always left blank (the upper left cell). The four strategy cells,
labeled SO, WO, ST, and WT, are developed after completing four key factor cells, labeled S,
W, O, and T. There are eight steps involved in constructing a TOWS Matrix:
1. List the firm’s key external opportunities.
2. List the firm’s key external threats.
3. List the firm’s key internal strengths
4. List the firm’s key internal weaknesses.
5. Match internal strengths with external opportunities and record the resultant SO Strategies in
the appropriate cell.
6. Match internal weaknesses with external opportunities and record the resultant WO strategies.
7. Match internal strengths with external threats and record the resultant ST Strategies.
8. Match internal weaknesses with external threats and record the resultant WT Strategies.
Some example of SO, WO, ST, and WT Strategies:
1. A strong financial position (internal strength) coupled with unsaturated foreign markets
(external opportunities) could suggest market development to be an appropriate SO Strategy.
2. A lack of technical expertise (internal weakness) coupled with a strong demand for computer
services (external opportunity) could suggest the WO Strategy of acquiring a high-tech computer
company.
3. A strong distribution system (internal strength) coupled with intense government deregulation
(external threat) could suggest concentric diversification to be a desirable ST Strategy.
4. Poor product quality (internal weakness) coupled with unreliable suppliers (external threat)
could suggest backward integration to be a feasible WT Strategy.
The purpose of each Stage 2 matching tool is to generate feasible alternative strategies, not to
select or determine which strategies are best! Not all of the strategies developed in the TOWS
Matrix therefore will be selected for implementation. The strategy-formulation guidelines can
enhance the process of matching key external and internal factors. For example, when an
organization has both the capital and human resources needed to distribute its own products
(internal strength) and distributors are unreliable, costly, or incapable of meeting the firm’s needs
(external threat), then forward integration can be an attractive ST Strategy. When a firm has
excess production capacity (internal weakness) and its basic industry is experiencing declining
annual sales and profits (external threat), then concentric diversification can be an effective WT
Strategy. It is important to use specific, rather than generic, strategy terms when developing a
TOWS Matrix.

Porter's Five-Force Model

Before a company enters a market or market segment, the competitive nature of the market or
segment is evaluated. Michael E Porter suggests that five forces collectively determine the
intensity of competition in an industry: threat of potential entrants, threat of potential substitutes,
bargaining power of suppliers, bargaining power of buyers, and rivalry of existing firms in the
industry. By using the model shown in exhibit a firm can identify the existence and importance
of the five competitive forces, as well as the effect of each force on the firm's success.

Potential threat from entry

of new firms

Supplier’s Forces of competition Buyer’s

bargaining created by rivalry. bargaining
power power

Potential threat from firms

which makes substitute
products or services
Figure 4 Porter’s Five Forces Model

The threat of new entrants deals with the ease or difficulty with which new companies can enter
an industry. When a new company enters an industry, the competitive climate changes; there is
new capacity, more competition for market share, and the addition of new resources. Entry
barriers and exit barriers affect the entrance of new companies into a marketplace. If entry
barriers (capital requirements, economies of scale, product differentiation, switching costs,
access to distribution channels, cost of promotion and advertising, etc.) are high, a company is
less likely to enter a market. The same holds true for exit barriers.

The threat of substitutes affects competition in an industry by placing an artificial ceiling on the
prices companies within an industry can charge. A substitute product is one that can satisfy
consumer needs also targeted by another product; for example, lemonade can be substituted for a
soft drink. Generally, competitive pressures arising from substitute products increase as the
relative price of substitute products declines and as consumer's switching costs decrease.

The bargaining power of buyers is affected by the concentration and number of consumers, the
differentiation of products, the potential switching costs, and the potential of buyers to integrate
backwards. If buyers have strong bargaining power in the exchange relationship, competition can
be affected in several ways. Powerful buyers can bargain for lower prices, better product
distribution, higher-quality products, as well as other factors that can create greater competition
among companies.

Similarly, the bargaining power of suppliers affects the intensity of competition in an industry,
especially when there is a large number of suppliers, limited substitute raw materials, or
increased switching costs. The bargaining power of suppliers is important to industry
competition because suppliers can also affect the quality of exchange relationships. Competition
may become more intense as powerful suppliers raise prices, reduce services, or reduce the
quality of goods or services.

Competition is also affected by the rivalry among existing firms, which is usually considered as
the most powerful of the five competitive forces. In most industries, business organizations are
mutually dependent. A competitive move by one firm can be expected to have a noticeable effect
on its competitors, and thus, may cause retaliation or counter-efforts (e.g. lowering prices,
enhancing quality, adding features, providing services, extending warranties, and increasing
advertising).
The nature of competition is often affected by a variety of factors, such as the size and number of
competitors, demand changes for the industry's products, the specificity of assets within the
industry, the presence of strong exit barriers, and the variety of competitors.

Recently, several researchers have proposed a sixth force that should be added to Porter's list in
order to include a variety of stakeholder groups from the task environment that wield over
industry activities. These groups include governments, local communities, creditors, trade
associations, special interest groups, and shareholders.

