how to make problem statement in case study

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How to Write a Case Study: The Compelling Step-by-Step Guide

Is there a poignant pain point that needs to be addressed in your company or industry? Do you have a possible solution but want to test your theory? Why not turn this drive into a transformative learning experience and an opportunity to produce a high-quality business case study? However, before that occurs, you may wonder how to write a case study.

You may also be thinking about why you should produce one at all. Did you know that case studies are impactful and the fifth most used type of content in marketing , despite being more resource-intensive to produce?

Below, we’ll delve into what a case study is, its benefits, and how to approach business case study writing:

Definition of a Written case study and its Purpose

A case study is a research method that involves a detailed and comprehensive examination of a specific real-life situation. It’s often used in various fields, including business, education, economics, and sociology, to understand a complex issue better. 

It typically includes an in-depth analysis of the subject and an examination of its context and background information, incorporating data from multiple sources, such as interviews, observations, and existing literature. 

The ultimate aim is to provide a rich and detailed account of a situation to identify patterns and relationships, generate new insights and understanding, illustrate theories, or test hypotheses.

Importance of Business Case Study Writing

As such an in-depth exploration into a subject with potentially far-reaching consequences, a case study has benefits to offer various stakeholders in the organisation leading it.

• Business Founders: Use business case study writing to highlight real-life examples of companies or individuals who have benefited from their products or services, providing potential customers with a tangible demonstration of the value their business can bring. It can be effective for attracting new clients or investors by showcasing thought leadership and building trust and credibility.
• Marketers through case studies and encourage them to take action: Marketers use a case studies writer to showcase the success of a particular product, service, or marketing campaign. They can use persuasive storytelling to engage the reader, whether it’s consumers, clients, or potential partners.
• Researchers: They allow researchers to gain insight into real-world scenarios, explore a variety of perspectives, and develop a nuanced understanding of the factors that contribute to success or failure. Additionally, case studies provide practical business recommendations and help build a body of knowledge in a particular field.

How to Write a Case Study – The Key Elements 

Considering how to write a case study can seem overwhelming at first. However, looking at it in terms of its constituent parts will help you to get started, focus on the key issue(s), and execute it efficiently and effectively.

Problem or Challenge Statement

A problem statement concisely describes a specific issue or problem that a written case study aims to address. It sets the stage for the rest of the case study and provides context for the reader. 

Here are some steps to help you write a case study problem statement:

• Identify the problem or issue that the case study will focus on.
• Research the problem to better understand its context, causes, and effects.
• Define the problem clearly and concisely. Be specific and avoid generalisations.
• State the significance of the problem: Explain why the issue is worth solving. Consider the impact it has on the individual, organisation, or industry.
• Provide background information that will help the reader understand the context of the problem.
• Keep it concise: A problem statement should be brief and to the point. Avoid going into too much detail – leave this for the body of the case study!

Here is an example of a problem statement for a case study:

“ The XYZ Company is facing a problem with declining sales and increasing customer complaints. Despite improving the customer experience, the company has yet to reverse the trend . This case study will examine the causes of the problem and propose solutions to improve sales and customer satisfaction. “

Solutions and interventions

Business case study writing provides a solution or intervention that identifies the best course of action to address the problem or issue described in the problem statement. 

Here are some steps to help you write a case study solution or intervention:

• Identify the objective , which should be directly related to the problem statement.
• Analyse the data, which could include data from interviews, observations, and existing literature.
• Evaluate alternatives that have been proposed or implemented in similar situations, considering their strengths, weaknesses, and impact.
• Choose the best solution based on the objective and data analysis. Remember to consider factors such as feasibility, cost, and potential impact.
• Justify the solution by explaining how it addresses the problem and why it’s the best solution with supportive evidence.
• Provide a detailed, step-by-step plan of action that considers the resources required, timeline, and expected outcomes.

Example of a solution or intervention for a case study:

“ To address the problem of declining sales and increasing customer complaints at the XYZ Company, we propose a comprehensive customer experience improvement program. “

“ This program will involve the following steps:

• Conducting customer surveys to gather feedback and identify areas for improvement
• Implementing training programs for employees to improve customer service skills
• Revising the company’s product offerings to meet customer needs better
• Implementing a customer loyalty program to encourage repeat business “

“ These steps will improve customer satisfaction and increase sales. We expect a 10% increase in sales within the first year of implementation, based on similar programs implemented by other companies in the industry. “

Possible Results and outcomes

Writing case study results and outcomes involves presenting the impact of the proposed solution or intervention. 

Here are some steps to help you write case study results and outcomes:

• Evaluate the solution by measuring its effectiveness in addressing the problem statement. That could involve collecting data, conducting surveys, or monitoring key performance indicators.
• Present the results clearly and concisely, using graphs, charts, and tables to represent the data where applicable visually. Be sure to include both quantitative and qualitative results.
• Compare the results to the expectations set in the solution or intervention section. Explain any discrepancies and why they occurred.
• Discuss the outcomes and impact of the solution, considering the benefits and drawbacks and what lessons can be learned.
• Provide recommendations for future action based on the results. For example, what changes should be made to improve the solution, or what additional steps should be taken?

