ABC Company

Case Study Prompt

Your client, ABC company, has one main customer, XYZ. Revenues from XYZ have been declining. How should they grow revenues from XYZ?

Additional information about the client:

• XYZ represents 30% of ABC’s revenues.
• ABC has over 100 customers in total.

Case Study Overview

Your client’s biggest customer is facing declining revenues, and in this Kearney case study, it’s up to you to do a deep-dive into the profitability and find a solution for your client.

Want to prepare for a first round Kearney interview? We recommend that you blend frameworks (including the Profitability Framework) and your own business acumen to build a custom framework to solve this case.

There are no diagrams/math exhibits in this case. The qualitative difficulty is 1 out of 4, which makes this a beginner level case you would likely see in a Kearney first round.

Kearney Interview Tips

What does Kearney look for in its case interview candidates? A high degree of comfort with numbers and an ability to problem-solve like a boss.

Make sure your mental math is sharp, and you are comfortable with problem-solving.

For this case, make a point to come away with one takeaway or area you can improve.

For out-loud practice with an expert, book an hour with an ex-MBB coach.