Revenue Frameworks for Case Interviews
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18-Oct-2014 -
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Transcript of Revenue Frameworks for Case Interviews
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Revenue Frameworks forCase Interviews
featuring:
Nevin KamathCase Interview Expert
Cyrus BoadwayCTO of EvisorsHosted by:
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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
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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!
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Introductions
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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
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Who has seen this framework?
Units Sold
Price
Revenue
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Organic Revenue
Customer Demand
Client capacity to
supply
Volume
Price
Inorganic
Revenue
Top Line
Revenue
So here’s another one..
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Standex International Corporation
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Standex International Corporation
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Standex International Corporation
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Volume
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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?
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Existing New
Existing
NewCustomers
Products Products
Customers
Ansoff Matrix
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Pill Supplement
Juice ExtractSupplement
Actual Produce
Seeds
Cocktail Mixer
TeaJuiceLightJuice
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Igor Ansoff
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Price
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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?
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Price
Cost-plusPricing
CompetitiveBenchmarking
Value-basedPricing
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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
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Questions & Answers
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Questions & Answers
Question 1:
Are there any alternative frameworks that are more effective in obtaining relevant data?
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Questions & Answers
Question 2:
Can I compensate my poor problem structuring skills with my creativity/analytic skills?
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Questions & Answers
Question 3:
How certain/confident should you be when expressing your solution to a problem?
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Questions & Answers
Question 4:
What strategies would you recommend in estimating costs of things we do not have experience with?
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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?
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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
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