Business Strategy and Technology: Question Bank

The Institute of Chartered Accountants in England and Wales
Business Strategy
and Technology
Question Bank
For exams in 2021
icaew.com
Business Strategy and Technology
The Institute of Chartered Accountants in England and Wales
ISBN: 978-1-5097-3372-9
Previous ISBN: 978-1-5097-2683-7
e-ISBN: 978-1-5097-3318-7
First edition 2008
Fourteenth edition 2020
All rights reserved. No part of this publication may be reproduced, stored in a
retrieval system or transmitted in any form or by any means, graphic, electronic or
mechanical including photocopying, recording, scanning or otherwise, without the
prior written permission of the publisher.
The content of this publication is intended to prepare students for the ICAEW
examinations, and should not be used as professional advice.
British Library Cataloguing-in-Publication Data
A catalogue record for this book is available from the British Library.
Contains public sector information licensed under the Open Government Licence
v3.0
Originally printed in the United Kingdom on paper obtained from traceable,
sustainable sources.
© ICAEW 2020
Contents
The following questions are exam-standard. They are not the original questions from the exams. The
marking guides provided with the answers are illustrative to help students understand how marks
may be allocated in the exam and to identify gaps in their answers.
Title Time Page

Marks allocation
(Mins) Question Answer
Practice questions
1 The Foto Phrame Company 35 53 1 129
2 Boom plc (amended) 22 33 2 134
3 Forsi Ltd (amended) 45 68 3 138
4 Drummond & Drew LLP 30 45 6 147
5 Outil plc (amended) 43 64 8 153
6 The Zed Museum 24 36 11 160
March 2015 exam questions
7 Rocket Co (amended) 46 69 13 165
8 The Scottish Woodlands Commission

(amended) 34 51 15 171
9 WeDive Ltd (amended) 20 30 17 176
June 2015 exam questions
10 Reyel plc (amended) 42 63 19 179
11 Home of Leather plc 34 51 21 186
12 Zuccini plc (amended) 24 36 23 191
September 2015 exam questions
13 Kentish Fruit Farms 43 64 25 197
14 Premier Paper Products plc (amended) 30 45 27 204
15 Taxi Tracker 27 41 28 209
16 The Healthy Vegetarian plc 44 66 31 215
17 Elver Bloom Recruiting plc (amended) 35 52 33 222
18 TechScan Ltd 21 32 36 226
19 Guayaporto Ltd (amended) 44 66 39 231
20 MHD (amended) 31 47 41 237
21 Thistle Engineering Services Ltd 25 37 43 243
ICAEW 2021 Contents iii

Title Time Page
Marks allocation
December 2016 exam questions
22 Pinter Shipping Panels plc 40 60 45 249
23 Zeter Domestic Chemicals plc 30 45 47 255
24 Hartley’s Traditional Footwear Ltd 30 45 49 261
25 Ignite plc 44 99 53 267
26 Eclo Ltd 36 54 56 273
27 Gighay Ltd (amended) 20 30 58 278
28 Holidays Direct plc (amended) 44 66 59 283
29 Jason Smyth Textiles Ltd (amended) 33 50 62 290
30 Portland Prawns Ltd 23 34 64 296
31 Blakes Blinds Ltd 45 68 67 301
32 Air Services UK Ltd (amended) 29 43 69 308
33 Purechoc Ltd 26 39 71 313
34 Fullerton Office Furniture Ltd (amended) 47 70 73 317
35 Berlina Kitchen Appliances 31 47 76 326
36 Cancer Concern Ltd 22 33 78 332
37 Just Houses Ltd 45 68 81 335
38 Bagaj Lux Ltd 30 45 84 342
39 Jacmel Products plc 25 37 85 347
40 Ten Ten Burgers Inc (amended) 44 66 87 351
41 Maya plc 33 49 91 359
42 Muple plc 23 35 93 364
43 Innotoy Ltd 43 65 95 369
44 Balad Ltd 35 52 97 376
iv Business Strategy and Technology ICAEW 2021

Title Time Page
Marks allocation
45 Vision Bank 22 33 99 381
46 Gadgy Ltd 43 65 103 387
47 Wheely Bus Company 37 55 107 394
48 Animals Are Us Ltd 20 30 109 400
49 Lumina Ltd 43 65 111 403
50 Octo plc 37 55 113 411
51 Nevin-Vac Ltd 20 30 116 418
March 2020 exam
52 Nyon Inc 47 70 119 423
53 Combat Joint Pain (CJP) 33 49 123 432
54 SolaP Ltd 20 30 125 439
ICAEW 2021 Contents v

Question Bank topic finder
Set out below is a guide showing the Business Strategy and Technology syllabus learning outcomes,
topic areas, and related questions in the Question Bank for each topic area. If you need to
concentrate on certain topic areas, or if you want to attempt all available questions that refer to a
particular topic, you will find this guide useful.
Topic area Syllabus Question number(s) Workbook

learning chapter(s)
outcome(s)
Alternative strategies 2a,2g,3e 3,4,6,20,25,29,31,33,37, 6,7,11

(including methods of 40,41,46,48,51,52,54
development)
Ansoff’s matrix 2a,2i,3e 9,14,46,54 7,8
Automation and 1b,1d, 3b 16,29,32,34,40,53 6

intelligent systems
Balanced scorecard 1g,2b,3h 6,7,20,53 12
BCG matrix (product 1c,1d,2h 12,24,43,46 6

portfolio)
Benchmarking 1d,2b,3h 35 6
Break-even and sensitivity 2j,3h 8,11,15,21,38,44 10
Budgeting and forecast 1g,2j,3h 16,21,34 12

analysis
Business plans 3f,3g 21,41 13
Change management 3j 3,5,7,11,29,35,39,45 15
Competitive strategies 1a,1c,2i,3i 29,31,38,50,52 2,7

(including Porter’s generic
strategies)
Core competences and 1a,1d 14,35 6,12

critical success factors
Corporate governance 1e,3d 2,8,20,51 9,10
Corporate responsibility 1b,2e 2,20,47,50,51 16

and sustainability
Cyber risk and security 1f,2d,3e 32,38,47,53 9,10,14
Data analysis (including 1g,2b,3h,3i 3,5,10,13,16,17,23,28,31,34, 12

performance evaluation) 37,40,43,46,47,49,52,54
Data analytics and Big 1d,2b,3i 27,28,34,42,43,47 6,14

Data
Decision making 2j,3h 5,9,16,17,18,22,23,24,29,30,31, 10,12

(including relevant 34,37,38,40,49,50,54
costing, decision trees
and expected values)
Developing technologies 1d, 3b 14,53 6

(including digital assets
and cryptocurrencies)
1b 13,17,25,37,45,49,52 4,5
vi Business Strategy and Technology ICAEW 2021

learning chapter(s)
outcome(s)
Environmental analysis
(including PESTEL and
Porter’s Five Forces)
Ethical issues 1h, 2f,3k 2,7,10,13, 16,20,23,26,28, 16

31,34,37,42,43,46,50,53
Evaluating strategic 2a,2e,2g,2j 5,11,12,14,18,24,30,34,38,51,52,54 12

options
Finance function as a 2b, 3a 3 12,13

business partner
Human capital and human 1d,3a,3b 3,7,14,32,48 6,13

resources
Information technology 1f,2d,3h,3i 27,28,47 14

strategy
International trade and 1b,2a,2g, 3e 4,5,9,11,21,35,39,40,41 4,11

expansion (including
international structures)
Knowledge management 1d,3i 3 6,14
KPIs and performance 1a,1g, 2b,3h 6,13,16,20,23,24,27,35,37,53 6,12

measures
Lynch expansion matrix 2a,3e 14 11
Marketing strategy 2b,2f,2i,3a 5,24,39,52 8,13,16
Methods of expansion 2a 1,37,40,41,44,51 11

(including joint ventures,
strategic alliances, and
franchising)
Mission statements, vision 1a 32,36 3

and objectives
Natural capital 1b,2e 2,14,50 4, 16
Operations management 3a 10,28,30,38,50 13

(including capacity
management)
Organisational structure 3c 3,4,21,26,28,39 9
Outsourcing 1d,2e,3e 26,27,51,52 6
Pricing 2i 10,15,17,24,52 8
Procurement (purchasing) 1d,3a 1,16,22,41 13
Product/industry lifecycle 1b,2h 1,12 5,6
Quality control 3a 13,24,26,38 13
Research and 3a,3b 18,32 13

development strategy
Risk management 1f,2d,2g,3e 8,14,19,21,28,32,33,38,41,47,49 10
ICAEW 2021 Introduction vii

learning chapter(s)
outcome(s)
Scenario planning 1b,2j 19 4,10
Shared service centres 3b 3,7 6
Stakeholders and their 1a,1b,2c, 3d 11,5,6,32,36,44,51 3,9,16

objectives
Strategic fit 1a,2g 8,33,54 2
Supply chain 1b,1d,2e, 3a 1,24,25,41 6,8,13

management and
distribution
Transfer pricing and 3c 3,5,23,28,31,35,39 9

divisionalisation
Value chain (including 1d 15,29,38,50 6

value drivers)
Workforce flexibility 1d,3a,3b 10,42,48 6,13
viii Business Strategy and Technology ICAEW 2021

Exam
Your exam will consist of:
• 3 questions – 100 marks
• Pass mark – 55
• Exam length – 2.5 hours
The ACA student area of our website includes the latest information, guidance and exclusive
resources to help you progress through the ACA. Find everything you need, from exam webinars,
past exams, marks plans, errata sheets and the syllabus to examiner and tutor-written articles at
icaew.com/examresources.
ICAEW 2021 Introduction ix

Professional skills
Professional skills are essential to accountancy and your development of them is embedded
throughout the ACA qualification. The level of competency in each of the professional skills areas
required to pass each module exam increases as ACA trainees progress upwards through each Level
of the ACA qualification.
The professional skills embedded throughout this Question Bank provide the opportunity to develop
the knowledge and professional skills required to successfully pass the exam for this module.
During your question practice, remain mindful that you should be demonstrating each of the four
professional skills within your answers. You are advised to familiarise yourself with the full ACA
professional skills development grids which can be found at icaew.com/examresources.
The following advice will help you demonstrate each of the professional skills when completing your
answers to questions in this Question Bank.
Questions in the Business Strategy and Technology exam will require you to use a combination of
technical knowledge and application to real-life scenarios in order to help a business navigate its way
through identifying and implementing suitable strategies to deliver competitive advantage. Each
question will be broken down into a number of different requirements or tasks covering many
different areas of the syllabus. Below are the key skills required in the Business Strategy and
Technology module exam that you will need to master to be able to answer each requirement
correctly.
Professional skills focus: Assimilating and using information
The Business Strategy and Technology exam requires you to attempt three questions in 2.5 hours.
The exam has the highest skills content of all the Professional exams, comprising approximately 70-
75% of the marks. To obtain these marks it is necessary to read through a large amount of material
and distinguish the parts that are relevant to each requirement. Information provided in the question
scenarios could be both narrative and numerical so it is important to prioritise the key issues and
skilfully combine different sources of data in order to answer the question set. It is easy to be
overwhelmed by the volume of information provided so be disciplined with time management
ensuring you review the number of marks awarded to each requirement to guide the length of your
answer. This will help you to manage the time constraints, thus offering you the best chance of
passing.
Professional skills focus: Structuring problems and solutions
Each scenario will be different, so you need to practise a wide variety of questions in order to be able
to identify and apply relevant technical knowledge and skills to analyse a specific problem. This will
help you to demonstrate the skill of being able to structure information from various sources into
suitable formats for analysis and provide creative and pragmatic solutions in a business environment.
Professional skills focus: Applying judgement
In reviewing data and information, it is important to apply professional scepticism by questioning the
source of the information, identifying deficiencies and even suggesting potential remedies. As a
professional accountant you should develop your questioning skills when presented with information
in a scenario and you will be expected to apply critical thinking when making all recommendations.
Professional skills focus: Concluding, recommending and communicating
In the Business Strategy and Technology exam, you are often asked to provide advice to the board.
To do this successfully you must demonstrate that you can apply your technical knowledge, skills and
x Business Strategy and Technology ICAEW 2021

experience to support reason-based conclusions and formulate advice based on valid evidence. It is
vital that your conclusions follow on from the evidence discussed in your response and therefore
they must be applicable to the scenario organisations’ unique circumstances. The ability to
communicate clearly in a manner suitable for the recipient is also important.
ICAEW 2021 Introduction xi

Business strategy and technology answers
Guidance on mark plans
Introduction
This guidance has been put together by the examining team. It is possible, over time, as a result of
candidates’ performance in the real exams, that there may be further developments in the way in
which mark plans are constructed. A document such as this can only ever provide broad guidance.
The examining team set mark plans for each question on an individual basis, taking account of the
overall structure of the question, the scenario, and the complexity of the analysis and argument
required.
Marking documents
Business Strategy and Technology has one of the highest skills content of all the Professional Stage
examinations as it leads on to the Advanced Stage and Case Study exams. This is reflected in the
marking process where the available marks for each requirement are divided into two pools:
Knowledge marks (K) and Skills marks (S), with more marks awarded for skills than knowledge.
For any particular exam there are three separate marking documents:
• A detailed mark plan for the exam (a full answer, containing all the likely points that candidates
may make, as published for students)
• A marking grid which breaks the exam down into the K and S mark pools available for each
requirement
• A separate marking guidance document issued to markers, giving an overview of the typical K
and S points for each requirement, to be used in conjunction with the detailed mark plan
The marking grid and marking guidance for the September 2017 exam are included in the chapter
‘Introduction to the Business Strategy and Technology exam’ of the Workbook.
Knowledge and skills marks