Example of results and outcomes for a case study:

“ The customer experience improvement program implemented at the XYZ Company was successful. We found significant improvement in employee health and productivity. The program, which included on-site exercise classes and healthy food options, led to a 25% decrease in employee absenteeism and a 15% increase in productivity . “

“ Employee satisfaction with the program was high, with 90% reporting an improved work-life balance. Despite initial costs, the program proved to be cost-effective in the long run, with decreased healthcare costs and increased employee retention. The company plans to continue the program and explore expanding it to other offices .”

Case Study Key takeaways

Key takeaways are the most important and relevant insights and lessons that can be drawn from a case study. Key takeaways can help readers understand the most significant outcomes and impacts of the solution or intervention. 

Here are some steps to help you write case study key takeaways:

• Summarise the problem that was addressed and the solution that was proposed.
• Highlight the most significant results from the case study.
• Identify the key insights and lessons , including what makes the case study unique and relevant to others.
• Consider the broader implications of the outcomes for the industry or field.
• Present the key takeaways clearly and concisely , using bullet points or a list format to make the information easy to understand.

Example of key takeaways for a case study:

• The customer experience improvement program at XYZ Company successfully increased customer satisfaction and sales.
• Employee training and product development were critical components of the program’s success.
• The program resulted in a 20% increase in repeat business, demonstrating the value of a customer loyalty program.
• Despite some initial challenges, the program proved cost-effective in the long run.
• The case study results demonstrate the importance of investing in customer experience to improve business outcomes.

Steps for a Case Study Writer to Follow

If you still feel lost, the good news is as a case studies writer; there is a blueprint you can follow to complete your work. It may be helpful at first to proceed step-by-step and let your research and analysis guide the process:

• Select a suitable case study subject: Ask yourself what the purpose of the business case study is. Is it to illustrate a specific problem and solution, showcase a success story, or demonstrate best practices in a particular field? Based on this, you can select a suitable subject by researching and evaluating various options.
• Research and gather information: We have already covered this in detail above. However, always ensure all data is relevant, valid, and comes from credible sources. Research is the crux of your written case study, and you can’t compromise on its quality.
• Develop a clear and concise problem statement: Follow the guide above, and don’t rush to finalise it. It will set the tone and lay the foundation for the entire study.
• Detail the solution or intervention: Follow the steps above to detail your proposed solution or intervention.
• Present the results and outcomes: Remember that a case study is an unbiased test of how effectively a particular solution addresses an issue. Not all case studies are meant to end in a resounding success. You can often learn more from a loss than a win.
• Include key takeaways and conclusions: Follow the steps above to detail your proposed business case study solution or intervention.

Tips for How to Write a Case Study

Here are some bonus tips for how to write a case study. These tips will help improve the quality of your work and the impact it will have on readers:

• Use a storytelling format: Just because a case study is research-based doesn’t mean it has to be boring and detached. Telling a story will engage readers and help them better identify with the problem statement and see the value in the outcomes. Framing it as a narrative in a real-world context will make it more relatable and memorable.
• Include quotes and testimonials from stakeholders: This will add credibility and depth to your written case study. It also helps improve engagement and will give your written work an emotional impact.
• Use visuals and graphics to support your narrative: Humans are better at processing visually presented data than endless walls of black-on-white text. Visual aids will make it easier to grasp key concepts and make your case study more engaging and enjoyable. It breaks up the text and allows readers to identify key findings and highlights quickly.
• Edit and revise your case study for clarity and impact: As a long and involved project, it can be easy to lose your narrative while in the midst of it. Multiple rounds of editing are vital to ensure your narrative holds, that your message gets across, and that your spelling and grammar are correct, of course!

Our Final Thoughts

A written case study can be a powerful tool in your writing arsenal. It’s a great way to showcase your knowledge in a particular business vertical, industry, or situation. Not only is it an effective way to build authority and engage an audience, but also to explore an important problem and the possible solutions to it. It’s a win-win, even if the proposed solution doesn’t have the outcome you expect. So now that you know more about how to write a case study, try it or talk to us for further guidance.

Are you ready to write your own case study?

Begin by bookmarking this article, so you can come back to it. And for more writing advice and support, read our resource guides  and  blog content . If you are unsure, please reach out with questions, and we will provide the answers or assistance you need.

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3 Problem statement examples and steps to write your own

We’ve all encountered problems on the job. After all, that’s what a lot of work is about. Solving meaningful problems to help improve something. 

Developing a problem statement that provides a brief description of an issue you want to solve is an important early step in problem-solving .

It sounds deceptively simple. But creating an effective problem statement isn’t that easy, even for a genius like Albert Einstein. Given one hour to work on a problem, he’d spend 55 minutes thinking about the problem and five minutes finding solutions. (Or so the story goes.)

Einstein was probably exaggerating to make a point. But considering his success in solving complex problems, we think he was on to something. 

