Professional Documents
Culture Documents
Level 1
Agenda
2
David Ohrvall
Japan
3
MBACASE Events
Consulting Finance
Strategic decisions M&A transactions
Market entry Private equity buy-outs
Profit maximization Business sell-offs
Declining market Time value of money
Organizational redesign
Marketing Industry
New product Airlines
Lagging product Health care
New industry Internet / telecomm
Branding remedies Government
Internal strategy
5
Companies emphasize different
behavioral and technical elements
Industry /
Finance Consulting
Marketing
Behavioral • Show leadership • Show grit, • Show ability to
and positive confidence, be all things to
energy and fight all people
Tech
Marketing
Finance
Consulting
13
Cases test four key skills
Structure your thoughts with
breadth and depth
Store
Competitors Financial Goals Manufacturing
Operations
What makes our What’s our 6 Will we use our What is the daily
product unique month and 12 current foot traffic for
and will that month profit suppliers or potential
advantage last? target? need to find locations?
local ones?
16
Amazon Prime
Order size
Large vendors Load time
(single vs. mult. ships)
Packaging
3rd party small sellers Routing
materials used
18
Develop a holistic way to think through
problems (MVM Model)
Zone 5 E C I A
P L
S T
Zone 4
Zone 3 Finance
Organization
Zone 2
Operations
Zone 1
Strategy
.
Volume People
R Mix CA$H
Price Systems
Customer Measure
D/E
Fixed
C Variable Processes
19
Waterfall – each zone adds value
Zone 4
Zone 3
Zone 2
Zone 1
20
Strategy – increase, change, shrink
Zone 4
Zone 3
Zone 2
Zone 1
Strategy
21
Operations – revenue and cost
Zone 4
Zone 3
Zone 2
Operations
Zone 1
Strategy
Volume
R Mix
Price
Customer
Fixed
C Variable
22
Organization – people, systems,
processes and measurement
Zone 4
Zone 3
Organization
Zone 2
Operations
Zone 1
Strategy
.
Volume People
R Mix
Price Systems
Customer Measure
Fixed
C Variable Processes
23
Finance – cash, debt, equity
Zone 4
Zone 3 Finance
Organization
Zone 2
Operations
Zone 1
Strategy
.
Volume People
R Mix CA$H
Price Systems
Customer Measure
D/E
Fixed
C Variable Processes
24
External Forces – connect to business drivers
Zone 5 E C I A
P L
S T
Suppliers Technology
Public Legal
Economy Auditing
Competitors Industry
25
Maximum Value Model (MVM™)
Zone 5 E C I A
P L
S T
Zone 4
Zone 3 Finance
Organization
Zone 2
Operations
Zone 1
Strategy
.
Volume People
R Mix CA$H
Price Systems
Customer Measure
D/E
Fixed
C Variable Processes
26
Agenda
27
Let’s do a case!
Qualitative
Integration &
Creativity
Warm-up Start
So what?
Warmth & Logic &
Client Ready Breadth
Data
End
Data
Chart/ Dump Estimate
Table
Solve
Equations
for X
30
Full Business Case
hIQ Tea
31
1. Show both qualitative and
quantitative skills
Qualitative
Integration &
1 2 3 Creativity
Warm-up Start
So what?
Warmth & Logic &
Client Ready Breadth 6
Data
End
Qualitative
Integration &
1 2 3 Creativity
Warm-up Start
So what?
Warmth & Logic &
Client Ready Breadth 6
Data
End
Plan
Facts Main Idea
39
Use your plan to connect and explain
Plan issue
Facts P
R driver
V
TT
Data VC
C
FC
40
3. Create Your Plan
Qualitative
Integration &
1 2 3 Creativity
Warm-up Start
So what?
Warmth & Logic &
Client Ready Breadth 6
Data
End
Qualitative
Integration &
1 2 3 Creativity
Warm-up Start
So what?
Warmth & Logic &
Client Ready Breadth 6
Data
End
Qualitative
Integration &
1 2 3 Creativity
Warm-up Start
So what?
Warmth & Logic &
Client Ready Breadth 6
Data
End
Qualitative
Integration &
1 2 3 Creativity
Warm-up Start
So what?
Warmth & Logic &
Client Ready Breadth 6
Data
End
I ndividual Contribution
M anage or Lead
P ersuasion
A nalytics
C hallenge or Failure
T eamwork
56
Don’t forget your slides
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MBACASE.com
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Recap
60
Let’s do some analysis
Qualitative
Integration &
1 2 3 Creativity
Warm-up Start
So what?
Warmth & Logic &
Client Ready Breadth 6
Data
End
Stop the
$500M $350M $150M Bleeding!
62
Let’s do a case!
Comfort with
ambiguity
64
SPEAK is a guide
65
How much shampoo do people
use in a downtown hotel each day?
66
P ick your metrics and approach
Ounces or units of product used
Metrics can include, time, weight or volume
Approach is more difficult:
Population – Don’t use this one every time
Observation – Like people entering a store
67
E stimate quickly and with round #s
20 floors x 15 rooms = 300 rooms
300 rooms x 75% occupancy = 225
225 x 1 oz bottles = 225 bottles per day
68
A ssess your approach and answer
225 1 ounce bottles = 28, 8 oz bottles (visually
makes sense)
Very simple approach
How else could you have approached it?
69
K eep exceptions and next steps in mind
60% of people use hotel shampoo
225 x 60% = 135 bottles
Some people take extra bottles from hotel
Floor lay-out may vary
Next steps:
Look into wall mounted pumps (less waste)
Consider 2 sizes of bottles
Are shampoo packets cheaper?
70
Partner Practice
71
Recap
Hank’s
Hardware
74
Recap
76
Cases test four key skills
Next Steps & Homework