Chapter 3

CHAPTER 3: The External Assessment
Prepared By: Julie C. Pugies, RN
 External Audit
Purpose: to develop a FINITE list of opportunities that could benefit a FIRM and threats that
should be avoided
Finite: identifying key variables that offer actionable responses.
Firm: able to respond either offensively or defensively to the factors.
 Key External Forces: Five Broad Categories

 Economic forces;
 Social, cultural, demographic, and natural environment forces;
 Political, governmental, and legal forces;
 Technological forces; and Competitive forces.
Identifying and evaluating external opportunities and threats enables organizations to

develop a clear mission, to design strategies to achieve long-term objectives, and to develop
policies to achieve annual objectives.
 The Process of Performing an External Audit
1. Gather competitive intelligence and information about economic, social, cultural,

demographic, environmental, political, governmental, legal, and technological trends.
2. Information must be assimilated and evaluated to collectively identify the most important
opportunities and threats facing the firm.
3. A final list of the most important key external factors should be communicated and
distributed widely in the organization.
 Social, Cultural, Demographic, and Natural Environment Forces
Small, large, for-profit, and nonprofit organizations in all industries are being staggered
and challenged by the opportunities and threats arising from changes in social, cultural,
demographic, and environmental variables.
New trends are creating a different type of consumer and, consequently, a need for different
products, different services, and different strategies.
 Political, Governmental, and Legal Forces
 Federal, state, local, and foreign governments are major regulators, deregulators,
subsidizers, employers, and customers of organizations.
 Political, governmental, and legal factors, therefore, can represent key opportunities
or threats for both small and large organizations.
 Potential Entry of New Competitors

Whenever new firms can easily enter a particular industry, the intensity of competitiveness
among firms increases. Barriers to entry:
 the need to gain economies of scale quickly
 the need to gain technology and specialized know-how
 the lack of experience,
 strong customer loyalty
 strong brand preferences
 Large capital requirements
 Lack of adequate distribution channels
 Government regulatory policies, tariffs
 lack of access to raw materials
 possession of patents, undesirable locations
Despite numerous barriers to entry, new firms sometimes enter industries with higher-
quality products, lower prices, and substantial marketing resources.
STRATEGIST’S JOB: to identify potential new firms entering the market, to monitor the
new rival firms’ strategies, to counterattack as needed, and to capitalize on existing strengths and
opportunities.
When the threat of new firms entering the market is strong, incumbent firms generally
fortify their positions and take actions
By: lowering prices, extending warranties, adding features, or offering financing specials.
 Bargaining Power of Suppliers
Affects the intensity of competition in an industry, especially when there is a large number
of suppliers, when there are only a few good substitute raw materials, or when the cost of switching
raw materials is especially costly.
Firms may pursue a BACKWARD INTEGRATION STRATEGY to gain control or ownership
of suppliers
- When suppliers are unreliable, too costly, or not capable of meeting a firm’s needs on a
consistent basis
However, in many industries it is more economical to use outside suppliers of component parts
than to self-manufacture the items.
Example: in the outdoor power equipment industry where producers of lawn mowers, rotary tillers,
leaf blowers, and edger's such as Murray generally obtain their small engines from outside
manufacturers such as Briggs & Stratton who specialize in such engines and have huge economies
of scale.
Sellers are forging strategic partnerships with select suppliers in efforts to:
(1) Reduce inventory and logistics costs (e.g., through just-in-time deliveries);
(2) Speed the availability of next-generation components;
(3) Enhance the quality of the parts and components being supplied and reduce defect rates; and
(4) Squeeze out important cost savings for both themselves and their suppliers
 Sources of External Information

A wealth of strategic information is available to organizations from both published and
unpublished sources.
Unpublished sources:
 customer surveys
 market research
 speeches at professional and shareholders’ meetings
 television programs
 Interviews
 Conversations with stakeholders.
Published sources:
 periodicals
 journals
 Reports
 government documents
 abstracts
 books
 directories
 Newspapers, and manuals.
There are many excellent Web sites for gathering strategic information but six that the author
uses routinely are listed here:
 http://marketwatch.multexinvestor.com
 http://moneycentral.msn.com
 http://finance.yahoo.com
 www.clearstation.com
 https://us.etrade.com/e/t/invest/markets
 www.hoovers.com
Most college libraries subscribe to Standard & Poor’s (S&P’s) Industry Surveys. These
documents are exceptionally up-to-date and give valuable information about many different
industries. Each report is authored by a Standard & Poor’s industry research analyst and includes
the following sections:
1. Current Environment
2. Industry Trends
3. How the Industry Operates
4. Key Industry Ratios and Statistics
5. How to Analyze a Company
6. Glossary of Industry Terms
7. Additional Industry Information
8. References
9. Comparative Company Financial Analysis
 Industry Analysis: The External Factor Evaluation (EFE) Matrix
 Allows strategists to summarize and evaluate economic, social, cultural, demographic,

environmental, political, governmental, legal, technological, and competitive information.
 EFE Matrix can be developed in five steps:
1. List key external factors as identified in the external-audit process. Include a total of 15 to 20
factors, including both opportunities and threats that affect the firm and its industry. List the
opportunities first and then the threats. Be as specific as possible, using percentages, ratios, and
comparative numbers whenever possible. Recall that Edward Deming said, “In God we trust.
Everyone else bring data.”
2. Assign to each factor a weight that ranges from 0.0 (not important) to 1.0 (very important). The
weight indicates the relative importance of that factor to being successful in the firm’s industry.
Opportunities often receive higher weights than threats, but threats can receive high weights if they
are especially severe or threatening. Appropriate weights can be determined by comparing
successful with unsuccessful competitors or by discussing the factor and reaching a group
consensus. The sum of all weights assigned to the factors must equal 1.0.
3. Assign a rating between 1 and 4 to each key external factor to indicate how effectively the firm’s
current strategies respond to the factor, where 4 = the response is superior, 3 = the response is
above average, 2 = the response is average, and 1 = the response is poor. Ratings are based on
effectiveness of the firm’s strategies. Ratings are thus company-based, whereas the weights in Step
2 are industry-based. It is important to note that both threats and opportunities can receive a 1, 2,
3, or 4.
4. Multiply each factor’s weight by its rating to determine a weighted score.

5. Sum the weighted scores for each variable to determine the total weighted score for the
organization.
 Regardless of the number of key opportunities and threats included in an EFE Matrix, the
highest possible total weighted score for an organization is 4.0 and the lowest possible total
weighted score is 1.0. The average total weighted score is 2.5. A total weighted score of
4.0 indicates that an organization is responding in an outstanding way to existing
opportunities and threats in its industry.
In other words, the firm’s strategies effectively take advantage of existing opportunities and
minimize the potential adverse effects of external threats. A total score of 1.0 indicates that the
firm’s strategies are not capitalizing on opportunities or avoiding external threats.

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CHAPTER 3: The External Assessment

Prepared By: Julie C. Pugies, RN

 Key External Forces: Five Broad Categories

Identifying and evaluating external opportunities and threats enables organizations to

 The Process of Performing an External Audit

1. Gather competitive intelligence and information about economic, social, cultural,

 Social, Cultural, Demographic, and Natural Environment Forces

 Political, Governmental, and Legal Forces

 Potential Entry of New Competitors

 Bargaining Power of Suppliers

 Sources of External Information

 Industry Analysis: The External Factor Evaluation (EFE) Matrix

 Allows strategists to summarize and evaluate economic, social, cultural, demographic,

 EFE Matrix can be developed in five steps:

4. Multiply each factor’s weight by its rating to determine a weighted score.

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