2023年新编咨询面试系列如何应付案例分析面试

ＣｒaｃkｉngthｅCａse:ＡConsulｔingＩntervｉewＰriｍeｒPage１ｏｆ3光华人向上的精神"FirmsAｒｅTｈｅrｅｔoＨｅlｐYoｕHYPＥRLINＫ"http：//www.mbａjunglｅ．cｏm/maｉn.ｃfm?ｉnｃ=ｉnc_aｒｔiｃle.cfm&chid=3&sｃhid=7＆WT=3０＆aｒtid=98001"ConｓultingIndustryＧuｉdeＲeｍｅmbeｒyourseveｎth－ｇradeaｌgebｒateａcher’sthreeｆａvoｒitｅwords?"Ｓｈowyｏuｒｗork.＂Ａttｈeｔime，itseemedsilｌｙ:Wｈynotｊｕｓtshｏｗtｈerightanswｅr?Nowthatyｏu’reｏlderandｗｉｓer，ｈoweｖer,ｙouｋｎｏwｔhatiｎmanycasｅshｏwyougｅttotheｒightansweｒｉsmorｅｉmporｔantthａnｓiｍplyｋｎowｉngtｈｅａnswｅritｓelf.Thesａmegoｅｓfｏrthecasｅquestｉonsthatconsｕltinｇrecruｉｔerslobatyou.Ｃonsultiｎｇｉsadｅmanｄiｎｇjoｂwithfew＂cｏｒreｃt＂ansｗeｒs;thismｅtｈodofinｔerviｅwinｇgaｕgeshｏwｗeｌlyoumanａgetheprocessofgｅttｉnｇtｏａnanｓwerａnｄhoｗyoｕｐerformundersｉmｕlaｔeｄcliｅnｔ-engagｅmentcｏnditionｓ.

Ｗetaｌｋedtｏcｏnsultant-hunｔｅrsatsevｅraｌfirmstｏglｅaｎtheｉrａdviｃeonｃrａckｉngtheｃaｓeｉｎｔｅrｖiew.Ｈｅｒe＇swhａｔｔhｅｒecruiｔｅrｓreｖｅalｅd—ａndhowｙoｕcａnbestpｒepaｒｅ.ﻫ

WhytｈeＣａｓeInｔervieｗ?ﻫCａseｉntｅrｖｉｅwsｈaveｌｏngｂeｅｎuｓedbyrecruiteｒｓtｏseｅacandidａte'sｔhｏuｇhtｐｒｏcｅｓsesinmotiｏn.Canｙoｕdｅcoｎｓtrｕctandaｎaｌyzecoｍplex,open-eｎｄedbusｉnesｓｐｒｏbｌｅmｓ?Doｙoｕｓtaycａlm，orwillyouｓweａｔｂｕlｌｅtｓunderpreｓsｕreataclｉenｔsite?ﻫﻫAttheｍosｔｂasicleｖel,acaｓeｉnteｒvｉewisaboutaskingtheriｇhｔqｕesｔions,deveｌｏｐinｇalogicalwayofwoｒkingｔhroughtｈerelｅｖantisｓues,andarrivingataｒecommendａtｉon.Yｏｕｒstrｕctuｒeｍａyｂeapackａgedframｅworｋoritmaybevａriousframｅwoｒkｓｓtrｕnｇtogetheｒ;youmayeｖeｎcｈoosenottousefｒamｅwoｒｋsataｌl．What'simportａnｔisｔhａtｙoudｅmｏnｓtratesoｍedｅｆineｄｓtrｕcture.ﻫﻫ“Ｃasesｔｕdｉesarｅａnimpeｒfectｓｃienｃe，”conceｄｅｓMiｃhaｅlGiｂｎey，pｒojｅctｍanagｅratPricewaｔerhoｕseCｏｏpers,“buｔaｒeeasｉlyimpleｍeｎｔaｂｌeiｎthe30to45minｕteｓwｅｈaveforeａｃhｉnterｖiew.”Sｉnceｔｈeymｅasｕrｅyouraｎalyticalskillｓ,thｅy'ｒeanｉｍprｏｖemenｔoverｓimple"ｆit"or"resumé＂interviews.

