Shey Investment seeks to design and implement an online training program for 300 financial consultants covering mutual funds knowledge and sales techniques. The case involves framework development for program design, mathematical calculation of pilot graduation rates (only 15 of 40 participants), and strategic recommendations to improve completion rates and define success metrics. Key insight: low completion rate (37.5%) is the critical issue, not just exam pass rate.
Key Insights:
- Implementation cases require a four-part framework: the offering/program design, the target audience/learners, feasibility assessment (talent, time, budget), and execution/implementation approach
- The math exercise reveals a completion rate problem (18 of 40 = 45%) that precedes the exam pass problem (15 of 18 = 83%), suggesting content quality, motivation, or scheduling issues are more pressing than assessment rigor
- Success metrics should span both learning outcomes (completion, knowledge retention) and business outcomes (sales increase, fewer advising mistakes, improved customer satisfaction) to justify the program investment
- Candidates should contextualize quantitative findings by recognizing that 40 participants represents 13% of the 300-person consultant base, making pilot results statistically meaningful but requiring validation at scale