THE TENDLEY CONTRACT - Confidential Information for the Consultant Net Present Value (NPV) / MBA Resources

Introduction to Net Present Value (NPV) - What is Net Present Value (NPV) ? How it impacts financial decisions regarding project management?

NPV solution for THE TENDLEY CONTRACT - Confidential Information for the Consultant case study

At Oak Spring University, we provide corporate level professional Net Present Value (NPV) case study solution. THE TENDLEY CONTRACT - Confidential Information for the Consultant case study is a Harvard Business School (HBR) case study written by Program on Negotiation. The THE TENDLEY CONTRACT - Confidential Information for the Consultant (referred as “Consultant School” from here on) case study provides evaluation & decision scenario in field of Strategy & Execution. It also touches upon business topics such as - Value proposition, IT, Negotiations, Pricing.

The net present value (NPV) of an investment proposal is the present value of the proposal’s net cash flows less the proposal’s initial cash outflow. If a project’s NPV is greater than or equal to zero, the project should be accepted.

NPV = Present Value of Future Cash Flows LESS Project’s Initial Investment

---

Case Description of THE TENDLEY CONTRACT - Confidential Information for the Consultant Case Study

Accompanied by product #PON474.Two-party contract negotiation between a computer consultant and a school district representative at an apparent impasse over different expectations over cost of services. A school district and a computer consultant are negotiating a potential contract for repair of the school district's failed computer network. Both parties are eager to work with each other: the consultant's qualifications appear perfect for the school district's needs, and the school district would help the consultant connect with additional governmental clients. After a fair amount of negotiation, however, the parties find themselves at an impasse: the consultant's bid (which the consultant feels is very low) is considerably higher than the school's budget for this project. The consultant and a school representative have agreed to meet one last time in an effort to salvage the deal. This simulation happens to involve a consulting contract, but the negotiation lessons are generic. The exercise can be used simply to illustrate the importance of the creative, option-generating aspect of negotiation. More importantly, it can also be used as the principal vehicle for presenting integrative theory more broadly. This is a role play case.

Case Authors : Program on Negotiation

Topic : Strategy & Execution

Related Areas : IT, Negotiations, Pricing

---

Calculating Net Present Value (NPV) at 6% for THE TENDLEY CONTRACT - Confidential Information for the Consultant Case Study

Years	Cash Flow	Net Cash Flow	Cumulative     Cash Flow	Discount Rate @ 6 %	Discounted Cash Flows
Year 0	(10019713)	-10019713	-	-
Year 1	3472448	-6547265	3472448	0.9434	3275894
Year 2	3968318	-2578947	7440766	0.89	3531789
Year 3	3947999	1369052	11388765	0.8396	3314816
Year 4	3224124	4593176	14612889	0.7921	2553808
TOTAL			14612889		12676308

The Net Present Value at 6% discount rate is 2656595

In isolation the NPV number doesn't mean much but put in right context then it is one of the best method to evaluate project returns. In this article we will cover -

Different methods of capital budgeting

What is NPV & Formula of NPV,
How it is calculated,
How to use NPV number for project evaluation, and
Scenario Planning given risks and management priorities.

---

Capital Budgeting Approaches

Methods of Capital Budgeting

There are four types of capital budgeting techniques that are widely used in the corporate world –

1. Net Present Value
2. Profitability Index
3. Payback Period
4. Internal Rate of Return

Apart from the Payback period method which is an additive method, rest of the methods are based on Discounted Cash Flow technique. Even though cash flow can be calculated based on the nature of the project, for the simplicity of the article we are assuming that all the expected cash flows are realized at the end of the year.

Discounted Cash Flow approaches provide a more objective basis for evaluating and selecting investment projects. They take into consideration both –

1. Magnitude of both incoming and outgoing cash flows – Projects can be capital intensive, time intensive, or both. Consultant School shareholders have preference for diversified projects investment rather than prospective high income from a single capital intensive project.
2. Timing of the expected cash flows – stockholders of Consultant School have higher preference for cash returns over 4-5 years rather than 10-15 years given the nature of the volatility in the industry.

---

Formula and Steps to Calculate Net Present Value (NPV) of THE TENDLEY CONTRACT - Confidential Information for the Consultant

NPV = Net Cash In Flowt1 / (1+r)t1 + Net Cash In Flowt2 / (1+r)t2 + … Net Cash In Flowtn / (1+r)tn
Less Net Cash Out Flowt0 / (1+r)t0

Where t = time period, in this case year 1, year 2 and so on.
r = discount rate or return that could be earned using other safe proposition such as fixed deposit or treasury bond rate. Net Cash In Flow – What the firm will get each year.
Net Cash Out Flow – What the firm needs to invest initially in the project.

