Documentos de Académico
Documentos de Profesional
Documentos de Cultura
8 45 minutes 8 60 minutes 8 Video highlights 8 1 mini-business case 8 Case Path structure 8 1 full business case 8 FRAME & MVM
15 min.
David Ohrvall
participate i i
Finance
i M&A transactions i Private equity buy-outs i Business sell offs sell-offs i Time value of money
Marketing
i New product i Lagging product i New industry i Branding remedies
Industry
i Airlines i Health care i Internet / telecomm i Internal strategy
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Communication
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Logic
A
Analytical
SS
Social Skills
IC
Integration & Creativity
Behavioral Questions
C
Communication
L
Logic
A
Analytical
SS
Social Skills
IC
Integration & Creativity
Be answer first!
Answer First
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Communication
L
Logic
A
Analytical
SS
Social Skills
IC
Integration & Creativity
Breadth
Depth
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Communication
L
Logic
A
Analytical
SS
Social Skills
IC
Integration & Creativity
Financial Goals
Break Even ROI O Profit Margin
Competitors
Boutiques Gift Shops Gif Sh Ice Cream
Product Quality
Organic Cocoa C Consistency
Distribution
Central Regional i l
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C
Communication
L
Logic
A
Analytical
SS
Social Skills
IC
Integration & Creativity
Estimate first
$# %
Candidates must be able to manipulate simple numbers. b
Be client ready
Work toward toward, consistent normal pre and post p p interview skills
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Communication
L
Logic
A
Analytical
SS
Social Skills
IC
Integration & Creativity
C
Communication
L
Logic
A
Analytical
SS
Social Skills
IC
Integration & Creativity
1. 1 Breadth and depth should be your highest practice priorities 2. Analytical skills pick-up quickly 3. Frequent practice and wide exposure are most important for integration and creativity
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2
Homework
1. 1 Read Business Week (or other business magazine) 2. Assess a story: - whats the main issue? - write down issues to consider - write out questions you have - list data you need to solve
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Lets do a case!
Behavioral Questions
C
Communication
L
Logic
A
Analytical
SS
Social Skills
IC
Integration & Creativity
SPEAK is a guide
S P E A K
tate your assumptions ick your metrics stimate quickly with round #s ti t i kl ith d# ssess your approach and answer h d eep exceptions and next steps in mind
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1. 1 Market sizing cases will test your communication and analytics 2. Use SPEAK as a guideline at first 3. Be ready to analyze the problem with different approaches
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3
Homework
1. 1 Find some market sizing cases 2. Practice using SPEAK to get yourself warmed up 3. Speak out loud for all your work 4. Try your own style over time and practice solving the same case different ways diff t
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Todays workplan y p
8 45 minutes 8 60 minutes 8 Video highlights 8 1 mini-business case 8 Case Path structure 8 1 full business case 8 FRAME & MVM
15 min.
29
External Forces
Competitor Attack p Market Shift
MBACASE Path: Most any case you receive will follow this flow
Qualitative
Data End
Quantitative
Insight!
Equations
1 - Transition
Qualitative
4 5
So what? Data End
1
Quantitative
2 3
Depth & Analytics A l ti C a t/ Chart/ Table Data Dump
Insight!
Equations
1 - Transition
4 5
So what? Data End
1
Quantitative
2 3
Depth & Analytics A l ti C a t/ Chart/ Table Data Dump
Insight!
Equations
2 Question
3 - Recap
4 5
So what? Data End
1
Quantitative
2 3
Depth & Analytics A l ti C a t/ Chart/ Table Data Dump
Insight!
Equations
4 Initial data
5 - Plan
4 5
So what? Data End
1
Quantitative
2 3
Depth & Analytics A l ti C a t/ Chart/ Table Data Dump
Insight!
Equations
6 Data?
7 Plan?
4 5
So what? Data End
1
Quantitative
2 3
Depth & Analytics A l ti C a t/ Chart/ Table Data Dump
Insight!
Equations
4 5
So what? Data End
1
Quantitative
2 3
Depth & Analytics A l ti C a t/ Chart/ Table Data Dump
Insight!
Equations
11 Wrap up
12 Get practical
13 Wrap up
Qualitative
4 5
So what? Data End
1
Quantitative
2 3
Depth & Analytics A l ti C a t/ Chart/ Table Data Dump
Insight!
