Harvard Case - Andersen Consulting (Europe): Entering the Business of Business Integration
"Andersen Consulting (Europe): Entering the Business of Business Integration" Harvard business case study is written by Sumantra Ghoshal, Mary Ackenhusen. It deals with the challenges in the field of Strategy. The case study is 28 page(s) long and it was first published on : Jan 1, 1992
At Fern Fort University, we recommend Andersen Consulting (AC) embrace a multi-pronged strategy to successfully enter the business of business integration. This strategy should focus on leveraging existing strengths in technology and analytics, while simultaneously expanding into new markets and developing new capabilities.
2. Background
Andersen Consulting, a leading global management consulting firm, faced a strategic crossroads in the late 1990s. While renowned for its expertise in IT consulting, the firm recognized the growing demand for integrated business solutions. This demand stemmed from the increasing complexity of organizations, driven by globalization, technological advancements, and the rise of the internet. AC saw an opportunity to capitalize on this trend by expanding into the business of business integration, a field encompassing a wide range of services, including process reengineering, organizational change management, and supply chain optimization.
The case study focuses on AC's European operations, where the firm faced the challenge of navigating a diverse and competitive market. The firm needed to develop a strategy that would allow it to effectively compete with established players, while also establishing a strong foothold in emerging markets.
3. Analysis of the Case Study
Porter's Five Forces Analysis:
- Threat of New Entrants: Moderate, due to high barriers to entry in consulting, but new entrants with niche expertise could emerge.
- Bargaining Power of Buyers: High, as clients are increasingly sophisticated and demanding, seeking comprehensive solutions.
- Bargaining Power of Suppliers: Low, as AC has access to a wide pool of skilled consultants and technology providers.
- Threat of Substitutes: Moderate, as alternative service providers, such as IT vendors and internal business units, could offer similar services.
- Competitive Rivalry: High, with established players like Accenture, IBM, and McKinsey competing for market share.
SWOT Analysis:
Strengths:
- Strong reputation in IT consulting.
- Global reach and established client base.
- Expertise in technology and analytics.
- Strong financial resources.
Weaknesses:
- Limited experience in business integration.
- Potential for cultural clashes within the organization.
- Lack of a well-defined strategy for entering the new market.
Opportunities:
- Growing demand for integrated business solutions.
- Emerging markets with untapped potential.
- Potential for strategic alliances with other companies.
Threats:
- Intense competition from established players.
- Economic downturns could impact client spending.
- Difficulty in attracting and retaining talent with business integration expertise.
Value Chain Analysis:
AC's core competencies lie in its technology and analytics expertise, which can be leveraged to deliver value-added services in business integration. The firm's global reach and established client base provide a strong foundation for market penetration. However, AC needs to strengthen its knowledge and capabilities in business process reengineering, organizational change management, and supply chain optimization.
Business Model Innovation:
AC needs to develop a new business model that caters to the specific needs of the business integration market. This model should focus on:
- Value proposition: Offering comprehensive, integrated solutions that address the unique challenges of each client.
- Pricing strategy: Flexible pricing models that reflect the value delivered and the complexity of the project.
- Delivery model: Leveraging a combination of in-house expertise and strategic partnerships to provide customized solutions.
Strategic Planning:
AC needs to develop a strategic plan that outlines its entry strategy into the business integration market. This plan should include:
- Market segmentation: Identifying target customer segments based on industry, size, and specific needs.
- Competitive positioning: Differentiating itself from competitors through its unique value proposition and capabilities.
- Growth strategy: Defining a clear path for expanding its presence in the market, including organic growth and potential acquisitions.
4. Recommendations
1. Develop a Specialized Business Integration Practice:
- Create a dedicated business integration practice within AC, staffed with experienced consultants and industry experts.
- Invest in training and development programs to enhance the skills and knowledge of existing consultants.
- Partner with universities and research institutions to stay abreast of the latest trends in business integration.
2. Expand into Emerging Markets:
- Identify and target emerging markets with high growth potential and a need for business integration services.
- Leverage AC's global network to establish a presence in these markets.
- Partner with local companies to gain access to market knowledge and build relationships with key stakeholders.
3. Leverage Technology and Analytics:
- Develop innovative solutions that leverage technology and analytics to improve business processes, enhance decision-making, and drive operational efficiency.
- Offer data-driven insights and recommendations to clients, helping them make informed decisions and optimize their performance.
- Partner with technology providers to develop and integrate cutting-edge solutions into its service offerings.
4. Foster a Culture of Innovation:
- Encourage a culture of innovation and creativity within the organization.
- Create a platform for employees to share ideas and develop new solutions.
- Invest in research and development to explore new technologies and approaches to business integration.
5. Build Strategic Alliances:
- Partner with other companies, including technology providers, industry experts, and consulting firms, to expand its reach and capabilities.
- Leverage these partnerships to develop joint solutions and access new markets.
- Create a network of strategic alliances that can provide complementary services and expertise.
5. Basis of Recommendations
These recommendations are based on a comprehensive analysis of AC's strengths, weaknesses, opportunities, and threats. They align with the firm's core competencies in technology and analytics, while also addressing the need to expand into new markets and develop new capabilities.
The recommendations are also consistent with the evolving needs of clients, who are increasingly seeking integrated solutions that address their complex business challenges. By focusing on innovation, strategic alliances, and a culture of continuous improvement, AC can position itself as a leading provider of business integration services.
6. Conclusion
By embracing a multi-pronged strategy that leverages its existing strengths, expands into new markets, and develops new capabilities, Andersen Consulting can successfully enter the business of business integration. The firm's commitment to innovation, technology, and customer-centricity will be key to its success in this rapidly evolving market.
7. Discussion
Alternatives:
- Focusing solely on organic growth: This approach could be slower and more challenging, given the intense competition in the market.
- Acquiring existing business integration firms: This could provide immediate access to expertise and market share, but it carries risks associated with integration and cultural clashes.
Risks:
- Failure to attract and retain talent: AC needs to invest in talent acquisition and development to build a strong team of business integration experts.
- Integration challenges: Integrating the new business integration practice into the existing organization could be complex and time-consuming.
- Economic downturns: A decline in economic activity could impact client spending and slow down AC's growth.
Key Assumptions:
- The demand for business integration services will continue to grow in the coming years.
- AC can successfully develop and implement its new business model.
- The firm can attract and retain the talent needed to deliver high-quality business integration services.
8. Next Steps
Timeline:
- Year 1: Establish a dedicated business integration practice, develop a strategic plan, and target key emerging markets.
- Year 2: Expand into new markets, build strategic alliances, and develop innovative solutions.
- Year 3: Consolidate its position as a leading provider of business integration services, continue to invest in innovation, and expand its global reach.
Key Milestones:
- Q1 2000: Recruit a team of experienced business integration consultants.
- Q2 2000: Develop a comprehensive strategic plan for entering the business integration market.
- Q3 2000: Launch a pilot program in a target emerging market.
- Q4 2000: Secure partnerships with key technology providers and industry experts.
By taking these steps, Andersen Consulting can successfully navigate the challenges and opportunities of entering the business of business integration, positioning itself for long-term growth and success.
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Case Description
Building on its existing strengths in the systems integration business, Andersen Consulting is aiming to create the business of "business integration", i.e. to help clients re-structure their companies through an integrated and coherent review of strategy, operations and information technology capabilities. The case describes the challenges being faced by Andersen in creating the new competencies required to support this business thrust, and in integrating these competencies with its existing strengths in the systems integration business.
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