Solving Business Cases

Effectively

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 Agenda
Introduction

Approach to Case Solving

General Frameworks

Function Specific Frameworks

Delivering Impactful Presentations

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 What is a case?
• A case is a factual account of the events & organizational circumstances
relating to a managerial situation

• Not a figment of the writer’s imagination, but derived from real-world

experiences
• They are exercises in learning by doing
• Different types: marketing, financial, operational, strategic

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 Case Method Process
• Step 1: Reading and analyzing the case independently

• Step 2: Discussion and brain storming

▪ In small groups first and then amongst the larger groups

• Step 3: Finalize your analysis

• Step 4: Reporting and Communication

▪ Written Report or Presentation

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 General Tips
• Make assumptions if necessary

• Use the case annexures to study your case

• Preparation is essential to understand, learn, participate and contribute

• Mention the source of your data wherever necessary

• The sequence of your thought process must be very clear and understandable
through your deliverable

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Frequently Used Frameworks

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 Industry: Porter’s Five Forces Model
Threat of New
Entrants

Rivalry among
Bargaining Power Bargaining Power
Existing
of Suppliers of Buyers
Competitors

Threat of Substitute
Products or
Services

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Source: Investopedia.com
 Company: Value Chain Analysis
Firm Infrastructure

Support Activities
Human Resource Management

Technology

Procurement

Service
Operations

Outbound

Marketing
Inbound
Logistics

Logistics

& Sales
Primary Activities

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Source: cgma.org
 Prioritise: Pareto Principle

20% 80%
ACTIVITIES IMPACT

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Source: pareto-chart.org
 The 7-S Framework
Style

Strategy Skills

Shared
Values

Staff Systems

Structure

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Source: mckinsey.com
 More Frameworks: Illustrative List
• STP Analysis
• SWOT Analysis
• Situation Analysis: 5Cs
• 4Ps of Marketing
• RBV – Resource Based View
• BCG Matrix
• Ansoff Matrix
• Cost-Benefit Analysis

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 Basic Marketing Concepts
Value Proposition

Product Price

Promotion Place

Brand Equity
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Segmentation, Targeting & Positioning (STP)

Basis of Segmentation:

• Geographic

• Demographic

• Psychographic

• Others (Usage Rate, Occasion

etc.)

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 Consumer’s Decision Making Process

Evaluation Post-
Problem Information Purchase
of Purchase
Recognition Search Decision
Alternatives Behavior

The Five-Stage Model

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 Analyzing the Consumer

Motivation Theories

• Maslow’s Theory

• Herzberg’s Two-Factor Theory

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Frameworks to Evaluate Consumer Attitudes

• Tri-Component Model (ABC)

• Attitude-Towards-Ad Model
Cognition
• Attitude-Towards-Behavior Model Affect
/ Beliefs
• Theory Of Reasoned Action
(TORA)
Conation
• Elaboration Likelihood Model
(ELM)
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 Approach to a Marketing Case Study
Perceptual Map
• Define Objective

• Identify Issues
Product

• Advertisement Analysis
B
Product
A

• Analysis of Consumer Data

• Gap between existing situation

Product
C
Product
D
and ideal situation

• Recommendations
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 Frameworks for Firm Analysis

• VRIN Analysis
Cost
Differentiation
Leadership

Competitive Scope
Broad vs Narrow
• Value Chain Analysis
STUCK-IN-
THE-
• Primary Activities MIDDLE

• Secondary Activities
Focused Cost Focused
• Competitive Strategies Leadership Differentiation

Cost vs Features 18
 Basic Operations Concepts

Production Push vs Pull

Systems Manufacturing

Made to Stock Made to Order

(MTS) (MTO)
Focus on
Efficiency
Operations Focus on
Frontier Responsiveness
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 The Product-Process Matrix
HIGH
Job Shop

Batch
Product Variety

Production

Mass
Production

Continuous
Production
LOW
LOW HIGH
Process Flexibility 20
Sample Case

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Caselet
There is a Telecom company in the Philippines, in South East Asia. It
was growing at a rate of 10%. However, the growth has stagnated. Find
out the reasons why?

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Rule 1: Clarify the problem statement

10% of sales in units?

Growth
10% of sales in $?

