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Unformatted text preview: t competition is no consulting at all, companies choosing to do business
development, channel development, and market research in-house.
Strengths: No incremental cost except travel; also, the general work is done by the people
who are entirely responsible, the planning is done by those who will implement it.
Weaknesses: Most managers are terribly overburdened already, unable to ﬁnd incremental
resources in time and people to apply to incremental opportunities. Also, there is a lot of
additional risk in market and channel development done in-house from the ground up.
Finally, retainer-based antenna consultants can greatly enhance a company’s reach and
extend its position into conversations that might otherwise never have taken place. 5.0 Strategy and Implementation Summary
Acme will focus on three geographical markets, the United States, Europe, and Latin America, and
in limited product segments: personal computers, software, networks, telecommunications, personal
organizers, and technology integration products.
The target customer is usually a manager in a larger corporation, and occasionally an owner or
president of a medium-sized corporation in a high-growth period.
5.1 Pricing Strategy
Acme Consulting will be priced at the upper edge of what the market will bear, competing with the
name-brand consultants. The pricing ﬁts with the general positioning of Acme as providing high-level
expertise. Page 9 HURDLE: THE BOOK SP1.12 ON BUSINESS PLANNING Consulting should be based on $5,000 per day for project consulting, $2,000 per day for market
research, and $10,000 per month and up for retainer consulting. Market research reports should be
priced at $5,000 per report, which will, of course, require that reports be very well planned, focused on
very important topics, and very well presented.
5.2 Sales Forecast
The sales forecast monthly summary is included in the appendix. The annual sales projections are
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This note was uploaded on 01/26/2014 for the course BUINESS 102 taught by Professor Unknown during the Winter '09 term at University of Phoenix.
- Winter '09