EXIL-NEGOCIOS cheat sheet

Porter's five forces: rivalry among existing competitors, threat of new entrants, threat of substitutes, bargaining power of suppliers, bargaining power of buyers.

VRIO test: a resource must be Valuable, Rare, costly to Imitate and supported by Organization; advantage is sustained only when all four answers are yes, and temporary when value alone is present.

Ansoff matrix crosses products (existing/new) with markets (existing/new): market penetration, product development, market development, diversification.

BCG matrix axes are market growth rate (vertical) and relative market share (horizontal), yielding stars, cash cows, question marks and dogs.

Porter's generic strategies: cost leadership, differentiation and focus (cost focus or differentiation focus); being stuck in the middle typically erodes returns.

Economic profit = (ROIC − WACC) × invested capital; a firm creates value only when ROIC exceeds WACC.

Experience curve: unit cost falls by a constant percentage with each doubling of cumulative production volume, rewarding early share accumulation.

Transaction cost logic: vertical integration is preferred when asset specificity is high and the cost of contracting in the market exceeds the cost of internal governance.

Pareto rule (80/20): in many portfolios roughly 20% of customers, products or SKUs generate about 80% of margin, so segmentation should precede resource allocation.

The 4Ps are product, price, place and promotion; the matching 4Cs are customer value, cost to customer, convenience and communication.

Simplified customer lifetime value = (average revenue per period × gross margin %) ÷ churn rate per period.

CAC payback period = customer acquisition cost ÷ (monthly revenue per customer × gross margin %).

Common health benchmark: LTV:CAC ratio of at least 3:1, with CAC payback under about 12 months for subscription models.

Price elasticity = % change in quantity demanded ÷ % change in price; demand is elastic when |E| > 1 and inelastic when |E| < 1.

AIDA sequence: Attention → Interest → Desire → Action; each stage maps to different creative and channel choices.

RFM segmentation scores customers on Recency of last purchase, Frequency of purchases and Monetary value, producing actionable retention tiers.

Break-even volume for a promotion = incremental fixed cost ÷ contribution margin per unit, where contribution margin = price − variable cost per unit.

Conversion rate = conversions ÷ total visitors in the same period; funnel diagnostics compare conversion at each successive stage.

Current ratio = current assets ÷ current liabilities; quick (acid-test) ratio = (current assets − inventory) ÷ current liabilities.

DuPont decomposition: ROE = net profit margin × asset turnover × equity multiplier (leverage).

WACC = (E/V) × Re + (D/V) × Rd × (1 − tax rate), where V = E + D.

CAPM cost of equity: Re = risk-free rate + beta × (market return − risk-free rate).

NPV rule: accept projects with NPV > 0 discounted at the cost of capital; IRR rule: accept when IRR exceeds the hurdle rate, but IRR can mislead on mutually exclusive or non-conventional cash flows.

Break-even units = fixed costs ÷ (price per unit − variable cost per unit).

Gross margin = (revenue − cost of goods sold) ÷ revenue; net margin = net income ÷ revenue.

Cash conversion cycle = days inventory outstanding + days sales outstanding − days payable outstanding.

Interest coverage = EBIT ÷ interest expense; debt-to-equity = total debt ÷ total equity.

Economic order quantity EOQ = √(2DS ÷ H), where D = annual demand, S = order cost per order, H = holding cost per unit per year.

Little's Law: average work-in-process L = arrival rate λ × average flow time W.

Reorder point = (average demand per period × lead time in periods) + safety stock.

Safety stock = z × σ of demand per period × √lead time, where z reflects the target cycle service level.

OEE = availability % × performance % × quality %; world-class OEE is commonly cited around 85%.

Lean's seven wastes are Transport, Inventory, Motion, Waiting, Overproduction, Overprocessing and Defects (TIMWOOD).

Six Sigma targets 3.4 defects per million opportunities and uses the DMAIC cycle: Define, Measure, Analyze, Improve, Control.

Capacity utilization = actual output ÷ design capacity; effective capacity accounts for planned downtime and is always ≤ design capacity.

The bullwhip effect describes amplification of demand variability moving upstream; causes include forecast updating, order batching, price fluctuation and rationing/shortage gaming.

