Case Interview Guide

Career Services
College of Business Administration
University of Pittsburgh

http://www.cba.pitt.edu/careers
Overview
Overview 3

Background to Case Questions 4-5

Styles of Case Interviews 5

Companies and Sample Cases 6

Tips from Past Pitt Students 7

Case Preparation Case Commandments 8-9

Case Interview Tips 9-10

Frameworks and Consulting Case Topics 11

Example Business Frameworks 11-12

Group Case Interviews 13

Books 13

Online Resources 13

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 Overview
Case interviews are used to assess a candidate's thought process and
Case interviews are
analytical skills and are not focused on the answer arrived at by the
broad, two-way
candidate. Case interviews have started to edge into various industries
discussions, rather than
and functions over the years, including research, marketing, consumer
one-way tests and there is
product management and investment banking. The interview process is
no perfect answer. You
purposely designed to increase the pressure most people feel during a
traditional interview by a few notches.
will be assessed more on
how you go about dealing
Organizations are trying to pick the best and the brightest talent. with the problem, rather
Individuals often have to work with the senior executives of a than on the specific
corporation and want to be effective leaders. This includes the ability to answers you come up
think on their feet, analyze problems, develop creative solutions, and be with.
able to support their recommendations. Case interviews are one way to
determine which candidates are up to the task. Source: McKinsey & Company
Website
Management consulting companies have used case studies to assess
talent for decades. The consulting industry usually follows industry specific interview protocol. Recruiting for
entry-level consultant positions typically begins in the fall. The process includes a case interview in which the
candidate is asked to analyze a problem and provide a solution based on the information given. Depending on
the organization, various backgrounds of individuals are recruited from the undergraduate, masters, and PhD
levels. In addition, certain universities have established strong relationships with organizations for on-campus
recruiting.

"As consultants leave consulting and they go off and do other things, they take this form of interviewing with
them," says Marc Cosentino, president of CaseQuestions.com and author of Case in Point: Complete Case
Interview Preparation. He adds the case interview provides a glimpse into the way a job candidate thinks. "It
gives [employers] a chance to see how your mind works, how your thought process and your logic work, how
you structure a problem, how you quantify things, how well you can articulate your ideas under pressure,"
explains Cosentino, former associate director of career services at Harvard University's Kennedy School of
Government.

Case interviews they are about stacking up your skills against a real business
challenge. Youll be asked to demonstrate your problem-solving skills, your
analytical ability, and your strategic and logical thinking. These case interviews also
help us assess your common sense, creativity, and comfort with ambiguity. At the
same time, youll gain insight into our approach because these cases represent real
client projects.

Source: Deloitte Consulting Website

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 Background to Case Questions
From Casequestions.com February 2011

What is a case question?

A case question is a fun, interactive interviewing tool used to evaluate the multi-dimensional aspects of a
candidate. Individuals are presented with information and asked to analyze, synthesize, and articulate a
solution.

What is the purpose of the case question?

Interviewers use case questions to see how well candidates listen, how they think, the logic behind their
thoughts, and how well they can articulate their thoughts under pressure. Consulting firms also ask case
questions to gauge self-confidence, discover the candidates personality, and to see if problem solving genuinely
intrigues them.

Whats the objective of a case question?

The objective is not to determine if the interviewee got the "right answer," but rather to evaluate the process
the candidate used to structure a competent approach to derive a solution.

What are firms testing for when asking case questions?

They ask case questions to test the candidate's ability to:
analyze information
sort through an excess of data and identify main points
think logically, structure their thought process and organize their answer
maintain poise and clearly communicate under pressure
relay personality and characteristics that are considered a good "fit" with the company

What are firms looking for during the interview?

They are looking to see if candidates are:
relaxed, confident, and mature
engaging and enthusiastic
good listeners
able to determine what is truly relevant
asking insightful and probing questions
organizing the information effectively and developing a logical framework for analysis
stating assumptions clearly
approaching the case creatively
comfortable discussing the multifunctional aspects of the case
trying to quantify their response at every opportunity
displaying both business sense and common sense
exhibiting strong social and presentation skill

Are all cases verbal or do some firms ask written cases?

