Your client is a big financial services company in Germany that just implemented a Client Relationship Management (CRM) system. Its intention is to provide the leadership with a real time view into the organisation’s sales channel.
Before the introduction of the CRM system the sales teams have maintained the client sales information in separate Excel spread sheets. This made it very complicated for the managers to have an overview of the latest information.
At the end of the fiscal year, all sales teams have to migrate their sales data into the new system. They want our advice regarding the necessary change management.
More questions to be added by you, interviewer!
At the end of the case, you will have the opportunity to suggest challenging questions about this case (to be asked for instance if the next interviewees solve the case very fast).
This case is made to be interviewer-led. Therefore the interviewer should guide the interviewee through the interview.
This is a Human Capital Case and therefore is slightly different than other “Strategy” cases. Here the focus is more on the approach needed to introduce the change and make it sustainable.
The questions in the big boxes should be read out and shared with the candidate.
The case should be carried out in a conversational format with hints and clues in order to push the candidate through the questions.