Broadly speaking, the K marks are for demonstration of appropriate and accurate knowledge and
understanding from the learning materials, explicit or implied (eg, where the answer is developed
using recognised models, tools and frameworks, not just common sense).
The S marks are for:
• Assimilating and using information
• Structuring problems and solutions
• Applying judgement
• Conclusions, recommendations and communication
For example, if the requirement was to ‘analyse the competitive forces within an industry’ then K
marks would be available for selecting the right model and knowing the meaning of the key
headings, in this case that ‘competitive forces’ suggests Porter’s Five Forces model should be
applied.
S marks would be gained for example by:
• Applying a model to the context in the question, eg, identifying relevant information from the
scenario
• Analysing the information, eg, identifying causal factors that explain changes in data
• Reasoning and judgement, eg, providing reasoned advice relating to the specific terms of the
scenario
The marking information set out below is used to mark the questions.
Allocation of marks
Typically it is not possible to allocate a half/one mark per point as it is in the more numerical exams.
This type of approach would encourage a scatter-gun approach and reward answers making a long
list of minor points, even where they fail to identify and explain the key issues.
xii Business Strategy and Technology ICAEW 2021

Marks are therefore awarded in small pools which attempt to give an assessment of a candidate’s
performance for each sub-set of a requirement. Markers are encouraged to use discretion and to
award partial marks where a point was either not explained fully or made by implication.
It is often the case that the more succinct answers are better, since it is the quality rather than the
number of points which attracts marks in Business Strategy and Technology.
As a general rule, the mark plan is constructed according to the following principles:
Data related elements

The Business Strategy and Technology exam will consist of three main types of data related question
requirement:
(a) Performing a specific calculation, as prescribed by the question requirement. Common
examples of this type of calculation include computing a break-even working for a particular
project or preparing a profit forecast for a proposed business venture.
(b) A standard data analysis requirement, requiring candidates to analyse a range of data in various
exhibits, produce some relevant calculations and provide a commentary to go with their
numerical analysis.
(c) A supporting calculations requirement, where candidates are required to support their narrative
answer with supporting calculations.
Specific calculations
Where the requirement includes a specific calculation, the total marks available will be broken down
into a series of computations for the components of the calculation. Marks will be awarded for
workings and not just for the correct final figure. Additional marks may be available for stating
assumptions.
Standard data analysis and supporting calculations

Specific marks for any necessary calculations in respect of standard data analysis and supporting
workings requirements will be awarded as above.
Also, however, appropriate calculations will need to be identified by the candidate and marks will be
awarded for addressing the key issues.
A greater proportion of the total marks available will be awarded for the following skills:
• Interpretation of data (both qualitative and quantitative)
• Considering cause and effect relationships
• Identifying implications of the analysis
• And for linking the data analysis to the wider strategy or issue in the scenario
In these respects ‘making the numbers talk’ will be a key feature.
Standard data analysis requirements and supporting calculations requirements require candidates to
use their judgement to identify the most appropriate type of calculations to perform.
It is important to note that some questions will not include a specific data related requirement but
data will be included in the scenario. In cases such as this candidates will be expected to use the data
provided to inform their answer. The examining team will award marks to candidates that use their
judgement to ensure that only appropriate calculations are included which add value to their
answers.
Additional marks will be awarded for highlighting additional information required and/or the
limitations of the analysis undertaken, even if not specifically asked for (although this may form part
of the requirement).
• Use of specific theories/models
Where a requirement calls for the application of a particular theory or model, there will be a
limited number of knowledge marks for identifying the correct model and explaining its use. A
greater proportion of the total marks will be awarded for the skills shown in applying the model to
the scenario and discussing its limitations in the particular context.
In some cases requirements will be open ended and will therefore require candidates to use their
judgement when deciding whether or not to use a model to answer the question. For example, a
requirement to analyse the ways in which a business has grown might be answered by
considering Ansoff and Lynch. To score well when faced with such requirements candidates need
ICAEW 2021 Introduction xiii

to be selective about whether using a particular model will provide any additional insights
beyond those points that could have otherwise been made without its application. The decision
to use a theoretical model needs to be carefully thought through.
• Narrative elements
Each component of the requirement will be assigned a ‘pool’ of marks. An element of the marks
in the pool will be available for demonstrating the correct knowledge but the majority will then be
awarded to a candidate based on the degree of application, analysis and judgement
demonstrated by the answer. Thus it is possible to identify the characteristics of various possible
answers, together with their mark scoring potential:
(1) Generic comments from the learning materials, which are not expressed in the context of
the scenario. Answer includes lists of unprioritised, undeveloped and/or irrelevant points.
Points listed but not explained.
This constitutes a poor answer, scoring less than half the marks available in the pool and
hence a ‘fail’ on the particular section of the requirement.
(2) A number of generic comments but with some attempt to apply knowledge to the scenario
in the question and to link points together in the form of key issues.
An adequate attempt, scoring a little over half the marks available in the pool normally
generating sufficient marks to attain a marginal pass.
(3) Succinct points, made in the context of the question with little irrelevant comment. Some
insights demonstrated. Logical argument backed up by analysis of the data/scenario.
Demonstrates judgement by providing clear recommendations or advice where required by
the question.
A high scoring answer which would be awarded the majority of marks available in the pool
(in some cases the maximum) and achieve a clear pass.
Presentation marks and working

Generally, where specifically requested in the requirement, one knowledge mark would be awarded
for presentation of a report/memo/briefing notes in an appropriate format. It is important to note that
when using the exam software candidates need to be mindful that the examiner can only see
answers as they appear on the screen. The examiners cannot see the formulae used by candidates in
their answers nor can they make the window larger to view narrative answers which extend beyond
the view of the screen. As such candidates need to ensure that there is an audit trail for numerate
answers, and ensure that all text is clearly visible so that the examiners can fully review the answers
provided.
Headroom
All questions contain a degree of ‘headroom’ (ie, potentially there are more marks available than the
maximum for the requirement), as a range of different answers are possible. For example, the
requirement totals, say, 20 marks, but the mark plan contains a total of, say, 23 marks. This means that
a candidate could, in fact, score 100% without producing an ideal answer. The amount of headroom
available in a question will equate to approximately 10% of the total marks on offer. Typically there is
no headroom in questions that are worth 7 marks or less.
The published answers are detailed mark plans and are designed to encompass many possible valid
comments that a marker may see. As a result they are often more detailed than even a strong
candidate would give in their answer.
Mark plans in the learning materials

The summary mark plans in the learning materials have been reviewed by the examining team.
However, tutors should bear in mind that the mark plans in the learning materials have not
undergone the full development process as those for the real exams where mark plans are tested
over a large sample of candidates’ answers.
Nonetheless, the above guidance can be illustrated by looking at the past real exams included in the
question bank.
xiv Business Strategy and Technology ICAEW 2021

Question Bank
xvi Business Strategy and Technology ICAEW 2021
Chapter 1: Practice questions
1 The Foto Phrame Company
The date is December 20X3.
The Foto Phrame Company (FPC) is a listed company manufacturing mid-market cameras from a
single factory in Germany.
The camera industry
The first camera was produced over 100 years ago and, since that time, new technology has enabled
improved products to be launched with increasing frequency. Nearly all cameras now produced are
digital cameras, which first appeared 30 years ago. However, technology advances quickly in the
camera industry and each model of digital camera has a limited life cycle of five to eight years,
before being replaced with an updated model. Within this life cycle, minor changes in technology
mean that small variations in design, to improve a given model, are implemented each year.
Currently, there are broadly three types of camera: the compact camera (at the lower end of the
market); the mirrorless camera (mid-market); the digital SLR (single lens reflex) camera (at the upper
end of the market). Smartphones are a major competitor for compact cameras, but are less of a
threat to mirrorless and digital SLR cameras.
Research and development (R&D) is a key feature of product improvement and replacement. The
industry is very competitive and owning intellectual property for the latest technology can be
important in gaining competitive advantage. However, as technology changes rapidly, any such
competitive advantage can be quickly eroded. Industry employees tend to be highly skilled.
The Foto Phrame Company
FPC products
FPC manufactures only mirrorless cameras. It has a highly skilled workforce and it spends a
significant amount on R&D. FPC’s markets are global. 40% of sales revenues are from European
countries and 30% from the United States.
The lens is one of the highest cost components in a camera. FPC currently purchases all of its camera
lenses from a German company, Zeegle, which has a factory located 40 kilometres from FPC’s factory.
Zeegle is in daily communication with FPC procurement staff regarding delivery quantities. However,
there have been occasional delays in supply, so FPC holds the equivalent of 15 days of average
usage of lenses in inventory. FPC believes that Zeegle’s prices are higher than they should be. The
Zeegle board has refused to lower the prices, but it has constantly sought to improve product quality
and service delivery for FPC.
In June 20X4, FPC intends to launch a replacement model for its best selling MirrorMinus3 (MM3)
camera. This is the MirrorMinus4 (MM4), which has been redesigned to be smaller and lighter, with
industry-leading technology. FPC undertakes a strategic review at the end of each model’s life cycle.
It is currently reviewing its procurement strategy and supply chain management policy as part of the
strategic implementation of the new MM4.
Procurement and supply chain management
Two issues have arisen in terms of procurement and supply chain management:
Issue 1
FPC is unsure whether to procure its lenses for the MM4 from: (1) one supplier, Zeegle; or (2) a range
of five suppliers, producing a single type of lens, but competing on price, product quality and
service. One of the suppliers would be Zeegle, two other suppliers would be French, and two would
be Japanese.
Issue 2
The MM4 has over 60 other separate components and FPC wishes to reduce costs. It wants to assess
the benefits of undertaking a procurement review of all its direct suppliers (‘tier 1’ suppliers) in order
to identify efficiencies. It is also considering managing further up the supply chain to ensure its
suppliers’ suppliers (ie, ‘tier 2’ suppliers) are reliable and cost efficient. FPC is unsure whether to
ICAEW 2021 1: Practice questions 1

conduct its own review of operating procedures in tier 2 suppliers or to ask its tier 1 suppliers to
carry out this task on its behalf.
Distribution
A further concern for the FPC board relates to distribution, particularly in the US which is a major and
growing market for FPC. US sales have increased from 15% to 30% of FPC’s total sales revenue in the
last 10 years. Up to now, distribution for this market has occurred from Germany either to US
wholesalers or directly to large US retail clients (eg, large chains of specialist camera shops). No
inventory is currently held by FPC in the US. However, demand in the US is variable and there have
been an increasing number of complaints from US customers that lead times are too long and too
uncertain.
The problems have been magnified by the fact that the version of the MM3 sold in the US differs in
design from the MM3 sold to other global customers, due to the particular demands of US
consumers. As a consequence, production runs for US design cameras at the factory in Germany only
take place in the first week of each month. The company expects that variations in design for the US
product will also be required for the new MM4.
FPC is considering developing its distribution facilities in the US by one of the following:
Distribution strategy 1
Open a distribution centre in central US to hold significant inventory for distribution throughout the
US using a third party courier.
Distribution strategy 2
Set up a joint venture with a Japanese camera manufacturer to operate a distribution function in the
US. The joint venture would acquire a distribution centre and vans to deliver the cameras of both
companies to clients throughout the US.
Under both strategies, distribution would be both to wholesalers and directly to large retailers.
However, a greater proportion of deliveries could be made directly to retailers, rather than through
wholesalers, compared with existing distribution from Germany. Neither distribution strategy would
involve FPC carrying out any further modification of cameras in the US.
Requirements
1.1 Explain the concept of the product life cycle and describe the factors which may affect the
length of the product life cycle for FPC’s cameras such as the MM3 and the MM4.
(8 marks)
1.2 Prepare a report for the board which explains the factors that FPC should consider in
evaluating:
(a) The two procurement and supply chain management issues identified by FPC, providing
reasoned advice; and
(13 marks)
(b) Each of the two US distribution strategies identified by FPC, providing reasoned advice.
(14 marks)
Total: 35 marks
2 Boom plc (amended)

