Schedule mock interviews on the Meeting Board, join the latest community discussions in our Consulting Q&A and find like-minded Interview Partners to connect and practice with!
Back to overview

Growth Strategy for a Pipeline Engineering Firm specializing in inspection, repair and maintenance of non-standard pipelines

I am intrigued as to how you would structure this interview question. You are not expected to elicit questions to gather data, but rather to think / brainstorm on spot about the growth strategy. The only information that we know is that the firm is small (valuation ~$3M) and is currently operating globally (in both developed and developing countries).

Hint: think about productisation, geographic expansion and M&A. 

Thank you guys and I really appreciate your input!

2
3.8k
12
Be the first to answer!
Nobody has responded to this question yet.
Top answer
Anonymous B
on May 26, 2018

I would structure this in the following way . 

1. Current revenue stream :

a. Get longer term contracts from the current suppliers . ( build relationships with current customers )

b. Marketing about the service and quality in industrial journals / directly going to maufacturing comapnies and offering discounts on first service. 

New Revenue Stream : 

a. Explore New markets 

b. Explore new suppliers in the same markets 

c. Go into online video tutorial for self maintenance of pipelines ( users will have to subsribe for the videos )

d. ) Enter into manufacturing pipes as well ( with all the experience gained over the years of maintaining the pipes ) 

I would prioritize both a and b in current revenue streams and b and c in new revenue streams looking at the feasibility of these ideas .

3
Deleted user
on May 26, 2018
And these are just organic ways . Adding to this would be the inorganic ways of partnering with or acquiring some other firms in the geographies that have the maximum businesses of servicing of pipelines .
Deleted
Coach
on Jun 02, 2018
Google Product Manager | Ex- BCG Consultant | References Available

Hey there - adding another approach here for comparison

Going to assume growth strategy means growing topline revenue here, and not profitability (in which case cost cutting could also be a viable "growth" strategy).

The framework I would use is:

Growing revenue = Setting right goals + Executing appropriately

Goal 1: Sell more existing services

  • Selling more services to existing clients: e.g., capture more wallet share, through bundled services, upselling complementary services (inspection + repairs
  • Acquire more clients + position firm in high growth areas: find which areas of market is growing fastest, invest in marketing and sales to capture more clients. M&A could be an option here - find complementary companies with complementary clients
  • Lift prices to clients: understand what is the value you are providing to clients and try to capture more of the value

Goal 2: Develop new services (would deprioritize given how small the company is, should not spread itself too thin)

  • Develop complementary services: e.g., which other services are needed by existing clients, which we can develop? e.g, what about inspection, repair and maintenance of  standard pipes? Again, M&A is an option here

Lastly, productisation is an interesting concept.  In tech, usually it means packaging a product so it is much more scalable and requires less human input. This could be a viable strategy to increase self-service from clients, and decrease cost to sell, and increase velocity of selling. If there is a way to do this for the services above, then it is also viable.

Similar Questions
Consulting
Has anyone tried any of the AI Interview Tools for MBB before?
on Mar 25, 2025
Global
10
10.9k
Top answer by
Iman
Coach
Systemiq | Ex-BCG | 10 years experience with 8+ specialising in sustainability | Free Intro | Ex-PrepLounge candidate
343
10 Answers
10.9k Views
+7
Consulting
Revolut Case interview
on Mar 01, 2025
Global
5
11.0k
Top answer by
#1 rated MBB & McKinsey Coach
355
5 Answers
11.0k Views
+2
Consulting
Open ended cases with "no objectives" or "multiple objectives"?
on Mar 24, 2025
Global
4
700+
Top answer by
Lorenzo
Coach
IESE MBA | Bain&Co | OC&C | Private Equity | Consumer Goods
41
4 Answers
700+ Views
+1
How likely are you to recommend us to a friend or fellow student?
0 = Not likely
10 = Very likely
Thanks for your feedback! Your opinion helps us make PrepLounge even better.