Fall 2013 MBA Course

B8625-001: Consulting 102: Market Driving Capabilities

R - B Term, 09:00AM to 12:15PM

Location: URI 331

Instructor: Alonso Martinez

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Some of the most relevant and interesting work that management consultants do is helping companies define, develop and deploy strategic capabilities. Not the ordinary capabilities that every company needs to have (i.e. standard supply chain or sales capabilities), but differentiated capabilities that provide a unique competitive advantage. These course will focus on a specific set of capabilities that drive market positioning and growth using examples from some of the world's leading companies such as GE´s global innovation, Pepsi´s unique direct store delivery (DSD), Colgate´s global expansion or Mittal´s acquisition and post merger integration capabilities. The primary objective of this class is for students to learn how to define, develop and deploy strategic capabilities, including:

- Defining a company's strategic capability set. A coherent group of differentiated capabilities that uniquely supports the company's strategy in the products and markets in which it has chosen to play.

- Developing a capability. Assembling the right combination of processes, knowledge, skills, and organizational fabric that allow the company to deliver consistently on a distinctive capability.

- Deploying a capability across a global enterprise. Being able to both replicate and adapt a specific capability across a coherent group of businesses and geographic markets.

A complimentary objective of this course, by choosing to focus on market driving capabilities and providing a global perspective, is to give students an understanding of the types of capabilities that are required to pursue and capture global growth.


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Alonso Martinez

Senior Lecturer

Professor Martinez’s current focus is doing research, teaching and advising clients about business strategies to capture and foster growth in emerging markets. He brings over 25 years of consulting experience to Columbia. He also directs an ongoing project at the Wharton School´s Lauder Institute on development patterns in emerging markets and provides strategic advice to leading companies on this topic.

The...

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