1. Case Practice Workshop
Nov 2nd

2. Agenda
• Recap of case commandments
• Last week recap
• Market entry
• Behavioural interviewing

3. 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

4. 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

5. PROFIT EQUATION

6. Profit Equation Framework
Profit = Total Sales – Total Revenues
Price
Revenue x
Quantity
Profits –
Fixed
Number of
Cost + Units
Variable x
Cost/unit

7. MARKET ENTRY

8. Entering a new market
• 1. Determine why? What’s our objective/goal? Does it fit
into our overall strategy?
• 2. Determine the state of the current and future market
• 3. Investigate the market to determine whether entering it
would make good business sense
• 4. If we decide to enter, we need to figure out the best
way to become a player (Cost-benefit analysis)
• Start from scratch
• Acquisition
• Joint venture/strategic alliance

9. Ways to enter a new market

10. Barriers to entry

11. Common Marketing Questions
• How would you develop and introduce a new product?
• There are two ideas in a company pipeline – which one
would you choose?
• Critique this ad
• Your competition is attacking your product. How would
you respond?
• Give me an example of good marketing?

12. Adjacent Market Growth