Hi I have a question. Should a go to market strategy (the client already decided to enter the market) consider only elements related to a commercial strategy like the following:
1. Customer segments
2. Product offering
3. Value proposition
4. Sales strategy (pricing, marketing, commercial team…)
Or we should also consider elements related to the manufacturing strategy? e.g. how are we going to procure our materials, where are we going to manufacture our products, etc
Many thanks!
Hi there,
Completely agree with Tyrion here.
A GTM strategy should not only consider x elements. Period.
Because every GTM scenario is going do be different.
Does BCG and McKinsey pitch the same GTM to every client? Of course not! Because their scenario/situation is different.
You need to think through the objective and context of the specific prompt.
The 4 Ps can often work here. As can 1) Figure out our product (design + production) 2) Figure out how to speak to our customers (messaging) 3) Figure out how to get it to our customers
But, again, there are a multitude of possible frameworks here, depending on the prompt.
Please read this! https://www.preplounge.com/en/articles/how-to-shift-your-mindset-to-ace-the-case
Dear candidate, please consider a solution that is great for you to solve the case you are given. It should be top and should be easy for you. For example you can also be creative and mention unique categories such as product launch success factors, new innovative marketing ideas, market celebration introductions, new patented supportive products, company's overall situation. Best regards.
Hi there,
I would aim to be as holistic as possible upfront. And then offer the possibility of diving deep into each area with the interviewer.
See the interview as an actual discussion that you're having with them.
Best,
Cristian
It's not a bad start to want to lean on ‘standard’ framework approaches that resonate with certain problem types, but great candidates go further. They do this by leaning into the specifics of the Case and for that, one needs to know more than just the kind of action the client wishes to take. It should be supported by specific information provided in the Case prompt that allows the consultant to devise a customised approach to tackle the problem.
A drawback of searching for the silver bullet, one-size-fits-al is that in the very question you have asked, I can think of several GTM scenarios off the top of my head that would not have any manufacturing component:
In these examples, the 4 categories you listed are a great starting point. However, while there are likely no manufacturing components, you would also want to add distribution channels to the mix; additional partnerships; organisational design elements (especially if the GTM would represent a seismic shift from the company's usual operations and/or if they need to exploit new technologies). And within your initial 4 categories, you would also want to make sure you are asking the right questions that have been prioritised according to the client's specific situation.
All the best to you in your Prep! :-)
Hi,
Tyrion said it best! This is a great starting point, and a useful template to have in the back of your mind when tackling a case. However, make sure to make your framework specific to the case at hand. In some cases, you will also want to think about manufacturing, distribution, marketing, competition, etc. It all depends on the case at hand.