As humans, we’re wired to jump past the problem and go directly to the solution stage. In emergencies, this behavior can be lifesaving, as in leaping out of the way of a speeding car. But when dealing with longer-range issues in the workplace, this can lead to bad decisions or half-baked solutions. 

That’s where problem statements come in handy. They help to meaningfully outline objectives to reach effective solutions. Knowing how to develop a great problem statement is also a valuable tool for honing your management skills .

But what exactly is a problem statement, when should you use one, and how do you go about writing one? In this article, we'll answer those questions and give you some tips for writing effective problem statements. Then you'll be ready to take on more challenges large and small.

What is a problem statement?

First, let’s start by defining a problem statement. 

A problem statement is a short, clear explanation of an issue or challenge that sums up what you want to change. It helps you, team members, and other stakeholders to focus on the problem, why it’s important, and who it impacts. 

A good problem statement should create awareness and stimulate creative thinking . It should not identify a solution or create a bias toward a specific strategy.

Taking time to work on a problem statement is a great way to short-circuit the tendency to rush to solutions. It helps to make sure you’re focusing on the right problem and have a well-informed understanding of the root causes. The process can also help you take a more proactive than reactive approach to problem-solving . This can help position you and your team to avoid getting stuck in constant fire-fighting mode. That way, you can take advantage of more growth opportunities.  

When to use a problem statement

The best time to create a problem statement is before you start thinking of solutions. If you catch yourself or your team rushing to the solution stage when you’re first discussing a problem, hit the brakes. Go back and work on the statement of the problem to make sure everyone understands and agrees on what the real problem is. 

Here are some common situations where writing problem statements might come in handy: 

• Writing an executive summary for a project proposal or research project
• Collaborating   on a cross-functional project with several team members
• Defining the customer issue that a proposed product or service aims to solve
• Using design thinking to improve user experience
• Tackling a problem that previous actions failed to solve 

How to identify a problem statement

Like the unseen body of an iceberg, the root cause of a specific problem isn’t always obvious. So when developing a problem statement, how do you go about identifying the true, underlying problem?

These two steps will help you uncover the root cause of a problem :

• Collect information from the research and previous experience with the problem
• Talk to multiple stakeholders who are impacted by the problem

People often perceive problems differently. Interviewing stakeholders will help you understand the problem from diverse points of view. It can also help you develop some case studies to illustrate the problem. 

Combining these insights with research data will help you identify root causes more accurately. In turn, this methodology will help you craft a problem statement that will lead to more viable solutions. 

What are problem statements used for?

You can use problem statements for a variety of purposes. For an organization, it might be solving customer and employee issues. For the government, it could be improving public health. For individuals, it can mean enhancing their own personal well-being . Generally, problem statements can be used to:

• Identify opportunities for improvement
• Focus on the right problems or issues to launch more successful initiatives – a common challenge in leadership
• Help you communicate a problem to others who need to be involved in finding a solution
• Serve as the basis for developing an action plan or goals that need to be accomplished to help solve the problem
• Stimulate thinking outside the box  and other types of creative brainstorming techniques

3 examples of problem statements

When you want to be sure you understand a concept or tool, it helps to see an example. There can also be some differences in opinion about what a problem statement should look like. For instance, some frameworks include a proposed solution as part of the problem statement. But if the goal is to stimulate fresh ideas, it’s better not to suggest a solution within the problem statement. 

In our experience, an effective problem statement is brief, preferably one sentence. It’s also specific and descriptive without being prescriptive. 

Here are three problem statement examples. While these examples represent three types of problems or goals, keep in mind that there can be many other types of problem statements.        

Example Problem Statement 1: The Status Quo Problem Statement

Example: 

The average customer service on-hold time for Example company exceeds five minutes during both its busy and slow seasons.

This can be used to describe a current pain point within an organization that may need to be addressed. Note that the statement specifies that the issue occurs during the company’s slow time as well as the busy season. This is helpful in performing the root cause analysis and determining how this problem can be solved. 

The average customer service on-hold time for Example company exceeds five minutes during both its busy and slow seasons. The company is currently understaffed and customer service representatives are overwhelmed.

Background:

Example company is facing a significant challenge in managing their customer service on-hold times. In the past, the company had been known for its efficient and timely customer service, but due to a combination of factors, including understaffing and increased customer demand, the on-hold times have exceeded five minutes consistently. This has resulted in frustration and dissatisfaction among customers, negatively impacting the company's reputation and customer loyalty.

Reducing the on-hold times for customer service callers is crucial for Example company. Prolonged waiting times have a detrimental effect on customer satisfaction and loyalty, leading to potential customer churn and loss of revenue. Additionally, the company's declining reputation in terms of customer service can have a lasting impact on its competitive position in the market. Addressing this problem is of utmost importance to improve customer experience and maintain a positive brand image.

