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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.

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


OC and C Strategy Consultants

The client Office Depot (NYSE: ODP) is the largest office supply distributor in the United States. Headquartered in Boca Raton, Florida, the company sells directly to large corporations most of the time. Their selection of brand name office supplies includes business machines, computer software and office furniture, while its business services encompass copying, printing, document reproduction, shipping, and computer setup and repair.

Office Depot’s revenues and profits were going up linearly for the last several years, but then turned around. Their market share used to increasing year by year, but is now flat. That’s the main reason you have been hired. The CEO of Office Depot told you that his company is willing to spend lots of money whenever necessary, but demands high growth. So, what exactly should Office Depot do to achieve high growth?

Additional Information: (to be given to you if asked)

Office Depot currently serves 90% of large corporations, i.e., no potential for high growth in this segment alone.

Currently the client is the only national distributor. In the 1980’s there were thousands of mom and pop distributors, but they are mostly gone now, replaced with regional retailers.

The client has the best contracts with suppliers due to large volume.

The client also has the best quality of service. The service provided is unmatched in the industry.

The client has been losing customers to competitors. In fact, it invested a lot of money and recently implemented a large new purchasing system that keeps detailed purchasing information. Customer feedback indicates that all customers are ecstatic with the firm’s service, but find that it is often more expensive than its competitors.


Izak Informatique

Le marché des mutuelles francaises est en pleine concentration.

A votre avis, pourquoi ? Quel impact pour les sociétaires ?


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