For over 100 years, Harvard has been using the Case Method to train businesspeople at their institute. So, what is it? The Case Method is a real-life story, usually presented in the form of a document or a video, in which you, the participant, have to react to real problems.
Participating in Case Studies are beneficial for testing your decision-making and building mental models. Much like the real case, you will be thrust into a major problem where there isn’t a clear-cut right answer. The answer isn’t the goal – it’s how you reach your conclusion.
Cases also help open up other perspectives. When done correctly, you should get exposure to how others arrived at their conclusions. What data did they focus on? How did their solutions differ from you? To truly get the most out of the Case Method, they must be done in a social setting. Debating ideas will help refine and sharpen your own perspective. Interestingly, some of the more junior members of the team can produce creative solutions. Or, senior members can help reinforce best practices, and explain why.
Salespeople can also use the Case Method to improve. For example, if you were pursuing a major account, how would your approach be different from that of your colleagues? Would you be more or less aggressive? Would you negotiate on price or ask for concessions?
