1、往链科技 www.WL往链科技 www.WL往链点点通共享资源，了解更多请登录 www.WLVault Reports Strategies for Answering Business Case QuestionsThe consulting interview season is upon us, and many of you will soon be facing consulting case interview (a business question presented to you for your detailed analysis). While its useful to
2、 know about advancedframeworks like Porters Five Forces and the population of the United States offhand (its 270, 952,899 as of November 4, 1998, according to the Census Bureau), its just as important to have a few basic tips down pat.1. Take notesAs your interviewer presents your case, be sure to t
3、ake careful notes on the numbers or other facts given. (Always bring a notepad and a pen to a consulting interview.) You dont want to ask your interviewer to later repeat information that has already been given.2. Ask questionsYour interviewer expects you to ask questions as many intelligent questio
4、ns as you need to obtain an accurate picture of the relevant facts in the case. Many inexperienced case interviewees make the error of not asking their interviewer any questions, perhaps afraid that they will look ignorant, or not wishing to “bother” the interviewer. On the contrary not asking quest
5、ions is a fatal error in a case interview.If you dont know the first thing about the helicopter market, ask how much it costs to manufacture a rotor. If you need to estimate the demand for a beef-flavored potato snack in Wichita, Kansas, then feel free to ask the population of Wichita and environs.3
6、. Be prepared to take charge. You will often find that your interviewer will direct your line of questioning to a specific area, but you must always be ready to control the conversation in case the interviewer does not direct your reasoning. If you are unsure, simply ask the interviewer. For instanc
7、e, if you find the interviewer offering little direction as you move through your initial scoping questions, you may wish to ask, “I find the lack of a risk assessment to be a potential showstopper. Might I ask some detailed questions about this?” Or you might say, “Given what you have told me about
8、 the situation, I would like to drill down for further clarity regarding the clients current relationship with its distribution partner. Would that be OK?” In this way, you take charge of the line of questioning without stepping on the interviewers role4. Make no assumptions! As a case interviewee,
9、you should never make any assumptions. You should assume the persona of an actual consultant trying to learn about an assignment. It might seem obvious that there is no preexisting workplan (because if there was, why would this be a case interview?) but you should ask. You should also ask if the com
10、pany has encountered a similar problem, or what other companies in the field have done when faced by similar problems. Your interviewer may not release that information but will be impressed that you asked these sensible questions. Some good basic “professional” questions to ask, which apply to most
11、 cases:* Who hired us?* How long will this engagement last?* Is there a workplan?* Has the company faced this problem (or opportunity) before?* If so, how did it react?* What was the outcome?* What have other companies facing this situation done?* Has the firm already done any research into the issu
12、e?* If so, what were its findings?往链科技 www.WL往链科技 www.WL5. Maintain eye contactAlways maintain direct eye contact during the case interview. Eye contact is critical when answering case questions it demonstrates confidence and authority. Remember that in consulting you may find yourself in front of t
13、wenty executives at a major corporation presenting a strategy you were briefed on only a half hour ago. And then you have to answer questions! So you can see why business case interviewing is so important to consulting it is a direct parallel to the environment consultants must face every day.6. Thi
14、nk out loudIn order to successfully navigate case interviews, you will need to act quickly and confidently. The business case is an opportunity to show the interviewer how you think. Your interviewer wants to know that you can reason in a rapid and logical fashion. As you assess, compile, and analyz
15、e the elements presented to you, be sure that you speak aloud and explain your reasoning. This is the only way the interviewer can assess your performance.Now, you may not be entirely comfortable thinking out loud. So ifyoure not feeling confident thinking aloud, try practicing by yourself. Start wi
16、th something simple like explaining aloud to yourself how to change a tire or how you brush your teeth. Minimize “ums” and other fillers, so that what you say is concise, direct, and clear.Next try practicing on friends or family. Have them ask questions where you must assess a situation, like, “Im
17、not sure at which bank I should open a checking account. What are the trade-offs between Bank X and Bank Y?”, or “Ive got $50 to spend on groceries, so what should I buy?” Even speaking to yourself in front of the mirror will build your confidence thinking “on the fly” while simultaneously speaking.
18、7. Present your thinking in a clear, logical manner. Where useful, use frameworks and business concepts to organize your answer. You should develop a framework for assessing case interview questions which can be applied to different situations. In general, in any situation you will want to:1. Unders
19、tand the scope of the engagement2. Pinpoint the objectives, and3. Identify the key stakeholdersBeyond this, you may choose any line of questioning or structure that you feel comfortable with. As you practice, you will find yourself developing this framework unconsciously as you attempt to gain clari
20、ty over a situation. Capture and package this framework, and have it available by memory (or on paper if you wish) for use at any time.8. Quickly summarize your conclusions: You have limited time in your case interview to make your point. If you are uncomfortable with quickly summarizing your conclu
21、sions, think about being faced with this classic extreme:“A consultant working for a multinational oil and gas company inadvertently bumped into the CEO of the corporation while waiting for the elevator. As they got on the elevator, the CEO announced that he was on his way to a Board of Directors me
22、eting on the 34th floor. He then instructed the consultant to brief him completely on the major findings of the project in the time it took the elevator to go from the 1st floor to the 34th floor.”While this is somewhat of an urban legend, it is extremely likely that you will encounter time-pressure
23、d situations many times in your professional career, especially in consulting, where time is a precious commodity.Good luck, and crack those consulting interviews! For sample frameworks, case questions, guesstimates and brainteasers, check out the Vault Reports Guide to Case Interviews at http:/ 往链科
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