Federal government, 8–9
Fuld & Co. Internet Intelligence
Index, 203
Financial ratios, 190
The Firm, defined, xvii–xviii
FIS On-Line Global Data Direct,
199
Framing the problem, xiv, 1–29
at Africa.com, 8
and application of structure,
2–15
brainstorming as technique for,
16–17
and breaking the problem into
its component elements,
10–11
at the federal government level,
8–9
and forming an initial hypo-
thesis, 15–21
and forming robust hypotheses,
21–28
at General Electric, 4, 7, 13–14
at GlaxoSmithKline, 5–6
issue trees as tool for, 16,
24–28
at Key Corp., 6–7
logic trees as tool for, 11–14
MECE approach to, 3, 6
role of senior management in,
10
Gale State Rankings Reporter, 196
Garda, Bob, 19–21, 106, 108, 123,
170, 182–84
Gathering the data, xiv, 49–82
from company sources, 197–202
at GlaxoSmithKline, 51
from industry resources, 189–96
interviewing as technique for,
60–74
from journal and newspaper
articles, 188–89
and knowledge management,
74–82
research strategies and tools for,
51–57
strategic approach to, 56–57
General Electric (GE), 4, 7, 13–14,
75, 121–22
Gerstner, Lou, xii
Giridharadas, Shyam, 166–67, 184
GlaxoSmithKline, 5–6, 51, 98–99
Goose, Barbara, 152
Grillo, Francesco, 11
Grossman, Evan, 132
Gut instincts, 32
Hemscott.net, 199
Hero, making the client a, 170–71
Hierarchical organizations, 175
High expectations, setting, 150–51
Hoover’s Online, 194–95,
199–200
Hypotheses
and designing the analysis,
35–36
initial, 15–21
robust, 21–28
“I have no idea,” 52
Implementation, xv
Industry averages, 190
Industry classification codes, 191
Industry information, sources of,
189–96
Industry Reference Handbooks,
193
Initial hypothesis, 15–21
International Directory of Com-
pany Histories, 200
Interpersonal Skills Workshop
(ISW), 71, 139
Interpreting the results, xiv, 83–102
and asking “What’s the so
what?” 87–88
Index 215
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