While most cases are given verbally, some firms give a written case. The candidate is given 30 to 45 minutes to
read the case and make notes. S/he is then questioned about the case. Sometimes this is done one on one,
other times the candidate is brought in as part of a group to solve the case. This is done to see how well a

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candidate can work as part of a team with strangers. Is the candidate trying to dominate the interview or is she
building on what another candidate said? Is s/he communicating laterally as well as vertically?

How is a first round consulting interview structured?

While it varies from firm to firm most first rounds are two back-to-back 45 minute interviews. In the first of the
two, the interviewer spends about 15 minutes asking questions like:
why consulting?
why our firm?
how are your quantitative skills?
give me examples of your leadership experience
tell me about a time you worked together as part of a team to reach a common goal
have you ever failed at anything?

These questions are asked to gauge leadership, drive, and enthusiasm, as well as to determine the
candidate's true interest in and commitment to consulting.

More and more now, firms are incorporating ways to test candidate's quantitative skills. Some interviews
include a written exam, though many still rely on cases to help determine an individual's quantitative capability.
Most important, the math component is added to determine how a candidate processes information under
pressure.

Next comes the case question, which can take up 10 to 15 minutes. Here they are testing poise, analytical, and
communication skills.

Finally, the last couple of minutes are for the candidates questions. They want to see if the individual
has done their homework and whether they can ask intelligent questions.

In the second of the two interviews, the recruiter may ask one or two questions about the candidate, but the
majority of the time will be taken up with a bigger case. Again, the candidate may have time to ask a couple of
questions, so it is important that the candidate prepare questions ahead of time.

Styles of Case Interviews

From Ace the Case Interview by Thad Peterson, Monster Staff Writer February 2011

In a case interview, the interviewer presents information about a company, as well as a problem or dilemma the
company is facing. The case can be presented orally or on paper. The company and the issues addressed can be
real-world examples or imaginary. The interviewee comes up with answers or suggestions for the company.

Michael Steiner, who has conducted case interviews for a leading management consultant company for years,
cites a variety of case-interview styles:
Open-Ended Cases: The interviewer gives you a sentence or two of information, and then expects
you to run with only that information and your own assumptions.
More Structured Cases: The interviewer gives you information, and then proceeds to guide you
through the problem-solving process.
Paper-Driven Cases: You're handed a "deck" of information, and the interviewer sometimes leaves
the room while you pore over the text and graphs contained in the deck. You then prepare a brief
analysis, presenting it when the interviewer returns.
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 Companies and Sample Cases
Below is a listing of companies who conduct case interviews including their recruiting website and online case
resources which may include sample cases.

Bain & Co. - http://www.bain.com

Recruiting Website: http://www.joinbain.com/apply-to-
bain/recruiting-process/undergraduate.asp
Online Case Resources/Sample Cases:
http://www.joinbain.com/apply-to-bain/interview-preparation/default.asp;
http://www.bain.com/bainweb/pdfs/acethecase.pdf

Boston Consulting Group http://www.bcg.com

Recruiting Website:
http://www.bcg.com/join_bcg/interview_prep/process/default.aspx
Online Case Resources/Sample Cases: http://www.bcg.com/join_bcg/interview_prep/tips/default.aspx

Deloitte Consulting http://www.deloitte.com

Recruiting Website: http://careers.deloitte.com/united-
states/students/studentgrad.aspx
Online Case Resources/Sample Cases: http://careers.deloitte.com/united-
states/students/csc_general.aspx?CountryContentID=15862

PriceWaterhouseCoopers / PRTM Management Consulting - http://www.prtm.com/

Recruiting Website: http://www.pwc.com/us/en/careers/pwctv/index.jhtml

McKinsey & Company http://www.mckinsey.com

Recruiting Website:
http://www.mckinsey.com/careers/is_mckinsey_right_for_me/backgrounds_like_yours/bachelors_degr
ee.aspx
Online Case Resources/Sample Cases:
http://www.mckinsey.com/careers/how_do_i_apply/how_to_do_well_in_the_interview/case_intervie
w.aspx

Novantas http://www.novantas.com
Recruiting Website: http://www.novantas.com/careers_process.php
Online Case Resources/Sample Cases:
http://www.novantas.com/careers_cases.php

