咨询公司案例面试--ManagementConsultingCasebook教学教材.doc

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1、Good is good, but better carries it.精益求精，善益求善。咨询公司案例面试-ManagementConsultingCasebook-TheAndersonSchoolatUCLAManagementConsultingAssociationhttp:/www.anderson.ucla.edu/zone/mcaMembershipHandbook1999-2000ManagementConsultingAssociation,TheAndersonSchoolatUCLA,110WestwoodPlaza,Box951481,LosAngeles,CA,90

2、095Phone:(310)825-2187,Fax:(310)825-1142,Email:mcaanderson.ucla.edu,Website:http:/www.anderson.ucla.edu/zone/mca-TABLEOFCONTENTSMANAGEMENTCONSULTINGASSOCIATIONOVERVIEW1ManagementConsultingAssociationDescription2MCASponsors1999-20002MCALeadership1999-20002MCAProgramming1999-200031999ConsultingSummerI

3、nterns4OtherSourcesforCaseInterviewPreparation5AvailabilityofMaterialsOn-Line5SpecialThanks5MCA1999-2000CALENDAR6October19997November19998December19999February200010CASEINTERVIEWOVERVIEW11Introduction12Frameworks:ABlessingandaBane12TypesofCases14GeneralHintsonTacklingaCase20PRINCIPLESANDFRAMEWORKSFO

4、RCASEINTERVIEWS24DefinitionsandCommonlyUsedPrinciples25FrameworksforCaseInterviews29EXAMPLECASEINTERVIEWSWITHDETAILEDSOLUTIONS47CaseL1:PricingStrategyforaNewProduct48CaseL2:LodgingCompanye-CommerceStrategy51CaseL3:NewMarketEntryAmusementParkExpansionI54CaseL4:NewMarketEntryAmusementParkExpansionII56

5、CaseL5:AircraftManufacturer57CaseL6:NewMarketEntryThermalImagingDevice59CaseL7:DeclineinMarketShareManufacturerofPowerTransformers60CaseL8:HospitalProfitImprovementCase61CaseL9:TheVisionCase62CaseL10:HMOProfitabilityCase64CASEINTERVIEWDATABASE67Introduction68IndexofCasesbyFirm69IndexofCasesbyQuarter

6、69SectionIInvestment/MarketEntry70SectionII-Performance85SectionIII-MarketDemandandDefinition103SectionIV-Random/BrainTeasers106SECTIONV-OTHER109DETAILEDTABLEOFCONTENTSMANAGEMENTCONSULTINGASSOCIATIONOVERVIEW1ManagementConsultingAssociationDescription2MCASponsors1999-20002MCALeadership1999-20002MCAPr

7、ogramming1999-200031999ConsultingSummerInterns4OtherSourcesforCaseInterviewPreparation5AvailabilityofMaterialsOn-Line5SpecialThanks5MCA1999-2000CALENDAR6October19997November19998December19999February200010CASEINTERVIEWOVERVIEW11Introduction12Frameworks:ABlessingandaBane12TypesofCases14TheSurprise!It

8、saCase!Question14TheNumbersCase15TheWideOpenCase16TheNormalCase16Mini-QuestionsandResume-RelatedCases18Open-EndedQuestions18FocusedQuestions19Life/WorkExperienceCases19SpecialCases19ZingerCases19GeneralHintsonTacklingaCase20AMethodforApproachingCases20AMethodforStructuringaMessyCaseforAnalysis20Ques

9、tionsRelevanttoAllCases21ThingsNOTtoSAYDuringYourCaseInterviews21ThingsNOTtoDODuringYourCaseInterviews22GeneralHintsandRecommendations22PRINCIPLESANDFRAMEWORKSFORCASEINTERVIEWS24DefinitionsandCommonlyUsedPrinciples25EconomiesofScale25EconomiesofScope25LearningCurve25Reeingineering26TotalQualityManag

10、ement(TQM)26CriticalSuccessFactors26CoreCompetencies27VerticalIntegration27Just-in-Time(JIT)Manufacturing27FixedversusVariableCosts27Break-evenPoint27NetPresentValue(NPV)28ParetoPrinciple(aka80/20Rule)28FrameworksforCaseInterviews29FinancialStatementBasics29PorterFiveForces294CsofMarketing313CsofMar

11、keting314PsofMarketing31ValueDisciplines31IndustryandCompetitiveAnalysisSummaryProfile32StarDiagram/OrganizationalAnalysis33BCGsGrowth-ShareMatrix34StrategicOutsourcing34ValueChain35StrategicTypes(Miles&Snow)36TheBusinessSystem367-SFramework37EconomicsTheory38SupplyCurve38DemandCurve38LawofDiminishi