ﻫInｍostcaseintervｉｅws,tｈerecｒuitｅrgivesｙouaｎexampleofaｒｅal-lｉfeclienｔproblem.Ｓometypiｃalcａtegｏｒieｓincluｄe:光华人向上的精神"BrainGameｓ:“HowmanｙtenniｓballsａreinthｅＵｎｉtｅdStates?”OperationsImproｖemeｎt:“Whyｉｓｍｙcliｅnt’sfaｃｔorｙrunniｎgｂehinｄ?”MarｋetSize：“Howbｉgiｓtｈｅｇｌｏbaｌaircoｎdiｔiｏｎｅrｍaｒkｅt?”Althoｕgｈeａcｈreqｕirｅsaｓｌightlｙｄifｆeｒentaｐｐｒoach,ａllaremｅａntmaｉnlytoｅvaｌuaｔeｔheprocessｙouuｓe,noｔtｈeaｎsｗｅrｙｏucomｅupwｉth．ﻫﻫＰractｉｃeMakｅｓPerｆectﻫＹouabｓoluteｌy,pｏｓitiｖelyｍustprepａｒeiｎadｖancefｏrcaｓeintｅrvieｗs.“Itbecomespreｔtｙcｌearprｅttyfastｗhohaｓ—ａndｗｈohａsnot—pｒaｃticed,”saysGｉbney．“Ｉknｏwthｅreisaｂasicｓortofbｕｓinessacｕｍeｎｔhaｔmａynotｂｅaｂｌetobepraｃｔiced,ｂutcanｄidａtｅｓmuｓｔhavｅanunｄeｒsｔandabｌeapproachtosｏlｖingprｏblems．That’ｓwhatｏｕrcliｅntsdeｍaｎdoｆｕｓ．Ｉfｗecａｎ’ｔrｅｌaｔesｏlｕtiｏｎｓtoｔheclient,it’saproblｅm.”

ﻫDon’tassｕmetｈatattendiｎgacase-oｒｉenteｄbusinｅsssｃｈｏolwｉllgiveｙouanupperhaｎd.ＪohnFlａto,CapGｅｍｉnｉErnst＆Yｏung’sｎａtiｏｎaldirectoｒoｆuniｖeｒsityrecrｕｉting，sａystｈesecａndｉdatesｄoｎ’tsｅemtoｄoanyｂｅtteroｒｗorｓethａnｃandiｄatesfｒｏmnon-ｃaｓesｃｈools．

ﻫStudydifferentkｉnｄsoｆcasequｅstions.Justbｅcaｕｓｅyourbｕddｙintervieｗedｂeｆoreｙouaｎdgavｅyouａｈeａds-uｐontｈｅquestionsdoesn’tmeａｎyoｕhavealegup.Recruiterｓhaｖｅtonsofcaseｑuestｉonsiｎtheirreｐertｏire,andｔhechancesofthｅｉrusiｎｇthｅsameｑｕestiｏnmulｔｉpleｔｉmesononecａｍｐusvisitaｒeslimtｏnｏne．

光华人向上的精神ﻫGeｔaclasｓmａteorfrienｄtorolｅ-playtheinterviｅwｗithyou,anduｓeanyresoｕrｃes(sｕcｈａsacasebook)tｈａｔyourschoｏl＇ｓcｏｎsultingcｌuｂprovideｓ．Thｅmoｒemockcaseｓyousｉnkyoｕrteｅｔhinｔo,ｔｈemｏreｌikelyyouaretｏｂｅrelaxeｄａｎｄｐoiseｄｆoｒtheｒｅalthｉng.Sｏmetiｍesyoulearnmoｒｅbypreseｎｔingａcasequestiontosomeｏnethanyoｕdｏwhｅnsoｌvinｇｔheｃaｓｅyourseｌf.

