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***CASE EXAMPLE*** Super-Regional Bank Commercial Case Study Confidential Situation: Super regional bank holding company in the southeast with corporate/commercial operations in eight franchise states Separate charter in each state Grown through multiple acquisitions Customers of all sizes No focus on commercial bank Good credit quality but inconsistent credit underwriting skills Commercial bank is not providing a high quality of service to customers turnaround time approval by committee errors Account officers not actively calling on prospects Not attracting and retaining the best account officers Friction is growing between the account officers, product units, and credit administration Rapid growth and lack of business focus and segmentation in commercial banking have contributed to commercial banking problems Cost and credit controls have tightened while the bank has actively acquired new banks thereby complicating the commercial banking process Unable to determine profitability--especially important to SBL Objective: To make the corporate bank sought by customers, feared by competitors and a source of pride for employees Question: If you were the engagement manager on this job,…………
Andersen Consulting - Strategic Services Cosmetics Case Situation: BeautyAsia (BA) is a health and beauty consumer products company headquartered in Malaysia. It manufactures and sells a line of cosmetic products ideally suited for the Malaysian marketplace. Although it has been a successful company for over twenty years, it has been losing money for the past two years and its market share has declined. The CEO has asked you to assist in diagnosing the problem and generating a few possible solutions. Question: What should BeautyAsia do to restore its profitability? Suggested Frameworks: Given the client’s decline in market share, the 3Cs model (i.e., Competition, Competencies, Customers) is an effective framework. Key Facts (to be shared as the case progresses): Company Market share declined from 90% to 60% in the past two years. Manufacturing is excellent Inventory management systems are unsophisticated and ineffective, resulting in excess inventory and order fulfillment problems Brands are widely recognized throughout Malaysia No new products have been launched in the past eight years BA sells its health and beauty products primarily through local mom and pop shops (i.e., conveni…………
Always Fresh Determined to conquer the world with the power of deodorant, the Always Fresh team has set their sites on going abroad. Help them navigate the international intricacies of personal hygiene. Will success smell as sweet outside of North America? Case Pack: 007 Difficulty (1-5): Crack the Case: How to Conquer Your Case Interviews consultingcase.com Purchase additional cases and the book Crack the Case: How to Conquer Your Case Interviews at www.consultingcase.com. 007 - Always Fresh 1 Copyright ?2003 Turtle Hare Media Always Fresh Case Pack: 007 Determined to conquer the world with the power of deodorant, Difficulty Rating (1-5): the Always Fresh team has set their sites on going abroad. Help them navigate the international intricacies of personal hygiene. Will success smell as sweet outside of North America? Case Answers and Interviewer Notes Candidates should not read through this pack until completing the case. Remove page 3 before beginning the case. Candidate: ? For mock interviews, remove page 3 only and give the rest of the pack to your interviewer. Interviewer prep is about 10-15 minutes for this case. ? For self-study, use page 3 only. Keep in mind that you will…………
#1 STOPPED AT THE 3-YARD LINE Scenario: The client is a manufacturer of sports equipment and supplies, with greater than $550 million / year in sales. They have just purchased a small, struggling sports magazine with roughly $1.5 million / year in sales for the purpose of gaining access to its subscriber list for direct marketing purposes. A recent court decision, however, has forbidden the use of the subscriber list for such a purpose. The CEO of the client has asked for help deciding what to do with this company. What avenues would you pursue, what information would you look for, and what suggestions would you make? Additional Information: The client currently sells primarily to retail chains. They are trying to start a direct marketing business, because margins are roughly twice what they are selling retail businesses. The magazine sells primarily through subscriptions, with a subscription list of roughly 35,000. Case Discussion: The student can take this case in several directions. S/he can discuss attempts to try to turn the magazine company around through examining strategic options or through focusing on the operations of the company. S/he can assess the possibilities for di…………