Boom plc (Boom) is a large, profitable mining company. It is engaged in extracting natural shale gas
from underground rock formations at various sites around the world.
The hydraulic fracturing industry
Shale gas represents an important type of natural capital for many mining companies around the
world, and is projected to be one of the fastest-growing components of world energy consumption,
with production expected to increase significantly over the next 20 years. A plentiful supply of shale
gas is contained worldwide in underground rocks. It is much more abundant than conventional gas
but cannot be reached by traditional vertical drilling. Instead a mixture of water, sand and chemicals
2 Business Strategy and Technology ICAEW 2021

is injected at high pressure, deep underground, to break up rocks and release the gas they hold. This
process is known as hydraulic fracturing (fracking). The benefits claimed for shale gas include:
reduced reliance on traditional forms of natural capital such as fossil fuels, increased security of
energy supply, reduced carbon emissions, and socio-economic development through jobs and tax
revenues.
Project SA
Boom has recently discovered a new site in a remote but populated area of South America (Project
SA). The local government is willing to grant Boom a lease to proceed with the fracking and the
central government anticipates that there will be significant economic benefits from the production
of shale gas, in terms of job creation, gross domestic product and tax revenues. Also, an abundant
domestic supply of natural shale gas could be used to produce cleaner, cheaper electricity and fuel
for the region.
However, there is opposition from environmental groups which claim that the local population has
not been sufficiently informed about the long-term environmental issues associated with fracking.
They claim that the development would place large demands on already restricted water resources
and that Boom would compete with local farmers and residents for water. They also claim that
fracking risks contaminating drinking water supplies. Industry experts disagree, pointing out that it is
possible to make some use of saline (non-drinking) water and recycle the waste water from the
fracking process.
Boom’s mission
Boom’s mission statement is ‘to maximise the return on investment for our shareholders whilst
striving to recognise our corporate responsibility to wider society.’
At a recent board meeting to discuss Project SA, Boom’s finance director commented: “Our
responsibility as directors is to look after our shareholders. If we have to spend money keeping these
environmentalists happy, at best we will reduce profits and at worst some of our projects will not be
viable. I think the two parts of our mission statement contradict each other.”
One non-executive director (NED) took a different view. “I recently attended a conference looking at
the NED’s role. They said that, as directors, we have a legal duty to promote the success of the
company for the benefit of its members as a whole. This means having regard to the long-term
consequences of any decision and the impact of the company’s operations on the community and
the environment as well as its employees, suppliers and customers. This leads to a sustainable
business. Surely therefore we need to consider these environmentalists, if only from a risk
management point of view.”
Requirements
2.1 Discuss the views of the two directors in relation to Boom’s mission statement. In doing so, you
should explain the directors’ duties in respect of corporate governance and corporate
responsibility.
(12 marks)
2.2 Discuss the commercial and ethical issues for Boom which are involved in the decision to
extract shale gas in South America.
(10 marks)
Total: 22 marks
3 Forsi Ltd (amended)

The date is September 20X4.
Forsi Ltd (Forsi) provides forensic science services to private clients and UK public sector
organisations, such as the police and HMRC.
Industry information
Forensic scientists examine materials and provide scientific evidence to assist in an investigation or
court proceedings. As well as criminal cases, forensic science is used in private disputes concerning
accidents, medical negligence, insurance claims and product liability.

For a number of years, the government-owned Forensic Science Service (FSS) accounted for 60% of
the total forensic science market in the UK and handled the majority of the public sector work.
However, in 20X0 a decision was taken to reduce the activities of FSS, leading to its complete closure
in 20X3. As a result there have been several new entrants to the market, which is now very
competitive.
Forsi was founded in 20X0 by four scientists who previously worked for FSS. Forsi and one other key
competitor now dominate the UK market. Both offer a wide range of forensic science services to all
types of client. A number of smaller providers have also emerged which typically specialise in one
particular scientific field eg, fire investigation, toxicology or genetics. Various UK police forces also
have their own in-house forensic science laboratories but there is no national police policy, so many
police forces outsource work to businesses such as Forsi.
Company information
From the outset, Forsi has operated with an informal structure, to minimise bureaucracy and focus on
technical expertise and scientific analysis. The original founders spend little time on administration
and management tasks, and instead concentrate on attracting clients and undertaking analytical
work. Many support functions (including payroll, accounting and human resources) are outsourced.
As a result of the founders’ reputations and technical expertise, and the range of forensic science
services provided, Forsi has experienced steady growth. It now employs 40 scientists and five
administrators. Work is organised on a project basis, with an appropriate project team created for
each specific client request. On smaller projects, scientists may work alone. When they are not
working on projects, Forsi’s scientists are expected to undertake research to develop new scientific
techniques or more efficient processes.
Although Forsi does undertake one-off projects for clients, most of its business is on a repeat basis,
eg, a succession of accident investigations for an insurance company. Obtaining such clients is key to
revenue growth. Once Forsi has been confirmed as a client’s approved supplier, client retention
becomes important. Depending on the client and the nature of the work, some projects are
negotiated at a fixed price and some are priced on a cost-plus basis. Increasingly clients prefer fixed-
price projects so that they can avoid unexpected increases in costs. All dealings and discussions with
clients are handled by the four founders.
As a result of the increased competition, Forsi’s informal structure has started to present some
difficulties and threatens to inhibit its growth. There has been a lack of collaboration between staff,
with scientists preferring to work independently on each project, and Forsi has not maximised
opportunities for shared learning.
Often, requirements change during the course of a project and delays have arisen whilst one of the
founders renegotiates with the client, leading to client complaints. There are few in-house financial
controls and although a budgeted cost is established for each project before work starts, this is often
exceeded. As a result of these issues, Forsi’s profits have fallen (Exhibits 1 and 2). It has started to
lose some potential projects to competitors and has also had to accept lower margins on repeat
business in order to retain clients. During a recent meeting to discuss ways of improving Forsi’s
performance, one of the founders mentioned that he had recently read an online blog titled ‘The
Finance Function as a Business Partner’. The article highlighted how an increasing number of
organisations have taken to restructuring their finance functions, with a growing number of finance
professionals being embedded in operational teams. During the meeting it was agreed that further
research should be undertaken to consider the appropriateness of introducing the business partner
concept at Forsi.
A possible new owner
Recently, Forsi has been approached by an Australian multi-national, Aussi Ltd (Aussi), which
undertakes work for global private and public sector clients. Aussi consists of several divisions, each
offering a different scientific service (eg, pharmaceutical research, forensic science, aerospace). All
support services are provided by a centralised shared service centre which operates from Aussi’s
head office.
Aussi’s forensic science division is the market leader in Australia and Asia. In 20X3 it spent £4.4
million on research and development and £9 million on marketing, and it generated sales revenue of
£220.3 million (all figures translated from Australian dollars into £ sterling).
Aussi wants to acquire Forsi to further its expansion in Europe. However, it does not want to destroy
Forsi’s research-centred culture as it acknowledges that Forsi’s success to date has been driven by

the founders’ knowledge and contacts, and by the skill of the scientists it employs. If the founders
agree to sell their shares, Aussi will either allow Forsi to operate autonomously as a separate
subsidiary company or integrate it within Aussi’s forensic science division.
Whichever structure is chosen, Forsi will be required by Aussi to achieve a target return on capital
employed (ROCE) of 15%. It will also have to comply with Aussi’s formal project screening process
whereby:
• All new projects are required to meet an expected minimum 20% gross margin
• The final agreed project price has to be signed off by Aussi’s central finance department
In 20X3, Aussi’s forensic science division generated a gross margin of 25% and ROCE of 18% on net
assets of £183.5 million. Exhibit 2 sets out additional operating data for Aussi.
Requirements
3.1 Using the quantitative data in the Exhibits, and the other information provided, analyse the
performance of Forsi, contrasting it with Aussi’s where appropriate. Suggest other non-
financial information that may be useful in ascertaining the causes of the deterioration in Forsi’s
performance.
(15 marks)
3.2 Discuss the appropriateness of Forsi’s existing structure, referring to relevant models, and
briefly discuss how the concept of the finance function as a business partner could help Forsi.
(9 marks)
3.3 Assuming Forsi’s founders do not agree to be taken over by Aussi, explain why knowledge
management is important to Forsi and recommend the steps that Forsi could take to
implement a knowledge management strategy. You should refer to the concept of human
capital in your answer.
(8 marks)
3.4 Assuming Forsi’s founders do agree to be taken over the Aussi:
(a) Discuss whether Forsi should be operated as a subsidiary of Aussi or as part of Aussi’s
forensic science division; and
(8 marks)
(b) Recommend how Aussi should manage the change when the takeover is announced.
(5 marks)
Total: 45 marks
Exhibit 1: Financial data for Forsi for the years ended 31 December
20X2 20X3
£’000 £’000
Sales revenue 5,400 5,088
Direct costs (4,175) (4,165)
Gross profit 1,225 923
Research & development (254) (260)
Marketing (108) (90)
Other operating expenses (268) (270)
Operating profit 595 303
Net asset value 4,020 3,910

Exhibit 2: Operating data for Forsi and Aussi
Aussi forensic
Forsi Forsi science division
20X2 20X3 20X3
Number of employees 45 45 2,000
Number of projects undertaken
in year 108 106 2,448
% of projects completed on
time 83% 76% 89%
% of projects completed within
budgeted cost 72% 65% 92%
Sales value of projects awarded,
but not yet undertaken, at year
end £1,350,000 £855,000 £65,080,000
4 Drummond & Drew LLP

The date is December 20X5.
Drummond & Drew LLP (DD) is a large firm of commercial architects, based in a single office in
London.
The industry
Architects plan, design and oversee the construction of buildings for clients. Architects belong to
professional bodies and usually operate in professional partnerships or companies.
The scale of architectural projects varies from large commercial buildings (such as offices, shops and
factories) to residential housing. Some architect firms specialise in one type of project, others
operate across a spectrum of different project types. A project may involve constructing a new
building or altering an existing building.
A client’s project usually requires two phases of work: the planning and design phase, and the
construction phase. Both phases are normally managed by the same architect firm.
The planning and design phase involves the architect ascertaining the client’s requirements in detail.
The architect then prepares design drawings and graphics which comply with local building and
other regulations.
The construction phase requires the administration, monitoring and coordination of the construction
process by the architect. This can include, for a large project: site inspections, surveys, procurement
of contractors, cost appraisal, certification, valuations and project management. Most aspects of this
phase require architects regularly working on site with construction company staff.
Company background
DD’s structure and staffing
DD has grown gradually over many years, increasing its revenue and staff, and has built a reputation
within the UK as a good quality architect firm specialising in commercial, rather than residential,
projects. In recent years, however, DD’s UK growth has slowed due to increasing competition from
existing firms and new market entrants.
DD has 12 partners (all qualified architects) plus 93 other qualified architects, and a further 77
support staff including managers, IT specialists, chartered surveyors, semi-skilled staff and
administrative staff.
The 12 partners together take all the key decisions. Jeff Drummond is the senior partner. The other
qualified architects have various levels of seniority and differing specialist skills.
All DD architects are fee-earning other than the technical and regulatory team, comprising three
architects, which deals with adherence to technical standards and compliance with regulations.

Additional qualified architect time is sometimes acquired on a short-term contract basis, for both
complex projects and more routine work. Using short-term contract architects has helped DD
manage capacity where there are variations over time in the number and size of client projects.
Individual DD architects have significant autonomy in the design process and professional decision
making, but they report to the partners regarding progress compared to plan, time spent and
profitability of each project.
In the design and planning phase, most architects work at the London office, with occasional visits to
clients. In the construction phase, most of the architects’ time is spent at the construction site, with
occasional visits to the London office.
Clients and projects
DD’s client portfolio includes large companies requiring the design and construction of offices,
factories and other large commercial buildings.
Whilst historically most of DD’s projects have been in the UK, over the past five years there has been
an increasing number of overseas projects. Almost all of the growth in project numbers has been in
Dubai and the other Gulf States, where there is significant commercial construction activity as the
region recovers from a recent economic downturn.
The scale of projects won in the Gulf States has grown as DD’s reputation has spread in the region. To
date, projects in the Gulf States have been serviced by London-based DD staff, but this has proved
increasingly difficult as the number and scale of projects in the region have increased. In 20X4, the
equivalent of 10 architects spent all their chargeable hours on Gulf State projects. A majority of DD
partners believe that many more projects could be obtained in the Gulf States if the firm had an
office in the region.
A potential new project in Dubai
To be eligible to bid in January 20X6 to provide planning, design and construction services for a
major building in Dubai, called the Sunrise, DD must make a commitment to establishing an office in
the region from 1 January 20X7. It therefore needs now to make an urgent decision about operating
an office in Dubai. If the bid is successful, design work on the Sunrise project will start in January
20X7.
DD would aim to obtain commissions for additional commercial projects in the Gulf State region
during 20X6. However, to make the investment in an office in Dubai viable in the longer term, DD
would also need to work on smaller projects, especially residential buildings.
The number of architects and support staff required to be located in an office in Dubai is estimated
to be:
Number of Dubai staff

20X9 and each year
Projects 20X7 20X8 thereafter
Sunrise 12 18 0
Other commercial 10 14 16
Residential 5 7 10
If this international expansion does take place, there are two alternative methods: acquire an existing
architect firm in Dubai; or set up a new DD office there.
Requirements
4.1 Using appropriate models, explain the nature and suitability of the existing organisational
structure of DD as a professional service organisation. Ignore any new development in the Gulf
States.
(10 marks)
4.2 Explain the factors that DD should consider in deciding whether or not to expand
internationally by establishing an office in Dubai. Ignore the issue of whether this is by
acquisition or by an office being set up by DD.
(12 marks)

4.3 Assuming DD does decide it needs an office in Dubai, explain the factors that should be
considered in determining whether it should acquire an existing architect firm in Dubai or
open a new office there itself.
(8 marks)
Total: 30 marks
5 Outil plc (amended)

