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7/31/2019 Crack the Case Workshop 2010
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Cr ack t h e Case 2 0 1 0
Dav id Oh r va l l , Fou n der
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Crack the Case a enda
Overview &Core Skills
Practice
Structures &Techniques
PracticeIntegratedThinking
87 5 m i n u t es
8Overview
84 5 m i n u t es
8Video highlights
86 0 m i n u t es
81 mini-business case
8CLASSIC skills
8Market sizing cases
8Case Path structure
8FRAME & MVM
81 full business case
1 5 m in .
2
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David Ohrvall
3
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pa r t i c i pa te
,h a v e f u n
4
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CASES ar e EVERYW HERE
Consu l t ing Finance
iStrategy/ IT/ Operations
iMarket entry
iM&A transactions
iPrivate equity buy-outs
iDeclining market
iOr anizational redesi n
-
iTime value of money
iNew product
i Lagging product
iAirlines
iHealth care
iNew industry
iBranding remedies
i Internet / telecomm
i Internal strategy
5
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W h a tt h e
w o r l dsees
W h a ty o u a r em a d e o f
6
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W h at do cases r ea l l y t est ?
Communication Logic Analytical Social Skills Integration &Creativity
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W h i ch sk i l ls m at t er ?
Market
Sizin Mini FullPre & Post Behavioral&
EstimationCase
Case
Interview Questions
Communication Logic Analytical Social Skills Integration &Creativity
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Be answ er f i r s t !
Answer First
Communication Logic Analytical Social Skills Integration &Creativity
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Sh o w b r e ad t h an d d ep t h
Breadth
Depth
Communication Logic Analytical Social Skills Integration &Creativity
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Ou r cl ien t w an t s t o o en a ch o co lat e st o r e.
T ime Financ ia l Compe t i t o r s Produc t D i s t r i bu t i on
Sh or t Ter m Br eak Ev en Bou t iqu es Or gan ic Cen t r a l
Mid Ter m
Long Term
ROI
Pro f i t Ma rg in
Gi f t Shop s
I ce Cr eam
Cocoa
Consis tency
Reg iona l
c l ien t have a
dead l ine ?
ROI goa l?
da ta on
c o m p e t i t o r s ?
p roduc t
s tanda rds?m a k e on s it eo r d i st r i b u t e
i t ?
11
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Bu i ld a da t a fou nd at i on
Comfort
Scale
Accurac
Estimating
Communication Logic Analytical Social Skills Integration &Creativity
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Est im a t e f i r st
To w el s Un l i m i t e d I n c.$ #
Sa les a re $ .5B . Pro f i t m arg in i s
3 0 % . Pr o f i t m a y h a v e f a l len 3 0 % .
Cand ida t es m us t be ab le
t o m a n ip u l at e s i m p l en u m b e r s .
Tota lRev
Tota lCosts
Tota lP ro f i t
$Goals
$ 5 0 0 M $ 3 5 0 M $ 1 5 0 MStop t heB leed ing !
1 0 0 % 7 0 % 3 0 % $ 4 5 M~ 1 0% Rev
W hen asked , t heyshou ld be ready t o goin t o de ta i l .
s im p le equa t i ons br eak even ana lys is read ing char t s and da t a
13
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Be cl ien t r eady
,consistentnormal re and ost
interview skills
Communication Logic Analytical Social Skills Integration &Creativity
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Save y ou r cr ea t i v i t y
Pull together
facts and data
Develop
interestin andquickly applicable
solutions
Communication Logic Analytical Social Skills Integration &Creativity
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2
.you r h i gh est p r act i ce p r i o r i t i es
2 . An a ly t i ca l sk i l ls p i ck - u p q u i ck l y
3 . Fr eq u en t p r act i ce an d w id e
ex p o su r e ar e m o st i m p o r t an tf o r i n t eg r at i on an d cr e at i v i t y
16
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2
Homework
.( o r o t he r bu siness m agazine )
2 . Assess a st o r y :- w h at s t h e m ain issu e?- w r i t e d o w n issu es t o co n sid er
- w r i t e ou t q u est i on s y ou h av e- l i st d at a y ou n e ed t o so lv e
17
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Let s d o a case!
