Interviewer no think about why would someone want to

Interviewer No. Think about why would someone want to go here other than say a
Reliance Fresh?
Ruchika Primarily because it is near me or during emergencies. I would rather take
out time over the weekend and go to a Reliance Fresh and buy everything
in one go.
Interviewer Okay, if that is the case, how can this store gain market share.
Ruchika
Okay, so the target includes bachelors who are lazy and like convenience.
So what this shop could do is –
A) it could provide varieties that others don’t have and could charge a
premium on that and cross subsidize the price.
B) It could provide discounts.
C) It could provide door to door services which would be much cheaper
for the customer versus other options.
Interviewer Bang on, this is exactly what we did. You have solved the case.
57

Approach
Grocery Store
Consumer
Behaviour
Revenue Volumes
Needs
Value
Additions
Quality
Diversified
Products
Door to Door
Service
Discounts
Focus for market
share
Geography
Compared to close
competitors
Market Share Estimation – GROCERY RETAIL
58

Performance Improvement – IT CONSULTING
Problem Statement: Can
you tell me the KPIs of the sales team required for hunting
?
The Interview
Candidate : Maitresh Agarwal
Sector : IT consulting
Interviewer Good Morning, Maitresh. Why don’t you start by telling me something
about yourself?
Maitresh Good Morning. I was born and brought up in Bihar and have completed my
primary and secondary education from Patna. I joined Economics Program
at IIT Kanpur for my under graduation and was working with PwC Diamond
Office in Mumbai for 10 months before joining MBA program here at IIM
Bangalore.
Interviewer Great, so you do have some bit of experience in the industry.
Maitresh Yes Sir
Interviewer Okay so let’s start with a case. We are an IT Consulting company. We have
few, but big marquee clients who want to improve their hunting
capabilities. Can you tell me ways to help them achieve this goal?
Interview
Progress
I started with preliminary questions – what kind of clients,
where/what/who are we?
Maitresh I restated the problem and asked what exactly am I required to find out.
Interviewer Can you tell me the KPIs of the sales team required for hunting?
Company : Bain & Co.
Type of Case : Cost reduction
Maitresh For the client hunting team – KPIs – Revenue per sale employee, clients
converted per employee per unit time
Interviewer Which one do you think is the metric of higher priority?
Maitresh Revenue – because number quality of client matter, not just the number
Interviewer Okay, how would you improve this metric for the sales team?
Maitresh Performance linked incentives for the sales (hunting) team so they
achieve the KPIs
Interviewer Ok, let’s say the sales team is incentivized and everything. The
organization has many functions that support the sales team – e.g.