revenue frameworks for case interviews

Revenue Frameworks forCase Interviews

featuring:

Nevin KamathCase Interview Expert

Cyrus BoadwayCTO of EvisorsHosted by:

Hosted by: Career Advisors on Demand..com/webinars

http://www.evisors.com/webinars/webinar/60



Today’s Agenda

1. Introductions2. How can a client increase revenue?3. How can a client increase volume

sold?4. How can a client set a price?5. Q&A





My backgroundPriorJuris Doctor, Harvard Law SchoolManagement Consultant with McKinsey & Company

Present

Principal & Case Interview Coach at The Case Coach, LLC (www.thecasecoach.com)

Adjunct Professor of Clinical Management Communication at USC Marshall School of Business

I love helping my clients and students succeed!


http://www.thecasecoach.com/




Introductions





Why learn a revenue framework?

Perform better in a strategy consulting interview

Manage your strategy consultants more effectively

Grow your business or your business idea





Who has seen this framework?

Units Sold

Price

Revenue





Organic Revenue

Customer Demand

Client capacity to

supply

Volume

Price

Inorganic

Revenue

Top Line

Revenue

So here’s another one..





Standex International Corporation





Standex International Corporation

Hosted by:See the rest at evisors.com/webinars/webinar/59



Volume




Problem

US-based manufacturer of organic milk.

How can it grow revenue?

Your client is an Ohio-based manufacturer of a well-known organic milk, with $300M in annual revenues across the US market.

This product has grown to occupy around 15% market share in the organic milk market, however growth is slowing in the market overall.

The client would like to know how to grow its revenues. It recently completed a price optimization project on its flagship product, so pricing strategies are out of scope.

What steps can the client take to grow revenue?




Existing New

Existing

NewCustomers

Products Products

Customers

Ansoff Matrix




Pill Supplement

Juice ExtractSupplement

Actual Produce

Seeds

Cocktail Mixer

TeaJuiceLightJuice




Igor Ansoff




Price




Problem

Your client is the GM of a Japanese automobile manufacturers Australia division.

His division is launching a hybrid electric vehicle this year. It is the first of its kind in Australia. He would like our thoughts how to price the mid-size sedan.

How should the client proceed?




Price

Cost-plusPricing

CompetitiveBenchmarking

Value-basedPricing




Client Revenue Question Things to Remember

How to grow top-line revenue?

How to grow the volume of products sold?

How to set the price of a product?

Top Line Revenue Tree

Ansoff Matrix

Value-Based Pricing, Competitive Benchmarking, Cost-Plus Pricing




Questions & Answers




Questions & Answers

Question 1:

Are there any alternative frameworks that are more effective in obtaining relevant data?

Hosted by:See the answer at evisors.com/webinars/webinar/59



Questions & Answers

Question 2:

Can I compensate my poor problem structuring skills with my creativity/analytic skills?




Questions & Answers

Question 3:

How certain/confident should you be when expressing your solution to a problem?




Questions & Answers

Question 4:

What strategies would you recommend in estimating costs of things we do not have experience with?




Questions & Answers

Question 5:

How many cases should you practice to become well-prepared for a case interview? What books/resources do you recommend when preparing?




Nevin KamathCase Interview Expert

Connect

He can help you with:• Consulting Resume & Cover Letter

• Consulting Job Search• Consulting Interview Practice

…and more!

Book your session with Nevin atwww.evisors.com/expert/1353


http://www.evisors.com/expert/1353