McKinsey Guidelines for Case Preparation Kellogg students who participate in McKinsey & Company’s Case Interview Workshops are usually asked to bring a prepared case to be used in breakout sessions during the workshop. These guidelines are distributed in advance to aid participants in their case preparation. What is a case Interview? A case is a description of a real business problem. Case interviews are designed to test problem-solving skills. A case interview typically lasts 20 to 30 minutes and is a verbal exchange between the interviewee and the interviewer. During a case interview, the interviewee asks the interviewer questions to get enough data to recommend a solution; the interviewer provides the information that is asked for and helps the interviewee stay on track to develop an approach. At the end of the interview, the interviewee should be able to recommend a solution to the original problem presented by the interviewer. Understand that the interviewee is not often expected to find a solution to the problem; a logically structured, fact-based recommendation is usually enough. Remember, the case interview is designed to mimic a typical McKinsey client engagement: clients…………
Kellogg Consulting Club How to succeed to the Personal Interview So, here you are, reading this document and trying to figure out how to land your dream job. We’d like to help by telling you what we believe to be the key areas of preparation for a successful interview. First and foremost, remember that a standard consulting interview has four parts: A personal “fit” part for 15 to 20 minutes A Case part for 20 minutes Questions that you would like to ask your interviewer for 5 minutes. Wrap Up. More often than not, people prepare themselves only for the case part, leaving the personal “fit” part unattended. Believe us, if you do not succeed in your personal interview, the case will not count! Therefore, this document will be focused on the personal side of the interview process, and how to succeed on that difficult part of the recruiting process. Introductory comments As you go through the process, you will receive tough questions that probe not only your intentions and intellect, but also your psyche and personality. Your delivery is as important as what you say. The only way to show poise and grace while answering these tough questions is practice and practice. Know yourself: You…………
PricwaterhouseCoopers CASE DISCUSSION BUSINESS/STRATEGY Interview Case Study #2 Telekenesis Inc. PricewaterhouseCoopers has recently proposed on, and appears to have won, a major engagement to create an information technology strategy for Telekenesis. PricwaterhouseCoopers has worked for Telekenesis in the past, but has not done any significant work for over a year and a half. This is PricwaterhouseCoopers’ first substantial engagement with the company. Company Background Telekenesis was formed in 1992 by executives from four former Regional Bell Operating Companies (RBOCs) and two principals in Silicon Valley technology start-ups. One of the principals is from a start-up company that pioneered a new kind of wireless propagation technology. Telekenesis was founded on the principle that the current telecommunications industry is populated with companies who are almost congenitally incapable of optimizing their form of organization and culture to meet the competitive challenges of the 1990s. The founders believe that local loop technology, which relies on communication devices which are peers in a large technology community, where every device has a permanent and unchangeable identif…………
Stern Management Consulting Case Interviewing Workshop Presented by Professor Charles Fombrunand Peter EliopoulosStern School of Business, New York University Calculation Case||Problem Case|| Probing CaseAlso try out McKinsey"s Interactive Case for another example. What Are They Looking For? The interviewer is evaluating you on three dimensions:(1) Diagnostic Skills, (2) Analytical Skills, and (3) Communication Skills. Diagnostic Skills How well do you narrow down a problem? Do you ask good, pertinent questions? Can you identify and extract the most important issues related to the problem? Can you prioritize? Analytical Skills Can you follow a logical line of reasoning? How well do you structure your answer? Are you good at making quick calculations on your feet? Do you appreciate the implications of any recommendations you make? Communication Skills Do you express yourself clearly Are you a good listener? Do you ask good questions? Do you adapt to whatever information youre given? How well do you explain and defend your ideas? How well do you handle pressure? Do you have a high energy level and strong sense of self confidence? Packaging Yourself Even in case interviews, youll…………
Firm: A.T. Kearney Case Number: Case setup (facts offered by interviewer): Your client is a manufacturer of bicycles They have been in business for 25 years They manufacturer and sell three categories of bicycles: Racing bikes: High end, high performance bikes for sophisticated cyclists Mainstream bikes: Durable, but not overly complicated bikes for everyday riders Children’s bikes: Smaller, simpler versions of their mainstream bikes for children Profits at your client have decreased over the past five years Question: What is driving the decline in overall profits? What recommendations might correct the situation? Suggested solutions: The first question is to determine what has caused overall profits to decrease. To accomplish this the candidate must first understand what has transpired in each of the three product categories over the past five years during which profitability has slipped. The following are questions and answers that would be provided in an interview scenario. What are the client’s margins for a bicycle in each of the three segments? Racing: Cost = $600/unit, Profit=$300/unit Mainstream: Cost = $250/unit, Profit = $75/unit Children’s: Cost = $ 200/unit, Profit = $5…………
Andersen Consulting - Strategic Services Office Supplies Distributor Case Situation: Supplies Mate (SM), a distributor of office supplies in Central London, has experienced declining profitability over the past five years. Question: How can the distributor address this profitability trend? Suggested Frameworks: Profitability model with emphasis on understanding fixed vs. variable operating costs. Key Facts (to be shared as the case progresses): Company Profitability has slipped from 12% to 8% over the past five years Revenues have grown by 15% over the past five years SM distributes from one central warehouse in downtown London that it has owned for 20 years SM has built a reputation for customer service, “Personal on-time delivery and support every time.” Customers Large businesses (60%), medium-sized business (20%), small businesses (20%) Many of the medium-sized and most of the small business accounts were acquired recently and are located on the perimeter of the city (not to be given unless asked for specifically). Competitors Fragmented industry Client is one of the largest and most successful distributors Category killer OfficeMax has just entered the market, but the client’s…………
PricewaterhouseCoopers CASE DISCUSSION BUSINESS CASE Interview Case Study #1 Roane & Hickey, Inc. You have been recently hired into the Strategic Change (SC) group, a business unit of PricwaterhouseCoopers. SC is the strategy thought leader in PwC. The engagement partner in Consumer Products has come to SC to help develop a strategy for Roane & Hickey, Inc. (R&H). This engagement has the potential of positioning PwC to R&H and its parent conglomerate for the next five, possible ten years. Company Background R&H is a wholly-owned subsidiary of a multi-national conglomerate. The conglomerate owns ten companies operating in the U.S. R&H is the largest of the ten. R&H is a consumer goods company distributing well-known branded products through grocery, drug, mass merchant and club channels. With $4 billion in revenues in the U.S., R&H is one of the top three players in the consumer goods industry. The company has been marginally profitable over the past ten years. Last year the company made a profit due largely to an accounting change. Although R&H only operates in the U.S., it owns several manufacturing and distribution facilities around the world to support its production and distrib…………
Seven Steps to Surviving the Case Interview Listen carefully when the interviewer asks the question. Take detailed notes and make sure you understand what the interviewer wants. Determine if you have all the necessary information. Determine whether you have all the necessary information. Ask for clarification if there are gaping holes. (They may be trying to test and see whether you recognize that critical information is missing.) Think before you speak. Take a few minutes before you start to share you answer. Plan your answer and think about where the path will take you. Identify a framework. Frameworks help you structure your argument. It helps the interviewer follow your answer. Make sure you communicate the framework or plan you are using. Explain your thinking methodically. Identify the most important issues first. A structure will ensure that you cover the most important points first. Listen for hints. The interviewer will provide more data and hints as the case goes on. Be sure to use the hint. The interviewer is probably trying to nudge you in a direction. Summarize. Wrap up the case with a brief summary of how you are going to approach the problem. Also, try to provide a f…………
