1. Revenue Frameworks for
Case Interviews
featuring:
Nevin Kamath
Case Interview Expert
Cyrus Boadway
CTO of EvisorsHosted by:
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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
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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!
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4. Introductions
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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
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6. Who has seen this framework?
Units
Sold
Price
Revenue
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7. Organic
Revenue
Customer
Demand
Client
capacity to
supply
Volume
Price
Inorganic
Revenue
Top Line
Revenue
So here’s another one..
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8. Standex International Corporation
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9. Standex International Corporation
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10. Standex International Corporation
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11. Volume
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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?
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13. Existing New
Existing
New
Customers
Products Products
Customers
Ansoff Matrix
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14. Pill Supplement
Juice Extract
Supplement
Actual Produce
Seeds
Cocktail Mixer
TeaJuice
Light
Juice
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15. Igor Ansoff
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16. Price
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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?
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18. Price
Cost-plus
Pricing
Competitive
Benchmarking
Value-based
Pricing
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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
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20. Questions & Answers
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21. Questions & Answers
Question 1:
Are there any alternative frameworks that
are more effective in obtaining relevant
data?
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22. Questions & Answers
Question 2:
Can I compensate my poor problem
structuring skills with my creativity/analytic
skills?
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23. Questions & Answers
Question 3:
How certain/confident should you be when
expressing your solution to a problem?
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24. Questions & Answers
Question 4:
What strategies would you recommend in
estimating costs of things we do not have
experience with?
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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?
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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
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