Dｅlibｅｒatｅｌypickiｎdustriesyou'reｎotfaｍiliaｒwithsoastoｔｅsｔｙｏuranａｌyticalskｉｌls,noｔmemoｒizedfacｔs;fｏriｎｓtance,ｉfyoｕrpｒe-B-ｓchｏolｅxｐeriｅnｃeismostｌｙｉｎｍｅｄｉaａndentertａinment,askyourcaseｂuｄdytoaskyouaboｕtｓteelpｒｏductiｏnoｒｍediｃａldevｉｃｅmａrkｅtｉnｇ.Tｈatｓaid，doｃonsidｅrｂrushingupｏntｈｅbasicｓinseveralindustries—forｉnsｔaｎcｅ,kｎowｔheｐroducｔdevelopmentcｙcleinpharmaceuticalreｓeａｒch,aｎdｕｎderstaｎdcurrｅnttrｅndsiｎtechnｏlogy.（Formｏｒｅinformationonｖａriouｓfｉｅldｓ,checｋｏutourHＹPERLINK"http:/／wｗｗ.ｍbajｕngle．ｃom/ｍain.cfm？inc=ＩＮC＿ＴOＣＧeneｒｉc.cfm＆listid=3&chid=3&scｈid=７&WT＝３7"indｕstrｙguｉｄes．)Ａｌtｈougheachｃaseiｓdiｆferent,witｈｐracｔicｅｙouwilｌimproveyoｕｒaｎａlyticalreasoningｓkillsａｎdｓolutioｎmｅthod.

ＴhinｋThｒｏughthｅＰｒoceｓsﻫWhenitcomestoｓtrａｔeｇyｏrprｏｄuctｍａｒkeｔiｎｇquｅstiｏns,thｅinｔerviｅｗerｗillofteｎｇiｖeｙouoｎｌythｅｂareｂonesofacaseandwiｌlｗaｉtfｏｒyoｕｔｏｒequestfｕrtｈｅrdｅtails:Howmaｎycｏｍpeｔitｏrｓdoesｐanyhaｖe?Whａtaretheｍajoｒcｏstａndｒeｖenｕｅdrivers?Wｈoareｔｈemajorcｌients?Ａnddｏｎ'tforｇettoａｓkfｏrthefｉrｍ＇smission—ifｙｏuｄon'tknｏwwｈataｃompanｙ'sgoaｌsarｅ,yoｕmiｇhtcoｍeuｐwｉthavalid—ｂutmisｇuided—ｓolutｉoｎ.Usｅsｏmebａｓiｃfｒamewｏｒkｓtodｒiｖeyouｒqｕestioｎｓ—ｔhefoｕrＰ'ｓandｔhetｈreeC'ｓ,fｏｒinｓｔaｎce．ﻫ

AｓaｍpleｑｕestioｎＧibｎｅyusｅｄrecentlyinvolvedamanufaｃturer/ｄiｓtrｉbutor/retaｉlｅrofcomputerprｏｄuｃts.Thｉsclienthａｓtrａditｉｏnａlｌyｇｏnedirectｌｙtotheconsumｅｒandhaｓdeveｌｏpeｄａsolidbrandimａgｅ.Theclientnowwantsanassｅｓｓmeｎｔastｏtheissuｅｓreｌａtｉngｔothecｏrｅbuｓｉｎｅss，ａswellastheopｐortｕｎitiｅｓforthecoｍpanyｔogetｉntotｈｅserviｃｅssｉde，whiｃhｉtvｉewsasahigh-maｒgiｎ/ｈｉgh－growｔｈ－ratｅbuｓinｅsｓ.Thｅｃａndidatenｏｗneedsｔopｒｏvideaｎapproacｈｏrevaｌuativefｒameworkｆｏranalyzinｇeachｏfthetwoｄifｆｅｒｅntprobｌems.

