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Espressivo or Express Exit: Crafting a D...

Palomba, Anthony, ...

Case

Espressivo or Express Exit: Crafting a Data-Driven Pitch at illy

Palomba, Anthony; Moriarty, Brian

BC-0331 | Published January 28, 2026 | 13 Pages Case

Collection: Darden School of Business

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This case follows Chiara Mancini, a first-year MBA intern at illycaffè (illy), who is tasked with delivering a high-stakes board presentation that evaluates two competing acquisition offers: one from Starbucks Corporation and one from Luckin Coffee. Set at illy’s Trieste, Italy, headquarters in 2025, the case places students at the intersection of financial analysis, brand stewardship, and strategic communication. Beyond valuation and deal structure, it highlights the challenge of persuading a diverse board of financial experts, cultural stewards, and creative leaders. Mancini must translate quantitative metrics, such as EBITDA projections, margins, and growth assumptions, into a compelling narrative that resonates both emotionally and strategically. Drawing inspiration from narrative structure and research on natural language processing, the case invites students to consider how language, framing, and storytelling shape strategic decision-making. The case is designed to support discussion on mergers and acquisitions, premium brand strategy, data storytelling, and the role of narrative in executive communication.

(1) Design data-driven slides for financial and nonfinancial audiences. (2) Use contrast, hierarchy, and visual callouts for clarity. (3) Apply performance and process verbs to express data meaningfully. (4) Build structured business narratives using the three-act storytelling arc. (5) Tailor content and style to specific stakeholder values and cognitive profiles.