Step 1 – Understand the nature of the project and calculate cash flow for each year.
Step 2 – Discount those cash flow based on the discount rate.
Step 3 – Add all the discounted cash flow.
Step 4 – Selection of the project

Why Strategy & Execution Managers need to know Financial Tools such as Net Present Value (NPV)?

In our daily workplace we often come across people and colleagues who are just focused on their core competency and targets they have to deliver. For example marketing managers at Consultant School often design programs whose objective is to drive brand awareness and customer reach. But how that 30 point increase in brand awareness or 10 point increase in customer touch points will result into shareholders’ value is not specified.

To overcome such scenarios managers at Consultant School needs to not only know the financial aspect of project management but also needs to have tools to integrate them into part of the project development and monitoring plan.

Calculating Net Present Value (NPV) at 15%

After working through various assumptions we reached a conclusion that risk is far higher than 6%. In a reasonably stable industry with weak competition - 15% discount rate can be a good benchmark.

Years	Cash Flow	Net Cash Flow	Cumulative     Cash Flow	Discount Rate @ 15 %	Discounted Cash Flows
Year 0	(10019713)	-10019713	-	-
Year 1	3472448	-6547265	3472448	0.8696	3019520
Year 2	3968318	-2578947	7440766	0.7561	3000619
Year 3	3947999	1369052	11388765	0.6575	2595873
Year 4	3224124	4593176	14612889	0.5718	1843403
TOTAL					10459415

The Net NPV after 4 years is 439702

(10459415 - 10019713 )

---

Calculating Net Present Value (NPV) at 20%

If the risk component is high in the industry then we should go for a higher hurdle rate / discount rate of 20%.

Years	Cash Flow	Net Cash Flow	Cumulative     Cash Flow	Discount Rate @ 20 %	Discounted Cash Flows
Year 0	(10019713)	-10019713	-	-
Year 1	3472448	-6547265	3472448	0.8333	2893707
Year 2	3968318	-2578947	7440766	0.6944	2755776
Year 3	3947999	1369052	11388765	0.5787	2284722
Year 4	3224124	4593176	14612889	0.4823	1554844
TOTAL					9489048

The Net NPV after 4 years is -530665

At 20% discount rate the NPV is negative (9489048 - 10019713 ) so ideally we can't select the project if macro and micro factors don't allow financial managers of Consultant School to discount cash flow at lower discount rates such as 15%.

Acceptance Criteria of a Project based on NPV

Simplest Approach – If the investment project of Consultant School has a NPV value higher than Zero then finance managers at Consultant School can ACCEPT the project, otherwise they can reject the project. This means that project will deliver higher returns over the period of time than any alternate investment strategy.

In theory if the required rate of return or discount rate is chosen correctly by finance managers at Consultant School, then the stock price of the Consultant School should change by same amount of the NPV. In real world we know that share price also reflects various other factors that can be related to both macro and micro environment.

In the same vein – accepting the project with zero NPV should result in stagnant share price. Finance managers use discount rates as a measure of risk components in the project execution process.

Sensitivity Analysis

Project selection is often a far more complex decision than just choosing it based on the NPV number. Finance managers at Consultant School should conduct a sensitivity analysis to better understand not only the inherent risk of the projects but also how those risks can be either factored in or mitigated during the project execution. Sensitivity analysis helps in –

Understanding of risks involved in the project.

What can impact the cash flow of the project.

What are the key aspects of the projects that need to be monitored, refined, and retuned for continuous delivery of projected cash flows.

What are the uncertainties surrounding the project Initial Cash Outlay (ICO’s). ICO’s often have several different components such as land, machinery, building, and other equipment.

What will be a multi year spillover effect of various taxation regulations.

Some of the assumptions while using the Discounted Cash Flow Methods –

Projects are assumed to be Mutually Exclusive – This is seldom the came in modern day giant organizations where projects are often inter-related and rejecting a project solely based on NPV can result in sunk cost from a related project.

Independent projects have independent cash flows – As explained in the marketing project – though the project may look independent but in reality it is not as the brand awareness project can be closely associated with the spending on sales promotions and product specific advertising.

---

Negotiation Strategy of THE TENDLEY CONTRACT - Confidential Information for the Consultant

References & Further Readings

Program on Negotiation (2018), "THE TENDLEY CONTRACT - Confidential Information for the Consultant Harvard Business Review Case Study. Published by HBR Publications.