Note for Interviewer

If the candidate asks about the option to launch additional mobile clinics, inform them that we are indeed thinking about launching 1 additional clinic. We are debating between three clinic options: Austin, Denver, and Chicago. 

In these centers we offer checkups, vaccinations, and neutering services. Each veterinarian on site specializes in a particular offering. If we launched in Austin, we would have 20 veterinarians. In Denver we would have 12. In Chicago we would have 16.

Note for Interviewer

Next:

The candidate should recognize that there is no point in calculating anything at the moment, as they would not get revenues from these numbers.

An optimal candidate would ask for data helping them to calculate revenues, in particular any information around how much revenue each service/veterinarian type would bring in. Once they have asked for this information in the right way you can provide them with the following information.

Note for Interviewer

An optimal candidate with recognize two things:

1. Revenues of $19.2M falls short of our target of $25M
2. We can neither conclude the case nor leave the topic of “additional centers” until we have exhausted all options

The true test of case leadership will be that the candidate understands both of the points above.

If the candidate does not understand the above, hint/prompt them to this understanding.

An optimal candidate needs to ask the following questions before moving on in the case.

Question 1: Given we are just under $6M short of our target with Austin, is there anything we can do to drive revenues a bit higher for Austin? This could be by, for example, bring in more vets, running more services per month, or similar?

Answer: No

Question 2: Are we only able to launch 1 additional vet clinic?

Answer: Yes

Question 3: Are there any other city options available to us?

Answer: No

An excellent candidate will ask all 3 of the above (or combine them) before moving forward in the case.

Note for Interviewer

Since the candidate recognizes that only launching an additional service center is not sufficient, they should drive towards additional solutions/options for driving revenue forward. If they ask for additional services and/or products that we could launch, inform them that we are considering implementing radiology and imaging services at our existing clinics.

Inform the candidate that each clinic would have 2 radiology vets running 50 imaging services per month at a rate of $500 per service.