Kellogg Consulting Club Consulting companies‘ recruiting information. NOTES: INFORMATION IS NOT GUARANTEED TO BE FREE OF ERRORS. DATES AND TIMES ARE SUBJECT TO CHANGE. PLEASE CONFIRM WITH ONLINE INFO AS DATE APPROACHES. COMPANIES THAT DO NOT HAVE CLOSED LIST DEADLINES TYPICALLY DO NOT HIRE SUMMER INTERNS. Company Corporate Presentation Date Resumes due for closed list Interview Dates Contact Addresses Phone / Fax E-mail A.T. Kearney Tues, 1-12-99, 5pm, Omni Orrington 12/1/98 2/18/99 Amy Davis 222 W. Adams Chicago, IL 60606 Amy.davis@atkearney.com Andersen Consulting Mon, 1-4-99, 5:30pm, Pick-Staiger Hall 12/30/98 2/10/99 Zelon Crawford Coordinator 161 Clark 45th floor Chicago, IL 60601 Bain & Company, Inc. Tues, 1-5-99, 5pm, Omni Orrington 1/12/99 2/12/99 Cindy Kitzman Coordinator 333 West Wacker Drive Suite 3000 Chicago, IL 60606 (312) 223-1003 cindy.kitzman@bain.com Fax (312) 514-0089 Booz-Allen & Hamilton Thurs, 1-7-99, 7pm, Allen Center 1/13/99 2/15/99 Susan Kerr Recruiting Manager 225 West Wacker Drive Suite 1700 Chicago, IL 60606 (312) 578-4671 Fax (312) 578-4663 Boston Consulting Group Thur, 1-14-99, 6pm, Pick-Staiger Hall 1/18/99 2/16-17/99 Leah Ramage Coordinator 200 S. Wa…………
Sample Cases SUPER REGIONAL BANK You have a have recently been assigned to a project with one of the nation’s super regional banks. The bank is one of the top 10 largest retail banks in the country. Like most banks in its class it has branches in 8 geographically contiguous states. Your client has recently concluded that the old “local branch” way of business is no longer viable. Typically, this bank has canvassed its territory with small free-standing branches; however, the new age of electronic banking and commerce is changing all of that. They are considering replacing many branches with Calling Centers. Calling Centers offer both live and phone automated services that may be accessed by phone. The new Centers would offer virtually all of the services currently offered through local branches plus some additional things. The question to you is: how would you go about setting up the engagement to determine the viability of this new concept? Specifically, what kinds of things would you investigate? and what hypothesis would you form? Possible Solution: This is a very open broad-brushed case. There certainly is no right answer; however this type of case occurs frequently. The follo…………
Firm: Towers Perrin Case Number: 2 Topic: Organization Effectiveness Setup Your client is the upstream business of one of the major integrated oil companies. The upstream business, also called exploration and production, is the part of the company that explores for and pumps oil out of the ground. Management has called you in because the company’s profitability has declined relative to its peer group (other major oil companies), and they would like to find ways to improve performance. Since oil is a commodity, the primary way to impact profitability is through cost reductions, either by reducing operating costs (cost per barrel produced) or by reducing “finding and developing” costs (investments per barrel of oil discovered). A key point that is helpful to evaluating this case is to understand that performance improvement can be achieved through efficiency gains (i.e., doing the same work at a lower cost) or effectiveness gains (i.e., achieving better results for the same cost). In the oil industry, this translates into either lower actual operating costs or higher volumes over which to spread costs. Question Your client has asked you to evaluate the viability of two different opti…………
Microeconomics Analysis Basic microeconomics provides the analytical basis for understanding many cases. Some of the issues to address are: Type of market Find out about type of market. What is 4 or 8 firm concentration ratio? What is minimum efficiency scale? Is market: Perfect Competition Without any product differentiation, a firm will be a price taker. A competitive firm’s demand curve is horizontal and it price elasticity of demand is infinite. When the firm’s demand curve is horizontal, each additional unit it sells adds sales revenue equal to the market price. Marginal Revenue = Marginal Cost = Price Monopoly An industry dominated by one firm is a monopoly. This firm has a significant control over prices. A monopolistic outcome maximizes industry profits. A monopolist sets price so that MR=MC=Price *[1+(1/Ed)] where Ed is the elasticity of demand. If demand is highly elastic, there is little advantage of having monopoly power since MR=MC=Price (same as Perfect Competition). Even if demand is inelastic, a monopolistic firm must be careful in setting price. If price is set too high and barriers to entry are not, the market may attract new entrants. Oligopoly An oligopoly is se…………