Oliver Weyman http://www.oliverwyman.com

Recruiting Website:
http://www.oliverwyman.com/ow/careers.htm
Online Case Resources/Sample Cases: http://www.oliverwyman.com/careers/19.htm

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 Tips from Past Pitt Students
From a 2010 CBA Junior Student Interning in Deloitte Consultings Human Capital practice:
Definitely get a copy of the book Case in Point by Marc Cosentino. This book gives terrific advice on
how to approach a case interview and provides many different case examples. While you are reading
the book, do not panic (easier said than done)! Try to use the book as a framework rather than
attempting to memorize the details.
Look at the website for the organization with which you are interviewing and see if there are case
examples online. Many consulting companies have interactive websites that allow you to analyze a
hypothetical fact pattern and then provide the preferred analysis of the facts. The examples are
typically very helpful!
Try to get a good nights sleep the night before. Sometimes difficult to accomplish while trying to
review Case in Point one last time but definitely desirable!
Realize that every other candidate is in the same position that you are and that case interviews are
likely to be nervous for everyone.
Try to stay calm. Think big picture and know that you will survive. Once you start, have faith in yourself
and just keep going. Dont judge your answers as you speak.

From a 2008 CBA Alumnae Employed Full-Time at Deloitte Consulting:

I interviewed with two consulting firms, so I have gone through two of them. I went into the first one
unprepared because I found out about my first interview about a week before, so I had very little time
to prepareand it didnt go well. From that experience, I learned that preparation is essential for any
case interview, and there are many ways to prepare.
To prep for my second interview, I worked with some CBA professors. I reviewed some online guides
to case interviews and utilized the case materials on the firm for whom I was interviewings website.
Students should prepare by first reviewing any case materials on the firms website, if they have any,
because it will give students a feel for the nature of the cases they may be asked as well as the answers
the firm expects from the candidate. Additionally, practicing with someone, e.g., a professor, a peer, or
someone one knows in the industry is invaluable, because the interviewer judges not only on the quality
of the answers, but the candidates comfort level, logical flow of questions, and ability to think on their
feet.
During the interview itself, it is very important for candidates to not be afraid to ask as many clarifying
questions as they need to and to take notes. The interviewers do pay attention to this and consider it a
positive behavior. Interviewers also expect the students question and answer flow to be logical, and in
some cases, the logical nature of a students answers is just as (or more) important as the content of the
students answers. For example, when Deloitte interviews for Business Technology Analysts (BTAs) at
Pitt, the cases used in our interviews do have a technical nature to them since the BTA position is
technical. However, we interview students like myself with little technical background, and for CBA
students like me, the expectation is not that the students give extremely technical answers, but rather
that they display some sort of technical knowledge and strength in logical thinking/thinking quickly on
their feet.

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Case Preparation Case Commandments
From Casequestions.com February 2011

These Commandments are the result of years of research. Mr. Cosentino, author of Case in Point,
has interviewed recruiters, consultants, and partners and debriefed hundreds of Harvard students.

1. Listen to the Question

A good case interview should be an
Listening is the most important skill a consultant
enjoyable and thoughtful discussion
has. The case isnt about you or the consultant.
Its about the client. What are they really asking
of business issues and problem-
for? Pay particular attention to the last sentence solving techniques. We are not
one word can change the entire case. looking for a right answer or asking
you to spit back memorized business
2. Take Notes terms, current events or well-known
Taking notes during the case interview allows frameworks. Rather, we hope to see a
you to check back with the facts of the case. As good dose of problem-solving skills,
someone once said, "The palest ink is stronger creativity and common sense.
than the best memory." If you blank out, all the
information is right in front of you. Source: Bain & Company website

3. Summarize the Question

After you are given the question, take a moment to summarize the highlights out loud:
It shows the interviewer that you listened
It allows you to hear the information again
It keeps you from answering the wrong question
It fills the otherwise awkward pause when youre trying to think of something intelligent to say

4. Verify the Objective(s)

Professional consultants always ask their clients to verify their objective(s). Even if the objectives seem
obvious, there could be an additional underlying objective. When the objective seems apparent, phrase
the questions differently: "One objective is to increase sales. Are there any other objectives I should
know about?"