The implementation of strategic planning tools serves a variety of purposes in firms, including
the clear definition of an organization's purpose and mission, and the establishment of a standard
base from which progress can be measured and future actions can be planned. Furthermore, the
strategic planning tools should communicate those goals and objectives to the organization's
constituents. Thus, the worth of these tools, as well as others, is often dependent on the objective
insight of those who participate in the planning process. It is also important for those individuals
who will implement the strategies to play a role in the strategic-planning process; this often
requires a team effort that should allow a variety of inputs and should result in a better overall
understanding of the company's current and future industry position

Strategic Position and Action Evaluation (SPACE)

SPACE is an approach to hammer out an appropriate strategic posture for a firm and its
individual business. An extension of the two-dimensional portfolio analysis, SPACE involves a
consideration of four dimensions:
 Company’s competitive advantage
 Company’s financial strength
 Industry strength
 Environmental stability
The factors determining competitive advantage, financial strength, industry strength,
and environmental stability are shown as follows:

Company’s Competitive Advantage Company’s functional strength

Market share Return on investment
Product quality Leverage
Product life cycle Liquidity
 Product replacement cycle Capital required/capital available
Customer loyalty Cash flow
Competition’s capacity utilisation Ease of exit from market
Technological know-how Risk involved in the business
Vertical integration
Industry strength Environmental stability
Growth potential Technological changes
Profit potential Rate of inflation
Financial stability Demand variability
Technological know-how Price range of competing products
Resource utilisation Barriers to entry into market
Capacity intensity Competitive pressure
Ease of entry into market Price elasticity of demand
Productivity, capacity utilisation

To apply the SPACE approach to a firm, the following procedure may be followed :

1. Numerically assess the firm on the factors which have a bearing on the four dimensions. The
scale of assessment for the factors relating to the dimensions of company.s financial strength and
industry strength may be 0 to 7, with 0 reflecting the most unfavourable assessment and 7 the
most favourable. However, the scale of assessment for the factors relating to the dimensions of
environmental stability and company.s competitive advantage may be 0 to -7, with 0 reflecting
the most favourable assessment and -7 the most unfavourable.
2. Average the numerical values assigned for various factors relating to a given dimension to get
the numerical score for the dimension.
3. Plot the scores for the four dimensions on the axes of the SPACE chart.
4. Connect the scores to plotted to get a four-sided polygon, reflecting the size and direction of
the assessment.
Strategic Postures
The basic strategic postures associated with the SPACE approach, are as follows:
Aggressive Posture: This is appropriate for a company which
(i) Enjoys a competitive advantage and considerable financial strength and
(ii) Belongs to an attractive industry that operates in a relatively stable environment.
An aggressive posture means that the firm must fully exploit opportunities available to it,
seriously look for a acquisition possibilities in its own or related industries, concentrate resources
to maintain its competitive edge, and enhance its market share. The aggressive posture is similar
to the generic strategy of overall cost leadership suggested by Michael Porter
Competitive Posture: This is suitable for a company witch
(i) Enjoys a competitive advantage but has limited financial strength, and
(ii) Belongs to an attractive industry operating in a relatively unstable environment.
The key planks of the competitive posture are as follows: maintain and enhance competitive
advantage by product improvement and differentiation, widen the product line, improve
marketing effectiveness, and augment financial resources. There is a great deal of product
differentiation suggested by Michael Porter.

Conservation Posture: This is appropriate for a company which

(i) Enjoys financial strength but has limited competitive advantage, and
(ii) Belong to a not-so-attractive industry operating in a relatively stable environment.
A conservative posture call for the following action: prune non-performing products, reduce
costs, improve productivity, develop new products, and access more profitable markets. The
conservation posture described here is somewhat similar to the generic strategy of focus
suggested by Michael Porter.

Defensive Posture: This is suitable for a company which

(i) Lacks competitive advantage as well as financial strength, and
(ii) Belong to a not- so-attractive industry operating in an unstable environment.
A defensive posture involves the following actions: discontinue unviable products, control costs
aggressively, monitor cash flows strictly, reduce capacity, and postpone or limit investment. The
defensive posture so defined may be likened to gamesmanship which calls for employing
maneuvers to keep the company afloat, check the onslaught of competition, and eventually
facilitate withdrawal or exit.

Directional Policy Matrix (DPM)

The Directional Policy Matrix (DPM) is a method of business portfolio analysis formulated by
Shell International Chemical Company.DPM analysis is aimed at determining the appropriate
strategic planning goals and the right strategies to achieve those goals across the portfolio of
products, strategic business units (SBUs) and markets. The Directional Policy Matrix (DPM) is a
tool for helping you determine what your preferred segments are. In completing a DPM the
organization can understand where you should invest in and the direction the organization
should take. The directional policy matrix helps you determine whether decisions made in the
day-to-day running of the organization are in its best interest.

In broad terms, the DPM is a framework and process to review the performance and relative
potential of each product/SBU/market and to decide which products/SBUs/markets to:

 Build/develop further/increase market share

 Maintain/resource to keep the status quo or current market share
 Harvest/sell off or withdraw from having squeezed the last potential sales
 Divest/drop or exit immediately.
The DPM is a method of business portfolio analysis is shown in Exhibit 9. It has nine cells in
which businesses are located depending upon their scores on each of the two axes: Expected
market profitability and competitive positions. The horizontal axis, labeled "business sector
prospects" or "prospects for market sector profitability," is a measure similar to industry
attractiveness used in the GE planning grid. A firm is rated on a scale from "unattractive,"
through "average," to "attractive" depending upon an evaluation of its industry's market growth,
market quality, and environmental aspects. Similarly, its location on a scale that runs from a
"weak," through "average," to "strong" competitive position is determined by answering
questions about its market share position, production capabilities, and R&D strengths.
The cell labels represent possible strategic choices or types of resource deployments most
appropriate for the firm, given its score on each of the two axes. More specifically these cell
labels have the following implications:
1. Disinvest : Likely already losing money; net cash flow negative over time. Losses may be
minimized by divestiture or even liquidation.
2. Phased Withdrawal : Probably not generating sufficient cash to justify continuation; assets
can be redeployed.
3. Cash Generator : Equivalent to a "cash cow" in the GE planning grid. This cell would be
occupied by a firm or product in later stages of the life cycle that does not warrant heavy
investment, but can be "milked" of cash due to its strong competitive position.
4. Proceed with Care : Similar to a "question mark;" firms falling in this sector may require
some investment support but heavy investment would be extremely risky.
5. Growth : Similar to a GE planning grid "green-light" strategy. A firm, product, or SBU in
these sectors would call for investment support to allow growth with the market. It should
generate sufficient cash on its own.
6. Double or Quit : Units in this sector should become "high fliers" in the not too distant future.
Consequently those in the upper rightmost corner of cell (1, 3) should be singled out for full
support. Others should be abandoned.
7. Try Harder : External financing may be justified to push a unit in this sector to a leadership
position. However, such a move will require judicious application of funds.
 8. Leader : The strategy for this segment is to protect this position by external investment (funds
beyond those generated by the unit itself - occasionally); earnings should be quite strong and a
major focus may be maintaining sufficient capacity to capitalize on strong demand.
The DPM can thus be used to identify strategies for single businesses as well as for plotting
combinations of units in multibusiness or multiproduct firms. Locating competitors on the DPM
can provide useful insights into the nature of corporate-level strategic configurations. However,
there is room for error in the positioning of a firm or product on the two axes, and thus DPM
location should be interpreted with an open mind and not in isolation.

The Directional Policy Matrix measures the attractiveness of a segment and the capability of the
organization to support that segment.

Attractiveness of a Market Segment : Evaluating the attractiveness of a segment should

include these variables:

 Size of the segment (number of customers, units or sales)

 Growth rate of the segment (a very important variable)
 Profit margins of the segment to the sales organization
 Ongoing purchasing power of the segment
 Attainable market share given promotional budget, fragmentation of the market and
competitors' promotional expenditures
 Required market share to break even.

Capability of the organization

Evaluating the capability of the organization to meet the needs of the segments should include
these variables analyzed against the competition:

 Competitive capability of the organization against the marketing mix (product/service,

place, price and promotion)
 Access to distribution channels
 Capital and human resource investment required to serve the segment
 Brand association of the organization in the eyes of the segment
 Current market share/likely future market share.

Life Cycle Analysis

Life cycle analysis relies on the belief that there are predictable relationships among the stages in
product or business unit life cycles on one hand, and certain elements of strategy on the other.
The typical product life cycle curve is analogous to the life cycle of biological organisms as
shown in Exhibit. Note the relationship between unit profit margin and sales revenues at the
different stages. During pre introduction and introduction, the firm is investing heavily to build
sales growth through product awareness and refinement, with emphasis on the latter. Thus profit
margin is negative until growth begins to occur. If sales growth precedes at a high enough rates,
then unit profit margin will swing positive during the growth phase. Typically the firm's
emphasis is shifted from product refinement to building market share, thus increasing the length
and slope of the curve during this phase.
As more and more competitors enter the market, however, share is whittled away. Consequently
the product's growth rate begins to level off and the product enters the maturity stage. During
growth ever-increasing sales volume can drive unit profit margin higher and higher. As
competitive pressures mount, though, profit margin is eaten away. Emphasis shifts to production
efficiency as management attempts to maintain profit margin during the maturity phase.
Finally, as sales decline sets in, attention is concentrated on maintaining cash flow. Often a
policy is in place that makes product discontinuance a function of the magnitude of net cash
flow.
In multiproduct firms attention is focused on the net effect on sales, profit margins, and cash
generation of the performance of the firm's stable of products. Overall sales performance is a
function of the balance of separate products' performance. Multi business firms, that is,
conglomerates or holding companies, can be viewed as a collection of multiproduct firms the life
cycle curves of the separate SBUs would not line up as neatly as they do in the diagram, but
rather would be superimposed on each other in a complex network of curves.
Strategic Implications of Life Cycle Curves

Life cycle curves can be useful devices for explaining the relationships among sales and profit
attributes of separate products, collections of products in a business, and collections of
businesses in a conglomerate or holding company. Life cycle analysis has been suggested by
some of its advocates as a basis for selecting appropriate strategy characteristics at all levels. It
also may be viewed as a guide for business-level strategy implementation since it helps in
selection of functional-level strategies, as discussed next.
Pre introduction and Introduction Strategic Implications

During the early stages of the life cycle, marketing strategy should focus on correcting product
problems in design, features, and positioning so as to establish a competitive advantage and
develop product awareness through advertising, promotion, and personal sales techniques.At the
same time, personnel strategy could focus on planning and recruiting for new product human
resource needs and dealing with union requirements. Also, one would expect the nature of
research and development strategy to shift from a technical research orientation during
preintroduction18 to more of a development orientation during actual introduction.
Financial strategy would be likely to address primarily sources of funds needed to fuel R&D and
marketing efforts as well as the capital requirements of later production facilities. 20 Capital
budgeting decisions would be outlined during these early stages so that capacity would be
adequate to serve growth needs when sales volume began to accelerate.
Growth Stage Strategy Implications

During the growth stage, strategic emphases change relative to introduction. Marketing strategy
is concerned with quickly carving out a niche for the product or firm and for its distribution
capabilities, even when doing so might involve taking risks with overcapacity. Too often, firms
have unadvisedly accepted quality shortfalls as a necessary cost of rapid growth. Widening profit
margins during growth may even permit certain functional inefficiencies and risk taking.
Communication strategy is directed toward establishing brand preference through heavy media
use, sampling programs, and promotion programs, and strategy should emphasize (1) resource
acquisition to maintain strength and (2) development of ways to continue growth when it begins
to slow.
Personnel strategy may focus on developing loyalty, commitment, and expertise. Training and
development programs and various communication systems are established to build management
and employee teams that can deal successfully with the demands of impending tight competition
among firms during the maturity phase. General Electric tries to staff growth-stage product
management positions with "growers" who have an entrepreneurial flair.
Maturity-Stage Strategy Implications