12、ngMarginalUtility38LawofDiminishingReturns38ComparativeAdvantage38ElasticityofDemand38SupplyChainManagementConcepts39WhatisSupplyChainManagement?39WhatisrationaleforstudyingSupplyChainManagement?39ActivitiesintheSupplyChain40CurrentTrendsinSupplyChainManagement40DemandForecasting41InventoryManagemen

13、t42EconomicOrderQuantity(EOQ)42LittlesLaw43SupplyChainStrategy43IssueTrees44MasterFrameworks44Internal/ExternalMasterFramework453CsMasterFramework46EXAMPLECASEINTERVIEWSWITHDETAILEDSOLUTIONS47CaseL1:PricingStrategyforaNewProduct48CaseL2:LodgingCompanye-CommerceStrategy51CaseL3:NewMarketEntryAmusemen

14、tParkExpansionI54CaseL4:NewMarketEntryAmusementParkExpansionII56CaseL5:AircraftManufacturer57CaseL6:NewMarketEntryThermalImagingDevice59CaseL7:DeclineinMarketShareManufacturerofPowerTransformers60CaseL8:HospitalProfitImprovementCase61CaseL9:TheVisionCase62CaseL10:HMOProfitabilityCase64CASEINTERVIEWD

15、ATABASE67Introduction68IndexofCasesbyFirm69IndexofCasesbyQuarter69SectionIInvestment/MarketEntry70CaseQuestions(A1-A26)70PossibleAnswers73SectionII-Performance85CaseQuestions(B1-B34)85PossibleAnswers90SectionIII-MarketDemandandDefinition103CaseQuestions(C1-C3)103PossibleAnswers104SectionIV-Random/Br

16、ainTeasers106CaseQuestions(D1-D5)106PossibleAnswers107SectionV-Other109CaseQuestions(E1-E24)109PossibleAnswers112ManagementConsultingAssociationOverviewManagementConsultingAssociation(MCA)TheManagementConsultingAssociation(MCA)isanactiveorganizationcommittedtopromotingtheinterestsofstudentsconsideri

17、ngcareersinmanagementconsulting.TheAssociationsupportsandfacilitatescloseinteractionamongprofessionalsinconsulting,Andersonstudents,faculty,andalumnithroughnumerouscareerandsocialevents.Theseactivitiesprovidememberswithathoroughunderstandingofthemanagementconsultingindustryandincreaseawarenessamongl

18、eadingconsultingfirmsoftheAndersonSchoolatUCLA,oneofthenationspremierbusinessschools. MCASponsors1999-2000TheMCAgreatlyappreciatesthegeneroussponsorshipsforthe1999-2000schoolyearfromthefollowingfirms:AndersenConsulting* A.T.Kearney TheBostonConsultingGroup* DiamondTechnologyPartners Ernst&Young Mitc

19、hellMadisonGroupPricewaterhouseCoopers*Denotesthatthissponsorisalsoan“EducationSponsor”oftheMCAfor1999-2000MCALeadership1999-2000President:NathanCookVicePresident,InternalAffairs:JonEstanislaoVicePresident,ExternalAffairs:DavidChangVicePresident,Education:MathewChittleVicePresident,FEMBAAffairs:Pete

20、rYuDirectorofMembership:DianeAitkenDirectorofEventsandAlumniRelations:JonChunDirectorofCaseInterviewPreparation:RandyLowellFEMBACo-Directors:RaulChiribogaandTomPollockCareerNightDirectors:OnnieBoseandBenjieGawDirectorofCaseBookPreparation:KhoiNguyenDirectorofCaseInterviewPreparationEvents:TomMercerD

21、irectorsofAlumniSocialEvents:AnnParkandMagdalenaSimkovaDirectorsofIndustryEducationalEvents:DeborahChenandMagdalenaSimkovaSocialChair:ShanieGeddesWebmaster:KenStimelingStrategicAdvisoryGroup:JoelRubenstein,IrinaWolf,GaryYeung,ShanieGeddes,RandyLowell,AnnPark,TomMercer,DeborahChenStrategicAdvisoryGro

22、upFacultyAdvisor:Prof.KumarRajaramMCAProgramming1999-2000TheMCAoffersmanyprogramsandresourcestoitsmembers,severalofthemco-sponsoredwithotherstudentorganizations,suchastheAndersonStudentAssociation.Whilesomeeventschangefromoneyeartothenext,thefollowingareplannedforthe1999-2000academicyear.CaseIntervi

23、ewPreparationCurriculumTheMCAisproudtoannouncetheintroductionofanewcasepreparationcurriculumforfirstyearstudents(andsecondyearFEMBAstudents),developedinconjunctionwithourcorporateEducationSponsors.Thecurriculumwillbeofferedtwicepriortointernshipinterviews.Attheendofthecurriculum,consultingfirmswillc

