Interviewer view · keep this screen to yourself

Sales up, share down

You run the case. Read the prompt, answer questions from the notes below, and share data only when the candidate asks for it or gets stuck. Score at the end.

Case timer

00:00

Target length:

1. Read the prompt aloud

Read it slowly, then pause. Let the candidate ask questions before they structure.

A table shows our sales in Europe rising from EUR 100 million to EUR 120 million, while the market grew from EUR 400 million to EUR 600 million. The client says: "We are doing great." Are they?

2. Answers to clarifying questions

This case has no scripted clarifying answers. Answer from the prompt, and say "assume what you think is reasonable" if the prompt does not cover it.

3. A model structure

Compare the candidate's structure with this one. A different split can be just as good if it is clean and fits the problem.

Compare absolute growth with share
- Our growth
- Our share before and after

4. The working, step by step

Each step shows how a strong candidate works it out. Share a new fact from it only when the candidate asks or is stuck, and let them do the math: the result in the dark box is what they should reach.

Step 1: Our growth
What a strong candidate does: From 100 to 120.
Our growth (percent): (120 - 100) ÷ 100 × 100 = 20
Step 2: Share before
What a strong candidate does: 100 out of 400.
Share before (percent): 100 ÷ 400 × 100 = 25
Step 3: Share after
What a strong candidate does: 120 out of 600.
Share after (percent): 120 ÷ 600 × 100 = 20

The recommendation to listen for

At the end, say: "The CEO walks in. What is your recommendation?"

No, the client should not call this great performance, because sales grew 20 percent while the market grew 50 percent. As a result, share fell from 25 percent to 20 percent, a loss of 5 percentage points, which means competitors are growing faster. The risk is that the gap keeps widening if the market's growth comes from segments or channels where the client is weak. As a next step, split market growth by segment and channel to find where competitors are winning.

Score the candidate

Score each criterion from 1 to 5. A 2 or a 4 sits between the descriptions.

This case has no exhibit. Score Exhibit reading on how the candidate used the data you gave them: did they pick out the number that matters and say what it means?

Structuring

1: No clear structure, or a memorized framework that does not fit the problem.
3: A sensible structure, but with some overlap, a gap, or no clear priority.
5: A structure built for this problem, with no overlap and no gaps, a stated hypothesis, and a clear first step.

Math

1: Frequent errors, no units, or needed heavy help to finish.
3: Right answers but slow or messy working, or one error caught late.
5: Accurate and clearly narrated, with units, a sense check, and what the number means.

Exhibit reading

1: Read the chart aloud without finding the number that matters.
3: Found the key number but gave only part of the so-what.
5: Pulled the right number quickly and said what it means for the case.

Synthesis

1: Summarized what was done, with no clear answer.
3: Gave an answer, but with weak reasons or no next step.
5: Answer first, then two or three reasons with numbers, the main risk, and next steps.

Communication

1: Hard to follow: long silences, no signposting.
3: Clear most of the time, with some rambling.
5: Calm and concise, signposted each step, and checked in with the interviewer.

Total

0 out of 25

Score all five criteria to see the band and the feedback template.