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What I Didn't Learn in Business School: How Strategy Works in the Real World by Trish Gorman Clifford, Jay Barney

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— 14 —

A TAILORED PRESENTATION

Over the next two days, Bill, Vivek, and I tried to anticipate questions members of the top management team might have about our process or recommendations. We then constructed arguments to counter expected objections. Vivek and I also started modeling some business dynamics in the segments where Plastiwear seemed to have the greatest potential—describing a range of possible competitor reactions to HGS’s entry. We were steadily busy, but thought we were in pretty good shape. Livia and Ken, in the meantime, met with Scott Beckett, Bob Hutchins, and Carl Switzer to give each of them a preview of our findings and recommendations. They reported no major problems.

Livia gave us a brief summary. “Beckett and Hutchins ...

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