24、onductmockcaseinterviewstoteststudentsprogress.CaseInterviewPreparationMaterialsTheMCAwillprovidenewmemberswithWetfeetPressguidestoaidintheirpreparationforcaseinterviews.Wewillalsomakecopiesavailableforexistingmembers,onreserveintheLibrary.ThegenerousdonationsofourEducationSponsorsassistedinthepurch

25、aseofthesematerialsformembers.CareerNightTheManagementConsultingCareerNight,sponsoredbytheAndersonStudentAssociation,isheldintheFall.ThiseventprovidesanopportunityforrepresentativesfromalargenumberofconsultingfirmstomeetAndersonstudentsinaroundtableformat.Theeventalsofeaturesadistinguishedkeynotespe

26、aker.FirmRelationsTheMCAmakesactiveeffortstocontactconsultingfirmswhichdonotcurrentlyattendeventsorrecruitatAnderson,aswellastostrengthenrelationshipswiththemanyfirmsthatalreadyparticipateinschoolactivities.CareerServicesTheMCAcomplementstheCMCbypromotingvariouscareer-relatedactivities,suchas: Works

27、hopspresentedbyfirmscurrentlyrecruitingoncampus; Caseanalysisgroupsledbysecond-yearstudentsandprofessors;and Alibraryofconsultingrelatedmaterials.Thegoaloftheseactivitiesistopreparestudentsfortherigorousinterviewingprocess.AlumniRelationsSpecialeventsareheldforAndersonalumniworkingintheconsultingind

28、ustry.Theseeventsgivecurrentstudentsachancetomeetalumniandstrengthenalumnitiestotheschool.Membersoftenseekoutrecentgraduatesforcandidadviceon“lifeasaconsultant”attheseevents.Inaddition,manyalumniareveryopentohavingstudentscontactthemdirectly.TheMCAmaintainsanalumnidatabaseforthispurpose.SocialEvents

29、TheMCAprovidesanumberofopportunitiesformemberstosocializewitheachother.Whiletheseeventsvaryfromyeartoyear,anumberofinformaleventsareusuallyorganized.MentorProgramsTheMCA,incoordinationwiththeASA,facilitatesaninformalmentorprogramtofostercommunicationandcareercounselingbetweenfirstandsecond-yearstude

30、nts.Website(http:/www.anderson.ucla.edu/zone/mca)TheMCAhasoneofthemostimpressivewebsitesavailableforstudentsinterestedincareersinconsulting.Ourwebsiteisthecentralpointofcommunicationforstudentsandfirmswithrespecttoourschedule,announcements,membersresumes,firmprofiles,andadditionalcasepreparationreso

31、urcesavailabletostudents.1999ManagementConsultingSummerInternsThefollowingisapartiallistofstudentswhospenttheirsummerswithmanagementconsultingfirms.Thislistisintendedtoprovidestudentswhoareinterestedinconsultingwithapointofreferenceiftheyhavequestionsaboutworkingforaspecificfirm.Imsurethatthestudent

32、sbelowwouldbemorethanhappytodiscusstheirsummerexperienceswithyou.A.T.KearneyMarkTorchianaAndersenConsultingDavidChangJonEstanislaoClintonGottBain&Company(Asia)LawrenceJenBoozAllen&HamiltonBingKongmebholTomMercerAlexandreNascimento(BrazilOffice)TheBostonConsultingGroupAnnikShahaniDeloitteConsultingLa

33、rryHaasJorgeLariosStevePickleSherieYeartonDiamondTechnologyPartnersSteveMarikBrockmanLilyChenMatthewChittleShanieGeddesErnst&YoungConsultingPracticeGaryK.YeungMcKinsey&CompanyYotamBen-Ami(SpainOffice)ArielDascal(BrazilOffice)KristianFreiwald(SpainOffice)MagdalenaSimkova(PragueOffice)MitchellMadisonG

34、roup(firmrecentlymergedwithU.S.Web/CKS)AndreCaldeiraMitchKossarAnnParkPricewaterhouseCoopersErinMcGrawKhoiNguyenOtherSourcesforCaseInterviewPreparationLastspring,weconductedasurveyofourmemberstodeterminethebestsourcesforcaseinterviewpreparation.Thesurveyresultsyieldedthefollowing:BestOverallSources

35、WhartonCaseInterviewGuideVol.1 WhartonCaseInterviewCards WhartonCaseInterviewGuideVol.2 WetFeetPress15CaseQuestions MockinterviewswithconsultingfirmsMockinterviewswithMCAmentorBestSourcesforFrameworks WhartonCaseInterviewCards CompetitiveStrategyBook(Porter) WhartonCaseInterviewGuideVol.1 Alltypesof

