关闭

关闭

封号提示

内容

首页 Wharton_Practice_Case_Interviews_Guide.pdf

Wharton_Practice_Case_Interviews_Guide.pdf

Wharton_Practice_Case_Interview…

上传者: zhengbizhong 2012-06-13 评分1 评论0 下载15 收藏0 阅读量275 暂无简介 简介 举报

简介:本文档为《Wharton_Practice_Case_Interviews_Guidepdf》,可适用于战略管理领域,主题内容包含WhartonConsultingClubPracticeCaseInterviewGuideWelcomeConsultingClubMember符等。

WhartonConsultingClubPracticeCaseInterviewGuideWelcomeConsultingClubMember,Thismanualistheresultofsignificantcontributionsbyyourfellowclassmates,whohavecontributedrealcasequestionsfromthendyearrecruitingseasontoassistyouinpreparationforconsultingcaseinterviewsManystudentsareinitiallydauntedbytheprospectofpreparingforcaseinterviewswhichareforeigntoanythingtheyhavepreviouslyexperiencedInourviewhowever,thereisnoneedtofeeloverwhelmedPreparingforcaseinterviewsismuchlikelearningtoplayanewsportUntil,youactuallygetoutandstartplayingitcanbedifficulttounderstandwhatisgoingon,butonceyougetintoit,itallcomestogetherwithpracticeLiterallyvolumeshavebeenwrittenonthetopicofcaseinterviewsandwestronglyrecommendthatyoureviewatleastoneofthemanypublicationsavailableReadilyavailableresourcesincludetheWhartonCasebook,whichincludesadetailedintroductiontotheCaseInterviewprocess,DavidOhrvall’sCracktheCase,ortheVaultGuidetoCaseInterviewsReadingthesetextshoweverisverymuchlikereadingatextonhowtoplaybasketball–itmightgiveyouabasicunderstandingforhowtoplaythegamebutuntilyougooutandshootafewjumpshotsyouwon’tbemuchofaplayerItiswiththatinmindthatwehavefocusedthisyear’sguideonactualcases,includingquestionsfromrealinterviewstogetherwiththeinterviewee’ssolutionsupplementedbycommentsandrecommendationsfromtheCaseBookEditorialTeam(whohavehadthetimetoconsiderpreferredsolutionsandframeworksawayfromthepressureofalivecaseinterview)Ouradvice:•Readatleastonepreliminaryguide(moreifyoufeelnecessary)•Formasmallgroupofmemberswithsimilarexpectationsandtimecommitments•Gettogetherregularlytopracticecaseschoosingcasesofasmanydifferenttypesandfromasmanydifferentsourcesaspossible(allinterviewersaredifferentandyouneedtogetusedtoverydifferentstylesofinterview)•Givehonestfeedbackoneachothersperformance(youwouldratherfindoutaboutyourerrorsnowratherthaninarejectionfromaliveinterview)•Getusedtothinkingoutloudandstructuringyourthinkingclearly•DoasmanycasesasyouneedtofeelcomfortablewiththeprocessForsomepeoplethiswillbetenforothersitwillbesixtyOnlyyoucantellwhenyouarereallygettingagriponthings•RemembertouseagooddoseofcommonsenseCaseinterviewsareaboutrealworldsituations,youwillnormallyhaveabettersensefortherightanswerthanyouinitiallygiveyourselfcreditforYourownexperienceandyourfirstyearsubjectsshouldequipyouwelltoknowwhattheissuesareGoodluck!!BenSimonsRichardOsborneVicePresident–MemberEducationCaseBookEditorCASEINDEXCase#TitleFirm–RoundPageOpticalFibresBCG–RdHoldingCompanyBoozAllen–RdElectionBoozAllen–RdPerpetualMotionBain–RdNutracorpMcKinsey–RdPartyGoodsBCG–RdRazorsandBladesBCG–RdSupermarketBCG–RdChewingGumATKearney–RdAlcoholDistributionBoozAllen–RdGasStationLEK–RdTelematicsBCG–RdManufacturingBCG–RdCellPhonesBCG–RdExplosivesBCG–RdPharmaceuticalsBCG–RdElectronicsRetailersBCG–RdAeroIncaMcKinsey–RdPharmaceuticalsIIZSAssociates–RdHotel(Post)BCG–RdBeerBoozAllen–RdBenjaminCarpetsMcKinsey–RdOtherSamplesBoozLEKMcKinseyCASE:OPTICALFIBRES(BCG–Round)Ourclientmakesopticalfibre(hasvolumeadvantagestocopperwire)whichismainlyusedbythetelecom,cableandmobilephoneindustriesIt’smadeinglassstrandsandrolledontokmspoolsTheircustomers(whoaregenerallymajorTelecomsnetworks)wouldbuyahugequantity,bundleitup,digatrenchandputthebundleoffibresinthegroundThey’veseenadeclineinrevenues,andhaverecentlybroughtinanewCEOThenewCEOwouldliketoknow:a)Whydidrevenuesdropinoneyearb)Canheexpectanimprovement,andifsoinwhattimeframec)HowdoesourcompanycomparetoourcompetitorsAdditionalInformationProvidedAfterRelevantQuestions:•Opticalfibreissimilartoacommodity,soconsumersdonotpurchasebybrandandpricingisinlinewithcompetition•Therehasbeennosignificantchangeinsupplyfromthecompany’sperspective•Therearenodirectsubstitutesandnoregulationchangesduringthisperiod•The“usage”oftheopticalfibres,forvoice,dataandinternet,hasactuallydoubledeachyear(meaningyouwouldthinkyou’dactuallyneedtwiceasmucheachyear)•Customersareaskingforless•Nomajorchangesincustomer’sindustryEvenspreadacrossindustriesforproductsales•CurrentusageisTsecond,butcapacityisTsecondInterviewee’sSolution:WhydidrevenuesdropinoneyearIdeterminedtheproblemwasthatbecauseitissuchaneffortandexpensetodigthetrenchestoputthefibrebundlesin,thecustomerdoesitasinfrequentlyaspossiblewhichleadstoovercapacityCanheexpectanimprovementIfsowhenIfoundoutthattheybuyayearinadvanceofneedingitSinceusagedoubledyearly,Iworkedoutthatcustomerswouldreachcapacityinyears,andthereforewewouldbeimpactedforyearsTheCEOwantsabenchmarkslidewithhowwecomparetoourcompetitors:whatwouldbethemainitemsyou’dwanttoseeonthatslideIaskedforMarketShare(leader),Cost(lowestcost),People(noadvantage),CustomerBase(noadvantage),Product(norealadvantage),andBalanceSheet(highest)HeaskedifwecouldweatherthestormorifwewereintroubleIsaidifwehadaprettyhealthyfinancialsituation,wecouldweatherthestormforyearsbutthatitwouldbeworthwhilelookingforotherwaystodiversifysincethiswouldbeacyclicproblemZhangAPencilZhangAPencilZhangAPencilCommentaryRecommendations:ThekeytoansweringthisquestionisunderstandingwhatisactuallygoingonintheindustryTogettotheheartofthisissueyoucouldask:ClearlyourclienthaslostasignificantportionoftheirrevenueTounderstandwhytherearethreekeythingsIwouldwanttoexamine•First,whathaschangedaboutourClient–wehaven’theardofanymajorreasonwhythingswouldbegoingwronginternallybutsomeofthethingsthatIwouldwanttolookatare:HavetheylostkeysalespersonnelwithgoodcustomerrelationshipsHavetheylosttheirgoodreputationbecauseofsomeincidentoraccidentetcHavetherebeenperceivedqualityproblemsEtc•Second,IwouldwanttolookatourkeyCompetitors–Aretheyofferingabetterproduct(probablynotiftheindustryiscommoditized)AretheysellingatalowerpriceAretheyofferingbetterservicedeliverytimesetcAretherenowmorecompetitorsAreourcompetitorsbetterplacedgeographicallytomeettheneedsofourcustomersAretheirsomecompetitorsthataredoingbetterthanusIfsohowdotheydifferfromusAretheybiggerandleveragingtheirscale,etc•Third,IwouldwanttolookattheneedsofourCustomersandwhetherthesehavechanged–Ifthereisnothingwrongwithourproduct(Client)andourCompetitorshaven’tsuddenlygotbetterthenthedownturninsalesmusthavesomethingtodowiththeneedsofourCustomersWhatistheircurrentusageWhatistheircurrentcapacityWhatistheiranticipatedusageWhataretheirpurchasingpatternsrelativetocapacityetcThisstructureshoulddriveyoutoidentifythekeyissueThewaythefactsarepresenteditlookslikemostofthequestionsonClientandCompetitorswillyieldlittlereturnandtherichestpartofthediscussionwillfocusaroundCustomerneedsThisshouldprovidetheopportunitytodiscoverallofthefactsaboutthegrowthindemandandthecapacityconstraintcurrentlyinplaceItcouldalsoleadtounderstandingthe“lumpy”natureofthesecapitalpurchasesThisdiscussionshouldalsodrawoutenoughinformationtoanswerthefollowupquestiononhowourclientcomparestoitscompetitorsZhangAPencilCASE:HOLDINGCOMPANY(BoozAllen–Round)ClientisaholdingcompanyorconglomerateTheyarealongstandingclientofoursTheirrevenuesareaboutByearTheyholdallsortsofcompanies,mostlyaroundlowtechmanufacturing,includingroughlyinthe“OilandGas”“Automotive”and“other”categoriesTheholdingcompanydoesn’treallyhaveaunifiedportfolio,butbasicallyplacesbetsoncompaniesitacquiresItisnowlookingatanautopartsmanufacturer,andtryingtogetanideaofwhetheritshouldacquireitWhatkindofthingswouldyouwanttoinvestigatetofindoutwhetheritwasagoodideaAdditionalInformationProvidedAfterRelevantQuestions:•Financialhealthisexcellent–sittingonalotofcashTheirportfolioiswelldiversifiedTheyarenotlookingfor“synergies”necessarily•Aftermarketproducts–winchesforcars,trucks,ATV’s(revenuesofMforthisproductline)•TheyhaveofthemarketintheUS,andthemarketisexpectedtohaveflatgrowth•SeconddivisionisdrivetrainmechanismforswitchingcarfromWdrivetoWdriveIt’sasmallnichemarket,mostlyluxurycarsInterviewee’sSolution:WhatweresomeoptionsfortheWinchproductssincethemarketintheUSseemedtappedoutWetalkedaboutmarketsnotreallyexistinginothergeographiesbecauseitwasmainlyATVsandtheyweren’tascommoninothercountriesWetalkedaboutleveragingthetechnologyandalthoughnothingelsecouldbemadewithit,theydiddiscoverauseasa“tool”forhomeandshopuse(toliftbricksetc)WhowouldthecustomersbehereWetalkedaboutsmallcontractorsandhomeuseconsumers(doityourself)IaskedwheretheyshoppedanditturnedoutthatsmallcontractorsshoppedmainlyatwholesalersandbigboxshopslikeHomeDepotThetrendwasmovingtowardsbigboxTheseshopsonlyrenewtheircontractsonceayearwithmanufacturersHowwouldyoufigureoutmarginsforHomeDepotWetalkedabouthowmarginswerebasedonmarginsquarefootandthatyoucouldaskforasmallspace,butkeepitextremelywellstockedatalltimesandkeepourpackagingsmallHowwouldyoubringincustomersinthisentirelynewmarketAdvertisingthroughdoityourselfchannelsonTV,magazines,instoredemos(thisapparentlydidn’tworkaswellbctheyhadtosendpeopletostorestodothedemosandforasmallcompanyitwastoomuch)HethenwantedtotalkaboutsalesintheDriveTraincomponentarea:Iaskedaboutconsumers,andwetalkedaboutconsumersbeingbothendconsumersandautomanufacturersIaskedhowoftencarswereredesignedandhesaideveryyears,butthetrendwasgoingdowntowardseveryyearsWhatdoesthistellusTheopportunitytogetinaredesignisbetterWhatdoesthistellusaboutthefutureasthistimecontinuestogodownIsthisanadvantageIsaidno,becausenowyouwilllikelyhavemorecompetitivepressurefromthosewhosawthisasabarrierLastly,hewantedtoknowhowIwouldevaluatetheoveralldealtacticallyItalkedaboutdoingsomesortofreturnoninvestmentcalculationtomakesurethereturnwasadequate,andthattheresultsweneededinaparticulartimeframeexistedCommentaryRecommendations:Myconcerninthiscasewouldbethattheintervieweehasn’tdevelopedaclearsetofcriteriaforassessingthepotentialacquisitionandusedthesetodrivethroughthecaseinastructuredfashionThereareanumberofpotentialapproachesbutIwouldprobablybreakitdownasfollows:•BeforeanythingelseIwouldaskforsomemoreinformationonthepotentialtarget’sbusinessWhatproductsdotheysellWhataretheirrevenuesandmarginsEtcThenIwouldanalyzewhetherthismakestheacquisitiondesirablebylookingatthefollowing:oFirstIwouldwanttolookatwhetherthisisanattractiveindustrytobegettingintogenerally–TheautomotivepartsindustryseemstobegenerallyconsistentwiththeotherproductsintheirportfoliosoIwouldassumethattheyprobablyhavetheskillstomanagethissortofbusiness,isthatcorrectIwouldalsowanttolookatthegrowthprospectsforthisindustryIstheautomotivepartsindustryexpectedtogrowfasterorslowerthanotherlowtechindustrycompaniestheymayalsochoosetoinvestinoSecondIwouldwanttoexaminewhetherthisistherightcompanywithintheautomotivepartsindustrytobuy–inparticularIwouldwanttoknowtowhatextentourclientcouldderivevaluefromtheacquisitionWilltherebeanysynergieswiththeothercompaniesthatourclientownsWillourclientbeabletoimproveprofitabilitybydrivingcostsoutofthisbusinessArethereopportunitiestoincreasesalesorgrowthebusinessfasterthanexistingmanagementispredictingoFinallyIwouldwanttoconsiderthesepotentialimprovementsfromafinancialperspectiveDoestheclienthaveacertainNPVorROEtargetthatitislookingtoachievebeforeitinvestsCASE:ELECTION(BoozAllen–Round)WhatdoyouthinkisgoingtohappenaftertheelectionifKerrywinsandDrugReimportationfromCanadaislegalizedI’dliketoknowwhatyouthinktheimpactwillbetoLipitor(Pfizer)andifit’snegative,howwecanmitigateitAdditionalInformationProvidedAfterRelevantQuestions:•IntheUS,theLipitormarketis$B•LipitorismanufacturedinPuertoRico•Drugreimportationisnotcurrentlylegal,soismostlyconductedviatheinternetInterviewee’sSolution:WhatistheimpactIbrokeitupintoashorttermrevenueimpactandalongtermimpactonthepharmalargemarginmodelIdrewthevaluechainforthedrugmodel:Pharmaco,PBM–PharmacyBenefitManager(negotiatesprice)Pharmacy(sells)Consumer(buys)InbetweenyouhavetheDoctortalkingtothepharmacyandthehealthplanultimatelypickingupthetabWeestablishedthatthehealthplanswillbepushingforthis,andthePBMswillputpressureonthePharmacosasthegatekeepertothecontractswithhealthplansWhatwillbethefinancialeffectIaskedwhatthepricingwascurrentlyItissoldfor$permonth,andwewerelookingat$permonthforthesamedruginCanadaThatmeantthe$Bwouldbe$BlessBigeffect!WhatcanPfizertodomitigateIaskedifthereweredrugsthattheysoldintheUSbutnotinCanada–thereareThisisanoption–theycanbumpmarginsonthoseproductsTheycanlowercosts(theyshouldalreadybedoingthisbutbctheirmarginsaresobig,it’snotapriority)TheycanalsolimittheamountofcheaperdrugoutputtomatchtheCanadianmarketsize(iesinceCanada’spopisofUS,theycanreleaselessandlimitthemarketforthe“reimported”drugs)IalsosuggestedpushingforlongercontractswiththePBMssothatwecouldextendpastpatentlifeofLipitorandkeepmargins,butheaskedifthePBMswouldhavetoallowthatTheywouldalsoknowwhentheywerecomingoffpatent,sowouldlikelynotsignthosetypesofcontractsCommentaryRecommendations:BoozandsomeoftheindustryspecialistconsultingfirmswilloftenaskcasequestionsthatareindustryspecificandrequireyoutodemonstrateyourindustryknowledgeABain,BCGorMcKinseyisextremelyunlikelytoeverexpectyoutohavethislevelofknowledgeaboutaparticularmarketbeforethestartofacasebuttheycanstillbeusedasreasonablepracticecasesIwouldapproachthiscasethesamewayasforanyothercaseinvolvingaregulatorychangeandyoucanconstructaseriesofquestionsthatwouldgetyoutotherightanswerevenifyouknowabsolutelynothingaboutpharmaceuticalsbeforeyoustart:Iwouldapproachthiscasethesamewayasforanyothercaseinvolvingaregulatorychangeandyoucanconstructaseriesofquestionsthatwouldgetyoutotherightanswerevenifyouknowabsolutelynothingaboutpharmaceuticalsbeforeyoustart:•FirstIwouldwanttoclarifywhatthechangemeans–itappearsthatitmeansthatdrugssoldintoCanadafromPeurtoRicocanbereimportedintotheUS–Isthereanythingelse•FirstIwouldwanttoclarifywhatthechangemeans–itappearsthatitmeansthatdrugssoldintoCanadafromPeurtoRicocanbereimportedintotheUS–Isthereanythingelse•Second,IwouldwanttounderstandwhyanyonewouldwanttoreimportdrugsfromCanada–itappearsthatdrugsareavailableinCanadamorecheaplythanintheUScreatingmarketpressuretoreimportthemintotheUS–whyisthisthecaseWhywouldn’ttheysimplybeboughtcheaplyfromPeurtoRicodirect•Second,IwouldwanttounderstandwhyanyonewouldwanttoreimportdrugsfromCanada–itappearsthatdrugsareavailableinCanadamorecheaplythanintheUScreatingmarketpressuretoreimportthemintotheUS–whyisthisthecaseWhywouldn’ttheysimplybeboughtcheaplyfromPeurtoRicodirect•NextIwouldwanttolookattheextentofreimportationthatislikelytooccur–howmuchofthedrugiscurrentlysoldintheUSInCanadaAtwhatpriceisthedrugsoldintheUSInCanadaArethereanycostsassociatedwithreimportationArethereanylimitsontheamountthatcouldbereadilyreimported(egthetotalavailablesupply)•NextIwouldwanttolookattheextentofreimportationthatislikelytooccur–howmuchofthedrugiscurrentlysoldintheUSInCanadaAtwhatpriceisthedrugsoldintheUSInCanadaArethereanycostsassociatedwithreimportationArethereanylimitsontheamountthatcouldbereadilyreimported(egthetotalavailablesupply)•FinallyIwouldwanttoconsidertheflowonconsequences–willthedrugcompaniesputthepricesupinCanadaWilltheyreducethepriceintheUSCantheyrestrictsupplytoCanada•FinallyIwouldwanttoconsidertheflowonconsequences–willthedrugcompaniesputthepricesupinCanadaWilltheyreducethepriceintheUSCantheyrestrictsupplytoCanadaCASE:PERPETUALMOTION(Bain–Round)NEWPRODUCTMARKETENTRYIwasflyingbackfrommyclienttheothernight,andworkingawayonmylaptopBesidemewasseatedamadscientist,whoengagedmeinconversation,andwasexcitedtofindoutIwasaconsultantItseemsthathehascreatedaperpetualmotionmachineItrequiresnoenergy,andkeepsongoingHewantstoknowhowtomakemoneywithitAdditionalInformationProvidedAfterRelevantQuestions:•NoadditionalinformationprovidedInterviewee’sSolution:•WestartedwithageneralframeworkonthethingsIwouldcoverShepushedmeintothecategoryofwhatitmightbeusedforandwestuckoncarsSheaskedmewhatthesizeoftheopportunitycouldbeIdidaquickmarketsizing,basedonthe