Objectives:

The primary objective of this project is to reduce the on-hold times for customer service callers at Example company. The specific objectives include:

• Analyzing the current customer service workflow and identifying bottlenecks contributing to increased on-hold times.
• Assessing the staffing levels and resource allocation to determine the extent of understaffing and its impact on customer service.
• Developing strategies and implementing measures to optimize the customer service workflow and reduce on-hold times.
• Monitoring and evaluating the effectiveness of the implemented measures through key performance indicators (KPIs) such as average on-hold time, customer satisfaction ratings, and customer feedback.
• Establishing a sustainable approach to maintain reduced on-hold times, taking into account both busy and slow seasons, through proper resource planning, training, and process improvements.

Example Problem Statement 2: The Destination Problem Statement

Leaders at Example company want to increase net revenue for its premium product line of widgets by 5% for the next fiscal year. 

This approach can be used to describe where an organization wants to be in the future. This type of problem statement is useful for launching initiatives to help an organization achieve its desired state. 

Like creating SMART goals , you want to be as specific as possible. Note that the statement specifies “net revenue” instead of “gross revenue." This will help keep options open for potential actions. It also makes it clear that merely increasing sales is not an acceptable solution if higher marketing costs offset the net gains. 

Leaders at Example company aim to increase net revenue for its premium product line of widgets by 5% for the next fiscal year. However, the company currently lacks the necessary teams to tackle this objective effectively. To achieve this growth target, the company needs to expand its marketing and PR teams, as well as its product development teams, to prepare for scaling. 

Example company faces the challenge of generating a 5% increase in net revenue for its premium product line of widgets in the upcoming fiscal year. Currently, the company lacks the required workforce to drive this growth. Without adequate staff in the marketing, PR, and product development departments, the company's ability to effectively promote, position, and innovate its premium product line will be hindered. To achieve this kind of growth, it is essential that Example company expands teams, enhances capabilities, and strategically taps into the existing pool of loyal customers.

Increasing net revenue for the premium product line is crucial for Example company's overall business success. Failure to achieve the targeted growth rate can lead to missed revenue opportunities and stagnation in the market. By expanding the marketing and PR teams, Example company can strengthen its brand presence, effectively communicate the value proposition of its premium product line, and attract new customers.

Additionally, expanding the product development teams will enable the company to introduce new features and innovations, further enticing existing and potential customers. Therefore, addressing the workforce shortage and investing in the necessary resources are vital for achieving the revenue growth objective.

The primary objective of this project is to increase net revenue for Example company's premium product line of widgets by 5% in the next fiscal year. The specific objectives include:

• Assessing the current workforce and identifying the gaps in the marketing, PR, and product development teams.
• Expanding the marketing and PR teams by hiring skilled professionals who can effectively promote the premium product line and engage with the target audience.
• Strengthening the product development teams by recruiting qualified individuals who can drive innovation, enhance product features, and meet customer demands.
• Developing a comprehensive marketing and PR strategy to effectively communicate the value proposition of the premium product line and attract new customers.
• Leveraging the existing base of loyal customers to increase repeat purchases, referrals, and brand advocacy.
• Allocating sufficient resources, both time and manpower, to support the expansion and scaling efforts required to achieve the ambitious revenue growth target.
• Monitoring and analyzing key performance indicators (KPIs) such as net revenue, customer acquisition, customer retention, and customer satisfaction to measure the success of the growth initiatives.
• Establishing a sustainable plan to maintain the increased revenue growth beyond the next fiscal year by implementing strategies for continuous improvement and adaptation to market dynamics.

Example Problem Statement 3 The Stakeholder Problem Statement

In the last three quarterly employee engagement surveys , less than 30% of employees at Eample company stated that they feel valued by the company. This represents a 20% decline compared to the same period in the year prior. 

This strategy can be used to describe how a specific stakeholder group views the organization. It can be useful for exploring issues and potential solutions that impact specific groups of people. 

Note the statement makes it clear that the issue has been present in multiple surveys and it's significantly worse than the previous year. When researching root causes, the HR team will want to zero in on factors that changed since the previous year.

In the last three quarterly employee engagement surveys, less than 30% of employees at the Example company stated that they feel valued by the company. This indicates a significant decline of 20% compared to the same period in the previous year.

The company aspires to reduce this percentage further to under 10%. However, achieving this goal would require filling specialized roles and implementing substantial cultural changes within the organization.

Example company is facing a pressing issue regarding employee engagement and perceived value within the company. Over the past year, there has been a notable decline in the percentage of employees who feel valued. This decline is evident in the results of the quarterly employee engagement surveys, which consistently show less than 30% of employees reporting a sense of value by the company.

This decline of 20% compared to the previous year's data signifies a concerning trend. To address this problem effectively, Example company needs to undertake significant measures that go beyond superficial changes and necessitate filling specialized roles and transforming the company culture.

Employee engagement and a sense of value are crucial for organizational success. When employees feel valued, they tend to be more productive, committed, and motivated. Conversely, a lack of perceived value can lead to decreased morale, increased turnover rates, and diminished overall performance.

By addressing the decline in employees feeling valued, Example company can improve employee satisfaction, retention, and ultimately, overall productivity. Achieving the desired reduction to under 10% is essential to restore a positive work environment and build a culture of appreciation and respect.