Expectancy theory: motivation = expectancy × instrumentality × valence; a value of zero on any factor drives motivation to zero.

Herzberg two-factor theory separates motivators (achievement, recognition, responsibility, growth) from hygiene factors (pay, policy, working conditions) that only prevent dissatisfaction.

Tuckman stages: forming, storming, norming, performing, adjourning; interventions differ by stage.

Turnover rate = number of departures in a period ÷ average headcount in that period, annualized for comparison.

Cost per hire = total recruiting costs (internal + external) ÷ number of hires made.

Equity theory: employees compare their outcome-to-input ratio with a referent; perceived inequity motivates reduced effort or exit.

Job Characteristics Model links five dimensions (skill variety, task identity, task significance, autonomy, feedback) to meaningfulness, responsibility and knowledge of results.

The 9-box grid plots performance against potential, producing nine talent segments used for succession and development planning.

Span of control: wider spans flatten the hierarchy and reduce cost but increase supervisory load; narrow spans produce taller, more costly structures.

Net burn rate = cash spent per month minus cash received; runway in months = current cash balance ÷ net monthly burn.

Rule of 40: for software businesses, revenue growth rate plus profit margin should total at least 40%.

Dilution math: post-money valuation = pre-money valuation + new investment; investor ownership = investment ÷ post-money valuation.

Market sizing cascade: TAM (total addressable market) ≥ SAM (serviceable available market) ≥ SOM (serviceable obtainable market).

Minimum viable product: the smallest build that tests the riskiest assumption with real users, designed for learning rather than completeness.

Network effects: each additional user raises the value to other users; Metcalfe's law approximates value as proportional to the square of connected users.

A product-market fit signal is a retention curve that flattens above zero rather than decaying to zero over successive cohorts.

Breakeven volume for a new venture = total fixed costs ÷ contribution margin per unit; contribution margin = price − variable cost per unit.

Disruptive innovation typically enters at the low end or in underserved segments with a simpler, cheaper offer, then improves until it displaces incumbents.

Valid contract elements: offer, acceptance, consideration, capacity, legality of object and intention to create legal relations.

GDPR recognizes six lawful bases for processing: consent, contract performance, legal obligation, vital interests, public task and legitimate interests.

GDPR data subject rights include access, rectification, erasure, restriction, portability and objection to processing.

Patent protection generally runs 20 years from filing and is territorial; trademarks are commonly 10 years and renewable indefinitely; copyright under Berne runs at least life of the author plus 50 years.

UK Bribery Act 2010 creates a strict-liability corporate offence of failing to prevent bribery, with a defense for having adequate procedures in place.

US FCPA has an anti-bribery provision covering foreign officials plus accounting provisions requiring accurate books and internal controls.

EU consumer distance-selling rules give a 14-day right of withdrawal from the day goods are received, with statutory exceptions such as personalized or sealed hygiene goods.

Antitrust merger screening in the US uses the Herfindahl-Hirschman Index: below 1,500 unconcentrated, 1,500–2,500 moderately concentrated, above 2,500 highly concentrated.

Apparent authority binds a principal when the principal's own conduct leads a third party reasonably to believe the agent was authorized, even without actual authority.

Precision = TP ÷ (TP + FP); recall = TP ÷ (TP + FN); F1 = 2 × (precision × recall) ÷ (precision + recall).

Correlation measures association only; causal claims require a design such as randomization, natural experiment or instrumental variable.

A/B test decision rule: reject the null hypothesis when p < 0.05, with statistical power of at least 80% planned in advance via sample size calculation.

Simpson's paradox: an aggregate trend can reverse within every subgroup when a confounding variable is unevenly distributed across groups.

Attribution models: first-touch, last-touch, linear, position-based and time-decay assign conversion credit differently and therefore produce different channel ROIs.

Stickiness ratio = daily active users ÷ monthly active users; it measures how frequently the monthly audience returns.

Unit economics check: contribution margin per user must exceed CAC over the payback period for growth spending to be sustainable.

Central limit theorem: sample means approach normality as n grows, so the 95% confidence interval approximates mean ± 1.96 × standard error.

Privacy by design and data minimization require collecting only personal data adequate, relevant and limited to what the stated purpose needs.