Marketing and Finance: Creating Shareholder Value

Paperback | September 30, 2013

byMalcolm Mcdonald, Brian D. Smith, Keith Ward

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Written for marketing and finance directors, CEOs, and strategists, as well as MBA students, this practical book explains the principles and practice behind rigorous due diligence in marketing. It connects marketing plans and investment to the valuation of the firm and how it can contribute to increasing stakeholder value. Completely revised and updated throughout, the Second Edition features new case examples as well as a completely new first chapter containing the results of new research into risk and marketing strategies amongst Finance Directors and Chief Marketing Officers.

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From the Publisher

Written for marketing and finance directors, CEOs, and strategists, as well as MBA students, this practical book explains the principles and practice behind rigorous due diligence in marketing. It connects marketing plans and investment to the valuation of the firm and how it can contribute to increasing stakeholder value. Completely r...

From the Jacket

The truest sign that an executive has reached, or is on a trajectory towards a senior position is when they start to look outside of their own functional silo and consider business issues that normally lie within the remit of other departments. Nowhere is this more true than at the marketing/finance interface. At this mission-critical ...

Professor Malcolm McDonald was recently cited as one of the top marketing gurus in the world, along with Philip Kotler and Michael Porter and, in a 2006 Times HE piece, he was named as one of the top ten consultants in the UK. He is now Emeritus Professor at Cranfield University School of Management where, until recently, he was Profes...

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Kobo ebook|Oct 3 2014

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Format:PaperbackDimensions:280 pages, 9.7 × 7.45 × 0.65 inPublished:September 30, 2013Publisher:WileyLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:1119953383

ISBN - 13:9781119953388

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Extra Content

Table of Contents

Foreword by Anne Godfrey, Chief Executive, CIM xi

Foreword by Charles Tilley, Chief Executive, CIMA xiii


Foreword from the First Edition by Sir Michael Perry, GBE xv


A note for busy people: How to get the best out of this book xix


List of figures xxi


List of tables xxv


Part 1 What is Marketing Due Diligence? 1

Chapter 1 The lessons of experience 3

Fast track 3

Introduction 3

Success stories 5

Starbucks: A holistic offer based on insight and culture 5

The Economist: Side stepping in time to the future 6

Yamazaki Mazak: Matching itself to the market 7

Essilor: Growing the pie 8

Failure stories 9

Blockbuster: Left behind 9

Gateway: Playing a zero-sum game 10

Microsoft’s Zune: So what’s better? 11

Nortel: Playing the wrong game 12

Woolworth’s: Failure to focus 13

Seeing a pattern 14

Financial smoke and mirrors 14

Share and share alike 16

Marketing accountability 16

A new approach 18

Chapter 2 A process of Marketing Due Diligence 21

Fast track 21

What is marketing? 22

What is the connection between marketing and shareholder value? 23

What is the Marketing Due Diligence diagnostic process? 25

Explicating the strategy 27

Assessing the risks 29

Assessing shareholder value creation 34

What is the Marketing Due Diligence therapeutic process? 39

Implications of the Marketing Due Diligence process 41

Chapter 3 The implications of implementing Marketing Due Diligence 43

Fast track 43

The linkage to shareholder value 44

The risk and return relationship 45

A focus on absolute returns rather than risk 48

Using probability estimates to adjust for risk 51

Alignment with capital markets 56

Turning Marketing Due Diligence into a financial value 57

Adjusting marketing planning outcomes 57

Placing the adjusted fi nancial return into context 58

Allowing for ‘capital at risk’ 60

Highlighting deficiencies and key risks 62

Implications for users 63

Part 2 The Marketing Due Diligence Diagnostic Process 65

Chapter 4 Assessing market risk 67

Fast track 67

Some important background to what constitutes ‘success’ 68

Short-term success 68

Strategy and tactics 70

The strategic marketing plan 71

Market risk 71

The meaning of ‘product’ and ‘market’ 72

Combining product and market 77

Product/market growth or decline 78

Product and market combined 82

Market risk assessment 86

Conclusion 93

Chapter 5 Assessing share risk 97

Fast track 97

What do we mean by share risk? 98

How do we assess share risk? 100

Assessing target market risk 101

Assessing proposition risk 103

Assessing SWOT risk 106

Assessing uniqueness risk 108

Assessing future risk 110

Assessing other sources of share risk 113

Aggregating and applying share risk 116

Step 1: Explicate the marketing strategy 117

Step 2: Assess the explicated strategy against the sub-components of share risk 117

Step 3: Aggregate the sub-components into an overall assessment of share risk 119

Step 4: Identify the growth component of the strategy 120

Step 5: Moderate the growth component of the strategy to allow for risk 121

Step 6: Allow for complex strategies 122

The outcomes of share risk assessment 122

Chapter 6 Assessing profit risk 125

Fast track 125

Introduction 126

Profit pool risk 129

Profit sources risk 135

Competitor impact risk 138

Internal gross margin risk 142

Other costs risks 144

Summary 148

What do weak marketing strategies look like? 148

Part 3 The Marketing Due Diligence

Therapeutic Process 151

Chapter 7 The key role of market defi nition and segmentation 153

Fast track 153

Introduction 154

Correct market definition 155

A crucial business discipline, not just a philosophical argument 155

Market mapping 158

Leverage points 162

Market segmentation 165

How customers vary: Needs-based segmentation 170

Some final thoughts 178

Chapter 8 Creating strategies that create shareholder value 181

Fast track 181

Starting from where we are 181

Understanding and managing market risk 183

Understanding and managing product category and market existence risk 183

Understanding and managing sales volume, forecast and pricing risks 189

Understanding and managing share risk 191

Reducing target market risk 192

Reducing proposition risk 192

Reducing SWOT alignment risk 196

Reducing uniqueness risk 198

Reducing future risk 199

Other components of share risk 200

Understanding and managing profit risk 203

Reducing profit pool risk 203

Reducing profit source risk 205

Reducing competitor impact risk 206

Reducing internal gross margin risk 207

Reducing other costs risk 209

Summary and conclusions 210

Chapter 9 Managing high-risk marketing strategies 211

Fast track 211

Allowing for risk 212

Risk equals volatility 213

Controllable versus uncontrollable volatility 214

Using real option analysis 219

Real option example 223

Summary 228

Chapter 10 Fast track: A summary and reminder of the marketing and finance interface 229

The lessons of experience 229

A process of Marketing Due Diligence 229

The implications of implementing Marketing Due Diligence 231

Assessing market risk 232

Assessing share risk 233

Assessing profit risk 234

The key role of market definition and segmentation 236

Creating strategies that create shareholder value 237

Managing high-risk marketing strategies 238

Afterword: What to do now 241

References and further reading 243

Index 245