Market
Sizin Mini FullPre & Post Behavioral&
EstimationCase
Case
Interview Questions
C L A SS ICommun ca on og c na y ca oc a s n egra onCreativity
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You n eed t o SPEAK
ar et z n g st m at on ases
Coun t ing
# of toothbrushes sold re ularl
Measur ing
How many square feet of
Usage
How fast do consumers gothrough a bottle of hair spray?
Co m m u n icat e y ou r co m f o r t w i t hn u m b e r s, a m b i g u i t y a n d l o g ic
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SPEAK i s a g u id e
tate your assumptionsS
ick your metrics
s ma e qu c y w roun s
ssess your approac an answer
20
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Ho w m u ch sh a m p o o d o p eo p le u se
tate your assumptionsS
iWe are counting hotel supplied shampoo only
iDowntown hotels have 20 floors
iShampoo bottles from the hotel are 1 ounce
i15 rooms per floor
i
iCustomers open 1 bottle per day
21
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ick your metricsP
iOunces or units of product used
iOthers include:
iPopulation Dont use this one every time
iObservation (people entering a store)
i
iDistance
iGeography
22
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stimate quickly and with round #sE
i20 floors x 15 rooms = 300 rooms
i300 rooms x 75% occupancy = 225
i225 x 1 oz bottles = 225 ounces per day
23
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ssess your approach and answerA
i225 ounces = 28, 8 oz bottles (visually makessense)
ery s mp e approac
iHow else could you have approached it?
24
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eep exceptions and next steps in mindK
i60% of people use hotel shampoo
i225 x 60% = 135 ounces (divide for bottles)
iSome people take extra bottles from hotel
i Floor lay-out may vary
i
i Look into wall mounted pumps (no waste)
iSurvey customers to understand needs
iConsider 2 sizes of bottles
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Mar k e t Sizin g Pr act i ce
i
i1 person gives the case using the
answer ke
i1 person receives the case usingwhite paper
iTake about 10 minutes for each case
i
26
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3
.com m un ica t i on and ana ly t i cs
2 . Use SPEAK as a gu ide l ine a t f i r st
3 . Be r e ad y t o an a ly ze t h e p r o b lem
w i t h d i f f er e n t ap p r o a ch e s
27
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3
Homework
.
.
y o u r sel f w ar m ed u p
3 . Sp eak o u t l ou d f or a l l y o u r w o r k
4 . Tr y y ou r o w n st y l e o ver t i m e an dpr act i ce so lv in g t h e sam e case
28er en t w ay s
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Toda s work lan
Overview &Core Skills
Practice
Structures &Techniques
PracticeIntegratedThinking
87 5 m i n u t es
8Overview
84 5 m i n u t es
8Video highlights
86 0 m i n u t es
81 mini-business case
8CLASSIC skills
8Market sizing cases
8Case Path structure
8FRAME & MVM
81 full business case
1 5 m in .
29
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Bu sin ess cases ar e t h e
m ost com m on
Merg e, Acqui r e , JV
St ra tegy
Max im iz e Pro f i t
Ops & Org
Com pe t i t o r A t t ac k
Ex t ern a l For ces
Gr ow t h St r a t eg y Ch an g e Pr ice Mark e t Sh i f t N ew Pr o d uct / Bu s
N ew M ar k e t ( Ge o )
New Processes
Res t ru c tu r e Team
Most cases fo l l ow a sim i lara t t e r n
30
MBACASE P t h M t
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MBACASE Pat h : Most an y case y our e cei v e w i l l f o l lo w t h i s f l o w
Qua l i ta t i ve
Star tW a r m - u p
n t eg rat on &Creat i v i t y
W a r m t h &Cl ien t Ready
Logic &Bread th
Da ta
En d
Quan t i t a t i ve Dep t h &
Char t / Da ta
Ana ly t i ca l
Tables m a e
Equa t ionsSolvef o r X
31
M Sh i & S
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Meet Sh ar i & Sam eerTo w a tch t h i s v i deo go t o
w w w .m bacase .com . Cl i ck onth e im age o f Dav id ho ld ing t h e
s l ide . Go t o V ideo 3 .
