1. CASE IN POINT Case Question Workshop
Marc P. Cosentino
Harvard University
CaseQuestions.com

2. Case in Point Case Question Workshop Marc Cosentino
Consulting Interviews
Purpose of Case Questions
What Firms are Looking For
Types of Case Questions
Case Scenarios
Key Guidelines
Irking the Interviewer
If You Do Nothing Else
Frameworks
Sample Questions

3. Consulting Interviews 3 Parts
Airport Test
Maturity Test
Case Questions

4. Purpose of the Case Questions
Consultants are able to effectively synthesize mass quantities of foreign data, structure an approach to a given client issue and hypothesize logically and creatively. They are testing for the candidate’s:
Analytical ability
Ability to think logically
Structure and thought process
Tolerance for ambiguity and data overload
Poise and communications skills under pressure
and in front of a client
industry and firm “fit”

5. What Firms Are Looking For
The objective is not to determine if the candidate “gets the answer right” but rather to evaluate the process the candidate employs to structure a competent approach to derive a solution.
IS THE CANDIDATE:
relaxed & confident?
a good listener?
engaging & enthusiastic?
asking insightful questions?
organizing the information effectively & developing a logical framework for analysis?
stating assumptions clearly?
comfortable discussing multifunctional aspects of the case?
trying to quantify their response at every opportunity?
displaying business sense?
thinking creatively?

6. Types of Case Questions
There are four categories of case questions. However, ninety percent of the case questions will be of one type - Business Case.
Situation Case
car/boss, kids/billboard
Brain Teaser
manhole covers, bags of gold
Guess the Number (population, household, individual, & ??)
disposable diapers
Business Case
profitability, industry analysis, market
expansion, pricing & strategic planning

7. 10 Most Common Case Scenarios
STRATEGY SCENARIOS
Entering a New Market
Developing a New Product
Pricing Strategies
Growth Strategies
Start a New Business
Competitive Response
OPERATIONS
Increasing Sales
Reducing Costs
Improving Bottom Line
Turnarounds

8. Key Guidelines 1. Listen to the Problem 2. Take Notes
3. Backtranslate or Restate the Problem
4. Verify Objective
5. Ask Clarifying Questions
6. Think Big Picture First, Think Top Down
7. Identify the Type of Case
8. Structure the Problem
9. Organize Your Answer & Manage Your Time
10. Be Creative & Brainstorm Without Commitment
11. Be Coachable - listen to the interviewer’s feedback
12. Think Out Loud (but think first)
13. Bring Closure & Summarize
14. Show Enthusiasm & a Positive Attitude
15. Have Fun

9. Irking the Interviewer
Jay Leno Syndrome
What Was That Question Again?
Explosion of the Mouth
Digression City
Buzzword Bingo
Asking Open-Ended Questions

10. If You Do Nothing Else... The First 4 Steps:
1. Summarize the Questions
2. Verify the Objectives
3. Ask Questions
4. Identify & Label the Case
- Layout Your Structure

11. Frameworks
IVY CASE SYSTEM
FIVE C’S
FIVE FORCES

12. Pricing Strategies Investigate the product
What’s special about the product?
Are there similar products out there, and how are they priced?
Where are we in the growth cycle of the industry?
How big is the market?
What were the R&D costs?

13. Pricing Strategies Competitive pricing Cost-based pricing
Price-based costing
Supply and Demand
Substitutions

14. Road to Ruin
A chemical company developed a road-surfacing compound designed to extend the life of major highways.
US digs up and replaces road every 5 years $1000/mile
Spray. Lasts 20 $50/mile
1. Estimate the # of State & Federal Highway Miles
2. How should management price the product?
3. What other issues should the Co. be aware of?

15. Growth Strategies Is the industry growing?
How are we growing compared to the industry?
Are our prices in line w/ competitors?
Competitors marketing strategy
Segments w/ highest future potential
Funding to support the growth?

16. Growth Strategies Increase distribution channels Increase product line
Invest in major marketing campaign
Diversify products or services offered
Acquire competitors

17. RAMSGATE PAY PHONES Major player in the industry
20% increase in market share
10% increase in sales
15% decline in profits

18. RAMSGATE PAYPHONES Market is shrinking Costs are rising
Two players left industry
Lowered prices to remain competitive
Lower profit margins

19. RAMSGATE PAY PHONES Reduce costs Increase distribution channels
Increase product line
Marketing campaign
Diversify products
Acquire competitors

20. HOW WOULD YOU PRICE A LIGHT BULB THAT NEVER BURNS OUT?

21. Entering a New Market Research Who is our competition?
What size market share does each one have?
How do our products differ?
Are there barriers to entry?
Capital requirements, government policy
access to distribution channels
proprietary product technology

22. How do we enter a new market?
Entering a New Market
How do we enter a new market?
Start from scratch
Acquire an existing player
Form a joint venture / strategic alliance
Cost Benefit / Barrier Analysis

23. Smart Star
Mission
To help low-income inter city and rural first grades get off to a running start
Make learning fun
Teach responsibility
Develop pride

24. Smart Star Concept: Provide first graders with school supplies
Package: $50
Smart Star Backpack $15
School supplies $35