Telecom Infrastructure
company
Telecom Industry
Telecom Service Provider

Only Philippines?
Geography
Other SE Asian countries

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Time Frame Stagnation since?
Rule 2: MECE
Variety

Revenue Value(Price)

Volume

Profitability Fixed Costs

Costs
Variable Costs

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Profitability: Revenue Side
Variety Value(Price) Volume
• Fixed line service Competitors have
• Value Added Services (VAS) dropped prices by 20%
in the industry

Market Market Share

•Use PORTER’S 5 forces Product Price Place Promotion
framework
• Analyse complements & • Brand • Signalling by • Types of • Advertising (B2C)
• Quality of the price (luxury vs • Trade Discounts (B2B)
government policies distribution • Must ensure both
product commodity) channels medium and message
• Availability and are correct
New entrants have visibility
disrupted the industry Existing
Core product
WTP of distribution
Increased BP of customers offering is no
consumers channel
due to increase of mobiles longer
for fixed line doesn't offer
attractive to
has reduced sufficient
Government has banned the customer
coverage
promotions

Rule 3: Be innovative. Think above standard frameworks

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 Profitability: Cost Side
Fixed Costs Variable Costs
• Machinery –
Market Position Distribution Customers
depreciation
• Administrative costs Labour Store Discounts
• Rent – Stores and • Non-managerial staff •Warehousing – rationalize •Trade discounts
corporate office • Store staff warehouses •Customer discounts
• Marketing costs – •Transportation –
advertising Energy rationalize points of sale Post-Sales Service
•Fuel – petrol, diesel, coal, •Installation
• Capital structure – Debt
natural gas Margins •Maintenance
vs. Equity •Electricity – captive, •Given to wholesaler and •Spare parts
• Technology – change and bought retailers •Labour
up gradation •Sales force margins •Replacement (warranties)

Rule 4: For cost analysis, always draw the entire supply

chain of the product/company.

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 Rule 5: Always give recommendations

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 What will you do?
Understand the reason why the company is seeking new avenues of growth? Current market
Why? declining , attractive opportunity in other markets, eroding market share, etc.

Old Market
• Variety – NPD
Introduce new products which are • Value – Increase RPU
adjacent to existing products or • Place – Increase POS
complementary to existing products • Product – Bundling of products
New Market

Vertical and Horizontal integration Enter new geographies – try and enter
geographies which are similar to the ‘old
market’

New Product Old Product

Rule 5: Always prioritize options before recommending them

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Delivering Impactful
Presentations

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An effective presentation is high on content and
communication quality

Content

L H
Communication 30
Focus on 5 key levers to make an impact

Structure

Content Message

Aesthetics
Impactful
Presentation

Oral
Language
Communication
Body
Language
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Structure the presentation by making a story-
board
➢Plan the time Cover M1 M2

➢Number of slides
➢One message per slide M3 M4 M5

➢Draft headings
Summary
➢Template selection M6 M7
/Closure

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Prepare content slide(s) with a clear message

Text Audio-Visual Info-graphics

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Select the degree of visual appeal

Basic Advanced

• No typos • Colour Scheme

• Font type, size and colour • Imagery
• Alignments and spacing • Animation
• Overall consistency
• References
• Headers/Footers

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Use the 7Cs in your oral communication

Correctness Clarity Conciseness

Completeness Consideration Concreteness

Courtesy

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Use body language for total impact
Pan the eye
contact

Avoid Correct
excessive positioning of
movement hands

Facial
Erect stance
expressions

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Thank you

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APPENDIX

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Market: STP Analysis

Market Target Product

Segmentation Marketing Positioning

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SWOT Analysis

Strengths Weaknesses

Opportunities Threats

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Situation Analysis – 5 Cs
• Context / Climate
• Company
• Collaborators
• Customers
• Competitors

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4Ps of Marketing

Contingency
Planning
Problem
Definition
Action/ Marketing
Implementation
Plan
Statement of
Product Price Place Objectives Promotion
Recommendation/
Decision Making
Criteria/
Yardsticks
Evaluation of
Options
Generation of
Options
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VRIO Analysis

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Source: strategicmanagementinsight.com
BCG Matrix

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Source: valuebasedmanagement.net
Ansoff Matrix

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Source: mindtools.com
Cost Benefit Analysis

Contingency
Planning
Problem
Definition
Action/
Implementation
Plan
Statement of
Objectives
Costs
Recommendation/
Decision Making
Benefits
Criteria/
Yardsticks
Evaluation of
Options
Generation of
Options
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 Porters’ Five Forces Model
Threat of
New
Entrants

Used to perform
Suppliers’ Intra- Buyers’
Industry Analysis Bargaining Industry Bargaining
and evaluate Power Rivalry Power
attractiveness of a
particular industry

Threat of
Substitutes

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