© THE HUMAN FACTOR, Inc.
…optimizing human assets to achieve organizational success
Things to Ask in Any Business Unit (BU) Review:
1. What ultimately made you decide to do a Business Unit Review in the first place: stagnating
growth, slumping sales, missed opportunities, employee morale issues, no sense of urgency, etc…?
2. In what way is this BU review different from those in the past? What is the reason for this and
what will you do differently after the meeting?
3. Beyond the immediate planning cycle, what are the key issues, risks and opportunities that we
should discuss today?
4. What are your BU’s overall objectives?
5. Is your desire to achieve immediate results, or are you planning to focus more on your long-term
strategy? How will you balance these?
6. What external factors, including industry trends and key success factors, do you feel are most
pertinent to your BU? What potential developments in customer demand, technology or the
regulatory environment could have enough impact on the industry to change the entire plan?
7. What were your forecasts for market growth, sales and profitability last year? Two years ago?
Three years ago? Were they correct? If not, what do you perceive the reasons for this to be?
What did the business unit learn from those experiences?
8. How would you go about doubling your business unit’s growth rate and profits? Even if you do not
think it is possible today, what would it look like if it happened?
9. If your business unit plans to take market share from competitors, how will it do so, and how will
they respond? Are you counting on a strategic advantage or superior execution?
10. Is your strategy distinctive from those of competitors? If so, does it give you a competitive
advantage? How does the plan build on these advantages?
11. How do you plan to differentiate yourself from competitors in a way that will be most b