I n t e r v i e w e rSh ar i Rog ge- Fid ler , ex -BCG
MBACASE coach( ca lm , po in t ed , ana ly t i ca l )
Cand ida teSameer
( eager , ana ly t i ca l , su f fe rsf r om som e SS d i so r de r s)
1 T i t i
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1 - Tr an si t i on
Qua l i ta t i ve
Star tW a r m - u p
n eg r a on Crea t i v i t y
4W a r m t h &Cl ien t Ready
Log ic &Bread th
Da ta
5
En d
Quan t i t a t i ve 1 2
Dep t h &
Char t / Da ta
Ana ly t i cs 3
Tables m a e
Equa t ionsSolvef o r X
1 T i t i
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1 - Tr an si t i on
2 & 3 Q t i & R
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2 & 3 Qu est ion & Recap
Qua l i ta t i ve
Star tW a r m - u p
n eg r a on Crea t i v i t y
4W a r m t h &Cl ien t Ready
Log ic &Bread th
Da ta
5
En d
Quan t i t a t i ve 1 2
Dep t h &
Char t / Da ta
Ana ly t i cs 3
Tables m a e
Equa t ionsSolvef o r X
2 Q est i on
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2 Qu est i on
3 Recap
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3 - Recap
4 & 5 I n i t i a l d at a & p lan
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4 & 5 I n i t i a l d at a & p lan
Qua l i ta t i ve
Star tW a r m - u p
n eg r a on Crea t i v i t y
4W a r m t h &Cl ien t Ready
Log ic &Bread th
Da ta
5
En d
Quan t i t a t i ve
1 2
Dep t h &
Char t / Da ta
Ana ly t i cs 3
Tables m a e
Equa t ionsSolvef o r X
4 I n i t ia l d at a
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4 I n i t ia l d at a
5 Plan
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5 - Plan
6 7 & 8 Sh ar i pu sh b ack
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6 ,7 & 8 Sh ar i pu sh b ack
Qua l i ta t i ve
Star tW a r m - u p
n eg r a on Crea t i v i t y
4W a r m t h &Cl ien t Ready
Log ic &Bread th
Da ta
5
En dQuan t i t a t i ve
1 2
Dep t h &
Char t / Da ta
Ana ly t i cs 3
Tables m a e
Equa t ionsSolvef o r X
6 Dat a?
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6 Dat a?
7 Plan ?
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7 Plan ?
8 W h at d o y ou m ean ?
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8 W h at d o y ou m ean ?
9 Div in g in t o d at a
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9 Div in g in t o d at a
Qua l i ta t i ve
Star tW a r m - u p
n eg r a on Crea t i v i t y
4W a r m t h &Cl ien t Ready
Log ic &Bread th
Da ta
5
En d
Quan t i t a t i ve
1 2
Dep t h &
Char t / Da ta
Ana ly t i cs 3
Tables m a e
Equa t ionsSolvef o r X
9 Div in g in t o d at a
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9 Div in g in t o d at a
1 0 , 1 1 , 1 2 I n t eg r at i on
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1 0 , 1 1 , 1 2 I n t eg r at i on
Qua l i ta t i ve
Star tW a r m - u p
n eg r a on Crea t i v i t y
4W a r m t h &Cl ien t Ready
Log ic &Bread th
Da ta
5
En d
Quan t i t a t i ve
1 2
Dep t h &
Char t / Da ta
Ana ly t i cs 3
Tables m a e
Equa t ionsSolvef o r X
1 0 I n t eg r at e & En d
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1 0 I n t eg r at e & En d
1 1 W r ap u p
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p p
1 2 Get p r act i ca l
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p
1 3 W r ap u p
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p p
Qua l i ta t i ve
Star tW a r m - u p
n eg r a on Crea t i v i t y
4W a r m t h &Cl ien t Ready
Log ic &Bread th
Da ta
5
En d
Quan t i t a t i ve
1 2
Dep t h &
Char t /
Da ta
Ana ly t i cs 3
Tables m a e
Equa t ionsSolvef o r X
1 3 W r ap u p
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p p
4
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.t h e spo t and ch a l l eng ed
2 . Use t h e i n t e r v i ew er sq u es on s as a w ay o s ow
con f idence
3 . St r uct u r e and dat a ar e used
53a t eve ry st ep
4
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Homework
.qu est i ons an in t er v i ew er
2 . La ou t an sw er s
3 . Lay o u t t act ics. W h er e w o u ld y o um ove t he d i scussion? W ha t da taw o u ld y o u ask f o r ?