The primary objective of this project is to increase the percentage of employees who feel valued by Example company, aiming to reduce it to under 10%. The specific objectives include:

• Conducting a comprehensive analysis of the factors contributing to the decline in employees feeling valued, including organizational policies, communication practices, leadership styles, and cultural norms.
• Identifying and filling specialized roles, such as employee engagement specialists or culture change agents, who can provide expertise and guidance in fostering a culture of value and appreciation.
• Developing a holistic employee engagement strategy that encompasses various initiatives, including training programs, recognition programs, feedback mechanisms, and communication channels, to enhance employee value perception.
• Implementing cultural changes within the organization that align with the values of appreciation, respect, and recognition, while fostering an environment where employees feel valued.
• Communicating the importance of employee value and engagement throughout all levels of the organization, including leadership teams, managers, and supervisors, to ensure consistent messaging and support.
• Monitoring progress through regular employee surveys, feedback sessions, and key performance indicators (KPIs) related to employee satisfaction, turnover rates, and overall engagement levels.
• Providing ongoing support, resources, and training to managers and supervisors to enable them to effectively recognize and appreciate their teams and foster a culture of value within their respective departments.
• Establishing a sustainable framework for maintaining high employee value perception in the long term, including regular evaluation and adaptation of employee engagement initiatives to address evolving needs and expectations.

What are the 5 components of a problem statement?

In developing a problem statement, it helps to think like a journalist by focusing on the five Ws: who, what, when, where, and why or how. Keep in mind that every statement may not explicitly include each component. But asking these questions is a good way to make sure you’re covering the key elements:

• Who: Who are the stakeholders that are affected by the problem?
• What: What is the current state, desired state, or unmet need? 
• When: When is the issue occurring or what is the timeframe involved?
• Where: Where is the problem occurring? For example, is it in a specific department, location, or region?
• Why: Why is this important or worth solving? How is the problem impacting your customers, employees, other stakeholders, or the organization? What is the magnitude of the problem? How large is the gap between the current and desired state? 

How do you write a problem statement?

There are many frameworks designed to help people write a problem statement. One example is outlined in the book, The Conclusion Trap: Four Steps to Better Decisions, ” by Daniel Markovitz. A faculty member at the Lean Enterprise Institute, the author uses many case studies from his work as a business consultant.

To simplify the process, we’ve broken it down into three steps:

1. Gather data and observe

Use data from research and reports, as well as facts from direct observation to answer the five Ws: who, what, when, where, and why. 

Whenever possible, get out in the field and talk directly with stakeholders impacted by the problem. Get a firsthand look at the work environment and equipment. This may mean spending time on the production floor asking employees questions about their work and challenges. Or taking customer service calls to learn more about customer pain points and problems your employees may be grappling with.    

2. Frame the problem properly  

A well-framed problem will help you avoid cognitive bias and open avenues for discussion. It will also encourage the exploration of more options.

A good way to test a problem statement for bias is to ask questions like these:

3. Keep asking why (and check in on the progress)

When it comes to problem-solving, stay curious. Lean on your growth mindset to keep asking why — and check in on the progress. 

Asking why until you’re satisfied that you’ve uncovered the root cause of the problem will help you avoid ineffective band-aid solutions.

What to avoid when writing a problem statement

When crafting a problem statement, it's essential to communicate the issue clearly and effectively. A well-formulated problem statement sets the stage for understanding and addressing the challenge at hand. However, there are common pitfalls that can undermine its clarity and purpose. Here's what you should avoid:

• Vagueness : Be specific about the problem and its context.
• Complexity : Keep the language simple and direct.
• Overgeneralization : Avoid broad statements that don’t address specific issues.
• Assumptions : Don’t presume solutions or causes without evidence.
• Jargon : Use clear, accessible language that can be understood by all stakeholders.

Refining your problem statements

When solving any sort of problem, there’s likely a slew of questions that might arise for you. In order to holistically understand the root cause of the problem at hand, your workforce needs to stay curious. 

An effective problem statement creates the space you and your team need to explore, gain insight, and get buy-in before taking action.

If you have embarked on a proposed solution, it’s also important to understand that solutions are malleable. There may be no single best solution. Solutions can change and adapt as external factors change, too. It’s more important than ever that organizations stay agile . This means that interactive check-ins are critical to solving tough problems. By keeping a good pulse on your course of action, you’ll be better equipped to pivot when the time comes to change. 

BetterUp can help. With access to virtual coaching , your people can get personalized support to help solve tough problems of the future.

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Madeline Miles

Madeline is a writer, communicator, and storyteller who is passionate about using words to help drive positive change. She holds a bachelor's in English Creative Writing and Communication Studies and lives in Denver, Colorado. In her spare time, she's usually somewhere outside (preferably in the mountains) — and enjoys poetry and fiction.

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How to Build a Compelling Problem Statement (+Case Study)

A simple formula that breaks down your buyer’s problems into a specific, compelling statement that grabs attention. Plus a step-by-step case study.

Table of contents

Your pipeline’s ‘Closed Lost’ column is filled with prospects who expressed the exact same pain points as your customers.

Both of these groups started from the same place — a list of pains that align with your product. But they ended their buying journey in two different places.