The date is March 20X6.
Outil plc (Outil) is a large home improvement retailer, listed on the London Stock Exchange.
It operates three divisions:
• Homestyle Division (UK only)
• Fixings Division (UK only)
• Targi Division (Eastern Europe only)
UK home improvement industry
The home improvement industry derives its income from homeowners undertaking repairs,
maintenance and improvements to houses. Industry revenue has been in decline for several years.
Approximately 60% of industry revenue derives from homeowners themselves (domestic customers)
and the remainder from tradespeople such as builders, electricians and plumbers (trade customers).
The market is influenced by the state of the economy and the volume of transactions in the housing
market, with homeowners typically repairing and improving their houses either before a house sale
or after a purchase.
Despite recent recovery in the UK housing market, homeowners have been slow to increase
spending on home improvements. Industry experts believe this is partly due to younger
homeowners lacking the necessary skills to do the work themselves, and preferring to spend their
time and money on leisure activities. As a result, there is a move away from a ‘Do-it-yourself’ (DIY)
approach to home improvements to a ‘Do-it-for-me’ approach, with homeowners hiring
tradespeople. Retailers who service trade customers as well as domestic customers have therefore
generally performed better.
Some home improvement retailers have responded by launching services to link their trade and
domestic customers, and recommending local tradespeople to homeowners. Some retailers have
switched to UK suppliers to reduce the need to hold inventory. Many bigger retailers are also
increasing online sales or reducing the size of stores.
Company history: UK
Outil was established a number of years ago with 10 home improvement stores in the UK. It grew
organically and the original chain now operates as the Homestyle Division with 252 stores.
Homestyle stores sell to both domestic and trade customers. The stores stock a vast range of home
improvement products (30,000 to 50,000 different products). Approximately 30% of the store space
is accessible to customers and 70% is used for storage. Stores have extended opening hours and
specialist staff are available to provide advice. Homestyle stores vary considerably in size from 5,000
to 15,000 square metres. Newer large stores have demonstration areas for DIY classes plus display
kitchens, bathrooms and bedrooms so that customers can plan a major home improvement project
with the help of design consultants. However the availability of suitable large sites for new stores is
limited by transportation and traffic problems, and by planning restrictions. New stores also require
large capital investment.
The Fixings Division was created in 20X0 when Outil purchased a UK business that sold screws and
fixings. The Fixings Division sells a wide range of small items (tools, nuts, bolts, piping etc) via a
catalogue, website and its 395 stores. The division has grown rapidly, opening 50 new stores in 20X5.
Fixings stores are specifically designed to satisfy the needs of trade customers, although they do sell
to domestic customers as well. There is a simple layout with emphasis on convenience, and the
majority of store space is visible to customers as it is used to display inventory. Stores carry a limited
range (up to 15,000 different products) and are, typically, smaller than the Homestyle stores (up to
5,000 square metres). Their smaller size makes it easier for Outil to find sites to establish new Fixings
stores, obtain planning permission and finance the necessary capital investment.

Company history: Eastern Europe
In January 20X5, Outil acquired a chain of 115 stores branded ‘Targi’ in Eastern Europe, which it
operates as the new Targi Division. Targi only sells to trade customers. It provides equipment and
materials for professional building companies and tradespeople. Stores carry a limited range of
products which are sold in large quantities at low prices. This division currently operates only in
Eastern Europe.
Board meeting
Outil’s most recent management accounts (Exhibit) show a decrease in profit in 20X5. This is despite
the acquisition of Targi. Outil’s board has been concerned for some time about the performance of
the Homestyle Division, which is a mature business.
The managing director commented at a recent board meeting:
“Given the excellent performance of our other divisions, we should refocus as a business that sells to
trade customers only, so we should close the Homestyle Division. Smaller Homestyle stores could be
re-branded and operated as Fixings stores, or used to establish Targi as a brand in the UK. Larger
Homestyle stores are too big so would need to be closed outright. Employees, where possible,
would be transferred to remaining divisions. There would be a cost in terms of lease penalties and
redundancies but overall I believe that results would improve.”
The director of the Homestyle Division advocated continuing the current strategy:
“20X5 was a very tough year and one of the Division’s major competitors closed, but we still
managed to keep sales revenue constant. Margins were affected by customers choosing lower
margin products, increased delivery costs and more pricing promotions but I am confident that the
market will improve eventually in line with activity in the housing market.”
A different approach was proposed by the Fixings Division director:
“An alternative is to sell the Homestyle Division outright. This would generate funds for Outil to
expand the Targi and Fixings brands. Our website has recently attracted lots of attention from
international customers. I would like to test the market for our international expansion by initially
opening four Fixings stores in Germany, on a trial basis, with a dedicated German website.”
Prepare a report for the board on the future strategic direction of Outil.
Your report should:
Requirements
5.1 Use the quantitative data in the Exhibit and the other information provided to:
• evaluate the company’s overall performance between 20X4 and 20X5, and
• compare the performance of the three divisions in 20X5.
(17 marks)
5.2 Discuss the proposals for the future of the Homestyle Division. Refer to your calculations in
requirement 1 and the directors’ comments where appropriate. Ignore the proposed German
expansion for the purpose of this requirement.
(10 marks)
5.3 Identify two stakeholder groups that are likely to be affected by a decision to close the
Homestyle Division, and advise on the strategies that Outil could adopt to reduce any barriers
to change. Refer to relevant models where appropriate.
(8 marks)
5.4 In relation to the Fixings division, discuss:
• the merits of undertaking test marketing before a full international expansion, and
• the strategy of opening four stores in Germany, on a trial basis.
(8 marks)
Total: 43 marks

Exhibit: Extracts from Outil plc management accounts
Financial information: Year ended 31 December (£ million)
20X5 20X4
UK Outil Outil
Home style Fixings Total Targi Total Total
Revenue 2,635 1,955 4,590 835 5,425 4,343
Gross profit 771 821 1,592 251 1,843 1,560
Traceable
divisional
costs (620) (672) (1,292) (178) (1,470) (1,167)
Divisional
contribution 151 149 300 73 373 393
Apportione
d central
costs (20) (14) (34) (6) (40) (35)
Operating
profit 131 135 266 67 333 358
Net assets
(at carrying
amount) 728 495 1,223 266 1,489 1,160
Operating information: Year ended 31 December 20X5

6 The Zed Museum
The Zed Museum (Zed) opened in Venice, Italy, a number of years ago. It hosts one of the finest
collections of sculptures and modern art in the world and is a popular destination for locals and
tourists.
The museum is a not-for-profit organisation, managed by trustees and largely staffed by volunteers. It
charges nominal admission fees and relies on private donations. For the last three years, Zed’s
income has just covered the costs of operating the museum, insuring the exhibits and running
educational programmes. After the recent death of Zed’s wealthy founder, Emilio Zissi, the museum
is experiencing a financial crisis and some of the staff and donors feel that it lacks direction. Without
a significant injection of cash, the museum may have to close and, if it is found to be insolvent, the
trustees may be liable for any losses.
Zed has a sizeable collection, only a small proportion of which is on display at any given time. Most of
the items in the collection are not owned by Zed but were given in trust to Zed to hold, conserve and
use in exhibitions or programmes for future generations. Despite their value, the items are not liquid
assets and Zed is prohibited from selling them to pay for operating expenses.
The trustees have appointed a new chief executive to address Zed’s financial situation and to attract a
wider audience and additional revenue streams. She is keen to operate the museum on a more
commercial basis and exploit its collection, as she explained at a recent meeting of the museum’s
trustees:
“Zed’s ability to remain open rests purely on how fast we can raise sufficient additional funds – a task
that I believe may be accomplished, in part, by licensing our brand and collection. I have been
approached by a well-known billionaire, Kazuo Tada, who owns a Japanese island. Mr Tada is
developing the island into an exclusive cultural destination. A 20-year licence to operate a Zed-
branded museum on the island will attract wealthy international tourists and other world-class visitor
attractions. In addition to paying the annual licensing fee for the Zed brand, Mr Tada has promised us
a substantial one-off donation. The Japanese museum will be stocked by us with exhibits from our
collection, in return for the annual licensing fee. Other international museums have successfully
licensed their brand and collection, and I believe that we should do the same.”
Some of the trustees disagree with the chief executive’s proposal. They do not believe that the
licence deal is appropriate for a world-class museum, which is seen as an educationally-driven entity
and a steward of Italian culture. They also argue that the proposal may be contrary to the founding
principles established by Emilio Zissi:

Founding principles of the Zed Museum
• Hold the collection in trust for society and safeguard the long-term public interest in the
collection
• Recognise the interests of the people who made, owned, collected or donated items in the
collection
• Encourage visitors to explore the collection for inspiration, learning and enjoyment
• Consult and involve the local community, users and supporters
• Review performance to innovate and improve
The chief executive is aware that some stakeholders have expressed concerns about the museum’s
future. She also believes that some of Zed’s problems have arisen because of a failure to monitor
performance adequately, and is evaluating how best to measure the museum’s success. Historically,
Emilio Zissi simply counted the number of visitors each year.
Requirements
6.1 Analyse the interests and influence that the following stakeholders are likely to have in their
relationship with the museum:
• Trustees
• Donors
• Staff
(9 marks)
6.2 Explain the advantages and disadvantages for Zed of pursuing a licensing strategy with a third
party and any specific considerations relating to the proposed Japanese museum.
(8 marks)
6.3 Recommend an approach to performance measurement that is suitable for Zed and some
specific performance measures to assist the chief executive in measuring Zed’s performance.
(7 marks)
Total: 24 marks

Chapter 2: March 2015 exam questions
7 Rocket Co (amended)
The date is late March 20X5.
Rocket Co (Rocket) is an accountancy practice with four partners. It operates from a single office in a
European country that is not part of the EU and whose currency is the franc.
Information about Rocket
Rocket employs 17 professional staff, both qualified and part-qualified accountants, and five support
staff. It specialises in accounting and tax advisory work in the sports and leisure sector. Rocket’s
clients are typically wealthy self-employed sportsmen and sportswomen. It competes with a number
of big regional and national accountancy practices which service sports and leisure clients as part of
a more general client portfolio.
Rocket has experienced impressive growth rates but the partners are concerned that growth appears
to be slowing. An extract from Rocket’s balanced scorecard for the years ended 31 December 20X3
and 20X4 is provided in the Exhibit, showing both financial and non-financial information. The
partners’ financial returns in 20X4 were affected by a number of factors, including a fall in billable
hours, a rent review and increased professional indemnity insurance (PII) premiums. Most
significantly, Rocket had to pay higher salaries to its employees. Professional staff working on sports
and leisure clients normally command a premium of around 10% on market salaries. During a recent
economic downturn in Rocket’s home country, Rocket had been paying its 17 professional staff just
below the market rates for general accountancy staff. This was accepted by staff while they had few
other employment options available, however the market is now improving and external job
opportunities are growing. As a result, during 20X4, Rocket was forced to give professional staff a
substantial pay rise.
Change in strategy: creation of a multi-disciplinary practice
A new regulatory framework for the legal services market was recently introduced in Rocket’s
country, to increase competition and encourage efficiency. This removed the previous restrictions on
lawyers forming partnerships with other professions and created a new type of professional services
firm, known as a multi-disciplinary practice (MDP). An MDP is a professional firm consisting of
professionally qualified lawyers and accountants working together in client-facing roles. To operate
as an MDP, a licence is required from the newly-created regulatory authority which is responsible for
monitoring quality and compliance.
In February 20X5, Rocket’s four partners decided to take steps to become an MDP. Clients in the
sports and leisure sector often need more than one professional service to deal with matters such as
contract negotiations, sponsorship deals and personal injury claims. Rocket’s intention is to capitalise
on this by offering legal, tax and accounting advice to its existing clients. This should also allow it to
attract new clients. Typically both legal and accounting firms face high fixed costs for salaries,
premises and PII. The synergies involved in becoming an MDP will allow Rocket to provide a greater
volume of client services more efficiently and cost-effectively, thereby increasing both revenue and
margins.
Rocket estimates it initially needs six fully-qualified lawyers, with a view to increasing this to a team of
10 once demand is established. Two possible ways of resourcing the change to an MDP are being
considered:
(1) Recruit qualified lawyers on an individual basis
(2) Acquire a specialist team of qualified lawyers from a law firm to which Rocket has previously
referred work
Announcement of the change in strategy
On 1 March 20X5, Rocket issued the following email to its professional staff and support staff, in
order to announce the firm’s change of strategy and to set out the partners’ expectations. There had
been no prior consultation with the recipients of the email and it has caused considerable anxiety
among all staff.
ICAEW 2021 2: March 2015 exam questions 13