Efficiency and profit-generating ability become major concerns as products enter the maturity
stage. Competition grows as more firms enter the market and the implication is that only the
most productive firms with established niches and competent people will survive.
Marketing efforts concentrate on maintaining customer loyalty and in strengthening this with
distributors personally selling to dealers, sales promotions, and publicity.
Production strategy concentrates on efficiency and, at the same time, sharpens the ability to meet
delivery schedules and minimize defective products. Cost control systems are often put in place.
Personnel strategy may focus on various incentive systems to produce manufacturing efficiency.
Advancements and transfers are used and some firms try to fit management positions to
 managers who have personalities more attuned to the belt-tightening needs of products and SBUs
at the maturity stage. Chase Manhattan Bank, for example, shifted a manager with recognized
cost-cutting abilities so that he could streamline its European operations.At Corning Glass
Company, when its television-tube business seemed to have reached maturity, a manager with
cost-cutting skills was appointed as its manager.
Decline-Stage Strategy Implications

When a product reaches the point where its markets are saturated, an effort is often made to
modify it so that its life cycle is either started anew or its maturity stage extended. When falling
sales of a product cannot be reversed and it enters the decline stage, management's emphasis may
switch to milking it dry of all profit. Advertising and promotion expenditures are reduced to a
minimum. People are transferred to new positions where their experience can be brought to bear
on products in earlier growth stages (if management was skillful enough to have created such
products).
Various strategies have been suggested for products that have entered the decline stage. Hofer
and Schendel suggest four choices when sales are less than 5 percent of those of the industry
leaders: (1) concentration on a small market segment and reduction of the firm's asset base to the
minimum levels needed for survival (2) acquisition of several similar firms so as to raise sales to
15 percent of the leaders' sales; (3) selling out to a buyer with sufficient cash resources and the
willingness to use them to effect a turnaround; and (4) liquidation. Other variations of these are
described by various authors at both the product and business levels.

Hofer’s Product Market Evolution Matrix

Developed by Charles W. Hofer Hofer and based on the product life cycle, the 15-cell
product/market evolution matrix (shown in Figure 11–2) depicts the types of developing products
that cannot be easily shown on other portfolio matrixes. Products are plotted in terms of their
competitive positions and their stages of product/market evolution. As on the GE Business Screen
the circles represent the sizes of the industries involved, and the pie wedges represent the market
shares of the firm’s business product lines. Present and future matrixes can be developed to
identify strategic issues. In response to exhibit 9.,for example, we could ask why product B does
not have a greater share of the market, given its strong competitive position. We could also ask
why the company has only one product in the developmental stage. A limitation of this matrix is
that the product life cycle does not always hold for every product. Many products, for example, do
not inevitably fall into decline but (like Tide detergent and Colgate toothpaste) are revitalized
anHe proposed a new assessment matrix of business portfolio of the company, organized into 15
quadrants. Known as “Hofer Matrix” or "Product/Market Evolution Matrix” and is quite similar
to the Arthur D. Little matrix. Exhibits 9. displays the present matrix where strategic business
units are graphically represented according to two basic indicators: competitive position on the
market and the stage corresponding to the product/market evolution. As in the case of the other
approaches, Hofer matrix implies the division of the company into strategic business units. The
next step resides in assessing the competitive position of business units, by using techniques
similar to those used by the McKinsey matrix. The position occupied by each strategic business
unit is graphically represented by using the two axes of the matrix. Thus, on the horizontal axis
the competitive position of strategic business units is set in terms of strong , average and weak ,
on the vertical axis the stage of the life cycle specific to the market where these operate is set.

Further on, strategic business units are outlined, from a graphical point of view, under the form of
circles. The size of each circle is proportional to the size of the market where the strategic business
unit carries out its activity (measured on the basis of total income resulted on the mentioned
markets), while the hatched areas, inside the circle, represent the market shares held by the
strategic business units. The power of the Hofer matrix resides in the fact that it may outline the
distribution of strategic business units during stages specific to life cycle of the market (industry).
Similar to the McKinsey matrix, the present matrix offers the company the possibility to make a
diagnosis regarding the portfolio, in order to establish if it exhibits a balanced or unbalanced
structure. A balanced portfolio should be composed of strategic business units of the type
corresponding to ”Stars” and to ”Cash Cows” and to a few ”Question Marks”, which have
recently penetrated the market or which are about to become ”Stars”. Of course, in practice, most
of the companies will have portfolios whole salient feature will be the unbalanced put back on a
growth track.

Development A B

Growth

Shake out C
 Maturity /Saturation D E F

Decline G

Stages of Product Strong Average Weak

Development Competitive Position

Figure 9–2 Product/Market Evolution Portfolio Matrix

Strategic consequences

The strategic consequences of this analysis focus on the various stages of life cycle when strategic
business units are not covered. Thus, similar to the other methods of business portfolio analysis,
the Hofer matrix also suggests that each position held by a strategic business unit indicates the
selection of a strategic alternative . Hofer , suggested following strategies:

1. Strategic business unit ”A” seems to be a potential ”Star”. It holds a large market share, it is in
the stage of life cycle development and has a strong competitive position on the market. As such,
unit ”A” represents a potential candidate in the competition for corporate resource competition.

