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Revenue Frameworks for
Case Interviews
featuring:
Nevin Kamath
Case Interview Expert
Cyrus Boadway
CTO of EvisorsHosted by...
Today’s Agenda
1. Introductions
2. How can a client increase revenue?
3. How can a client increase volume sold?
4. How can...
My background
Prior
Juris Doctor, Harvard Law School
Management Consultant with McKinsey &
Company
Present
Principal & Cas...
Introductions
Hosted by: Career Advisors on Demand..com/webinars
Why learn a revenue framework?
Perform better in a strategy consulting interview
Manage your strategy consultants more eff...
Who has seen this framework?
Units
Sold
Price
Revenue
Hosted by: Career Advisors on Demand..com/webinars
Organic
Revenue
Customer
Demand
Client
capacity to
supply
Volume
Price
Inorganic
Revenue
Top Line
Revenue
So here’s anothe...
Standex International Corporation
Hosted by: Career Advisors on Demand..com/webinars
Standex International Corporation
Hosted by:See the rest at evisors.com/webinars/webinar/59
Standex International Corporation
Hosted by:See the rest at evisors.com/webinars/webinar/59
Volume
Hosted by:See the rest at evisors.com/webinars/webinar/59
Problem
US-based manufacturer of organic milk.
How can it grow revenue?
Your client is an Ohio-based manufacturer of a
wel...
Existing New
Existing
New
Customers
Products Products
Customers
Ansoff Matrix
Hosted by:See the rest at evisors.com/webina...
Pill Supplement
Juice Extract
Supplement
Actual Produce
Seeds
Cocktail Mixer
TeaJuice
Light
Juice
Hosted by:See the rest a...
Igor Ansoff
Hosted by:See the rest at evisors.com/webinars/webinar/59
Price
Hosted by:See the rest at evisors.com/webinars/webinar/59
Problem
Your client is the GM of a Japanese automobile
manufacturers Australia division.
His division is launching a hybri...
Price
Cost-plus
Pricing
Competitive
Benchmarking
Value-based
Pricing
Hosted by:See the rest at evisors.com/webinars/webina...
Client Revenue Question Things to Remember
How to grow top-line revenue?
How to grow the volume of
products sold?
How to s...
Questions & Answers
Hosted by:See the rest at evisors.com/webinars/webinar/59
Questions & Answers
Question 1:
Are there any alternative frameworks that
are more effective in obtaining relevant
data?
H...
Questions & Answers
Question 2:
Can I compensate my poor problem
structuring skills with my creativity/analytic
skills?
Ho...
Questions & Answers
Question 3:
How certain/confident should you be when
expressing your solution to a problem?
Hosted by:...
Questions & Answers
Question 4:
What strategies would you recommend in
estimating costs of things we do not have
experienc...
Questions & Answers
Question 5:
How many cases should you practice to
become well-prepared for a case interview?
What book...
Nevin Kamath
Case Interview Expert
Connect
He can help you with:
• Consulting Resume & Cover Letter
• Consulting Job Searc...
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Revenue Frameworks for Case Interviews

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Transcript of "Revenue Frameworks for Case Interviews"

  1. 1. Revenue Frameworks for Case Interviews featuring: Nevin Kamath Case Interview Expert Cyrus Boadway CTO of EvisorsHosted by: Hosted by: Career Advisors on Demand..com/webinars
  2. 2. Today’s Agenda 1. Introductions 2. 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 Hosted by: Career Advisors on Demand..com/webinars
  3. 3. My background Prior Juris Doctor, Harvard Law School Management 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! Hosted by: Career Advisors on Demand..com/webinars
  4. 4. Introductions Hosted by: Career Advisors on Demand..com/webinars
  5. 5. 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 Hosted by: Career Advisors on Demand..com/webinars
  6. 6. Who has seen this framework? Units Sold Price Revenue Hosted by: Career Advisors on Demand..com/webinars
  7. 7. Organic Revenue Customer Demand Client capacity to supply Volume Price Inorganic Revenue Top Line Revenue So here’s another one.. Hosted by: Career Advisors on Demand..com/webinars
  8. 8. Standex International Corporation Hosted by: Career Advisors on Demand..com/webinars
  9. 9. Standex International Corporation Hosted by:See the rest at evisors.com/webinars/webinar/59
  10. 10. Standex International Corporation Hosted by:See the rest at evisors.com/webinars/webinar/59
  11. 11. Volume Hosted by:See the rest at evisors.com/webinars/webinar/59
  12. 12. 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? Hosted by:See the rest at evisors.com/webinars/webinar/59
  13. 13. Existing New Existing New Customers Products Products Customers Ansoff Matrix Hosted by:See the rest at evisors.com/webinars/webinar/59
  14. 14. Pill Supplement Juice Extract Supplement Actual Produce Seeds Cocktail Mixer TeaJuice Light Juice Hosted by:See the rest at evisors.com/webinars/webinar/59
  15. 15. Igor Ansoff Hosted by:See the rest at evisors.com/webinars/webinar/59
  16. 16. Price Hosted by:See the rest at evisors.com/webinars/webinar/59
  17. 17. 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? Hosted by:See the rest at evisors.com/webinars/webinar/59
  18. 18. Price Cost-plus Pricing Competitive Benchmarking Value-based Pricing Hosted by:See the rest at evisors.com/webinars/webinar/59
  19. 19. 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 Hosted by:See the rest at evisors.com/webinars/webinar/59
  20. 20. Questions & Answers Hosted by:See the rest at evisors.com/webinars/webinar/59
  21. 21. 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
  22. 22. Questions & Answers Question 2: Can I compensate my poor problem structuring skills with my creativity/analytic skills? Hosted by:See the answer at evisors.com/webinars/webinar/59
  23. 23. Questions & Answers Question 3: How certain/confident should you be when expressing your solution to a problem? Hosted by:See the answer at evisors.com/webinars/webinar/59
  24. 24. Questions & Answers Question 4: What strategies would you recommend in estimating costs of things we do not have experience with? Hosted by:See the answer at evisors.com/webinars/webinar/59
  25. 25. 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? Hosted by:See the answer at evisors.com/webinars/webinar/59
  26. 26. Nevin Kamath Case 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 at www.evisors.com/expert/1353 Hosted by:See the rest at evisors.com/webinars/webinar/59
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