To: [email protected]
From: Rocket partners
Date: 1 March 20X5
Subject: New business structure and strategy
CONFIDENTIAL EMAIL
The partners have decided to take advantage of recent changes in legislation so, with effect from
1 June 20X5, Rocket will become a multi-disciplinary practice (MDP) offering both legal and
accounting/tax services. As you are aware, our high-profile sporting clients frequently also need
legal services and this change in strategy will allow us to attract a greater share of their
expenditure on professional advice, and to improve our competitive position. We are in the
process of recruiting the necessary qualified lawyers.
We will be spending heavily on marketing the new services and to fund this over the next month
we will be examining the potential for cost savings and efficiencies across the firm. This may have
some impact on our staffing and management structure.
We estimate that 75% of a fully-qualified staff member’s total workload is dependent on having
completed their professional qualification. The remaining workload could be carried out by a
combination of part-qualified professional staff and support staff. Therefore, we require all fully-
qualified staff to identify immediately which parts of their work they can begin to pass on to other
staff. This will result in financial benefits to clients as we can reduce certain fees, and it will allow
our fully-qualified staff to focus on more value-added advisory work, which will enhance revenues.
From 1 June 20X5, each client will be serviced by a multi-disciplinary account management team
headed up by a partner, with at least one qualified lawyer and one fully-qualified accountant.
There will be a new shared service centre providing administrative assistance to both legal and
accounting/tax professional staff, so that clients receive a coordinated service. To improve
productivity we will staff the shared service centre on the basis of one member of support staff for
every six professional staff (including partners). We expect all staff to be as cooperative as
possible and ask you to do everything you can to make our new legal colleagues welcome. Please
give them open access to your clients and all relevant client information.
Ethical issue
Alina Jay, an ICAEW Chartered Accountant with Rocket, has recently been involved in preparing a
statement of personal assets and liabilities for a long-standing client of the firm, who is currently
seeking loan finance. The final statement which was submitted to the client’s bank was very different
from the initial draft which Alina prepared and submitted to her manager at Rocket. She suspects that
the Rocket manager, who is a personal friend of the client, may have agreed to a misstatement of the
client’s personal affairs. Alina is unsure whether she should report the client and/or the manager to
her superiors, and is concerned about the impact on her job and career if she were to do so.
Requirements
7.1 Using the balanced scorecard in the Exhibit and the other information available, analyse and
evaluate the performance of Rocket between 20X3 and 20X4.
(18 marks)
7.2 Analyse the impact of the following factors that may influence Rocket’s ability to create a multi-
disciplinary practice:
• Human resource capabilities
• Legal and regulatory issues
• Competitors and market structure
(10 marks)
7.3 In relation to the email announcing Rocket’s proposed change in strategy, discuss the extent to
which Rocket’s approach meets best practice in change management. Refer to an appropriate
change model such as Gemini 4Rs.
(10 marks)

7.4 Discuss the ethical issues associated with Alina’s concerns and advise her on appropriate
actions to take.
(8 marks)
Total: 46 marks
Exhibit: Extract from Balanced Scorecard for Rocket
Year ended 20X4 31 December 20X3

Financial1
Total fee income (F’000) 7,091 6,653
Growth in fee income +6.6% +9.2%
Mix of fee income - Accounting Tax 47:53 45:55
Average fee charged per billable hour (F)
Accounting services 335 300
Taxation services 415 360
Fee income per partner (F’000) 1,773 1,663
Net profit as a % of fee income 20.8% 23.1%
Clients
Market share (sports and leisure sector) 12% 14%
% of satisfied clients (based on annual survey) 75% 85%
Innovation and learning
Average training hours per qualified employee 14 14
Total staff turnover 23.5% 17.6%
Internal business processes
Error rates (% of client assignments undertaken
where mistakes by rocket employees are detected) 10% 8%
Utilisation rate (% of total professional staff hours
spent on chargeable client work) 70.5% 66.5%
Staff ratio:
Number of support staff: number of professional
staff and partners 5:21 5:21
Note: All monetary amounts are expressed in francs (F).
8 The Scottish Woodlands Commission (amended)

The Scottish Woodlands Commission (SWC) is a government department. It is responsible for all
state-owned forests in Scotland.
SWC’s mission and activities
SWC’s mission is to ‘manage, protect and expand the public woodlands in Scotland and to increase
their value to society and the environment’. It is authorised to carry out woodland management,
nature conservation and the provision of facilities for public recreation.
Woodland management requires a long-term planning process, typically involving a timescale of
more than 20 years. Activities include:
• maintenance of existing trees and removal of deadwood
• felling of trees and extraction of timber
• planting of new trees

• identification and management of threats to woodland (eg, fire, pests, disease, impact of wildlife,
soil erosion)
In addition to woodland management, SWC’s secondary aims are:
• to protect and maintain habitats for wildlife and to manage wildlife populations
• to provide the general public with widespread access to the natural woodland environment and
to promote the woodlands as a location for sports and leisure activities
SWC is governed by a board of trustees whose role is to make strategic decisions, monitor
performance and liaise with stakeholders including the general public and other government
departments. SWC is allocated a share of central government funds annually, but it is prohibited from
borrowing money in its own right. Money is spent on replanting, making grants to private
organisations and individuals engaged in woodland creation and improvement, providing education,
and research. SWC is able to generate some revenue from the harvesting and sale of timber for use
in house-building, paper, fencing and bio-fuels.
Holiday village
SWC has been approached by CabinCo Ltd (CabinCo), a private company, which operates a number
of up-market, self-catering holiday villages in England and Wales. CabinCo has a database of around
400,000 customers. All of the customers in the database have given their consent to receive
marketing and promotional details from CabinCo. Its mission is ‘to be one of the UK’s leading
providers of luxury short-breaks in natural surroundings’. CabinCo has been highly successful
because of the high occupancy rates it achieves in its holiday villages. It wants to take advantage of
the rapid growth in the short-break market (holidays of 3–5 days) and the increased demand for
‘sustainable tourism’ to create a new, high-quality holiday village in Campbell Forest, one of SWC’s
woodlands in Scotland. Customers will be able to rent a luxury self-catering log cabin and participate
in a variety of activities in woodland surroundings. Due to Campbell Forest’s location, on the edge of
a lake surrounded by mountains, it is envisaged that there will be demand all year round and cabins
will be available 365 days a year.
Structure of venture
A limited liability public/private partnership (LLP) will be set up specifically for the new venture. The
LLP will have two members: CabinCo and SWC. CabinCo will provide capital in the form of £2 million
cash for building the cabins and developing the site, and will provide holiday management
experience.
SWC will make its capital contribution by making available Campbell Forest (current market value £2
million) for use in the venture. It will also provide expertise in woodland management and woodland
activities. The LLP will be operated as a commercial venture, with the members sharing profits and
losses equally. The new venture will be known as Woodsaway LLP (Woodsaway). CabinCo and SWC
will each be entitled to appoint three representatives on Woodsaway’s senior management
committee.
Campbell Forest will continue to be owned by SWC, which will grant a long lease to Woodsaway in
exchange for an annual rent of £30,000.Woodsaway will have day-to-day management responsibility
for operating the holiday village and the surrounding woodland. The village will consist of 100 high-
quality two bedroom log cabins, built to a unique, eco-friendly design. Construction of the village will
take approximately 12 months at an expected cost of £2 million, to be funded by CabinCo’s
contribution to the LLP.
The government has granted preliminary approval for creation of the public/private partnership, as it
believes this is the most appropriate format for the management of risk and the exploitation of
benefits from the village. The financial projections for Woodsaway make it clear that cabin occupancy
levels will be critical to the venture breaking even:
% % %
Cabin occupancy 40 65 90
£’000 £’000 £’000

Cabin revenue 1,752 2,847 3,942
Variable costs (526) (854) (1,183)

% % %
Contribution 1,226 1,993 2,759
Fixed costs (1,502) (1,727) (1,985)
Rent to SWC (30) (30) (30)
Operating (loss)/profit (306) 236 744
If the initial venture proves successful then the concept may be expanded to other SWC woodland
locations and Woodsaway will be given first right of access for the development of any new holiday
villages in these locations.
Governance
At a meeting of SWC’s trustees, one trustee expressed concern: “Given SWC is a public sector body
and we have a responsibility as trustees to deliver public benefit, by demonstrating selflessness and
objectivity among other things, won’t our involvement in Woodsaway give rise to possible corporate
governance issues?”
Another trustee disagreed: “Surely corporate governance isn’t relevant. As the term corporate
suggests, it is a matter for companies and their directors only, not a public sector body like SWC”.
Group requirement
You are a strategic business adviser engaged by the government. Prepare a report for SWC’s
trustees, evaluating the proposed venture using the following headings:
Requirements
8.1 Strategic fit
(9 marks)
8.2 Financial benefits
(10 marks)
8.3 Risks
(7 marks)
8.4 Governance issues
(8 marks)
Total: 34 marks
9 WeDive Ltd (amended)

WeDive Ltd (WeDive) is a company which produces and sells high-performance drysuits for divers. It
was set up some years ago, by a group of friends, after they experienced severe discomfort whilst
scuba diving in cold waters because of leaks in their hired drysuits, which are supposed to work by
keeping water out. The friends sourced a single supplier that was able to provide a special thermal
fabric and designed a very tight-fitting durable suit with a unique neck seal, to offer maximum
protection.
WeDive’s drysuits are very expensive (up to £2,000 each) and are typically bought by professional
divers (police, armed forces, oil companies, rescue organisations and salvage businesses). To achieve
optimum fit the company produces a wide range of different sizes for both men and women. Each
drysuit has a three year warranty and any repairs are undertaken at WeDive’s production facility,
located in the UK.
WeDive has grown successfully. It now has a number of major contracts with professional divers, but
also distributes its drysuits to diving retailers for recreational users who want a high quality product.
Total sales last year were approximately £13 million, comprising 65% professional divers and 35%
recreational users. All sales were in the UK.
Drysuit production is very labour intensive. The market for recreational drysuits is dominated by
several large manufacturers in China and South East Asia which benefit from economies of scale,
although there are a significant number of smaller producers, like WeDive, which sell in niche
markets.

WeDive’s directors are keen to expand the business and are considering the following two mutually
exclusive strategies:
Option 1: Expand the range of products for the UK market
WeDive would source supplies of lifestyle clothing (t-shirts, jackets and accessories) and sell them
under its own brand. The products would be aimed at consumers in the UK market and distributed
and sold through existing channels (diving retailers). This option would require marketing but,
because of limited funds, WeDive primarily intends to use social media.
Option 2: Produce drysuits for export markets
Entering export markets would involve finding and partnering with new distributors, which WeDive
hopes would promote the product on its behalf. A key aspect of WeDive’s high-performance drysuit
is the fit, so the product may need some redesigning or additional tailoring depending on the height
and weight of the local population in each export market.
If Option 2 is pursued, a possible key market is New Zealand. If WeDive enters this market, there is a
90% chance that New Zealand market conditions will be favourable and it will generate a profit of
£300,000. However, if market conditions are unfavourable, a loss of £100,000 is expected.
Alternatively WeDive could delay its decision until it has undertaken market research, at a cost of
£15,000, which would accurately predict the expected market conditions in New Zealand.
Requirements
9.1 So far as the information permits, evaluate the two strategic options being considered by
WeDive’s directors. Refer to models where appropriate. Ignore the specific information about
the New Zealand market for this requirement.
(14 marks)
9.2 Using a decision tree, calculate whether it would be worth WeDive paying for market research
on the New Zealand market. Discuss your findings.
(6 marks)
Total: 20 marks

Chapter 3: June 2015 exam questions
10 Reyel plc (amended)
The date is June 20X5.
Reyel plc (Reyel) is an international company which owns and operates mid-market hotels.
On 31 March 20X4 a new division, ‘The Extended Stay Hotel Division’ (the ESH Division), was set up
so Reyel could enter the extended stay hotel market.
The extended stay hotel market
Hotels in this market target customers who wish to stay in a hotel for at least eight consecutive nights.
Whilst customers can stay for as little as one night, the high prices charged for short stays discourage
this.
The extended stay hotel market has two segments, business and private:
• Customers in the business segment include: project managers; professionals working on
assignments; staff on short-term secondments; and contract workers.
• Customers in the private segment include individuals who are in the process of relocation, while
looking for more permanent accommodation, or who have had to evacuate their houses due, for
example, to floods or fire.
The business segment typically represents a higher proportion of total revenue than is the case for
traditional hotels.
In order to meet the needs of the extended stay market, the guestrooms are larger than in traditional
hotels and include living space with a kitchen as well as a bedroom. When averaged across the
duration of the stay, the price per night is typically cheaper than traditional hotels, but the costs
incurred are lower as the number of room change-overs (ie, when one guest leaves and another
arrives) is greatly reduced, and guestrooms are cleaned weekly on average, rather than daily.
Occupancy is also typically higher than for traditional hotels.
The extended stay hotel market is well developed in the US, but it does not represent a significant
proportion of the European hotel market, although it is growing.
The ESH Division
The ESH Division’s business model is designed to: appeal to a different type of customer than Reyel’s
traditional hotels; exploit cost advantages; and strengthen the wider company brand in the business
market segment.
The Clarre
In order to test the business model, the ESH Division commenced trading on 1 April 20X4 with one
hotel, called The Clarre, which is located in London. It has large guestrooms, each including a living
area and a kitchen, but it does not have a restaurant or bar as there are many in the local area which
guests can use. The hotel offers good quality rooms, but provides a limited range of services to
guests. Each guestroom is identical.
The performance of The Clarre has been closely monitored and assessed each quarter. Sales appear
to have been seasonal, with the quarters ending 30 September and 31 December being the periods
of highest demand. Within each quarter, there is variation in demand where occupancy in some
weeks is 100% (ie, all guestrooms are full) and customers have to be turned away. There are fewer
fluctuations in demand between days of the week than is the case with traditional hotels due to the
longer duration of each guest’s stay.
Kevin Kloster, the manager of The Clarre, has expressed concern over managing capacity and
pricing:
• Managing capacity is a short-term concern involving coping with weekly and monthly fluctuations
in demand. It is also a long-term concern in terms of being able to meet trends in demand over
time.
• Pricing is complex with different standard prices at different times of the year. There is also a
range of discounts available on the standard prices according to type of customer (business or
ICAEW 2021 3: June 2015 exam questions 19

