Case Analysis Outline

 1. First Things First
          Read It
          Write It

 2.  Preliminary Read

      1. Who is the decision maker?

      2. What are the key facts?
            Sales & Marketing Concepts

      3. What are the symptoms?

      4. What solutions occur to you?

3. Formal Analysis

     1. Define the Problem
 

     2. Define the Issues
 

     3. Analyze the Issues
 

 4. Analyze the Alternatives
 

  5. Make a Final Recommendation
 
 
 
 
 

Defining the Problem

    1. Problem versus Symptoms

          Levels of Problems
 
            Strategic—Operational— Tactical

    2. Ask what has changed?

    3. Classify and use marketing concepts.

    4. Use Question form.
 
 
 
 
 
 
 
 

Identify & Define the Issues

    1. What do I need to know?

    2. Utilize Marketing Concepts.

    3. Order the Issues.
 
 

Analyze the Issues

    1. Pick an Issue

    2. Search for Information (Data)

    3. Analyze the Data

    4. Write a conclusion
 
 

Analyze the Alternatives

    1. Where do alternatives come from?

    2. How do they compare in terms of:

          a. solving the problem
          b. favorability in light of the issues
 
 
 

Final Recommendation

    1. Make a tentative decision.

    2. Project the Outcome.

    3. Compare and Refine.

    4. Develop your recommendation

    5. Describe Implementation
 

Make a winning argument:

 1. Make a Clear Recommendation

 2. Display Logic

 3. Support the Recommendation
 
 

II. Case Format

 1. Introduction-What is the situation. Who is the deicision maker, etc.              Case Summary = A couple sentences

 2. Problem Statement-1 or 2 sentences in the form of a question.                     Case Summary = Same

 3. Alternatives-the choices, a sentence or two for each                                    Case Summary = Bullet

 4. Crucial Issues-the decision criteria-                                                             Case Summary = Bullet

 5. Analysis-the biggest part-                                                                           Case Summary = Same

 6. Recommendation and Implementation-pick a solution and justify.                Case Summary = A few sentences
         Discuss any implementation issues if important