Laurs & Bridz: Implementation of a Customer Relationship Management Solution 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 Laurs & Bridz: Implementation of a Customer Relationship Management Solution case study

At Oak Spring University, we provide corporate level professional Net Present Value (NPV) case study solution. Laurs & Bridz: Implementation of a Customer Relationship Management Solution case study is a Harvard Business School (HBR) case study written by Anand Khanna, Sandeep Puri, Abhishek Sen. The Laurs & Bridz: Implementation of a Customer Relationship Management Solution (referred as “Bridz Laurs” from here on) case study provides evaluation & decision scenario in field of Sales & Marketing. It also touches upon business topics such as - Value proposition, .

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

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Case Description of Laurs & Bridz: Implementation of a Customer Relationship Management Solution Case Study

Laurs & Bridz Pharmaceuticals Private Limited (Laurs & Bridz) was a state-of-the-art generic pharmaceutical company that exported pharmaceutical products all over the world and specialized in providing combination drugs to the medical community. The company needed to deploy a customer relationship management (CRM) solution to strengthen its sales and marketing, and build robust systems to better track customers, strengthen customer relationships, and enhance sales-force productivity. In 2017, Laurs & Bridz was considering several CRM solutions, which had been shortlisted on the basis of features and price. Before it could invest 50 million in the new system, Laurs & Bridz had to answer several important questions: Which of the available CRM solutions would best suit the firm? What would be the direct and indirect effects of implementing such a CRM solution? What kind of approach should the firm use to implement the solution? What obstacles could interfere with that solution's successful implementation? Anand Khanna is affiliated with Institute of Management Technology, Ghaziabad. Sandeep Puri is affiliated with Asian Institute of Management.

Case Authors : Anand Khanna, Sandeep Puri, Abhishek Sen

Topic : Sales & Marketing

Related Areas :

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Calculating Net Present Value (NPV) at 6% for Laurs & Bridz: Implementation of a Customer Relationship Management Solution Case Study

Years	Cash Flow	Net Cash Flow	Cumulative     Cash Flow	Discount Rate @ 6 %	Discounted Cash Flows
Year 0	(10011756)	-10011756	-	-
Year 1	3471685	-6540071	3471685	0.9434	3275175
Year 2	3971834	-2568237	7443519	0.89	3534918
Year 3	3944481	1376244	11388000	0.8396	3311862
Year 4	3230015	4606259	14618015	0.7921	2558474
TOTAL			14618015		12680429

The Net Present Value at 6% discount rate is 2668673

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.

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Capital Budgeting Approaches

Methods of Capital Budgeting

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

1. Payback Period
2. Net Present Value
3. Profitability Index
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. Bridz Laurs 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 Bridz Laurs have higher preference for cash returns over 4-5 years rather than 10-15 years given the nature of the volatility in the industry.

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Formula and Steps to Calculate Net Present Value (NPV) of Laurs & Bridz: Implementation of a Customer Relationship Management Solution

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 Sales & Marketing 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 Bridz Laurs 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 Bridz Laurs 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	(10011756)	-10011756	-	-
Year 1	3471685	-6540071	3471685	0.8696	3018857
Year 2	3971834	-2568237	7443519	0.7561	3003277
Year 3	3944481	1376244	11388000	0.6575	2593560
Year 4	3230015	4606259	14618015	0.5718	1846772
TOTAL					10462465

The Net NPV after 4 years is 450709

(10462465 - 10011756 )

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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	(10011756)	-10011756	-	-
Year 1	3471685	-6540071	3471685	0.8333	2893071
Year 2	3971834	-2568237	7443519	0.6944	2758218
Year 3	3944481	1376244	11388000	0.5787	2282686
Year 4	3230015	4606259	14618015	0.4823	1557685
TOTAL					9491659

The Net NPV after 4 years is -520097

At 20% discount rate the NPV is negative (9491659 - 10011756 ) so ideally we can't select the project if macro and micro factors don't allow financial managers of Bridz Laurs 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 Bridz Laurs has a NPV value higher than Zero then finance managers at Bridz Laurs 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 Bridz Laurs, then the stock price of the Bridz Laurs 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 Bridz Laurs 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 –

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.

Understanding of risks involved in the project.

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.

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Negotiation Strategy of Laurs & Bridz: Implementation of a Customer Relationship Management Solution

References & Further Readings

Anand Khanna, Sandeep Puri, Abhishek Sen (2018), "Laurs & Bridz: Implementation of a Customer Relationship Management Solution Harvard Business Review Case Study. Published by HBR Publications.