Transcription
Marc P. CosentinoCaseQuestions.com
PRACTICE 30 LIVE CASES READ 30 CASES START A CASE JOURNAL NETWORK ATTEND INFO MEETINGS READ WALL STREET JOURNALMCKINSEY QUARTERLYBLOOMBERG’SBUSINESSWEEK
1.2.3.4.5.Committed to consultingSuccess-orientedAble to exhibit good analytical skillswhen answering case questions.Able to articulate their thoughts, createa positive presence, and defendthemselves w/o being defensive.Fit with industry and firm (airport test)
There are two main categories of case questions.However, ninety percent of the case questions will beof one type – business case. Market-sizing (population, household, worldwide & ?) Business Case / Oral and Writtenindividual, factor, team, written, partner
1.2.3.4.5.Summarize the QuestionsVerify the ObjectivesAsk Clarifying QuestionsLayout Your StructureState Your Hypothesis
1.2.Profit and LossEntering a new market 3.4.5.M&A, new product, new businessPricingGrowthStrategy by numbers
Case NotesObjectiveIn this sectionwrite down all theinformation thatthe interviewergives youDraw your structureWrite the answers tothe questions that youasked about the case.
Graph or white paper, landscapeOne side of page, number each pageDraw notes; graphs, arrows, boxesLay them out in front of youStar most important pointsConstantly review 1st pageSeparate sheet for math
1. Look at External Factors First: Economy, Markets, Weather2. Analyze Company Revenue Profit Trends, Customers, Products, Brand, Channels Revenue Streams and Changes, Costs and Changes Shows you know all the drivers & are focusing on the right onesHow to Increase Profits Revenue Cust. Buy MoreOftenSpendMore Develop DistEnterNewChannels Marketing NewMarkets Products CostsLaborProduction FinanceRefinance HedgeDebtSell NEAssets
Analyze the client Why enter? Size in revenues & trends Products Distribution channels Customer segmentation What constitutessuccess?Analyze the new market Size and growth rate Major players & market shareProduct differentiationBarriers to entry and exitCustomer segmentationDistribution channelsHow best to enter: Start from scratchAcquisitionJoint ventureOutsource
Analyze the client Size in revenues & trendsProductsDistribution channelsCustomer segmentationWhat constitutes successPRICING: Analyze the market Size and growth rate Major players & market share Product differentiation Barriers to entry and exit Customer segmentationCompany objectiveCompetitive analysis / responseCost-based pricingPrice-based costing
R P x VAnalyze the client Size in revenues & trendsProductsDistribution channelsCustomer segmentationWhat constitutes successGrowth Analyze the market Size and growth rate Major players & market share Product differentiation Barriers to entry and exit Customer segmentationIncrease distribution channelsDiversify & increase product mixExpand marketing campaignAcquire a competitorCreate seasonal balance
GRAPHS
Amazon.comAmazon is thinking about opening up anew distribution center in the Midwest.What are five main factors they shouldconsider?
AnalyticsStructured frameworkQuant acumenGood use of data providedCommunicationEye contactArticulationListeningAsking probing questionsNote layoutPersonalEnthusiasmSelf-confidenceTeamwork and engagementLogic, original thought, creativity and intellectual curiosity
A or B / Let me tell you why you're wrongHeadings & bullets / When they cut you off
Math – flying w/o a calculatorPercentages, Breakevens, Weighted Averages,Net Present Value, ROI, Multi/Div w/ lots of zeros
Read Case in PointMake a case journalRead practice cases in other books (40 cases) University of Michigan / CIP Graph AnalysisOn-line practice CQI, (morning of interview), Video Vault McKinsey, Bain and BCG websitePractice live cases (30 live cases) Form groups, alumni, career services, andExchange at CaseQuestions.com
Read Case in Point Make a case journal Read practice cases in other books (40 cases) University of Michigan / CIP Graph Analysis On-line practice CQI, (morning of interview), Video Vault McKinsey, Bain and BCG website Practice live cases