private), length of stay and frequency of visits. Kevin also has discretion to offer a discount to
achieve a booking when negotiating with customers.
The Zoy – a comparison
Performance measures monitored by the Reyel board include internal benchmarking in comparing
The Clarre with a traditional hotel, called The Zoy, which is also owned by Reyel and is located nearby
in the same area of London. The Zoy is a long-established traditional hotel, in a building the same
size as The Clarre, but it has a restaurant and a bar which generate additional revenue. The Zoy’s
guestrooms are much smaller than The Clarre’s, but there are more of them. Guestrooms are cleaned
daily at The Zoy, but usually only weekly at The Clarre.
Quarterly financial and operating data is provided for The Clarre. Annual data is provided for The Zoy
(Exhibit).
Concerns of The Zoy’s manager
At a Reyel internal meeting, the manager of The Zoy expressed some concerns: “Reyel should not be
entering the extended stay hotel market. Our business is in traditional hotels and there will be
customer confusion. Also, the cheaper prices for extended stays will damage the Reyel brand name.
In the year ended 31 March 20X5, revenues from The Zoy were 10% lower than the previous year and
I think this is due to the opening of The Clarre in the same area of London, less than two kilometres
away. I also believe Kevin Kloster is undercutting us on price and we just cannot compete as we need
to offer a much wider range of services, which increases our costs.
“When we look at the performance of The Clarre we should look from a company-wide perspective
and consider lost sales for other group hotels, not just the sales The Clarre is recording.”
An ethical problem
Most business customers in the extended stay hotel market are individuals who choose which hotel
to stay in, then recharge the cost to their employers. To induce some of The Clarre’s regular business
customers to agree to pay a premium over the standard price for a guestroom, at their employer’s
expense, Kevin has been giving these individuals Reyel discount vouchers for private holidays with
their families at Reyel hotels.
Requirements
10.1 Using the quantitative data in the Exhibit and the other information provided:
(a) Analyse the performance of The Clarre for each of the four quarters to 31 March 20X5.
Briefly identify additional information that would help provide a more comprehensive
assessment of performance.
(10 marks)
(b) Compare the performance of The Clarre and The Zoy for the year ended 31 March 20X5.
(8 marks)
10.2 Explain, for the year ending 31 March 20X6, the factors that the manager of The Clarre should
consider in respect of:
• capacity management; and
• pricing.
(10 marks)
10.3 Explain how the Reyel management could estimate the loss in revenue of The Zoy for the year
ended 31 March 20X5 arising from the opening of The Clarre.
(7 marks)
10.4 Discuss the ethical issues arising from the inducements given to individual business customers
and advise on the actions that Reyel should take.
(7 marks)
Total: 42 marks

Exhibit: Financial and operating data
MANAGEMENT ACCOUNTS FOR THE YEAR ENDED 31 MARCH 20X5
The Clarre The Zoy

Year
ending
31 March Year ending 31
Q1 Q2 Q3 Q4 20X5 March 20X5
£’000 £’000 £’000 £’000 £’000 £’000
Guestroom
revenues 1,058 1,279 1,280 1,028 4,645 6,264
Other
revenues - - - - - 1,200
Operating
costs (864) (920) (920) (857) (3,561) (6,106)
Operating
profit 194 359 360 171 1,084 1,358
OPERATING DATA FOR THE YEAR ENDED 31 MARCH 20X5

The Clarre
The Zoy
Year
ending 31 Year ending
March 31 March
Q1 Q2 Q3 Q4 20X5 20X5
Occupancy 72% 80% 78% 70% 75% 58%
Average
guestroom
price per night £68.0 £74.0 £76.0 £68.0 £71.7 £100
Average
length of stay
(nights) 14 15 18 13 15 3
Notes
1 Both The Clarre and The Zoy are open for 90 days each quarter.
2 The Clarre has 240 guestrooms and The Zoy has 300 guestrooms.
3 Occupancy refers to the average number of nights that guestrooms are occupied as a
percentage of the total available guestrooms.
4 ‘Other revenues’ comprise restaurant and bar sales.
5 Quarterly accounting periods are as follows:
• Q1 is the quarter ended 30 June 20X4
• Q2 is the quarter ended 30 September 20X4
• Q3 is the quarter ended 31 December 20X4
• Q4 is the quarter ended 31 March 20X5
11 Home of Leather plc

Home of Leather plc (HoL) is a company which manufactures good quality leather furniture. The
company is located in the small town of Puddington in the South of England, where its site is
comprised of a factory, distribution centre and office.

Company background
HoL was established many years ago and has been important to the Puddington economy
throughout its existence. Most of the employees, who are mainly skilled workers, live in or around
Puddington. Many of the suppliers, including suppliers of leather, are also from the local area. HoL is
Puddington’s largest employer.
Over the past 15 years, the reputation of HoL’s products has grown. Its furniture is now sold
throughout Europe, although 70% of sales are still in the UK market.
However, revenue growth has slowed in recent years. There has been increasing competition in the
UK and European markets from overseas suppliers producing good quality leather furniture. These
suppliers incur lower property and labour costs than HoL, and can therefore charge lower prices. The
HoL board fears that sales could start to decline unless costs can be reduced to enable more
competitive pricing.
A particular concern is that half of the UK sales come from a single customer, Grint plc (Grint), under
a long-term contract. The contract is due for renewal on 31 December 20X6 and the Grint board has
already stated that the contract will be put out to tender. Grint’s expectation is that prices will need to
be reduced from their current average of £400 per unit to, at most, £360 per unit.
Strategic choices
The HoL board has decided that a fundamental change needs to be made in the next six months in
order for HoL to continue to compete in the market. It has not yet made any announcement to the
employees (including managers), but three alternative strategies have been proposed to reduce
costs.
The board has set a target annual profit of £7.2 million, to be achieved irrespective of which strategy
is selected.
Strategy 1 – relocate within the UK
Close the whole Puddington site and relocate all operations to a larger site in the UK about 150
kilometres away. Most, but not all, employees would be offered continuing employment at the new
site, but only about 40% of existing employees are expected to agree to relocate and carry on
working for HoL at the new site. The new factory would have more automated production processes
than the old factory and many of the working practices of skilled employees would need to change,
along with the managerial reporting structure. The employees who do not relocate would be made
redundant. HoL would continue to use most, but not all, of its existing suppliers.
Strategy 2 – relocate manufacturing overseas
Close the factory in Puddington and relocate manufacturing to a larger factory in a lower cost,
developing nation in South America. This would involve making 96% of existing employees
redundant. The remaining 4% would continue to be employed in the existing distribution centre in
Puddington, with senior managers operating from the Puddington office.
Strategy 3 – cease manufacturing and import
Close the factory in Puddington and import furniture from overseas suppliers, thereby making HoL a
wholesaler. Most employees would be made redundant. Only 4% of existing employees would be
retained, operating from the Puddington distribution centre and Puddington office, as in Strategy 2.
Pricing
The quality of the output under Strategy 1 will be higher than under the other two strategies. As a
result, the selling price for Strategy 2 and Strategy 3 will be about 90% of the selling price for
Strategy 1. However, the sales volumes will be the same under all three strategies.
Estimated data is provided for costs and revenues for each of the three strategies (Exhibit).
The board of HoL has asked you, as a business advisor, to prepare a report for it as follows:
Requirements
11.1 Calculate each of the following, using the information in the Exhibit, for each of the three
proposed strategies:
(a) The break-even selling price
(4 marks)

(b) The volume of sales which would achieve an annual profit of £7.2 million
(5 marks)
11.2 Evaluate each of the three proposed strategies. Refer to your calculations in (a) above and
make any further appropriate calculations. Ignore change management issues.
(10 marks)
11.3 For Strategy 1 only, explain power-interest using Mendelow’s matrix for each of the following
stakeholders:
• Existing employees
• Grint
(7 marks)
11.4 Identify and compare the change management issues for Strategy 1 and Strategy 2.
(8 marks)
Total: 34 marks
Exhibit: Estimated data on costs and revenues
Strategy 1 Strategy 2 Strategy 3
Expected sales 120,000 units 120,000 units 120,000 units

volume
Average price per unit £360 £324 £324
Average variable cost £200 £160 £280

per unit
Annual fixed costs £14.4 million £10.8 million £1.8 million
12 Zuccini plc (amended)

Zuccini plc (Zuccini) is a listed company manufacturing motorbikes, which it sells mainly in European
countries.
The motorbike industry
Motorbike technology is constantly changing. As a result, research and development (R&D) is a key
feature of product improvement and replacement. The industry is very competitive and
implementing the latest technology can be important in gaining competitive advantage. However, as
technology changes rapidly, any such advantage is difficult to sustain.
There were 1.2 million new motorbikes sold in the Europe last year. Many of the most popular
motorbikes sold in Europe are manufactured in Japan by multinational companies, which also make
cars and other automotive products. There are also several smaller niche motorbike manufacturers
located throughout Europe, such as Zuccini.
Company background
Zuccini is a relatively small company in the global motorbike industry. Currently it has an annual sales
volume of 4,800 motorbikes. It has an R&D centre in Italy and two factories, one in Italy and one in
the UK. The head office is in the UK.
The existing models
Zuccini currently manufactures two models of motorbike: the Typhoon4, a mid-market to upmarket
motorbike; and the StormRaider, an upmarket motorbike.
The StormRaider is manufactured at the UK factory and was launched in 20X3. Its launch was
successful and monthly sales are continuing to increase. It is estimated to have a product life cycle of
six years before it needs replacing in 20X9.

The Typhoon4 is made at the factory in Italy. It is reaching the end of its product life cycle and sales
have been gradually falling in recent months. The Zuccini board has not yet decided whether to:
(1) Replace the Typhoon4 with a completely new model, the Typhoon5; or
(2) Modify the Typhoon4 to produce a slightly updated version, the Typhoon4A, then replace the
Typhoon4A with the Typhoon 5 two years later (ie, in 20X7 if the Typhoon4 were to be modified
as the Typhoon4A immediately).
New capital investment will be needed for either alternative. The Typhoon5 would be a much more
significant change than the Typhoon4A, although either of these alternatives could be implemented
without much delay, once a decision is made. The board has not yet decided how long to carry on
manufacturing the Typhoon4, but the timing of any change is under active consideration.
A new model under development
Another model of motorbike, ‘the Hurricane’, is currently in its R&D phase, but technical difficulties
have caused delays and some uncertainties. It could be brought to market in June 20X6 as a basic
product selling at £6,000 or, with a further two years’ development, it could be brought to market in
June 20X8 as a mid-market product selling at £9,000. The life cycle would be seven years from
launch for the basic version of the product, as it is less susceptible to new technology developments
and would sell on the basis of price rather than features. The life cycle would be six years from launch
for the mid-market version. No estimate of production costs or volumes for either of these
alternatives can yet be made.
Liquidity issues
Liquidity has started to become a concern for Zuccini. There is no immediate crisis, but cash flow
projections indicate that further financing will be needed by 20X7, unless sales improve.
Requirements
12.1 Referring to appropriate models, provide reasoned advice to the Zuccini board to help it
decide:
• When production of the Typhoon4 should be ended; and
• Whether to replace the Typhoon4 with the new Typhoon5, or to modify it, initially, as the
Typhoon4A.
(12 marks)
12.2 Explain the strategic, operational and financial factors which would determine whether the
Hurricane should be launched:
• In June 20X6 as a basic product; or
• In June 20X8 as a mid-market product.
(12 marks)
Total: 24 marks

