安达信咨询方法与工具资料库INFO_REQ.DOCVIP

INFORMATION REQUEST and CHECKLIST Page PAGE 1 DATE \l 12/2/96 Please indicate (?) INTERNAL INFORMATION REQUESTED Level One: Required before project Level Two: Required at project start-up Level Three: As available (or needed) Available Now Available with some effort Not easily available Recommended Follow-up (e.g., interviews, information request from MIS, etc.) Level One - General Information Summary of operations and products/services Summary of business history Organizational charts Strategic plans for each market served (incl. overall business unit, markets, products/services, channel) Ownership - public/private/management Existing industry data and research (e.g., product, market and channel trends) Competitive information Current market definition Market size and trends Market share information Level Two - Revenue Equation Variables (see definitions below) Total Market Size ($) Potential Prospects/Validated Market (%) Reach rate (%) Value of potential prospects ($) Conversion/Hit Rate % Value new customers ($) New customers last year (#) Existing /repeat customers (#) Total value of existing/repeat customers ($) Share of existing customers (%) Customers at beginning of last year (#) Previous value of exsting customers ($) Retention Rate % Customers at end of last year (#) Current value of existing customers ($) Level Three Strategic Planning Market share Market growth % sales from markets developed within last 5 years % future business expected from new markets % sales and income from each market segment market size of major product/service substitute % share of total market (present and substitute) Market opportunity of existing channels Market opportunity of existing products Product/Service Development Sales and profits by product % products developed within last 5 years % sales from products developed within last 5 years profits from products developed within last 5 years # new products introduced each year average time to market average ti