Equations
13 Wrap up
1. 1 Expect to be put on the spot and challenged 2. Use the interviewers questions as a way to show ti t h confidence 3. Structure and data are used at every step
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4
Homework
1. 1 Make a list of the worst questions an interviewer could ask you 2. Lay out answers y 3. Lay out tactics. Where would you move the discussion? What data would you ask for?
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MBACASE Path: Most any case you receive will follow this flow
Qualitative
F R A
Start Logic & Breadth
So what?
Quantitative
Data End
Insight!
C a t/ Chart/ Table
Equations
orm a Plan
orm a Plan
Listen & take notes Group your thoughts Think holistically y Present your plan
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iUse only 2-3 loose pieces of paper Use 2 3 iWrite the bare minimum think white board Prepare to show your work Develop a consistent system youll use every time Use your notes!
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Facts
Plan
Data
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Zone 5 Z
T
Zone 4
Finance
Zone 3
Organization
Zone 2 Zone 1
Strategy Operations
Customer
CA$H
Measure
D/E
Processes
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Fixed Variable
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Zone 4 Zone 3
Organization
Zone 2 Zone 1
Strategy Operations
Customer
Measure
Processes
65
Zone 4 Zone 3
Organization Finance
Zone 2 Zone 1
Strategy Operations
Customer
CA$H
Measure
D/E
Processes
66
External Forces
Zone 5 Z
67
Zone 5 Z
T
Zone 4
Finance
Zone 3
Organization
Zone 2 Zone 1
Strategy Operations
Customer
CA$H
Measure
D/E
Processes
68
orm a Plan
Listen & take notes Group your thoughts Think holistically y Present your plan
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Plan Facts
Group A
Why? Data? ? Questions?
Main Idea
Group B
Group C
Group D
Data
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P V VC FC
issue driver
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i Subsidiary of $30B consumer products conglomerate y $ p g i Successful line of deodorant/anti-perspirant spray, roll-on and stick i Team is ready to go abroad and youre the team leader you re i Is international expansion a good idea? Which countries are best?
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Zone 5 Z
C
3
T
Zone 4
Finance
Zone 3
Organization
Zone 2 Zone 1
Strategy Operations
4 1 2
C R Volume People Mix Price Systems Fixed Variable .
CA$H
Measure
Customer
D/E
Processes
73
Go international?
Revenue
Wheres
Compet
Response? Presence
Organiz
history?
R C T T
$30B conglom
Why? Goals? l?
demand?
Estimate by country
launches?
place by country?
org i in
Goals
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iRespond!
- Stay nimble: speed up, slow down, listen intently up down - Track with the interviewer at all times
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Anchor a hypothesis
iThis approach speeds up your thinking This iPut a mental stake in the ground on what you think solve to prove or disprove it p p iYou do not have to state your hypothesis!
Main Question A
Why? y Data? Q ti ? Questions? C FC
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P R V T VC
issue driver
Go international?
Revenue
Wheres
Compet
Response?
Organiz
history?
R C T T
$30B conglom
Why?
Goals
Presence Goals? l? High demand is by country the keyOther prod Estimate to V&P finding launches? g the Product is P d ti right market differentiable; can take competitors competitors share
demand?
place by country?
org i in
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Product is differentiable
iWhat is unique about product? iHow can we differentiate? iHistorical competitor response?
Price differentiation: Spray is higher Brazil and Japan are fragmented, share gains are B il dJ f t d h i possible No deodorant type is dominant by country
iPlan the end long before the time is up Plan iBe concise and answer the main question q iTie data to your recommendations dont answer just from your gut!
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orm a Plan
1. 1 FRAME will help you pinpoint your weaknesses 2. Anchoring a hypothesis helps y you focus and speed up. You p p dont have to say it. 3. Mining for data and answers requires you to own the problem. bl
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6
Homework
1. 1 Practice a few cases and then assess your performance using the FRAME structure. Where did you have trouble? 2. Download Always Fresh and do the full case with a partner (2x).
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Todays workplan y p
8 45 minutes 8 60 minutes 8 Video highlights 8 1 mini-business case 8 Case Path structure 8 1 full business case 8 FRAME & MVM
15 min.
84