ﻫAslongasit＇spｅrmitteｄ，ｗｏｒkyouraｎswersoutoｎｐapeｒ．Pencｉlsandpｅnｓ,ｐluｓａｎotebookoｒlegaｌpadshouldｂｅstandardｅｑuipmｅｎtinanyｉnterｖiｅw.“It’sａmaｚｉｎghowmanypeopleshowｕｐｗｉthoutaｐenandｐａpeｒ,”mａrveｌsＫａmenｎaRiｎｄｏvａ,aseｎｉoraｓsｏciateａtＭercerManagementConsｕlting．Tｈinkinｇtｈｒoｕｇhａｌlｔｈefacｔsisamuｓt,aｎd光华人向上的精神光华人向上的精神Pａge２of3［ＷｅｂＥｘclusiｖe]Yｏudoｎ'thavｅtobeＳhｅｒlｏckＨoｌmeｓtｏacethecasesｉnaconsulｔing-ｆiｒminｔｅrｖｉew.Ｉnｆaｃt,aliｔtleprｅpａraｔioncanmakeｓolvingthemseem,ｗeｌl，eleｍｅntaｒy．ＨYＰERLINK"jａvascript:opｅnWindｏw('sｉdebaｒｓ／sbpopup．ｃｆｍ?ａrtID=1691','yes',３6５，5０0,'nｏ＇);"FirｍsＡrｅＴheretoHelｐＹouHYPＥＲLINK"htｔp：//www.mｂajungle.cｏm/ｍaiｎ.cfm?ｉnc=inc_artｉcle.ｃfm&chid=3&schｉd=７&ＷT=30&ａｒtｉｄ=98001"ＣonsultinｇIｎdusｔryGuiｄeMaｙthｅFiveＦorｃes（Noｔ）BewｉｔhYouSomerｅｃruiteｒsaｒeturｎｅｄｏffwhenｐｏｔenｔｉalhiresdｒaｗonapackａgeｄａｎalｙｔicalframework（ｓuchaｓtheｆivｅforces)tosolveaproblem.Others，ｈｏwｅver，areimpreｓsｅｄ．Tｏbｅoｎｔheｓａfesｉｄｅ,ｉfyouuｓeafrａｍework,ｄon’tstｒaytoofａrｆｒomｔheｉｓｓue.

ﻫEiｌeeｎＣoveney,viceｐｒesidentatL.E.K.Coｎｓｕltiｎｇ,ｗarnｓｃanｄidateｓaｂｏuttheperilsoｆｆrameworks:“Whenpeopｌedeｐｅndtoomucｈonaｐre-estaｂliｓhedframework，tｈeymaｙnｏtbｅthｉnｋingdeeplｙｅnｏughabouttheｐｒoblemaｔhanｄ.Tｈismａyindicatethａtwhenpreseｎｔedwitｈaｎacｔｕaｌclｉentｉｓｓue,ｔhｅyaｒｅnoｔｇｏingtoｆocuｓonthedetaｉlｓandｓpecificsoftheｃlient’spｒoｂlem．Ratｈｅr,theymaybeiｎclｉnedｔoｊumpintoeaｓyａnｄobviouｓsolutions．”ﻫ

Ifyoudｏｕｓｅone,ｃｈooseｗisｅly.Iftｈeｃaseisａbouｔａbusinｅssthaｔ＇sconsideringenｔryｉntoanindustry,Portｅｒ'ｓｆivefoｒcｅｓmａyindｅｅdbｅyｏuｒｂestbet.Ifｙｏu'rｅｔａlｋｉngabouthoｗｐrodｕｃｔsｇetfromｓupｐlierｓｔoeｎdcoｎsuｍers,coｎｓｉｄerthevaluechaiｎ.Comｐanｉｅｓtｈａtａｒefallingshortonsaleｓcouldｕseａproｆitaｂｉlitｙorcoｓtvs.reｖｅnueａnａlｙsis.Ｉfyou'rｅmarｋetingａｎewｐharmａceutｉcalpｒoduct,ｔｈinkabouｔtｈe４P'sandｔhe３C's．ﻫﻫ光华人向上的精神光华人向上的精神光华人向上的精神光华人向上的精神Ｐaｇe3of3[ＷｅbExclusive]Yoｕdｏn'ｔhａｖetｏbeＳherlockＨolmestoａcetｈecasｅsｉnaｃｏnsulｔing-firmintｅrviｅw．Iｎfacｔ,aｌitｔleｐreparatioｎcanmakesoｌｖｉnｇtheｍseem,wｅlｌ，eｌementａｒy.ＨＹPERLINK"javascriｐｔ:ｏpｅnWindｏｗ('sideｂars/sbpｏｐup.cfｍ？artID=169１',＇yes',365,500,'no'）;"FirmsＡreＴheretoHelpYouHYＰERLIＮK＂hｔtp://ｗww．mｂaｊｕ/main.cfｍ?iｎc=inｃ_articlｅ.ｃｆm＆cｈid=3＆schid=7&WT=30&artid=9800１"ＣoｎsｕｌtingＩｎｄustｒｙＧuｉdeReadｙfｏrsomecompany-specificadvｉce？Hｅre＇swhａｔfｉverｅcruiterstoldｕｓaboｕtintervｉewinｇattheｉrｆiｒmｓ．

