1. Case Practice Workshop
Oct 26th

2. Agenda
• Recap of case commandments
• Last week recap
• Profitability Framework
• Profitability Case
• Behavioural interviewing
• Brainteasers

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. Sample Case: Problem Statement
• A hospital group has been experiencing growing pains
and has asked our firm for help.
• The hospital group originally consisted of one hospital and then it
acquired 3 other hospitals, and its profits are going down.
• CEO of the main hospital changed; it was originally an MD doctor now
it is a business experience MBA.
• No change in external market conditions

8. Exhibits

9. Recommendations
• Revenue decline because of lower number of patients
with private insurance
• This is due to a change in perception of private physicians
after management change
• The main hospital needs to establish strong relationship
with the physicians
• Aggressively market the billing outsourcing service
• Reason: Increases profitability for physicians by 20%