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Sujets de cas

Les sujets de cas, ou business cases, sont un passage obligé dans la série d’entretien de recrutement des cabinets de conseil en stratégie. Retrouvez des contributions de candidats pour vous y préparer.

2ème tour

Our client is Deutsche Post AG (FWB: DPW), one of the world’s largest logistics groups headquartered in Bonn, Germany. Deutsche Post is the successor to the German mail authority Deutsche Bundespost, which was privatized in 1995. The Mail division of Deutsche Post inherits most of the traditional mail services formerly offered by the state-owned monopoly, for which it uses the Deutsche Post brand.

Historically, they have been the sole provider of mail delivery service in Germany. They have exclusive right to deliver letters under 50 grams in Germany. A few months ago, however, following the implementation of European legislation the German government passed a bill to deregulate the German mail delivery industry. The client is forecasting a 20% drop in revenue, and they would like to know how to proceed. What would you recommend Deutsche Post to do?


Simon Kucher & Partners

Un vendeur de pizza vend ses pizzas à un prix unique de 20euros TTC, à la baisse de la TVA il souhaite baisser son prix à 16euros TTC et vous demande s'il sera aussi rentable?


OC&C Strategy Consultants

Notre un client, un distributeur du type Castorama nous demande de l'aider, car ses ventes stagnent et ses marges s'erodent.

Comment procèdez-vous?


Oliver Wyman

Our client Republic Intelligent Transportation Services, Inc. (Republic ITS) is a licensed electrical contracting and transportation engineering company headquartered in Novato, California, United States. Republic ITS specializes in traffic solutions and services which include the installation, maintenance, repair, and replacement of traffic signals, streetlights, digital cellular technology upgrades, call boxes, etc. It was acquired by Siemens (NYSE: SI) in September 2010.

The client is a small company operating mostly in California. Recently, however, they are considering expanding into the Tri-state market (New York, New Jersey, and Connecticut), especially Manhattan in New York City. They want our help to determine whether they should enter the Manhattan market or not. How would you go about it?

Additional Information: (to be provided to you upon request)

- What is client’s goal of market entry? — Increase revenues and profits (no specific ROI target)
- Is the scope of the case to determine only entry into the Manhattan market? — Yes
- Does the client manufacture signals? — No, client only installs and maintains them.


Bain and Company

Bain was hired by Commonwealth Edison (commonly known as ComEd). It the largest utility company in Illinois, serving the Chicago and Northern Illinois area. ComEd is a unit of Chicago-based Exelon Corporation (NYSE: EXC), one of the nation’s largest electric and gas utility holding companies. ComEd provides electric service to more than 3.7 million customers across Northern Illinois.

Although ComEd produces both gas and electricity, we will only concentrate on electricity in this case. The electricity market is being deregulated. Regulations are changing so that customers can purchase electricity from any producer. The regulations also dictate that the transmission and generation sides of any utility company will be run separately. That means that the client must provide equal access to all generators of electricity who wish to transmit their electricity in the local market.

What does the client ComEd have to do to prepare for a competitive environment?

Additional Information:

ComEd serves 3.7 million customers across Northern Illinois:

- 300 large corporations (30% revenues)
- 170,000 small firms (30% revenues)
- Remainder are residential customers (40% revenues)
- Possible Answer:

The key idea here in this case is “business transformation”. To transition from being a publicly regulated utility to a profit-oriented competitor will require organizational changes, job/skill changes for empolyees, new procedures, and a new mindset. Some possible ideas are listed below.

Move to Activity Based Costing (ABC), which not only helps a large bureaucracy like ComEd re-organize into profit and loss centers, but also helps identify where costs are going.

Create metrics for sales, customer service, and installation. The new organization will need to develop a customer service orientation. In order to do this well, th


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