A specific starting question
Framed the acquisition around retention, rather than revenue growth alone.
The company view / Illustrative example
The recommendation
is only the beginning.
See the work, the decisions behind it and the questions you can take into an interview. Open the source excerpts and explore what changed.
Fictional companies and participant. A guided example, not a complete employer delivery or a signed candidate record.
Employer viewIllustrative example · No real candidate data
The submitted work, in context
Acquire, but on an earn-out tied to retention.
A report excerpt and the observations you can follow back to their source.
Acquisition memoReport excerpt
The recommendation
Acquire GreenCrate only through an earn-out tied to retention. Northfield should pay for demonstrated customer value, rather than assuming that recent revenue growth will continue.
Why these terms
The case pack shows that 58% of customers leave within three months. Churn begins in week 2, before any price change. I would therefore investigate onboarding and the first repeat order before committing to a pricing-led turnaround.
What I would do next
Test the onboarding change on a defined cohort. Track repeat orders, refunds and retention together, with a comparison cohort where feasible. Agree the measurement period and earn-out conditions before closing.
The condition that changes the decision
If month-six retention remains below 30% after the onboarding change, I would walk away. The proposal depends on improving repeat behaviour; market growth alone does not remove that risk.
What the record makes visible
A branch deliberately set aside
Set pricing aside because the timing of churn pointed to an earlier customer-journey problem.
A recommendation that changed
Moved from an outright purchase to an earn-out after revisiting the cohort data.
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