CAP GEMINI ERNST & YOUNG LLC Practice Case Interview: Consumer Products Company Growth Strategy A large consumer products company has decided it is interested in substantially increasing the size of its operations and would like to introduce the technology of the Internet to assist them. Its goal is to double total sales and profits in less than three to five years. As a consultant brought in to assist, what would you do? What issues would you consider? What are some likely strategic alternatives for the company? Possible Issues to Consider What is the current scope of operations? In what areas/segments of the consumer products industry does the company deal? What is its current market share in these areas? What plans has the company already considered? What is the competitive nature of the industry? What would be the effect on sales and profits of simply reducing prices and margins? What competitive Internet plays currently exist in the market (B2B, B2C, etc.)? How does Internet technology play a role in the company, if at all? What potential is there for expansion by acquisition? Do they have the financial capability? Do potential acquisitions exist? Possible Recommendations An a…………
#2 Emergency Room Operations Improvement/Reengineering Scenario: Our client, a large academic medical center in a major metropolitan area, has hired Deloitte & Touche Consulting Group to reduce expenses in their Emergency Room. They have identified the ER as one of their highest costs departments, and have set a target of reducing operating costs by 25% within two years. They would like our assistance in identifying the opportunities for cost reduction, redesigning the operations to eliminate the costs, and implementing the changes. How would you structure an approach to this project? Additional Information Our client’s ER operating costs are approximately 40% higher than other ER’s in the local community hospitals, but only about 10% higher than other benchmark academic medical centers Many of the local homeless people utilize the ER as a primary care clinic, i.e., they come in when they have colds, cuts and bruises, or just need a meal or a place to sleep There are no urgent care centers or physicians offices that are open nights or weekends within a 10 mile radius The ER is staffed with highly skilled, licensed personnel (e.g., residents, attending physicians, and nurses), that…………
Vault Reports Strategies for Answering Business Case Questions The 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 it‘s useful to know about advanced frameworks like Porter‘s Five Forces and the population of the United States offhand (it‘s 270, 952,899 as of November 4, 1998, according to the Census Bureau), it‘s just as important to have a few basic tips down pat. 1. Take notes As your interviewer presents your case, be sure to take careful notes on the numbers or other facts given. (Always bring a notepad and a pen to a consulting interview.) You don‘t want to ask your interviewer to later repeat information that has already been given. 2. Ask questions Your interviewer expects you to ask questions – as many intelligent questions 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 questions is a fatal error in a case…………
March February January December Recovered_ Monday Tuesday Wednesday Thursday Friday Saturday / Sunday Nov 28 / 29 Dec 5 / Dec 6 Dec 12 / Dec 13 Dec19 / Dec 20 Dec 26 / Dec 27 January 2 / 3 January 9 / 10 January 16 / 17 January 23 / 24 January 30 / 31 Feb 6 / Feb 7 Feb 13 / Feb 14 Feb 20 / Feb 21 Andersen Presentation 5:30 Pick Staiger AT Kearney Presentation 5:00 Omni Orrington Bain Presentation Booz Allen & Hamilton Presentation 7:00 Allen Center The Boston Consulting Group Presentation 6:00 Pick Staiger Deloitte & Touche Consulting Presentation 7:00 Women‘s Club Ernst & Young 12:15 Leverone 276 Kannon Consulting 5:00, Location TBD Marakon Associates 5:00 Women‘s Club McKinsey & Company Mercer Management 6:00 Location TBD Price Waterhouse Coopers Presentation 5:00 Location TBD Strategic Decisions, Inc. 5:15 Leverone 276 Towers Perrin 7:00 Omni Orrington Andersen Resume Due Bain Resume Due Resume Due Group Resume Due Cambridge Strategic Management Group CSC Healthcare Group CSC Strategic Consulting Group Consulting Resume Due Diamond Technology Edgar Dunn Resume Due Ernst & Young Resume Due Gemini Consulting Keystone Group Kurt Salmon Associates Marketing & Planning Systems Resume

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