5. Ask Clarifying Questions

You ask questions for three main reasons:
To get additional information that will help you identify and label the question
To demonstrate to the interviewer that you are not shy about asking probing questions under
difficult circumstances (something youll be doing on a regular basis as a consultant)
To turn the question into a conversation. Nothing turns an interviewer off quicker than a five-
minute monologue.

6. Organize Your Answer

Identify and label your case, then lay out your structure. This is the hardest part of a caseand the most
crucial. It drives your case and is often the major reason behind whether you get called back.

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 7. Hold that Thought for "One Alligator"
The interviewer wants you to think out loud, but think before you speak. If you make a statement that is
way off-base in an interview, the interviewer will wonder if s/he can trust you in front of a client.

8. Manage Your Time

Your answer should be as linear as possible. Dont get bogged down in the details. Answer from a
macrolevel and move the answer forward. Stay focused on the original question.

9. By the Numbers
If possible, try to work numbers into your answer. Demonstrate that you think quantitatively and that
you are comfortable with numbers.

10. Be Coachable
Listen to the interviewers feedback. Is s/he trying to guide you back on track? Pay attention to his/her
body language. Are you boring or is s/he enthralled?

11. Be Creative and Brainstorm

Consulting firms like liberal arts candidates with intellectual curiosity that can "think outside the box"
and offer up a new and interesting perspective.

12. Exude Enthusiasm and a Positive Attitude

Recruiters want people who are excited by problem solving and can carry that enthusiasm throughout
the entire interview.

13. Bring Closure and Summarize

Create a sense of closure by summarizing the case. Review your findings, restate your suggestions, and
make recommendations.

Case Interview Tips

From Caseinterviews.com February 2011

The following tips are by Marc Cosentino, the author of the book Case In Point, a popular guide to case
interviews. We strongly recommend it if youre new to case interviews!

This is more of a story than a tip. A student of mine studied hard for his case question interview; however,
when the time came, he froze. He just couldnt think of how to begin. So he looked at the interviewer and
said, To be honest with you, Ive already heard this question and feel that it wouldnt be fair for me to answer
it. The interviewer thanked him for his honesty and then gave him another question, which he easily nailed.

Take graph paper with you into the interview. It helps you organize your thoughts, keeps the numbers lined
up when you add or multiply and reminds you to try to graph part of your answer.

Practice your basic math, particularly multiplication and percentages. Almost all recruiters will not let you
take a calculator into the interview. Most students make simple math mistakes like being off by a zero or two.

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 Ask for numbers. If the numbers arent an important part of the case, then interviewers will more than likely
tell you not to focus on them.

Prioritize issues. There may be several issues to be addressed in order to reach a conclusion. Prioritize and
then address the issues one at a time, especially since your interviewer may not expect you to get through all
of them in the allotted time.

Turn the interview into a conversation. A five minute monologue will do more to hurt your chances than any
other mistake. Remember, you ask questions not only to get additional information, but to draw the
interviewer into the case with you.

Listen to the question, write it down; then repeat it to the interviewer. Candidates are always answering the
wrong questions because they dont take the time to identify what the interviewer is really asking.

Think before you answer. I see it all the time where people cant give me the answer fast enough. Slow down.
Dont jump right off the mark and give the first answer that pops into your head. Take your time and analyze
the information.

Lost? Stop and summarize. If you get lost somewhere during your answer, the first thing to do is to stop and
summarize what you have done so far. This will lift you out of the puzzling web of details and hopefully show
you a new path to take. If this doesnt work, then ask the interviewer for some guidance.

Written cases. While most cases are given verbally, some firms actually give a written case. The candidate is
given 15 to 20 minutes to read the case and make notes. S/he is then questioned about the case. Sometimes
this is done one on one, but other times the candidate is brought in as part of a group to solve the case. This is
done to see how well a candidate can work as part of a team with strangers. Is the candidate trying to
dominate the interview or are they building on what another candidate said? Are they communicating
laterally as well as vertically?

