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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