54
MBACASE Pat h : Most an y case y our e cei v e w i l l f o l lo w t h i s f l o w
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r e cei v e w i l l f o l lo w t h i s f l o w
Qua l i ta t i ve
Star tW a r m - u p
n t eg rat on &Creat i v i t y
E
W a r m t h &Cl ien t Ready
Logic &Bread th
Da ta
En d
Quan t i t a t i ve Dep t h &
Char t /
Da ta
Ana ly t i ca l M
Tables m a e
Equa t ionsSolvef o r X
55
Th e FRAME Met h od con sist s o f 5 sk i l l s ou need t o bu i l d
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con sist s o f 5 sk i l l s ou need t o bu i l d
orm a PlanF
ead Your AudienceR
nchor a HypothesisAine for DataM
nd the Case!E
56
Th e FRAME Met h od con sist s o f 5 sk i l l s ou need t o bu i l d
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con sist s o f 5 sk i l l s ou need t o bu i l d
orm a PlanF Listen & take notes
Group your thoughts
Think holistically
57
Li st en & t a k e n o t es
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i -
iWrite the bare minimum think white board
Prepare to show your work
Develop a consistent system youll use every time
Use your notes!
58
Deve lop you r ow n cons ist en t app r oach
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Facts Plan
59
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W hat s you r ob j ect i vew i t h eve r y case?
ax m ze t e a u e
o f t h e Com an
60
Dev e lo p a n in t e g r a t e d m en t a l m a p Max im um Va lue Model MVM
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SP L
T
one
Organization
Finance
Zone 2
Zone 3
Strategy
Operations
Zone 1
People.
CA$H
RVolumeMix
ys ems
Processes
Measure D/E
CFixedVariable
Cus tomer
61
W a t e r f a l l each zone adds value
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Zone 2
Zone 3
Zone 1
62
St ra t egy increase, change, shrink
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Zone 2
Zone 3
Strategy
Zone 1
63
Opera t ions revenue and cost
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Zone 2
Zone 3
Strategy
Operations
Zone 1
RVolumeMix
CFixedVariable
Cus tomer
64
Or gan iza t i on people, systems,rocesses and measurement
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OrganizationZone 2
Zone 3
Strategy
Operations
Zone 1
People.
RVolumeMix
ys ems
Processes
Measure
CFixedVariable
Cus tomer
65
Fin an ce cash, debt, equity
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Organization
Finance
Zone 2
Zone 3
Strategy
Operations
Zone 1
People.
CA$HR
VolumeMix
ys ems
Processes
Measure D/E
CFixedVariable
Cus tomer
66
Ex t er n a l For ces
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SP L
T
one
Supp l i e r s
Pub l i c
Techno logy
Le al
Ec o n o m y Au d i t i n g
Co m p e t i t o r s I n d u s t r y
67
Max im um Va lue Mode l ( MVM)
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SP L
T
one
Organization
Finance
Zone 2
Zone 3
Strategy
Operations
Zone 1
RVolumeMix
People.
CA$H
CFixedVariable
ys ems
Processes
Measure D/ECus tomer
68
Th e FRAME Met h od con sist s o f 5 sk i l l s ou need t o bu i l d
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orm a PlanF Listen & take notes
Group your thoughts
Think holistically
69
Use you r p l an t o conn ect and ex p la in
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Facts
70
Use you r p l an t o conn ect and ex p la in
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Facts P
V
TT
C
FC
71
Al w ay s Fr e sh ( w w w .m b acase.co m )
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iSubsidiary of $30B consumer products conglomerate
iSuccessful line of deodorant/anti-perspirant spray, roll-on andstick
i
i I s i n t e rna t i ona l expans ion a good i dea? W h i ch coun t r i esa re best ?
