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    Consulting 101

    Uploaded by

    Simontika Sen

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    © All Rights Reserved
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    Consulting 101

    Uploaded by

    Simontika Sen
    7 views13 pages

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    © © All Rights Reserved

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    Copyright:

    © All Rights Reserved
    Download as XLSX, PDF, TXT or read online from Scribd
    Download as xlsx, pdf, or txt
    7 views13 pages

    Consulting 101

    Uploaded by

    Simontika Sen

    Copyright:

    © All Rights Reserved
    Download as XLSX, PDF, TXT or read online from Scribd
    Download as xlsx, pdf, or txt
    of 13

    btribe.

    in
    Everything MBA!

    Agenda

    1. Consulting interview breakdown Interviews:


    2. Evaluation criteria
    3. Building "..............."
    4. Case discussion!
    5. Q&A

    Build strong business acumen

    Frameworks

    Intro + prelim HR questions


    3-4 mins

    What are they looking for???


    Primarily around business case discussions 80%

    Profitability Revenue impr


    Cost excellence

    GTM/ Market Entry


    M&A
    ..
    ..

    strong business acumen Business owners

    don't work
    important because they give you a starting point

    + prelim HR questions Fit Questions Case Interview


    0-5 mins ~30-45 mins

    are they looking for???


    Structured thinking
    Prioritization
    Logical
    Strong communication skills
    Thinking on your feet

    SELLLLLLLLLL
    Q&A
    5 mins
    btribe.in
    Everything MBA!

    Lenskart
    Date with Peyush Bansal & team
    Case statement: Lenskart has built a strong omnichannel business se
    while not increasing the spend on marketing (refer d

    Case facts: No price increase


    Same product range. No new additions/ removal.
    There are no supply chain constraints/ challenges
    Peyush & team are ready to invest on other avenues
    PAN- India Market Leader followed Titan Eye

    Market Share % 10%


    Market Size INR Mn 125000
    Particulars UOM LY/ CY E
    Revenue INR Mn 12500
    --Online 3125
    --Offline 9375
    Marketing INR Mn 2500

    Marketing Spend % 20%

    New customers % 55%


    Repeat customers % 45%

    # of customers # 5000000
    New customers # 2750000
    Repeat customers # 2250000

    Average revenue per customer INR p.a 2500

    Marketing INR Mn 2500


    --ATL Spend (mass media) INR Mn 1000
    ---BTL Spend (Targeted cust spend) INR Mn 1500

    Conversion % 7.6%
    Online % 2%
    Offline % 30%

    CAC (Customer Acquisition Cost) INR 545


    Fully loaded CAC ((BTL + ATL Spend)/ No. of new customers)
    Traffic % 100%
    Online % 80%
    Offline (footfalls) % 20%

    Traffic # 65,789,474
    Online # 52,631,579
    Offline # 13,157,895

    Footfall p.a per store on average # 50000


    Stores # 263

    Sensitivity
    If footfall is expected to grow by 20% yoy, we would need to add 123 stores
    If footfall is expected to grow by 10% yoy, we would need to add 158 stores
    If footfall is expected to de-grow by 10% yoy, we would need to add 252 stores
    strong omnichannel business selling Eyecare products on the back of excellent marketing efforts and product quality. It is now a mature b
    g the spend on marketing (refer data below). Evaluate the feasibility of achieving such an aggressive target.

    e. No new additions/ removal.


    y chain constraints/ challenges
    ready to invest on other avenues if req but not spend on marketing
    rket Leader followed Titan Eye India

    17% Derived
    143750 Secondary research says market is growing by 15%
    NY YoY Growth Assumptions
    25000 100% Offline focus
    6250 100% 3593.75
    18750 100% 18750
    2500 0% 22,344

    10%

    60% Client driven assumption/ Market research


    40%

    8717798 Derived
    5230679 90.2%
    3487119 55.0%

    2868 15% Client driven assumption/ Market research; Model numbers based on historical context

    2500
    1000
    1500

    9.4% Derived
    3% Client driven assumptions; 3% max is the best case
    35%

    287 -47.43% Unrealistic


    100%
    80%
    20%
    Incremental
    92,742,531 26,953,057
    69,556,898 32.16% 16,925,319
    23,185,633 76.21% 10,027,738

    45000 50000 is client data; Assumption


    515 252
    uct quality. It is now a mature brand and intends to cut down on marketing spend % to improve its bottomline. The CEO intends to 2X the
    t.

    What you as a consultant should do:

    Online Focus
    6250
    10781
    17,031

    s based on historical context


    ut down on marketing spend % to improve its bottomline. The CEO intends to 2X the revenue in 1 year

    Ask meaningful questions. Peyush & team will share data to whatever extent possible.

    Learnings:
    1. UOM: Unit of measurement

    2. LY: Last year CY: Current Year, E: Expected, NY: Next year
    3. Read and re-read the case statement
    4. Not to jump to solutions
    5. Organic v/s inorganic growth
    6. Typically e-commerce conversions ratios 2-3%; Offline 30%

    Clarifying questions
    Q1: Product wise share in sales
    Q2: New customers v/s repeat customers
    Q3: Only organic expansion
    Q4: How fast is the market growing?
    Q5: Tier 1, Tier 2+ cities

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