36、mockinterviews(esp.w/MCAmentors)FrameworkspresentationsbyconsultingfirmsBestSourcesforSampleCases WhartonCaseInterviewGuideVol.1 WhartonCaseInterviewGuideVol.2MockinterviewswithconsultingfirmsAvailabilityofMaterialsOn-LineWewillplacetheMCAMembershipHandbookaswellasotherusefulmaterialon-line(bothonou

37、rwebpageandontheMBAshareddrive).Anemailwillbesentsoontoindicateexactlywherethesematerialscanbefoundon-line. SpecialThanksThepeoplebelowselflesslysacrificedpartoftheirsummervacationstohelpdevelopthisneweditionoftheMCAMembershipHandbook.Theirhelpwasgreatlyappreciated.DavidChang MatthewChittle NathanCo

38、ok TomMercerAnnParkManagementConsultingAssociation1999-2000CalendarNote:Thiscalendaristentativeandissubjecttochange.PleaserefertotheCMCcalendarforthemostaccuratedatesforbrownbagandeveningreceptions,andourwebsiteforthemostup-to-dateinformationoneventsco-sponsoredbytheMCA.SunMonTueWedThuFriSat1234CSCH

39、ealthcare,formerlyAPM(B)DiamondTechnologyPartners(R)5BostonConsultingGroup(R)6Sibson&Co.(B)Bain&Co.(R)7MCAKICKOFF(12-1pm)D313ECGManagementConsultants(B)AndersenConsulting(R)8WHATAREMYOPTIONS?(“WAMO”)9FEMBAORG.FAIR1011INDUSTRYOVERVIEWPRESENTATION(12-1pm)D301A.T.Kearney(R)12PwCMOCKINTERVIEWSFOR2ndYEAR

40、S(12-5pm)D301Ernst&Young(R)13TowersPerrin(B)TowersPerrin(R)14CASEINTROPRESENTATION,Round1(12-1pm)D313E&YKL(B)PwC(R)MitchellMadison(R)15“SOYOUWANNABEACONSULTANT?”TOWERSPERRIN161718WarnerGroup(B)SCAConsulting(R)19FRAMEWORKSPRESENTATION,Round1(12-1pm)D301PRTM(R)20DeloitteConsulting(R)21MCAHAPPYHOUR2223

41、WOMENINCONSULTINGBRUNCH2425ArthurAndersenConsulting(R)262728SECONDYEARPANEL(12-1pm)D301DiamondTechnologyPartners(I)293031October1999R=EveningReception;B=BrownBag(noon);I=Interviews(forfull-timepositions)Bold=primarilyfor2ndyears;Underline=primarilyfor1styears;Italic=foreveryone;plain=otherNovemberSu

42、nMonTueWedThuFriSat1IBMConsulting(B)AndersenConsulting(I)CSCHealthcare,formerlyAPM(I)Sibson&Co.(I)2HayGroup(R)BostonConsultingGroup(I)TowersPerrin(I)CONSULTINGCAREERNIGHT(6-9pm)34PwC(I)5MitchellMadison(I)FIRSTYEARRESUMEREVIEW-A.T.KEARNEY678IBMConsulting(B)Ernst&Young(I)WarnerGroup(I)KPMG(R)9Montgome

43、ry&Associates(B)HamiltonHMC/KurtSalmonAssociates(I)10WilshireAssociates(I)SECONDYEARPANEL(12-1pm)D31011CASEPANEL,Round1(12-1pm)D30112A.T.Kearney(I)131415SCAConsulting(I)PRTM(I)16AMS(R)IBMConsulting(I)17AMS(I)E&YKennethLeventhal(I)ECGManagementConsultants(I)KPMG(I)18Montgomery&Associates(I)19ArthurAn

44、dersenInternational(I)HayGroup(I)FIRSTYEARRESUMEREVIEWPwC202122ArthurAndersenConsulting(I)23CASEINTROPRESENTATION,Round2(12-1pm)D31324252627282930FRAMEWORKSPRESENTATION,Round2(12-1pm)D3011999R=EveningReception;B=BrownBag(noon);I=Interviews(forfull-timepositions)Bold=primarilyfor2ndyears;Underline=primarilyfor1styears;Italic=foreveryone;plain=otherSunMonTueWedThuFriSat1Bain&Co.(R)23456AndersenConsulting(R)78BostonConsultingGroup(R)910MOCKCASEINTERVIEWSDIAMONDTECHNOLOGYPARTNERSANDPwC111213141516171819202122232425262728293031December1999R=EveningReception;B=BrownBag(noon)Bold=primarilyfor2ndyear