ﻫRｅcruiｔerNo.1：EiｌeenＣｏvenｅy，vｉceｐresideｎt,Ｌ.E.Ｋ．Cｏnsｕlting

TheQｕeｓtiｏｎs:ﻫＴeｓtingaｃandｉｄａte'ｓｓkiｌlaｃroｓｓaｒangeofａｒeasisｔhｅprimaryrｅasonL.E.K．ｕsｅｓerｖiews.Coveｎeyinｄicａtｅｓthａtthecaｓｅｉnterｖｉｅwsａremeantto(１)assessaｃandidａte’ｓanalｙｔicalａbility,（2）evalｕateacａnｄｉdatｅ'sｃommunｉｃａtiｏnskillsanｄlogicflｏw,(3）understaｎdhoｗacandidaｔeｒesｐondsｔoredirｅction,ａnｄ(4)tｅsthｉｓ/hｅrovｅrallfitwithtｈefirｍ.MostqｕestiｏｎsL.E.K.recｒuiterｓaskcｅnterarouｎdstｒａｔeｇicｇｒoｗthoppｏrｔｕnitieｓforｐoｔentiaｌｃlieｎts.

WordsofWiｓdom:ﻫCoveneｙpoinｔｓoｕtthatshｅｄｏesn’thavｅapｒefｅrｅncereｇaｒdiｎｇhoｗacandｉdａｔeinitialｌyreactsｔotｈecaseiｎｔervｉewqueｓtion.“Sｏmｅｐeｏpｌeｔakesomeｔimeｔofoｒｍulatetheirtｈouｇhｔs,otｈｅｒpeopleaｓkafewｑｕestioｎs,andoｔｈｅrpeoplejuｍpｒｉghtin,”Coveneysａys.“Rｅｌaｘaｎdtakeyouｒtime,focusonthesｐecｉｆｉｃｉssuesofthｅcａsｅ,remeｍbeｒｔｈereｉｓnｏoｎerightaｎsｗertoｔhecａsｅ,anddon’tusｅtoomaｎyfrａｍeworks．Ｄon’tｔhrｏwinthekiｔchensinｋ,likePoｒter’sfｉvｅｆｏrces，etc.Ｊｕｓｔｂeｃoｎfidｅｎt,andreｌaｘ—ｉtwillrｅalｌyhelpwｉththeｉnteｒvｉew.”

ﻫRecruiｔerNo．2:KameｎnaRiｎdova,ｓeniorassｏciatｅ,MｅｒcｅrＭanagemｅntCｏnsultｉｎgﻫﻫTheQuｅstions：

ＭＭCａｓkｓmｏstcaｎdｉdateｓone-on-ｏneqｕｅsｔioｎsａnｄdoeｓn’toftｅndoｇrｏupｅxerｃｉｓes．Reflectingthｅfirm’ｓｆｏcｕs，moｓtquestioｎsdｅalwiｔhstrategyｉsｓｕes，ｗitｈoccasionaｌｍaｒkｅｔsiziｎgｑｕestiｏnsthｒowｎｉn.ThｅpｕｒposeoftheｉｎｔerviewfoｒＭMCistｏsｅethecａnｄiｄate＇sabｉlｉtｙtostructｕｒeanｄthinkｔhｒouｇhaｐroblemastheywouldoｎtheｊｏb.

WｏｒdsoｆWiｓｄoｍ:ﻫRiｎｄovasayspｒaｃｔiｃeandfａｍiliaｒｉｔywithcasesｉｓｅssｅntial,andstｒeｓｓestｈatａninterviewcangｏsｏutｈｉfｔｈeｃandｉdatelｏｓｅssiｇhtofｔheｓtrｕctｕreｈeoｒsｈeｉsbｕｉｌdinｇ.Lastly，beaｔｉｎgacｌｅarpathtoanｙｒespoｎseiｓｍoｒｅｉmｐorｔａnttｈangｅtｔingitrｉght.“Yｏucangivｅ（arecrｕitｅｒ)awrｏngaｎswer，butiｆyouthoughtoutloｕdthrｏｕｇｈｔheprｏcess，yｏｕcouｌdｓtillhaｖeaｓｔellａrｉnterｖｉeｗ,”Rindｏvａconcｌｕdes.

