1. Case Practice Workshop
19th Oct

2. The Case Commandments
• Listen to the Question
• Take Notes
• Summarize the question
• Verify the objective(s)
• Ask clarifying questions
• Organize your answer
• Hold that thought for “one alligator” – think before you
speak
• Manage your time
• Work the numbers
• Be coachable
• Be creative and brainstorm
• Exude enthusiasm and a positive attitude
• Bring closure and summarize

3. Types of Case Questions
• Brainteasers
• Back-of-the-Envelope (estimation questions)
• Business Case Questions
• Number cases
• Business strategy
• Operations

4. The Twelve Case Scenarios
• Strategy Case
• Entering a new market
• Industry Analysis
• Mergers and Acquisitions
• Developing a new product
• Pricing Strategies
• Growth Strategies
• Starting a new business
• Competitive response
• Operations Case
• Increasing sales
• Reducing costs
• Improving the bottom line
• Turnarounds

5. Agenda for the series
• Market Estimation
• Profit Equation Analysis
• Increasing sales / Decreasing costs / Improving profits
• Entering a new market or Adjacent market growth
• Barriers to entry
• Marketing (4 P's, 3 C's)
• Branding
• Growth of core business
• Expansion strategy
• Grow number of customers
• Organizational scaling
• International Expansion
• M&A synergies

6. MARKET ESTIMATION

7. • Estimate a market size by making the right assumptions
• Asked in conjunction with a case question to arrive at a
recommendation
• Used to test if you
• Are comfortable with numbers
• Think logically
• Think in a structured manner
• Data is never given to you
• You have to make assumptions and break down the
problem
• Two Types
• Top-Down - Population
• Bottom up – Few players in the market

8. Please see the word document!