How d o I st ar t in a sim lea n d co m m o n sen se w a y ?
72
Mo v e t h r o u g h y o u r m en t a l m ap
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SP L
T
one
3
Organization
Finance
Zone 2
Zone 3
Strategy
OperationsZone 1
People.
CA$H
4
1 RVolumeMix
ys ems
Processes
Measure D/E
CFixedVariable
Cus tomer
73
La y o u t y o u r n o t e s a n d b e r e ad y t o sh a r e
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T
74
Read you r aud ience a t a l l t im es
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i
- Chatty Charlie vs. Data Maam vs. Silent Partner
iExpect changes in style throughout the interview
- Relaxed to intense to relaxed again is common
iRespond!- , ,
- Track with the interviewer at all times
75
Ancho r a hypo t hesi s
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i
iPut a mental stake in the ground on what you
think solve to rove or dis rove itiYou do not have to state your hypothesis!
R
P
T
C
FC
76
W h e r e w o u l d y ou l ik e t o g o f i r st ?
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r ev ou sexper ience
w i t h t eam an d
v i t a l
High dem and i s
t h e k e y t o
f i n d i n g t h eT
r i g h t m ar k e t r o u c sd i f f e ren t i ab l e ;
can t ake
77
share
M i n e f o r a n a n sw er ( f i n d d at a! )
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Dem and ex i st sand can be Prod uc t i sd i f f e ren t i ab l e
Teamsu or t i s
iDo eo le iW h a t i s
es m a e
v i t a l
iI s t h e t e amw an t t h i sp roduc t?
iDem and by
un ique abou tp roduc t?
iH ow ca n w e
in p lace? Dow e h av eexper ience?
i
iPr ice?
iWh ere ist h e r e r o w t h ?
iHis tor ica lcompe t i t o rresponse?
se ll an d
d i st r i b u t e t h ep roduc t?
iF n an c n g n
place?
Fi n d sp e ci f ic a n sw er s t o y o u r q u e st i o n s
78
M i n e f o r a n a n sw er ( co n t i n u e d )
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,
Pr i ce d i f f e r en t i a t i on : Spr ay i s h igh er
r az an ap an ar e r ag m en e , s ar e g a n s ar e
poss ib le
N o d eo d o r a n t t y p e is d o m i n an t b y co u n t r y
En t e r i ng a l l t h r ee coun t r i es w i l l b r i ng i n annua lr e v en u e o f $ 1 8 3 M
79
End t he case !
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i
iBe concise and answer the main uestion
iTie data to your recommendations dontanswer just from your gut!
80
Th e FRAME Met h od
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orm a PlanF
ead Your AudienceR
nchor a HypothesisAine for DataM
nd the Case!E
81
6
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.you r w eaknesses
2 . An ch o r i n g a h y p o t h esi s h e l psou f ocu s an d s eed u . Youdon t have t o say i t .
3 . Min in g f or d a t a an d an sw er sr eq u i r es y o u t o o w n t h e
82
p r o em .
6
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Homework
.assess you r pe r f o r m ance
.
d i d y o u h a v e t r o u b l e?
2 . Do w n l oad A lw ay s Fr esh a n d d o t h ef u l l case w i t h a par t n e r ( 2 x ) .
83
Toda s work lan
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Overview &Core Skills
Practice
Structures &Techniques
PracticeIntegratedThinking
87 5 m i n u t es8Overview
84 5 m i n u t es8Video highlights
86 0 m i n u t es81 mini-business case
8CLASSIC skills
8Market sizing cases
8Case Path structure
8FRAME & MVM
81 full business case
1 5 m in .
84
7/31/2019 Crack the Case Workshop 2010
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Cr ack t h e Case 2 0 1 0
Dav id Oh r va l l , Fou n der