So what gives? How does a picture-perfect deal, with a prospect whose problems are a match for your product, fall through?

Nobody cared (enough).

Really. Sometimes, a competitor steals the deal. Others times, a budget gets re-allocated. But more often than not, your deal just slipped down the priority list. Your champion couldn’t get their team interested. The decider didn’t take the time to take a look.

That’s because your champion didn’t tell a compelling story that cut through the clutter .

Some champions are natural storytellers. They hit all the high notes. They know how to make their team lean in a little closer. But other buyers need your help.

They need a specific, compelling problem statement that grabs and holds attention.

Here’s how to create one.

The Formula for Compelling Problem Statements

First, I’ll give you the formula. Then, we’ll break down each of its parts.

Costs ‍ Every [Frequency], at least [Reach] are [Pain], costing us [Impact].

Consequences ‍ That means [Implication #2]. If that’s not addressed by [Timeline], then [Implication #3].

Part 1: Focus on Costs

We all feel more upset if we lose $10, than we feel happy if we find $10.

That’s the basic idea of “Loss Aversion.” We feel a greater pressure to avoid losses than we do to acquire the equivalent gain. It’s also why you should build your problem statement around losses.

Highlight active or immanent losses first, before calling out new opportunities.

To make the loss compelling, be specific. And to be specific, quantify the impact of your buyer’s problem whenever possible. A simple way to estimate the impact is: ‍

Don’t give your best guess. Ask your buyer what their guess is. Then, write it down with them. Here are a few examples, with some made up numbers:

Once you’ve quantified the problem, don’t assume the loss is meaningful .

For example, if you’re selling to the enterprise, beware of The Law of Large Numbers. Pointing out a $1M loss is pointing out 0.0001% in a business that does $10B in annual revenue.

Instead, ask questions like:

• How does this estimate of [X] compare to what you expected to see?
• How do you think [decision maker] would react to seeing this number?
• Are there other problems your team’s facing that are more pressing than this?

Part 2: Highlight Consequences

You’d be surprised what overwhelm and burnout can force us to live with. We grow numb to our problems, and apathy becomes a perfectly acceptable solution.

But often, that’s because we can’t see the full consequences of our inaction. So once you’ve quantified the loss (above), press into its implications. There are three levels of consequences you’ll want to speak to:

• Functional Problems: “It takes a long time to build customer surveys and analyze the data.”
• Strategic Problems: “We’re not sure which customers are a churn risk before their renewal date.”
• Personal Problems: “Me, or someone on my team, may lose our job if renewal revenue declines.”

Now, nobody likes talking consequences. So generally, it’s best to lead your buyers to them with questions — not statements. Questions that start by asking:

• What happens if...
• What does this mean for...
• How will that affect...

Bringing It All Together

If your head is spinning with “math” right now, your buyer’s will be too.

While you’ll quickly become fluent in problem statements using this framework, your champion will need some help. So from here, make sure to:

• Put their story to the test. After you’ve drawn out all the component parts with your champion, ask them to play back the story. Is it compelling? Is their delivery confident?
• Write it out for them. Give them something to refer back to during a conversation, and to send around to their team afterwards.
• Develop a problem statement process. Getting the data you need to turn a minor-annoyance into a can’t-ignore mega issue may require some creativity. Here’s a case study on that, below. ‍

[Case Study] “My board definitely needs to see this.”

The breakthrough that let one my past sales teams cross the chasm from $500K, to $5M, in ARR was the process for enabling our champions with a can’t-ignore problem statement.

Here’s the full story.

Creating Context

We sold marketing and fundraising software to nonprofits. CRM, landing pages, payments, email, text, video, all-in-one. For context, our market was the 1.2M nonprofits raising close to $500 B every year.

A portion of this funding comes from foundations. Foundations are organizations that exist to give out large chunks of money to nonprofits called “grants.” These grants are great when you get them, but they’re not sustainable.

For example, a $500K grant needs to be replaced with a wider group of individual donors before it’s fully spent. Otherwise, the nonprofit can’t keep funding their programs and payroll.

When nonprofits don’t raise money from individuals, that’s a problem. Think of it like investing in a startup. If the startup doesn’t find customers to generate cash — aside from raising more venture funding — the investment was for nothing. There’s no revenue to keep the show going.

Collecting the Right Data

I had created a champion out of the Head of Grantmaking at one of the nation’s largest family foundations. They grant out more than $50M to nonprofits every year, and she saw the problem we were solving.

She knew our software could help her nonprofits raise more funding, but buying software for 20 nonprofits would be a significant, six-figure deal — which needed board approval. What’s more, her board had never funded a for-profit company’s software before. Generally, nonprofits are skeptical of for-profits, regardless of their social good.

We were rolling a boulder uphill, and needed a compelling story. We were chatting one day when I said, “This may be crazy. But what if we asked all your nonprofits for their fundraising data, to show your board?”