ﻫ

RecruiterNo.３:ScｏtｔBerney,headoｆＵ.Ｓ．recruitingoperａtiｏnｓ,ＭonitｏｒＧrｏup

ﻫTheQｕeｓｔioｎs:ﻫDeteｒminingapｅrｓoｎ’saｎａlｙticaｌｓkｉｌlｓ,coｍfortwithmaｎipuｌatingnumbers,ａnｄａbilitytointegrａtediｆferenｔpieｃesofdａtaｉsｔhepuｒposeｏｆｔheｃaseinｔervｉｅｗfoｒMonitoｒGｒｏｕp.Foｒｔｈefiｒsｔroｕｎｄofｉntervｉews,ｃasequesｔｉｏnｓareｕsｕallｙwrittenandareｔwototｈreｅpagesinｌength.Iｎthｅfinalround,ａgroupｅｖentisuｓeｄ．

ＷordｓoｆＷiｓdｏm:ﻫ“Mｙｔaｋeoｎmostotherfirmsiｓtｈatｔheyputaｐreｍiumon[thecandidate’s]abiｌｉtytｏaskquestｉｏnsiｎtｈeinｔerviｅw．Mｏnｉｔｏrcasｅｓputaｐrｅmｉｕmoｎｙourａbilityｔoanalｙｚｅdaｔａ，ｍanipulaｔｅｎｕmｂｅｒs,integrａｔe,eｕｐwithanａnｓwｅｒbasedonthedａtayoｕ’vebeengｉven,”sayｓBeｒney.ＬikeL．E．K．’ｓCovｅneｙ,ｈedｏesn’tlｉketoseeｃａndidａtesｕsetoomａnｙｆramｅworkｓtosｏlveaｐroblｅm.

ﻫRecrｕiｔeｒNo．4:SeanHuurmａn,ｎａtｉｏnalrecruiｔiｎgdirectｏr，ＫPMGConｓulｔinｇ

ﻫＴｈeQuestｉoｎs:

“Thecaseｑuｅstｉonhelpsgetｔoathiｎkingpｒｏｃessandvarioｕschａrａｃteｒｉsticsｏfaｃaｎdｉdaｔeyoudｏｎ’tnｅcesｓaｒilygetiｎanｏrdinaｒｙinterviｅｗ,”saysHuuｒｍａn.“Whenweusecases,weａrereａlｌyｆocusｉnｇｏnｔhｉngsthattiｅｉntothｅclieｎｔ.”ＴheｔypiｃａlKPMGｃｏｎsuｌtａｎthｕnterwａnｔstoknowhｏwacandidａｔecaｎcommunicaｔewｉｔｈtheteaｍ,ｔheｉｒｌeａdｅｒship，aｎｄtheclieｎt．

Huurmａnfavoｒsgrｏｕｐintｅrviｅws，andkｎoｗｓalotｏｆcaｎdｉｄaｔesｃａnbｅｐrｅｐpｅdiｎadvanｃe,ｂutｈeｎotｅｓthattｈｅrｅ’ｓ"noamountoｆｃｏaｃhing"thatcanprepａreｙoufｏragroupprｏject.

光华人向上的精神

WoｒdsofＷisdom:ﻫ“Toomaｎypｅopｌejuｍprigｈｔiｎtｏthｅｃaseｓtudyanｄdｏn’ｔputaｎytｈouｇhtｉnｔoiｔ,”saｙsHuurman.“Iｗanｔtｈeｉnｔerｖieweｅｓｔｏthiｎkｔｈingsthrough.”KＰＭGｒｅcruｉｔeｒｓａrｅalｗaystoｌdtｏlｅｔthecaｎdidaｔehavesｏmetimeｔｏthinｋｔｈｒｏughtｈeｃａse,butHuｕrmanindicａtｅsthａｔｖｅryfｅwcandidaｔｅstakeａｄvantagｅofit.

Huurｍaｎadｍiｔsthａtfｅｗrecｒuiｔerswoulｄaskｉｎt