Honeywell Case Study Presentation

Index

Analysis Framework

Facts and Key Assumptions

Solution Approach
Analysis Framework
Analysis Framework
Business Segment
• Current Size of market, segment
• Past and projected growth rate and
growth drivers
• Intensity and no. of competitors with
focus on nearest 3 competitors
• Rate of technology advancement and its
impact on size and product mix demand
• Any major Govt. regulations likely to
shape the future of the industry /
segment
Note: Please make all reasonable assumptions
Customer
• Share of the market and whether growth
rate same as market or higher / lower
• Past record of keeping pace with
technology
• Past buying and negotiation practices
• Which factors influence their buying
behavior
• What do they like about the company and
is there any similarity in culture or business
outlook
• What are the serious disagreements,
possible deal breakers
• Scope of innovation to gain competitive
advantage
Competitors
• SWOT
1. Segment description (whether
important to us)
2. CSF (critical success factors) for
who is most successful with this
customer
3. Strength / Weakness against
nearest 3 competitors
4. Opportunities / Threats for few
external factors
5. Key factors to be addressed to
increase our competitiveness e.g.
product, technology, commercials
etc.
Facts and Key Assumptions
Facts & Key Assumptions
Business Segment

Facts Key Assumptions

Facts & Key Assumptions
Customer

Facts Key Assumptions

Facts & Key Assumptions
Competitors

Facts Key Assumptions

Solution Approach
Solution Approach
Strategic and Commercial
• If the aim is to retain this strategic customer, the a mix of commercial, key account management and influencing strategies are
recommended

Strategic Commercial
Thank You