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Business Case on Customer Value Proposition

Anonymous asked on Aug 09, 2019 - 1 answer

For a case interview in the strategy division of a retail company which sells consumer electronics products (such as audio & video equipment, PCs, small and large domestic appliances and mobiles), I was asked to identify a new Customer Value Proposition which will either win market share or grow customer life time value for Millennials (under 35s).

How would you structure the answer to this questions?

Thanks a lot,

Guido

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Sidi
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replied on Aug 16, 2019
McKinsey Engagement Manager & BCG Consultant | Interviewer at McK & BCG for 7 years | Coached 100+ candidates secure MBB offers
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Hi! You will have to first define your focus metrics. So what is market share (it is measured differently in different industries), and what is the definition of CLV? Then you disaggregate each element of the definition into its drivers, and then you ddevelop ideas how you can positively influence each driver via a Customer Value Proposition. Essentially, it is nothing but a logic exercise, after which ou have to be a little bit creative.

Cheers, Sidi

Hi Sidi, thank you for your reply — Anonymous on Aug 20, 2019