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Consult InterviewsOur contribution
Chanchal BansalPankaj Goyal
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Disclaimer
All this is what we think!
We are not taking your interviews
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Agenda
Structure of a consult interview
How to handle personal interview?
How to solve a case?
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Structure of a consult
interview Resume based questions
Personal Questions
Cases
Guestimates
Business decision problems
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Personal Questions
Typical/Important questions
Tell me about yourself. About your work experience
Strengths/weaknesses
Why are you different from others? Why consulting (over i-banks)?
Why XYZ consult only?
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Personal Questions Your resume
Each point 30 seconds to 3 minutes
Give stories (stickiness factor)
Come out as a:
Enthusiastic person
Ability to learn
Flexible yet assertive
Team worker; no ego
Likeabilityfactor
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How to crack a case in interview? Skills they try to assess:
Problem solving (Analytical)
Communication
Practicality and effectiveness
Synthesis
Some handy tools Sample cases
Process
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Guestimates
Logical reasoning
Number-crunching
Bigger picture details Goal
Flow of thinking matters!
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Sample Guestimates How many cricket bats are sold in India
annually?
How many golf balls can be
accommodated in a Boeing 747?
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Frameworks
SWOT
4 Ps
Product, Price, Promotion, Place
4 Cs
Consumer, Company, Competition,
Context
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Porters Five Forces-
Industry Analysis
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Value Chain Analysis
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Others
Product life Cycle
Decision Tree Analysis
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Others Microeconomics
Pareto Principle
Profitability Analysis
Law of supply & demand; diminishing marginal
utility; diminishing returns
Fixed vs. Variable cost; Breakeven point;
Corporate Finance NPV
Cost of capital
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Things to remember
Never use the frameworks
Think loudly
Ask questions (intelligent ones will help)
State your assumptions
Summarize at the end
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Sample Cases
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Athikas:
Who is eating my samosa? Campus Cafeteria
Revenues increasing; profits decreasing
Thoughts?
Revenue vs. cost
Drivers of cost?
Fixed vs. variable costing? Competition?
Taste preferences?
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Athikas: More information Same cost structure
No new competition
Possibilities?
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Special Economic Zones You are a real estate company
You have 200 acres of land and need to
build up a SEZs
Which sector(s) to invest in?
What should be your entry strategy?
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SEZ- Some information Regulations:
You cant sell the land only lease out
Single sector
25% for commercial use; 75% for others
Margins in construction: 18-20%
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SEZs: Analysis Understanding the real estate industry
Understanding the regulations
Market research
Competitor Analysis
NPV
Potential Risks
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Drainage
Dilemma
Your client manufactures drainage pipes.It is complaining of declining profits. It is avery innovative company which invests a
lot of R and D.
Its business model is where 40 % farmersbuy directly and 60 % get the installation
done by a drainage contractor
How should its pricing be?
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Beyond Value Innovation:
Competitive Innovation
Many
Low
High
Few
Valued Features
(Tangible + Intangible)
Price
Feature
Threshold
Willingness ToPay Threshold
Price Leader
Differentiator
Why should this company be selling at low prices ?
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Contd.
So the sales team has volume targets,
goes to take order, calls the HO and gets
the lowest possible price.
It is about to launch a new product with
distinct features. Should it do premium orpenetration pricing ? What are the
challenges
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Leela Palace Hotel
Your client is a 7 star hotel, which is not
making money. How will you analyze the
cause of low profitability of the hotel.
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Contd.
Revenue Sources
Lodging
Restaurants Gym and Spa
Services Ironing, Dry cleaning
Cost Centers Man power
Maintenance
Observation: High Fixed Cost business
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Important considerations Way to make money
High Premium per customer
Greater occupancy How to attract customers
Customer feedbacks check whether customerscome back
Differentiate through service
Customers Corporate deals / individualcustomers
Increase customer loyalty
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Best of luck!!