2. Unit ”B” is very similar to unit ”A”. Nevertheless, investments in unit ”B” must take into
account the fact that although it has a strong market position, its market share is quite small.
Consequently, the cause for which market share has such a small value must be identified.
Furthermore, a strategy that may contribute to the increase of market share must be developed,
thus accounting for the future necessary investment.

3. Unit ”C” has a small market share, its salient feature resides in the fact that it holds a
competitively weak position and it entered a small market whose development is underway. A
strategy that may increase the market share and develop the competitive position must be
elaborated so that the future investments be accounted for. For the unit ”C” a strategy residing in
the elimination from the market must be applied, so that the investment for the first two units may
be favourised.
4. Unit ”D” is characterized by a strong competitive position on the market and it holds a large
market share. In this case, it is recommended that investments be made with a view to maintaining
the current position on the market. On the lung run, it will become a “Cash Cow”.

5. Unit ”E” together with unit ”F” are included into the “Cash Cow” category and they should be
capitalized on because of great cash flows that they generate.

6. Unit ”G” is included into the “Dogs” category and the management thereof is recommended,
with a view to generating short-term cash flows in as much as it is possible. Nevertheless, on the
long term the strategy of limitation or liquidation on the market must be selected. Taking into
account that the structure of business portfolio varies from company to company and that they
may take multiple forms of graphic expression, Hofer suggested that the majority of business
portfolio strategies specific to companies represent variations of one of the three characteristic
situations of an ideal portfolio.

Picture 2 exhibits the three ideal situations and by means thereof several distinct objectives are
outlined, objectives that a company may set with a view to meeting them by means of strategic
earmarking of financial resources.

Strengths and weaknesses of the Hofer method: The main strengths of the matrix resides in the
fact that it provides an image regarding the manner of distribution of the businesses undertaken by
a company during specific stages of a life cycle. The company may predict how the present
portfolio will develop in the future and it may also act in real time in order to guarantee that his
portfolio is in a balanced condition. Another advantage of the present matrix is that it manages to
divert the management’s attention from the corporate level and focus on potential strategies
specific to the strategic business unit. According to specialty literature, the market life cycle
represents one of the main factors that contribute to the adoption of strategic decisions at the level
of the strategic business unit. Therefore, following the use of the Hofer matrix, the corporate
management may identify strategic procedures that must be integrated and implemented at the
level of strategic business units.

The disadvantage of the matrix resides in the fact that it does not focus on all the relevant factors
that influence the level of attractiveness of a market. According to the McKinsey matrix, the
present model illustrates as well the fact that the stage of the market life cycle is very important,
but this element must not be deemed as being the only and the main influence factor of the level of
market attractiveness. Therefore, there are other significant factors that may exert influence over
the company’s portfolio, without being dependent on the stage in which the market evolution is
found. Taking into consideration the above mentioned, we must emphasize the fact that the
restriction of the portfolio analysis to a single method, is not a very wise decision. Each method
presents a series of advantages and disadvantages and each of them tries to offer, at one time, a
diagnostic of the business portfolio specific to a company

Source: Wheelen, Thomas L.; Hunger, J. David - Strategic management and business policy:
concepts and cases, 10th Edition, Pearson/Prentice Hall, Upper Saddle River, 2006, p.304

Profit Impact of Market Strategy - PIMS

PIMS is a statistical model that investigates the relationship between strategic variables and
profitability of companies. It was the result of the initiative taken at General Electric in the
1960’s under the leadership of Sidney Schoeffler. This model relies on empirical data across
various industries to study the impact of various strategic variables on profit volumes of
organizations. It was a major breakthrough in the field of marketing studies in that it relied on a
verifiable method of empirical analysis using regression techniques as opposed to bald
conceptual frameworks not supported by hard data from the industry. The model is an endeavor
to generalize the strategic determinants of profitability without disregarding the peculiarities of a
given market terrain.
The PIMS study lends predictability to strategic decision making. It relies on ROI as a key
criterion of strategy choices. The most important aspect of the model is the variables it uses in
analyzing the impact on profitability of strategic decisions. The nature and number of variables
used in the analysis is an on-going development. They can be broadly divided into 2 types:
 Market related variables and
 Non-market related variables.
Market related variables include aspects such as market share, relative market share, pricing,
product quality etc. Non-market variables include factors such as R&D expenditures, investment
intensity, technological development, labour productivity.
Some of the key findings of PIMS are that High market share leads to high profitability. This has
been the most studied finding of the PIMS project and has been confirmed in subsequent studies.
The model also reports a positive correlation between product quality and profitability as also
between employee productivity and profitability. As regards, capital intensive initiatives, it finds
that capital intensive strategies are characterized by low return on investments . A normative
implication of this finding is that labour productivity ought to be the focal point for strategic
decisions as opposed to heavy investment in machinery or technology.

While the generalization afforded by the vast database of the PIMS project is attractive and
indeed useful, it must be taken with a pinch of salt. One general criticism of the PIMS model is
that the model fails to make any clear distinction between causal relation and co-incidence.
However, this criticism seems to disregard the essential nature of empirical analysis on which the
model relies. However, there is some merit to the apprehension that confusion between causal
relation and mere co-incidence can be misleading .Another important criticism is the multi-
colliniarity of the variables. It means that the variables used may affect each other and hence are
not independent. This problem is widely acknowledged to be implicit in the model . However,
notwithstanding the limitations, the robust database on which the model rests is certainly of great
value in strategic decision-making. The model coupled with sharp awareness of market
peculiarities is still a critical source of input for managers.

