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Introduction
Today we are going to discuss case study interviews for management consultancy
– A key element in the recruitment processes of all consulting firms
If you have any specific questions about consulting or Oliver Wyman, please feel free to come and
talk to any of us at the end of the session
– Or go to www.oliverwyman.com/careers
Analytical
Quantitative
Insightful questions
Use limited facts
Type Example
Business strategy “A large newspaper is facing declining market share and margins. How can it regain
share and improve its profitability?”
“How can an airline/retail store/mobile phone network/oil company improve profitability?”
Market sizing/ “How many petrol stations are there in the UK?”
estimation
“How many aircraft are in the air at any time?”
“How many people surf the web in a single weekday?”
Miscellaneous “I see you worked at company x, what mistakes were they making and how would you
– CV based run it differently?”
– “Random” “What would you do if you were the Archbishop of Canterbury?”
Competitors
Margins
Revenue
Customers
Key issues
Market size to keep
in mind Costs
- fixed
- variable
Marketing
Market share
Growth
Situation
– The Big Shop has lost market share to competitors over the last few years
- Its competitors have been stealing market share with better products and/or wider distribution of
products
– The Big Shop has tried to market aggressively to increase its share. However, this has failed to happen
- Cash profits and sales growth have started to stagnate
We will pull-up in 15-20 minutes and get a couple of groups to present their ideas
Which product areas does How do our competitors What can we say about
our client do well / poorly perform relative to us? the relative costs of each
in? competitor?
What does this tell us
Which product areas offer about What can we say about
the highest potential for – Which product areas to the relative margins of
future revenue growth? prioritise? each product area?
What does this tell us – How to grow revenue in
about which product areas a given product area?
to prioritise?
The overall question breaks down into three distinct areas for
discussion
In combination they are likely to provide an insight into The Big
Shop’s declining profitability and market share
What other information would be useful?
Common Barraging the interviewer with questions without explaining why you
mistakes need the information
Not “drilling down” deep enough into each point
Getting bogged down in detail (e.g.. an estimation)
We will pull-up in 25 minutes and get a couple of groups to present their findings
www.oliverwyman.gtios.com
Apply online Closing date 21 December 2008
Apply by 17 November 2008 for interview pre-Christmas
Situation
The Big Shop has lost market share to competitors over the last few years
Its competitors have been stealing market share with better products and/or wider distribution of products
The Big Shop has tried to market aggressively to increase its share. However, this has failed to happen
Cash profits and sales growth have started to stagnate
You have been asked to help them understand how they can increase their total cash profit
40%
10%
8%
30%
25% 6%
20% 4%
15%
2%
10%
0%
5%
Fashion Home Garden Electrical
0% -2%
Fashion Home Garden Electrical
Product area Product area
Key
The Big Shop Comp C
Comp A Comp D
Comp B
10%
70%
60%
8%
50%
6%
40%
30% 4%
20%
2%
10%
0% 0%
Fashion Home Garden Electrical Fashion Home Garden Electrical
Product area Product area
Key
The Big Shop Comp C
Comp A Comp D
Comp B
Competitor A Competitor B
Competitor C Competitor D