She was up to give it a shot. So next, I:

• Wrote a three-part email campaign requesting her nonprofits help her out with a survey.
• Signed up for Typeform and built out a simple survey to collect fundraising data.
• Opened up a free Mailchimp account and built out the survey campaign.
• Recorded a Loom video that showed my champion how to upload a list of emails and hit “send.”
• Downloaded all the survey responses a week later and crunched the data in Excel.
• Put together a short, 2-page report for the next board meeting packet.

Crafting the Problem Statement

That report shared this statement: ‍

Every year, at least 200 of the Foundation’s nonprofits raise less than 20% of their annual budget from individual donors, which is costing the Foundation more than $10M in follow-on funding to keep them operational. This means the programs we support are at risk of closing, if we don’t continue to fund them. If that’s not addressed inside this fiscal year, we’ll be unable to allocate this funding to new initiatives outlined in the strategic plan we’re voting on today.

When my champion saw this, she immediately said, “ My board needs to see this .”

Here’s the end of the story.

This paragraph — not a case study, deck, or demo — helped my champion closed the deal.

That deal not only pushed us over quota for the month, it opened up a whole new market segment. We could now point to their foundation, and the 20 nonprofits they brought with them, as one of our customers. That gave us credibility to start engaging with other foundations.

In fact, we hired on a new FTE for our sales enablement team, who built out and perfected that survey process. It became a “free assessment” we gave to every champion in our pipeline.

Why stop now?

You’re on a roll. Keep reading related write-up’s mentioned above:

The One, Guaranteed Way to Trigger Urgency in B2B Sales

Go from diy, to done-with-you ai.

Fluint lets you apply everything you’re learning on this blog to the deals you’re working on, right now. Get an executive-ready business in seconds, built with your buyers and our AI.

How to Write a Case Study in Research? (with Examples) 

A case study is a powerful tool in research and education, offering deep insights into complex phenomena through the lens of a single subject or group. Case studies zoom in to the details of a specific situation, examining context, history, and behavior to reveal certain patterns and highlight practical applications of theories.   

A case study in research can be used when:  

• atypical or abnormal behavior or development is observed,  
• an unexplained outcome to treatment is found, or  
• an emerging disease or condition occurs.  

Thus, case studies enable researchers and practitioners to analyze specific instances, identify trends, and obtain learnings that can inform broader decision-making and problem-solving. In this post, you will learn all about case studies, including how to conduct a case study , limitations and benefits of a case study , and case study methods .  

What is a Case Study ?   

Case study definition : A case study is an in-depth or intensive study of a person, group, or event. Case studies involve deep analyses of an individual or group to identify patterns and are used across fields such as psychology and medicine to draw broad conclusions. They are descriptive studies based on qualitative data such as observations, interviews, questionnaires, clinical notes.  

Here are some historically significant case study examples:  

The curious case of Phineas Gage: This is arguably the most cited case study in psychology, which sheds light on how different areas of the brain affect personality and cognition. While working as a construction foreman on a railroad, Phineas Gage was involved in an accident in which a rod impaled his brain. Gage survived the physical trauma, but his personality and his ability to learn new skills were altered. This case report was crucial to research on brain function, memory, and personality.  

Anna O and the talking cure : Anna O (pseudonym) was a German woman who was one of the first patients to undergo psychoanalysis. Her case inspired many of the theories of Freud and other prominent psychologists of the time to mitigate the symptoms of depression through “talk therapy.” This case study is still cited as a reason psychologists believe that psychotherapy, or talk therapy, can be helpful to many patients.  

When to Do a Case Study ?  

The case study design may be chosen by a researcher in the following situations:  

Need for deep understanding: When you require detailed insights about a specific situation, and you want to understand complex relationships and processes.  

Resource constraints: When you have limited time and finances available for research and/or limited access to large sample sizes.  

Research context: Certain real-world phenomena need to be studied in their natural context, especially when you cannot control variables.  

Accordingly, the types of research questions best suited for a case study are exploratory (e.g., when investigating a new or poorly understood phenomenon, emerging conditions, adverse reactions to treatments, new methods of treatment) or involve unique situations (e.g., rare or exceptional cases, atypical behavior, breakthrough events). See Table 1 for developing a case study from a research question.  

The case study design might be for a single case study, such as for unique cases or when studying a representative or typical case, or multiple case studies (a case series, comparative analysis, or to identify patterns across different contexts). Note that a case study is not recommended if you require statistical generalization or broad population-level insights.  

How Long Should a Case Study Be?  

Case studies are structured very differently from research articles (see “ How to write a case study in Research ” below and the case study template in Figure 1). However, as a general guideline, note that case studies might range from 500 to 1,500 words. The word count would depend on factors such as the target journal’s specifications, case type, and study discipline. Case reports also have a limit on the number of references to be cited. Remember, you must always check the target journal for word and reference limits before submission.  

How to Write a Case Study in Research  

Let’s delve into how to conduct a case study and write one. First, you need to understand how to create a case study .