The Grand Strategy Matrix

In addition to the TOWS Matrix, SPACE Matrix, and BCG Matrix, the Grand Strategy Matrix
has become a popular tool for formulating alternative strategies. All organizations can be
positioned in one of the Grand Strategy Matrix’s four strategy quadrants. A firm’s divisions
could likewise be positioned. As illustrated in Exhibit 9.2 the Grand strategy Matrix is based on
two evaluative dimensions: competitive position and market growth. Appropriate strategies for
an organization to consider are listed in sequential order of attractiveness in each quadrant of the
matrix.
Firms located in Quadrant 1 of the Grand Strategy matrix are in an excellent strategic position.
For these firms, continued concentration on current markets (market penetration and market
development) and products (product development) are appropriate strategies. It is unwise for a
Quadrant 1 firm to shift notably from its established competitive advantages. When a Quadrant I
organization has excessive resources, then backward forward, or horizontal integration may be
effective strategies. When a Quadrant 1 firm is too heavily committed to a single product, then
concentric diversification may reduce the risks associated with a narrow product line. Quadrant 1
firms can afford to take advantage of external opportunities in many areas; they can aggressively
take risks when necessary.
Firms positioned in Quadrant II need to evaluate their present approach to the marketplace
seriously. Although their industry is growing, they are unable to compete effectively, and they
need to determine why the firm.s current approach is ineffectual and how the company can best
change to improve its competitiveness. Since Quadrant II firms are in a rapid-market-growth
industry, an intensive strategy (as opposed to integrative or diversification) is usually the first
option that should be considered. However, if the firms is lacking a distinctive competence or
competitive advantage, then horizontal integration is often a desirable alternative. As a last
result, divestiture or liquidation should be considered. Divestiture can provide funds needed to
acquire other businesses or buy back shares of stock.
RAPID MARKET GROWTH
Quadrant II Quadrant I
1. Market development 1.Market development
2. Market penetration 2. Market penetration
3. Product development 3. Product development
4. Horizontal integration 4. Forward integration
5. Divestiture 5. Backward integration
6. Liquidation 6. Horizontal integration
7.Concentric diversification
WEAK
STRONG
COMPETITIVE Quadrant III Quadrant IV
1. Retrenchment 1. Concentric diversification COMPETITIVE
POSITION
2. Concentric diversification 2. Horizontal diversification POSITION
3. Horizontal diversification 3. Conglomerate diversification
4. Conglomerate 4. Joint ventures
diversification
5. Divestiture
6. liquidation

SLOW MARKET GROWTH

Exhibit 9. The Grand Strategy Matrix

Quadrant III organizations compete in slow-growth industries and have weak competitive
positions. These firms must make some drastic changes quickly to avoid further demise and
possible liquidation. Extensive cost and asset reduction (retrenchment) should be pursued first.
An alternative strategy is to shift resources away from the current business into divestiture or
liquidation. Finally, Quadrant IV businesses have a strong competitive position but are in a slow
growth industry. These firms have the strength to launch diversified programs into more
promising growth areas. Quadrant IV firms have characteristically high cash flow levels and
limited internal growth needs and can often pursue concentric, horizontal, or conglomerate
diversification successfully. Quadrant IV firms may also pursue joint ventures.

The Quantitative Strategic Planning Matrix (QSPM)

Other than ranking strategies to achieve the prioritized list, there is only one analytical
technique in the literature designed to determine the relative attractiveness of feasible
alternative actions. This technique is the Quantitative Strategic Planning Matrix (QSPM),
which comprises Stage 3 of the strategy formulations analytical framework. This technique
objectively indicates which alternative strategies are best. The QSPM uses input from
Stage' I "analyses and matching results from Stage 2 analyses to decide objectively among
alternative strategies. That is, the EFE Matrix, IFE Matrix, and Competitive Profile Matrix
that make up Stage 1, coupled with the TOWS Matrix, SPACE Analysis, BCG Matrix, IE
Matrix, and Grand Strategy Matrix that make up Stage 2, provide the needed information
for setting up the QSPM (Stage 3). The QSPM is a tool that allows strategists to evaluate
alternative strategies objectively, based on previously identified external and internal
critical success factors. Like other strategy-formulation analytical tools, the QSPM requires
good intuitive judgment.
The basic format of the QSPM is illustrated in Exhibit 9. Note that the left column of a QSPM
consists of key external and internal factors (from Stage 1), and the top row consists of feasible
alternative strategies, (from Stage 2). Specifically, the left column of a QSPM consists of
information obtained directly from the EFE Matrix and IFE Matrix. In a column adjacent to the
critical success factors, the respective weights received by each factor in the EFE Matrix and the
IFE Matrix are recorded.

STRATEGIC ALTERNATIVES
Key Factors Weight Strategy 1 Strategy 2 Strategy 3

Key External Factors

Economy
Political/Legal/Governmental
Social/Cultural/Demographic/Environmental
Technological
 Competitive

Key Internal Factors

Management
Marketing '
Finance/Accounting
Production/Operations
Research and Development
Computer Information Systems