Chapter 4: September 2015 exam questions
13 Kentish Fruit Farms
Kentish Fruit Farms (KFF) is a UK organic fruit farm that is owned and run by the Fielding family. KFF
grows apples and produces apple juice, both of which it sells at local markets and to retailers.
UK organic farming and food industry
Organic food must be produced using environmentally-friendly farming methods, so no genetically
modified (GM) crops, growth enhancers, or artificial pesticides and fertilisers may be used. Any
farmer claiming to be organic must be certified by a government-approved body, such as the UK Soil
Association. Food producers must also comply with Food Standards Agency regulations regarding
the production, packaging and labelling of food.
Regulatory bodies can impose sanctions for breaching regulations. They can:
• forbid the use of misleading labels and product descriptions
• issue fines for inappropriate production
• close down operations
• seek punishment of those responsible for wrongful operations
Consumers increasingly want food that is healthy and is sourced both ethically and locally.
Consequently, although initially perceived as a luxury niche product, organic food is now seen as a
lifestyle choice by those consumers who regard non-organic products as more harmful to health and
the environment. Major supermarkets have started to stock more organic and locally grown food.
A key issue for all farmers is the weather, which significantly affects the volume (yield) and quality of a
crop and hence the market price. Organic farmers are unable to use artificial fertilisers or pesticides,
so have developed alternative high-tech farming methods to improve profitability and cash flow.
Weather information systems help plan planting, harvesting and irrigation. Climate-controlled
growing tunnels and stores provide a pest-free environment with temperature, light and humidity
control. These methods increase yields, extend the possible growing season and allow crops to be
stored for longer before usage or sale, with no loss of flavour or quality.
KFF operations
KFF’s profitability depends on crop yields and fruit quality, and its ability to use or sell all of the apple
harvest. It is also affected by the overall level of supply in the market in any given year. KFF has a
weather information system and uses climate-controlled technology to manage heat and sunlight.
The best of KFF’s apples, which conform to retailers’ specifications in relation to size, shape and
quality, are sold to retailers as fresh fruit. Apples that do not meet retailers’ specifications are either
sold at local markets or used to produce KFF own-brand organic pressed apple juice in one-litre
bottles. The juice is sold at local markets and has proved very popular so it is now also being stocked
by retailers.
KFF’s harvest normally begins in early summer and ends in late autumn. The production of juice
follows on from the harvest cycle and, because of KFF’s ability to store fruit, continues after the
harvest has ended. KFF has a permanent labour force for its growing, production and bottling
operations and additional seasonal workers are employed for harvesting and packing the fruit.
KFF uses its own vans to transport goods to the local markets. Distribution of products to the
retailers, most of which are within 80 kilometres of the farm, is outsourced.
New strategies affecting the 20X4 results
Demand for KFF’s apples and juices in year ended 31 December 20X3 exceeded KFF’s production
capacity. In 20X4, capacity increased as a result of implementing the following strategies:
Strategy 1: KFF had acquired 15 hectares of land from a neighbouring farmer in 20X0. The land was
then intensively planted with apple trees of a modern variety which were expected to produce yields
30% higher than existing varieties. The first apple crop from these new trees was harvested in 20X4.
KFF’s existing trees continued to give the same yield as in 20X3, at the same cost per hectare.
Strategy 2: In 20X4 KFF started to buy apples from other local farmers to use in its organic juices.
ICAEW 2021 4: September 2015 exam questions 25

KFF’s board set medium-term business objectives at the start of 20X4. These were to:
• Achieve average annual revenue growth of 15%
• Increase gross profit margin to 45%
Financial and operating data for 20X3 and 20X4 is available (Exhibits 1 and 2). The current
management information system does not separately analyse cost of sales between the fresh fruit
and juice operations.
Supply chain problem
In August 20X5, a batch of KFF’s organic apple juice was tested by the Food Standards Agency and
found to contain artificial pesticides. The juice was made in a large production run using fruit from
one of KFF’s new suppliers. 20% of this production run has already been distributed to a major
retailer which has just started to sell KFF organic juice. KFF is considering whether to issue a public
recall of these bottles.
KFF’s marketing manager, Joe Fielding, thinks this could be disastrous for KFF’s reputation locally
and has suggested that they do nothing in relation to the bottles that have already been distributed,
but re-label and sell the remainder as non-organic. “The thing that most concerns me,” said Joe, “is
why we didn’t identify this as a problem earlier?”
Requirements
13.1 Identify and analyse the three key factors from the PESTEL model which are most relevant to
the UK organic fruit industry.
(9 marks)
13.2 Using the quantitative data in the Exhibits and the other information provided, evaluate the
impact that KFF’s two new strategies had on its performance in 20X4. Identify any specific
information that you require to explain more fully the effect of each strategy.
(18 marks)
13.3 Discuss the ethical issues for KFF arising from the supply chain problem, and advise KFF on
appropriate actions.
(8 marks)
13.4 Explain how control procedures could be used by KFF to identify and prevent quality
problems with suppliers. You should give specific examples of information that could be used
to measure and monitor supplier performance.
(8 marks)
Total: 43 marks
Exhibit 1: Financial data for KFF

Extract from income statement for the years ended 31 December
20X3 20X4 %
£’000 £’000 change
Revenue
Fresh fruit 576 889 54.3
Juice 336 525 56.3
Total revenue 912 1,414 55.0
Cost of sales (540) (812) 50.4
Gross profit 372 602 61.8
Other operating costs (259) (456) 76.1
Operating profit 113 146 29.2
Interest paid (53) (74) 39.6
Profit before tax 60 72 20.0

Exhibit 2: Operating data for the years ended 31 December
20X3 20X4
Hectares of KFF trees yielding
fruit 40 55
Tonnes of KFF apples sold as
fresh fruit 288 468
Tonnes of KFF apples used for
juice production 192 252
Total tonnes of KFF apples

harvested 480 720
Tonnes of apples purchased

from local farmers for juice - 48
Number of one-litre bottles of
juice produced and sold 96,000 150,000
14 Premier Paper Products plc (amended)

Premier Paper Products plc (PPP) prints banknotes and identity documents for a variety of central
banks and governments. It operates three divisions: Banknotes, Cash Processing and Identity
Systems.
Company background
PPP started over 100 years ago with a contract to produce paper banknotes for its own country. Its
reputation for high quality, elegant designs and innovative security features has made it a market
leader – PPP now prints paper banknotes for over 100 countries, mainly in Europe and Asia.
To capitalise on its customer base, 60 years ago PPP started to produce banknote counting and
sorting machines and banknote inspection equipment to assist banks in processing cash and
detecting forgeries. It then applied its expertise in designing and printing security paper for
government identity schemes. 15 years ago PPP won its first contract to print passports and driving
licences, for its own government. PPP has continued to invest in the development of sophisticated
security solutions. It produces passports and identity cards for 65 countries, including machine-
readable e-passports with biometric data incorporated on an electronic chip.
Banknote production
A country’s currency is issued by its central bank. The world’s largest central banks produce all of
their country’s banknotes using their own state-owned printing works. However many smaller central
banks outsource production to large paper and printing companies which benefit from economies of
scale. As a result, PPP and its competitors print 20% of all banknotes worldwide. Since security is a
major issue, banknote-printing companies must be certified and the ordering and distribution
process is tightly controlled. Normally central banks outsource banknote printing to a single supplier,
under a long-term contract, renewable every 10 years.
Smaller countries outsource banknote printing for economic and technical reasons. Machines
required to print modern currency are expensive and are designed to produce large volumes of
notes which may significantly exceed a smaller country’s requirement.
Some state-owned printing works attempt to achieve critical mass by producing notes for other
countries. Rapid changes in technology make it difficult for a small state-owned printing works to
keep up with constantly evolving anti-counterfeiting features.
New technology means that several central banks recently decided to change from using paper
banknotes to plastic (polymer) notes. Polymer notes are lighter, cleaner and have more embedded
security features to protect against counterfeiting. They are also more environmentally sustainable as
on average each polymer note has a life of seven years compared to three years for a paper note.

Future strategic direction: Banknote division
Although PPP remains committed to the production of paper notes, its board is unsure whether the
demand for polymer notes merits investing in the new technology.
The private banknote printing sector is dominated by PPP and two other companies, one of which,
Uniquel, produces polymer notes. Uniquel’s share of the banknote market has increased as 25
countries have recently moved from paper to polymer notes, because costs to the central bank are
reduced over the life of the banknote despite high initial costs.
Several of PPP’s central bank contracts for paper notes are due to come to an end in 20X6 and some
of the banks concerned are likely to adopt polymer notes. Producing and printing polymer notes
would require a more highly skilled workforce and different machinery. To achieve critical mass for
both existing and new machinery, PPP would need to find new customers for paper notes whilst
persuading some existing customers to switch to polymer.
Extract from Banking trade journal article:

Is there a future for cash?
Society is increasingly moving away from cash to card-based and smartphone/contactless
payments systems. Last year only 4.5% of the UK’s money existed in the form of physical cash and
the average value of a cash transaction was £9.50. Furthermore, a handful of online retailers have
started to explore the opportunities offered by accepting customer payments made using digital
currencies, known as cryptocurrencies.
Will polymer bank notes help stop this move to a cashless society?
Polymer notes are waterproof, cleaner, more durable and more environmentally friendly than
paper money and this will help them compete with plastic payment cards. Unlike credit cards,
contactless payment systems and cryptocurrencies, notes are not subject to identity theft.
In the UK cash is still important for person-to-person transactions and elsewhere around the world,
cash prevails. In many emerging economies over 70% of all consumer transactions still take place
in cash. Between 20X5 and 20X7 banknote volumes are expected to grow in some parts of Africa
by up to 50%.
Requirements
14.1 Using relevant strategic models analyse the ways that PPP has expanded its business and
identify the critical success factors (CSFs) which have facilitated this growth.
(10 marks)
14.2 Prepare a risk register, setting out what you consider to be three significant business risks
facing PPP’s Banknote division.
You should present your answer in a three-column format, explaining, for each risk:
• The nature of the risk
• The possible impact of the risk and the likelihood of it occurring
• Risk management strategies
(9 marks)
14.3 You are the manager of the PPP Banknote division. Prepare a memorandum for the board
which explains the issues that should be considered in deciding whether to invest in polymer
banknotes technology.
(11 marks)
Total: 30 marks
15 Taxi Tracker
Taxi Tracker (TT) is a company which is trying to change the taxi market in a major capital city. The
market currently consists of council-regulated city taxis (Citicabs) and private-hire vehicles (PHV).

Citicabs operate from taxi ranks and are also able to pick up passengers in the street. The city council
controls the number of Citicab licences available and regulates fares. Critics argue that this increases
waiting times and imposes high fares on customers. The council also issues licences to drivers of
individual private-hire vehicles. PHVs cannot use the taxi ranks or pick up passengers in the street.
They must be pre-booked but can charge whatever they like in fares. Some PHV drivers work for
themselves, others register with private-hire companies which operate a centralised booking service
and take a percentage of each fare charged in exchange for putting the driver in contact with
passengers.
TT’s business model
TT began operations in 20X2 when it launched a ‘driver for hire’ application (app) for smartphones.
The customer downloads the TT app for free and registers their personal details and payment card
information. They can then see which PHVs are near their location, receive estimates of price and
journey time, tap on the desired PHV to book, and track its arrival on their phone. TT fares are
calculated according to distance and time, with the customer’s phone acting as a meter. At the end
of the journey the customer’s registered payment card is automatically debited. TT promises to ‘have
a car with you within five minutes’. It seeks customer feedback on every journey and drivers are
required to achieve a minimum average score of 4 out of 5.
TT does not own vehicles or employ drivers. Instead it acts as an intermediary between PHV drivers
and customers. Drivers with an existing PHV licence can apply to TT, which carries out a criminal
record check, and verifies licence and insurance details. Drivers who pass TT’s screening process are
then issued with a TT smartphone which allows them to be registered and tracked on the TT system.
TT passes 80% of the fare it charges to the driver, retaining 20% as commission to cover costs and
margin. TT’s main operating costs are technology and marketing.
Since its launch, TT has faced intense opposition from Citicab drivers, who have argued to the city’s
transport regulators that TT essentially operates an unlicensed city taxi service. To the consumer, TT’s
service was initially cheaper than a Citicab, but more expensive than a conventional PHV. Due to the
ease of booking, cashless payment, and improved customer service compared to both Citicabs and
existing PHV, the number of journeys booked through TT grew rapidly.
Dynamic demand-based pricing
As a result of its initial success, in 20X4 TT switched to a dynamic demand-based pricing model.
When demand is high in relation to the number of cars available, the fare goes up in an attempt to
balance supply and demand. The higher price encourages more PHV drivers to make themselves
available, helping to avoid unfulfilled customer requests. For example, when it is raining, and during
peak hours, the average fare typically increases by 50%. There have been some angry responses on
social media suggesting this is unfair to TT’s customers.
Proposed short-term fare reduction
Recently TT has been made aware of rumours that a rival firm is planning to launch its own taxi
booking app in the city. TT is keen to protect its ‘first to market’ position. In order to generate brand
loyalty from existing customers and attract new ones before the rival’s launch, TT is considering
cutting its fares by 25% for a limited period of four weeks. However it needs to retain the loyalty of its
PHV drivers so wants to make sure it minimises the impact on them.
Requirements
15.1 Explain the concept of cost drivers and value drivers and briefly explain three key drivers in
TT’s value chain.
(8 marks)
15.2 Discuss the benefits of TT’s dynamic demand-based pricing model and comment on whether
it is unfair to TT’s customers.
(8 marks)
15.3 You have been asked to evaluate for TT the impact of its proposed short-term 25% fare
reduction. Assume that currently 130,000 journeys a week are booked through the TT app, at
an average fare of £10 per journey.

