Growth strategy cases: a framework for finding new revenue

A framework for growth strategy case interviews: existing customers, new customers, new products and acquisitions, with sizing maths and an example. 6 min readUpdated 12 November 2026By the Prepper team

A growth strategy case asks how a company can increase revenue, usually by a stated amount in a stated time: "double sales in five years". The trap is listing ideas. The interviewer wants options that are sized, compared and chosen.

The framework

Source of growth	Options	Speed	Risk
Existing customers, existing products	Price, purchase frequency, basket size, less churn	Fast	Low
New customers, existing products	New regions, new segments, new channels	Medium	Medium
Existing customers, new products	Adjacent products, services, bundles	Medium	Medium
New customers, new products	New businesses, acquisitions	Slow	High

Work from the top down. Growth close to the current business is cheaper and more certain.

Size every option the same way

Revenue = customers × purchases per customer × price.

For each option, say which of the three it changes and by how much. Then compare options on four points: size, cost, time and whether the company can do it.

Worked example

A coffee chain with 200 shops and €100m of revenue wants €150m in three years.

Option	Maths	Extra revenue
Raise prices 4%	€100m × 4%, assuming volume holds	€4m
Loyalty app: one more visit a month from 10% of customers	Sized at about 5% of sales	€5m
60 new shops at €0.5m each	60 × 0.5	€30m
Sell beans in supermarkets	2,000 stores × €5,000	€10m

Together that is €49m, which reaches the target only if everything works. New shops deliver most of it, so the recommendation depends on whether 60 good locations exist and can be funded.

Mistakes

Jumping to new countries or acquisitions before checking price and existing customers.
No numbers on the options.
Ignoring what limits growth: cash, people, sites, supply. In the food bank case, supply and site capacity decide the answer, not demand.

Frequently asked questions

What is a growth strategy case?
A case in which the client wants to increase revenue, and you must find, size and prioritise the options.
What framework should I use for a growth case?
Split growth into existing or new customers and existing or new products, then size each option as customers times purchases times price.
How is a growth case different from a market entry case?
Market entry tests one option in depth. A growth case compares several options, of which entering a new market may be one.

What is a growth strategy case?

A case in which the client wants to increase revenue, and you must find, size and prioritise the options.

What framework should I use for a growth case?

Split growth into existing or new customers and existing or new products, then size each option as customers times purchases times price.

How is a growth case different from a market entry case?

Market entry tests one option in depth. A growth case compares several options, of which entering a new market may be one.