类似资料

编辑推荐

Fundamental+Concepts+of+Language+Teachin....pdf

第二次农业学大赛会议资料.pdf

共产党宣言(人民出版社 1959).pdf

Web编程入门经典——HTML、XHTML和CSS(第2版)- 1 .pdf

下辈子如果我还记得你 陆观澜.txt

职业精品

精彩专题

金砖会晤,带你玩转厦门!

最近,金砖国家峰会在厦门盛开,朋友圈疯转厦门的美景吸引了不少吃瓜群众哦!厦门是旅游城市也是经济特区,趁着金砖会晤的热潮,小编收集了厦门必玩必吃的攻略,包含鼓浪屿、厦门大学景点等等,不容错过哦!

用户评论

0/200
    暂无评论
上传我的资料

精选资料

热门资料排行换一换

  • VB6.0快速入门与精通(含10…

  • 城镇污水处理厂污染物排放标准 .…

  • 时殷弘国际关系卷新趋势新格局新规…

  • 哈工大英语考博.doc

  • 独立基础施工方案.doc

  • 孙子兵法英文版.pdf

  • 我所知道的普林斯顿.pdf

  • 公司治理的演进论解释.pdf

  • ASP.NET从入门到精通.PDF

  • 资料评价:

    / 47
    所需积分:5 立即下载

    意见
    反馈

    返回
    顶部