MECE framework to grow in sales

growth growth analysis growth matrix growth strategy
New answer on Apr 10, 2021
2 Answers
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Anonymous A asked on Apr 10, 2021

Hi. I have worked several case interviews about growth, with different approaches to answer.

For example, I can use this framework:

-Existing customers: sell same products, sell new products (cross-selling)

-New customers

-New geographies

-M&A

But this is a so simple. Could I build a more robust framework?

Thanks!

(edited)

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Ian
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replied on Apr 10, 2021
BCG | 100% personal interview success rate (8/8) and 95% candidate success rate | Personalized interview prep

Hi there,

I'm going to take a step back and answer the question you're really asking: How do I use frameworks in a case?

If there's anything to remember in this process, is that cases don't exist just because. They have come about because of a real need to simulate the world you will be in when you are hopefully hired. As such, remember that they are a simplified version of what we do, and they test you in those areas.

As such, remember that a framework is a guide, not a mandate. In the real-world, we do not go into a client and say "right, we have a framework that says we need to look at x, y, and z and that's exactly what we're going to do". Rather, we come in with a view, a hypothesis, a plan of attack. The moment this view is created, it's wrong! Same with your framework. The point is that it gives us and you a starting point. We can say "right, part 1 of framework is around this. Let's dig around and see if it helps us get to the answer". If it does, great, we go further (but specific elements of it will certainly be wrong). If it doesn't, we move on.

So, in summary, learn your frameworks, use the ones you like, add/remove to them if the specific case calls for it, and always be prepared to be wrong. Focus rather on having a view, refering back to the initial view to see what is still there and where you need to dive into next to solve the problem.

Hope this helps :)

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Florian
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replied on Apr 10, 2021
Ex-McKinsey | 5+ years consulting experience | Active interviewer & coach | Healthcare industry | Inhouse Consulting

Hi,

your approach is focused only on volume, not on price (keep in mind: Sales = Volume * Price).

Furthermore, you are missing you can simply sell more of the same product to the same customers. M&A can be included in the other aspects, so I would remove it, as this would be more on the HOW.

I hope this helps. Please let me know if you want to discuss this in more detail, as I think the MECE-ness of your approach can really be increased.

Cheers, Florian

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Anonymous A on Apr 10, 2021
I will be happy if you can provide more detail, please
Anonymous B on Apr 10, 2021
Would probably require coaching!
Ian gave the best answer

Ian

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