Before writing

• On the basis of your research problem and research question , select the case that you want to study. 
• Perform an in-depth literature review to develop a relevant theoretical framework, wherein you aim to demonstrate, expand upon, or challenge an existing theory in your field. 
• Collect the data, which will typically be qualitative in nature. Data collection, therefore, will be collected by direct observations , interviews , or analysis of primary and secondary sources of information. Be as thorough as you can at this step.
• Analyze the case, highlighting key facts and problems, identify key problems and their causes and impacts, and explore potential solutions.

Drafting and writing your case study

The structure of the case report may vary—some follow the format of scientific papers, while others adopt a narrative style for a deeper exploration.  

• State the key problem and present a concise thesis under an “Introduction” or “Background” section. Provide background, facts, and evidence of research.
• Describe the specific case, group, or event.
• 3. Provide specific solutions, suggest strategies for implementing the solution and, if needed, additional
• Discuss the case, including the strengths and limitations of the study. Summarize the outcome of your analysis and highlight specific strategies for implementing the proposed solution. 

When describing and analyzing a case, be sure to include contextual details, link findings to existing literature and theory, and discuss broader implications. For medical case reports, follow the CARE guidelines (EQUATOR) to ensure completeness and transparency. Please also refer to the CARE Checklist of information to include when writing a case report. Finally, check the target journal requirements for word count and formatting guidelines. See Figure 1 for a case study template .  

Figure 1. Case study template

Table 1. From research question to case study : Some fictional examples  

Real case study examples (published):  

• Baker et al. (2024) Enhanced family-based treatment for an adolescent with binge-eating disorder: A case report. Cognitive and Behavioral Practice . 31(2), 272–282.  
• da Silva et al. (2024) Impacts of oil palm monocultures on freshwater ecosystems in the Amazon: a case study of dragonflies and damselflies (Insecta: Odonata). Aquatic Science 87, 1.   
• Sakamoto et al. (2024) Online gaming reduces psychological distress in a patient with schizophrenia: A case report. PCN Reports. 3(3), e70015.  

What Are the Benefits of a Case Study ?  

On the topic of the case study , a quote by Ivy Mckenzie comes to mind: “The physician is concerned [unlike the naturalist]…with a single organism, the human subject, striving to preserve its identity in adverse circumstances .”   

A physician’s meticulous documentation of an unusual or rare condition might not only help the patient but also revolutionize current understanding of the disorder and lead to a revision of treatment protocols. In fact, clinicians and psychologists are often encouraged to publish more case studies documenting the methods they use.  

Let’s look at some more benefits of a case study :   

• They can be published quickly.  
• They are suitable under situations of time and budget crunches.  
• They are appropriate to study phenomena in their natural context  
• They allow detailed investigation into situations that would otherwise be impractical to perform using another study design.  
• They are sometimes used in therapy to guide the best course of treatment.   

What Are the Limitations of a Case Study ?  

Case studies provide critical information and galvanize further research; however, there are some caveats. The following are the limitations of a case study :  

• A case study is not definitive proof of a theory and cannot demonstrate cause and effect.  
• Case studies with insufficient or incorrect information or based on a flawed premise can harm future research.  
• Ethical issues may arise if the reported patients have not provided consent for publication of their case or are not treated with dignity and respect.  
• If a patient declines to provide consent, the case report cannot be written or published.  
• A case study cannot necessarily be generalized to the larger population.  
• A case study might be impossible or difficult to replicate.  
• Case reports can lead to bias.  

Key Takeaways  

• A case study in research is an in-depth or intensive study of a person, group, or event using qualitative data. It is used to examine complex phenomena through detailed analysis of specific instances. Case studies are particularly valuable in psychology, medicine, and other fields for drawing broader conclusions  
• Case study methods involve data collection through direct observations, interviews, and analyses of primary and secondary sources.  
• Case reports are typically 500–1,500 words long. You may develop single case studies (for unique cases) or multiple case studies (case series, for comparative analysis). Where applicable, be sure to follow specific guidelines (e.g., CARE guidelines for medical cases).  
• A case study design is best used when deep understanding is needed, time and resources are limited, and the natural context must be preserved. It is suited to studying exploratory research questions, unique situations, emerging conditions, and atypical behavior.  
• Writing case studies involves the following steps:  
• Pre-writing phase:

   – Select appropriate case based on research problem  

  – Conduct literature review  

   – Collect thorough qualitative data  

   – Analyze case to identify key problems  

• Writing phase:

  – State key problem and thesis in introduction  

   – Describe specific case/event  

   – Provide solutions and implementation strategies  

  – Discuss strengths and limitations  

   – Link findings to existing literature  

• The advantages of case studies are that they permit quick writing and publication, are cost-effective, are suitable for natural context study, and are extremely valuable for rare or unusual cases. The limitations of case studies, however, are that they cannot prove cause and effect, may not be generalizable, are difficult to replicate, are prone to bias, and require patient consent in medical cases.  

Frequently Asked Questions  

What is a case study in research, why are case studies important in research, what are the key components of a case study, what is the difference between case studies and case series.

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• PhD Qualifying Exam: Tips For Success 
• Academic Editing: How to Self-Edit Academic Text With Paperpal 
• How to Write the First Draft of a Research Paper with Paperpal? 

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