Exhibit 9. The Quantitative Strategic Planning Matrix --- QSPM

The top row of a QSPM consists of alternative strategies derived from the TOWS Matrix,
SPACE Matrix, BCG Matrix, IE Matrix, and Grand Strategy Matrix. These matching tools
usually generate similar feasible alternatives. However, not every strategy suggested by the
matching techniques has to be evaluated in a QSPM. Strategists should use good intuitive
judgment in selecting strategies to include in a QSPM.
Conceptually, the QSPM determines the relative attractiveness of various strategies based
on the extent to which key external and internal critical success factors are capitalized upon or
improved. The relative attractiveness of each strategy within a set of alternatives is computed
by determining the cumulative impact of each external and internal critical success factor. Any
number of sets of alternative strategies can be included in the QSPM, and any number of
strategies can make up a given set, but only strategies within a given set are evaluated relative
to each other. For example, one set of strategies may include concentric, horizontal, and
conglomerate diversification, whereas another set may include issuing stock and selling a
division to raise needed capital. These two sets of strategies are totally different, and the QSPM
evaluates strategies only within sets. Note in Table 6-6 that three strategies are included and
they make up just one set.
A QSPM for a food company is provided in Table 6-6. This example illustrates all the
components of the QSPM: Key Factors, Strategic Alternatives, Weights, Attractiveness Scores,
Total Attractiveness Scores, and the Sum Total Attractiveness Score. The three new terms just
introduced-(1) Attractiveness Scores, (2) Total Attractiveness Scores, and (3) the Sum Total
Attractiveness Score-are defined and explained below as the six steps required to develop a
QSPM are discussed.
Step 1 Make a list of the firm's key external opportunities/threats and internal
strengths/weaknesses in the left column of the QSPM. This information should be taken
directly from the EFE Matrix and IFE Matrix. A minimum of 10 external critical
success factors and 10 internal critical success factors should be included in the QSPM.
Step 2 Assign weights to each key external and internal factor. These weights are identical to
those in the EFE Matrix and the IFE Matrix. The weights are presented in a straight
column just to the right of the external and internal critical success factors.
Step 3 Examine the Stage 2 (matching) matrices and identify alternative strategies that the
organization should consider implementing. Record these strategies in the top row of the
QSPM. Group the strategies into mutually exclusive sets if possible.
Step 4 Determine the Attractiveness Scores (AS), defined as numerical values that indicate the
relative attractiveness of each strategy in a given set of alternatives. Attractiveness
Scores are determined by examining each key external or internal factor, one at a time,
and asking the question, "Does this factor affect the choice of strategies being made?" If
the answer to this question is yes, then the strategies should be compared relative to that
key factor. Specifically, Attractiveness Scores should be assigned to each strategy to
indicate the relative attractiveness of one strategy over others, considering the particular
factor. The range for Attractiveness Scores is 1 = not attractive, 2 = somewhat
attractive, 3 = reasonably attractive, and 4 = highly attractive. If the answer to the
above question is no, indicating that the respective key factor has no effect upon the
specific choice being made, then do not assign Attractiveness Scores to the strategies in
that set. Use a dash to indicate that the key factor does not affect the choice being made.
Note: If you assign an AS score to one strategy, then assign AS score(s) to the other. In
other words, if one strategy receives a dash, then all others must receive a dash in a
given row.
Step 5 Compute the Total Attractiveness Scores. Total Attractiveness Scores are defined as the
product of multiplying the weights (Step 2) by the Attractiveness Scores (Step 4) in
each row. The Total Attractiveness Scores indicate the relative attractiveness of each
alternative strategy, considering only the impact of the adjacent external or internal
critical success factor. The higher the Total Attractiveness Score, the more attractive the
strategic alternative (considering only the adjacent critical success factor).
Step 6 Compute the Sum Total Attractiveness Score. Add Total Attractiveness Scores in each
strategy column of the QSPM. The Sum Total Attractiveness Scores reveal which
strategy is most attractive in each set of alternatives. Higher scores indicate more
attractive strategies, considering all the relevant external and internal factors that could
affect the strategic decisions. The magnitude of the difference between the Sum Total
Attractiveness Scores in a given set of strategic alternatives indicates the relative
desirability of one strategy over another.

Exhibit 9. A QSPM for Campbell Soup Company

STRATEGIC ALTERNATIVES
Joint Venture Joint Venture
in Europe in Asia
Key Factors Weight AS TAS AS TAS
Opportunities
1. One European currency-Euro .10 4 .40 2 .20
2. Rising health consciousness in selecting foods .15 4 .60 3 .45
3. Free market economies arising in Asia .1.0 2 .20 4 .40
4. Demand for soups increasing 10 percent annually .15 3 .45 4 .60
5. NAFTA .OS - - - -
Threats
1. Food revenues increasing only 1 percent annually .10 3 .30 4 .40
2. ConAgra's Banquet TV Dinners lead market with 27.4 percent share .05 - - - -
3. Unstable economies in Asia .10 4 .40 1 .10
4. Tin cans are not biodegradable .05 - - - -
5. Low value of the dollar .15 4 .60 2 .30
1.0
Strengths
1. Profits rose, 30 percent .10 4 .40 2 .20
2. New North American division .10 - - - -
3. New health-conscious soups are successful .10 4 .40 2 .20
4. Swanson TV dinners' market share has increased to 25.1 percent .05 4 .20 3 .15
5. One-fifth of all managers' bonuses is based on overall corporate performance .05 - - - -
6. Capacity utilization increased from 60 percent to 80 percent .15 3 .45 4 .60

Weaknesses
1. Pepperidge Farm sales have declined 7 percent .05 - - - -
2. Restructuring cost $302 million .05 - - - -
3. The company's European operation is losing money 1.5 2 .30 4 .60
4. The company is slow in globalizing .15 4 .60 3 .45
5. Pretax profit margin of 8.4 percent is only one-half industry average .05 - - - -

Sum Total Attractiveness Score 1.0 5.30 4.65

AS = Attractiveness Score; TAS = Total

Attractiveness score
Attractiveness Score: 1 = not acceptable; 2 = possibly acceptable; 3 =
probably acceptable; 4 = most acceptable.