(a) Calculate the impact on TT’s profit for a four-week period if:
• demand is unaffected by the fare cut, and TT retains 20% commission
• demand increases by 15% and TT commits to maintaining PHV driver revenue at its
current level
(5 marks)
(b) Assuming that TT retains 20% commission, calculate the increase in demand that would
maintain revenue for both TT and the PHV drivers at the same level as before the fare
reduction.
(4 marks)
(c) Evaluate the proposed fare reduction strategy in light of your results in both (a) and (b).
(2 marks)
Total: 27 marks

Chapter 5: June 2016 exam questions
16 The Healthy Vegetarian plc
The Healthy Vegetarian plc (THV) is a listed company which operates 200 shops throughout the UK.
THV shops sell ready-to-eat food, plus hot and cold drinks. All products are suitable for people who
eat no meat or fish products (vegetarians). THV does not prepare food on the premises, although
some snacks can be heated in the shop, on request, at the time of purchase.
Company background
Company history and development
THV has expanded organically by reinvesting operating cash flows to finance the opening of new
shops. The board is not willing to borrow or raise new equity capital at this time.
Food products and operations
THV carries a range of 40 types of food and drink products. All products are purchased centrally by
head office from four suppliers. Products are delivered by suppliers directly to each shop. All shops
are charged the same price for each product, which is agreed by head office with suppliers.
One week in advance, the shop manager informs head office of the quantities of food and drink
required for each day. Drinks can be displayed on shelves for a long time from the delivery date, but
most foods can be displayed for only one or two days before being discarded, in line with hygiene
regulations. Excessive delivery quantities therefore reduce the operating profit of the shop.
Each shop has one manager who decides on the number of staff to employ, but wage rates are set
centrally at head office.
Head office determines capital expenditure. Depreciation on each shop’s non-current assets is
charged in arriving at the shop’s operating profit, but no central head office costs are allocated to
shops.
Markets
The target market for THV is customers who are healthy eaters. The company markets itself as selling
healthy, vegetarian products, as reflected in the company’s name.
Selling prices are determined by head office so, for each product, all shops charge the same price to
customers.
Budgeting, performance assessment and closure review procedures
An annual budget is set for each shop at the start of each year, and the performance of each shop is
assessed annually using key performance indicators (KPIs) and internal benchmarks (Exhibit 1). The
worst performing shops are placed under ‘closure review procedures’ following assessment, and are
then given three months to demonstrate substantial improvement, or be closed.
June board meeting
Closure review procedures
At the June 20X6 board meeting, the performance director, Tina Thomson, expressed concern about
the company’s closure review procedures. “There is increasing stress amongst staff about these
procedures. Staff do not understand how they operate and fear the possible loss of their jobs at short
notice.
“We need to develop and communicate more objective criteria for placing shops under closure
review procedures. To help determine which criteria are appropriate, I have provided illustrative data
for two poorly performing shops, in Leeds and Hull, which have recently been placed under closure
review procedures. I have also provided relevant internal benchmarks from THV shops across the
performance range (Exhibit 2).”
Procurement processes
The head of management information systems, Paul Potter, suggested a change in procurement
processes. “Currently each shop manager has responsibility for determining the quantities of food

and drinks ordered each day. I believe that we could use information technology to have automated
reordering centrally. The IT system would use data on the amount and timing of historic sales for
each shop to predict future sales as the basis for ordering from suppliers. Shop managers would
therefore no longer be responsible for ordering.
“I have consulted one group of managers about this, who suggested an alternative approach. Their
suggestion was to allow shop managers to use their discretion to purchase up to (say) 20% of their
shop’s products, by value, directly from local suppliers, rather than ordering through head office.
These managers argued that this would better enable them to satisfy local tastes using their local
knowledge. The remaining 80% of products would continue to be ordered by shop managers
through head office.”
Ethical concerns
In a private conversation, Andrew Aimes, a non-executive director of THV, raised a concern with the
marketing director, Diana Dunn.
Andrew said: “A major element of THV’s marketing is that our products are not only vegetarian, but
also are healthy because they are vegetarian. However, there is high sugar content in many of our
products, and it is well-established that eating too much sugar can badly affect people’s health.”
Diana responded: “Look, Andrew, the sugar content in grams is marked on all our products in a
small, detailed table of the ingredients. If people don’t want to read it, or don’t understand what
number of grams is high or low for sugar content, then that is their problem.”
Requirements
16.1 In respect of assessing shop performance:
(a) Evaluate and explain the performance of the shops in Leeds and Hull (Exhibit 2). So far as
the information permits, give a reasoned opinion as to whether each shop should be
closed. State key additional information that you would require to make a more complete
assessment of the performance of the two shops; and
(10 marks)
(b) Critically appraise the effectiveness of THV’s KPIs (Exhibit 1) in identifying under-
performing shops. Suggest and justify further relevant KPIs that would improve the
process for implementing closure review procedures.
(8 marks)
16.2 Explain how THV can make better use of budgeting (Exhibit 1).
(7 marks)
16.3 In respect of procurement processes, explain the merits and problems of:
• permitting shop managers to purchase some of their products from local suppliers, rather
than ordering only through head office; and
• using IT systems to automate ordering for all products centrally for each shop.
Assume these two proposals are mutually exclusive.
(11 marks)
16.4 Explain the ethical issues for Andrew and THV arising from the matters discussed by Andrew
and Diana. Set out any actions that Andrew should now take.
(8 marks)
Total: 44 marks
Exhibit 1: Performance assessment and budgeting

Performance assessment and closure review procedures
THV’s accounting year end is 31 May. The annual performance of every shop is assessed in June each
year. The performance of each shop is measured and the shops are ranked in order (from best to
worst) for each of the following three KPIs:
• Revenue
• Operating profit

• Return on capital employed (ROCE) – calculated using the depreciated historic cost of the shop’s
non-current assets.
Staff in the best performing 50 shops are paid a bonus.
At the discretion of the board, shops which are placed bottom in the ranking for at least one KPI may
be placed under closure review procedures. During these procedures, the shop manager must
implement a three-month recovery plan, and the shop’s monthly performance is measured against
this plan. Unless the shop shows substantial improvement over the period of the recovery plan it is
likely to be closed.
The closure review procedures were introduced to give an incentive to shop managers and other
staff to perform well, as all the staff working in shops that are closed are normally made redundant.
The final decision to close a shop is made at the discretion of the board after considering all relevant
factors.
Budgeting
Annual budgets are set for each shop, and the actual performance of each shop is compared to its
budget annually. This is an additional, and separate, process to the annual closure review process.
Budgets are used for planning purposes, and also to motivate all shop managers, whether they are
performing well or badly. The budgets are set by negotiation with each shop manager. However,
head office does not accept shop budgets which have a lower revenue or operating profit than was
actually achieved for the previous year. If a shop budget is consistently not achieved, the shop
manager may be dismissed, although the shop would not be closed on this basis alone.
Exhibit 2: Performance data and related internal benchmarks

YEAR ENDED 31 MAY 20X6
Shops under closure
review procedures Benchmarks
Average for 50 Average for

Average worst 50 best
for all performing performing
Leeds shop Hull shop shops shops shops
Revenue £425,000 £325,000 £480,000 £390,000 £580,000
Operating profit £17,000 £11,000 £30,000 £20,000 £45,000
ROCE 3.1% 3.7% 9.7% 6.8% 10.0%
Number of years
since opening 11 years 2 years 5 years 3 years 13 years
Floor space
(square metres) 130 80 80 80 120
Non-current
assets* £550,000 £300,000 £310,000 £295,000 £450,000
Number of
employees 11 7 7 7 10
*Non-current assets are property, plant and equipment valued at depreciated historic cost. At 31 May
20X6 there were no leasehold properties.
17 Elver Bloom Recruiting plc (amended)

Elver Bloom Recruiting plc (EBR) is a medium-sized employment recruitment agency. It recruits staff,
on behalf of its clients, to work on permanent employment contracts in the finance industry.
The employment recruitment industry
Recruitment agencies attract, identify and select suitable candidates as employees for their clients.
Staff recruited may be for permanent or temporary contracts.

Recruitment agencies may also offer other services, such as training, project management (eg,
redundancy schemes and large-scale recruitment initiatives), advice (eg, on employment law) and
staff appraisal. Frequently, these services are provided to existing regular clients.
Advertising available jobs in the most efficient manner, and identifying potential employees, are key
processes for any recruitment agency. Increased use of the internet and social media in recent years
has facilitated these processes for all companies in the industry.
Key constraints on recruitment agencies are legal issues regarding both who can be recruited and
the process by which employees can be recruited.
Smaller agencies tend to specialise in: a particular industry (eg, finance, IT, hospitality, education,
construction); a category of employee (eg, new graduates, seasonal workers); or a geographical
region (eg, major cities or a single country). Larger recruitment agencies operate across a broad
spectrum of services and sectors.
The majority of the revenue of recruitment agencies comes from charging fees to clients for
achieving successful recruitment. The fee for recruiting a permanent employee is normally based on
a percentage of the employee’s first year salary. This can range from 10% (for large-volume, regular
clients) to 30% (for a one-off assignment).
If the recruited employee does not stay in employment for more than three months, the agency pays
a rebate to the employer, which is typically between 50% and 100% of the fee.
The market for recruitment agency services was weak during the recession 10 years ago. However,
more recently, revenue in the industry increased by 10% in 20X4 and by 9% in 20X5. Profitability
growth has been highest in the recruitment of permanent employees, with average increases in
profit in the sector of 18% in 20X4 and 16% in 20X5. Many new entrants to the recruitment agency
industry are being attracted by increasing profits.
EBR – company background
EBR was formed 15 years ago by Amy Cheng and Mark Prost, who had worked together in the
human resources department of an investment bank. Shortly afterwards they set up an office in the
financial district of London and now have 35 staff. EBR has established a base of regular clients, but it
also carries out one-off assignments. The industry is competitive and new clients and assignments
are gained through tenders. Each year, existing regular clients put pressure on EBR to reduce fees.
EBR specialises in permanent appointments in the finance industry (eg, banking, investment
management, financial services and accounting). It seeks to attract candidates with a minimum of five
years’ relevant work experience. The average first-year salary of EBR’s recruits is £80,000.
A further specialism is that EBR attempts to recruit candidates both in the UK and internationally,
mainly for clients based in London.
Mark summarised this policy: “We use social media, the internet and industry electronic journals to
recruit the best financial candidates in the world and bring them to London, which is one of the
largest global financial centres. These international candidates bring language skills and knowledge
of international financial markets. We recruit in three regions: Europe, North America and East Asia.”
Fees – a new approach
During the recession, market conditions for EBR were difficult, as they were for all companies in the
industry. Then, as the UK economy began to emerge from the recession, EBR continued to find it
difficult to win new tenders, retain existing clients and increase revenue.
The EBR board therefore decided to reduce all its fees by 10% for each employee recruited from 1
April 20X5. This reduction was aimed at winning tenders and retaining clients, and thereby gaining a
greater volume of business.
A board meeting in May 20X6 reviewed the success of the fee reduction policy.
Mark Prost opened: “The policy to reduce fees has been a disaster. I have produced some financial
information and operating data (Exhibit) which shows that, while revenue has increased, operating
profit has fallen. I think we should revert to our previous fee levels.”
The marketing director, Nick Drapp, disagreed: “I think the policy has been a success. We have won
more tenders in the year ended 31 March 20X6 than in the previous few years, and we have retained
nearly all our regular clients. This gives the agency a better basis to market itself to existing and new
clients and therefore to build for the future.”

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What are the main services provided by recruitment agencies?

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The Institute of Chartered Accountants in England and Wales

Title Time Page

1 The Foto Phrame Company 35 53 1 129

2 Boom plc (amended) 22 33 2 134

3 Forsi Ltd (amended) 45 68 3 138

4 Drummond & Drew LLP 30 45 6 147

5 Outil plc (amended) 43 64 8 153

6 The Zed Museum 24 36 11 160

March 2015 exam questions

7 Rocket Co (amended) 46 69 13 165

8 The Scottish Woodlands Commission

9 WeDive Ltd (amended) 20 30 17 176

June 2015 exam questions

10 Reyel plc (amended) 42 63 19 179

11 Home of Leather plc 34 51 21 186

12 Zuccini plc (amended) 24 36 23 191

September 2015 exam questions

13 Kentish Fruit Farms 43 64 25 197

14 Premier Paper Products plc (amended) 30 45 27 204

15 Taxi Tracker 27 41 28 209

June 2016 exam questions

16 The Healthy Vegetarian plc 44 66 31 215

17 Elver Bloom Recruiting plc (amended) 35 52 33 222

18 TechScan Ltd 21 32 36 226

September 2016 exam questions

19 Guayaporto Ltd (amended) 44 66 39 231

20 MHD (amended) 31 47 41 237

21 Thistle Engineering Services Ltd 25 37 43 243

ICAEW 2021 Contents iii

December 2016 exam questions

22 Pinter Shipping Panels plc 40 60 45 249

23 Zeter Domestic Chemicals plc 30 45 47 255

24 Hartley’s Traditional Footwear Ltd 30 45 49 261

March 2017 exam questions

25 Ignite plc 44 99 53 267

26 Eclo Ltd 36 54 56 273

27 Gighay Ltd (amended) 20 30 58 278

June 2017 exam questions

28 Holidays Direct plc (amended) 44 66 59 283

29 Jason Smyth Textiles Ltd (amended) 33 50 62 290

30 Portland Prawns Ltd 23 34 64 296

September 2017 exam questions

31 Blakes Blinds Ltd 45 68 67 301

32 Air Services UK Ltd (amended) 29 43 69 308

33 Purechoc Ltd 26 39 71 313

December 2017 exam questions

34 Fullerton Ofﬁce Furniture Ltd (amended) 47 70 73 317

35 Berlina Kitchen Appliances 31 47 76 326

36 Cancer Concern Ltd 22 33 78 332

March 2018 exam questions

37 Just Houses Ltd 45 68 81 335

38 Bagaj Lux Ltd 30 45 84 342

39 Jacmel Products plc 25 37 85 347

June 2018 exam questions

40 Ten Ten Burgers Inc (amended) 44 66 87 351