In Exhibit9. , two alternative strategies-establishing a joint venture in Europe and

establishing a joint venture in Asia-are being considered by Campbell Soup.
Note that NAFTA has no impact on the choice being made between the two strategies, so a
dash (-) appears several times across that row. Several other factors also have no effect on the
choice being made, so dashes are recorded in those rows as well. If a particular factor affects
one strategy but not the other, it affects the choice being made, so attractiveness scores should
be recorded. The sum total attractiveness score of 5.30 in Table 6-6 indicates that the joint
venture in Europe is a more attractive strategy when compared to the joint venture in Asia.
You should have a rationale for each AS score assigned. In Table 6-6, the rationale for the
AS scores in the first row is that the unification of Western Europe creates more stable business
conditions in Europe than in Asia. The AS score of 4 for the joint venture in Europe and 2 for the
joint venture in Asia indicates that the European venture is most acceptable and the Asian
venture is possibly acceptable, considering only the first critical success factor. AS scores,
therefore, are not mere guesses; they should be rational, defensible, and reasonable. Avoid giving
each strategy the same AS score. Note in Table 6-6 that dashes are inserted all the way across the
row when used. Also note that never are double 4's, or double 3's, or double 2's, or double I's in a
given row. These are important guidelines to follow in constructing a QSPM

Strategic Plan
A strategic plan (also called a corporate, group, or perspective plan), is a document which
provides information regarding the different elements of strategic management and the manner in
which an organizations and its strategists propose to put the strategies into action. A
comprehensive strategic plan document could contain the following information:
1. A clear statement of strategic intent covering the vision, mission, business definition, goals
and objectives.
2. Results of environmental appraisal, major opportunities and threats, and critical success
factors.
3. Results of organizational appraisal, major strengths and weaknesses, and core competencies
4. Strategies chosen and the assumptions under which the strategies would be relevant.
Contingent strategies to be used under different conditions.
5. Strategic budget for the purpose of resource allocation for implementing strategies and the
schedule for implementation.
6. Proposal organizational structure and the major organizational systems for strategy
implementation, including the top functionaries and their role and responsibility
7. Functional strategies and the mode of their implementation.
8. Measures to be used to evaluate performance and assess the success of strategy
implementation
Typically, a strategic plan document could run into several pages and be treated as a formal
report. Another possibility is that a brief document of three to five pages could briefly cover the
points mentioned above. Much would depend on the nature and size of the company and the
management policies regarding the preparation of the strategic plan document. It must be
remembered, however, that when approved and accepted, a strategic plan document has to be
communicated down the line to middle-level managers who will be responsible for its
implementation.
Most large-size companies in India formulate strategic plans. Medium-sized and small scale
companies also perform the exercise though not necessarily in a formal and structured manner.
The AIMA commissioned a nationwide study to find out what management techniques and tools
companies are likely to employ. Business Today reported that 56 per cent of the total 160
companies surveyed had a published business strategy. Among these, 77 per cent were giant
companies, 69 per cent were large, 53 per cent were medium sized, and 45 per cent were small
companies. The time period covered in the strategic plan was less than three years for 44 per cent
of the companies; 40 per cent planned for three to five years time horizon, while 16 per cent did
it for a period of more than five years. In terms of company size, 45 per cent of the giant
 companies planned for more than five years, while 70 per cent of the small companies planned
for a period of less than three years.
A special feature of strategic plans is that many companies consciously formulated their plans
keeping in view the timeframe adopted for national-level planning. Thus, companies normally
have a five-year planning period which is synchronized with that of the National Five-Year
Plans. In fact, core public enterprises have to link their corporate plans with the national Five-
Year Plans. Many public sector enterprises such as SAIL, BHEL, HMT and others have
formulated corporate plans of varying duration. SAIL had drawn up an ambitious 15-year
corporate plan, while planning at BHEL has taken shape in the form of the first corporate plan
which started in 1974.
Like public sector enterprises, private sector companies too formulate strategic plans.
Multinational company (MNC) subsidiaries often have to prepare and plan the documents to be
submitted to their parent companies for approval. Often, the MNC subsidiaries draw their
strategic plans on the basis of guidelines provided by their parent institutions. Professional
private sector companies may have executive committees consisting of senior level managers
who formulate strategic plans. Family groups often draft group strategic plans to provide
strategic directions to the different companies in the group.
The formulation of a strategic plan document provides a means not only to formalize the effort
that goes into strategic planning but also for communicating to insiders and outsiders what the
company stands for, and what it plans to do in a given future time period. A strategic plan is not
always publicised. Rather, companies prefer to treat is as confidential, primarily for protecting
their competitive interests. But the main features of the plan are often spelt out for
communication to outsiders and for public relations purposes.

The methods of analysis of the business portfolio facilitate the debate and outline of the
competitive positions of the company and also contribute to the generation of a series of questions
related to the way in which the allotment of its actual resources contribute to the achievement of
success and vitality on long term. At the same time, these methods, besides the fact that they help
the managers to control the allotment of resources and suggest realistic objectives for every
strategic business unit, also offer the possibility to use the strategic units as indispensable
resources in the process of achievement of the objectives established at a corporate level
In conclusion, it is recommended the combined use of a large variety of methods of analysis of the
business portfolio, by the managers from a corporate level, because, in this way they will
understand much better the whole market mix included in the custody account analysis, the
strategic position held by every strategic business unit, within a market, the performance potential
of the portfolio as well as the financial aspects related to the process of allotment of resources, for
the business units within the portfolio. It should also be mentioned that the methods of analysis of
the business portfolio are not instruments, which offer accurate answers, in spite of the
appearances created by the stage of analysis, in which the strategic business units are represented
graphically and with austerity. Nevertheless, their main virtue is simplicity, since these underlie
the need to further research.