Practice, Practice, Practice

It is important to understand that the single most important factor in achieving success with case
interview questions is to practice, practice, practice. So, if you have a case interview coming up, finish
reading this guide and the other references; then get to work on live practice as soon as possible.

Practice Tips:
Work through many types of case questions, identify your weak areas, and focus your efforts
on improving those skills.
Set aside scheduled time to practice.
Practice with your friends, classmates, and alumni in consulting.
Set up a practice interview with CBA Career Services.
Participate in case competitions.

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 Frameworks and Consulting Case Topics
An understanding of common business frameworks is integral to working through a case successfully. However,
two case interview preparation experts, David Ohrvall with MBACASE and Marc Cosentino with
Casequestions.com, caution against overuse or misuse of frameworks.

The bottom line is, it is important to be familiar with business frameworks, but relying too heavily on one
framework may cause you to ignore critical issues. Avoid forcing a framework onto a problem. Instead, take a
step back and make sure you identify the key issues, and then begin drawing upon frameworks to establish a
structure for answering the question.

Sample Consulting Topics:

Market Sizing Investment Decisions
Reduce Costs Mergers and Acquisitions (M&A)
Industry Analysis Business Turnaround
Increase Profitability Organizational Behavior
Pricing and Valuation Product Development and Launch
New Market Entry Government/Non Profit Strategy

Example Business Frameworks

3 Cs (Company, Customer, Competition) - A framework for analysis that includes understanding the
internal operations and strategy of a company, the customers and demand for the product, and
competition in existing and new markets.

4 Ps (Product, Price, Promotion, Place) - A framework used to analyze marketing initiatives and new
product launches. Product refers to the characteristics of the item being sold. Price refers to the amount
it is sold for. Promotion refers to the strategy of how it is sold (PR, Marketing, etc.). Place refers to the
channels through which it is sold and how it is positioned.

Cost vs. Benefit - A simple framework that allows you to divide your analysis of a business case between
the costs that will be incurred by a specific action (physical costs, reputation and brand, etc.) as well as
the benefits that will result from the action (efficiency, revenues, strengthening of brand, building
relationships, etc.)

Fixed vs. Variable Costs - Costs can be split up between those that stay constant, regardless of a
companys activity (fixed costs) and those that vary based on the amount of sales (variable costs). An
example of a fixed cost is rent. An example of a variable cost is raw materials.

Internal vs. External - A framework that analyzes a business case from internal perspective (culture of
organization, core competencies, products, etc.) and the external perspective of the organization.
(barriers to entry, capacity of industry, competition, etc.)

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 McKinsey 7-S Model - Strategy (firms goals), Structure
A framework is a structure that
(organizational form that best suits firms goals),
helps you organize your thoughts
Staffing (what type of staff does firm require), Style
and analyze the case in a logical
(management style), Skills (what skills do employees
manner. Often, however, you have
need), Systems (what measurement systems are
needed), Shared Valued (firms culture).
to cut and paste from a number of
frameworks in order to answer
Porters Five Forces - Developed by HBS professor any single case question. the
Michael Porter, this is a framework to analyze an difference between a framework
industry. The five forces are Power of Suppliers, Power and a system is that a framework
of Buyers, Substitutes, Rivalry (among firms), and is really a tool, while a system is a
Barriers to Entry. process. Instead of memorizing
seven individual frameworks and
Profitability - Profit is defined as Revenues - Costs. To then trying to decide which one(s)
analyze a profitability scenario you can analyze to apply, you learn the system,
revenues (quantity * price) and costs (fixed vs. variable which already has the tools built
costs discussed above). To fully understand in.
profitability, study an accounting income statement.
Source: Marc Cosentino - The Ivy Case
STP (Segmenting, Targeting, Positioning) - A System from Case in Point: Case Interview
framework for finding the correct market for a product Preparation
or service. Segmenting refers to identifying the
distinctions between customers. Targeting refers to identifying the target group. Positioning refers to
the strategy of appealing to this target group.

Supply vs. Demand - Economic analysis which aims to forecast the price of a good or service based on
the intersection of supply and demand curves. Supply analysis looks at production of goods and services
to see how much is available for the market. Demand analysis looks at consumers desire for a good or
service and how much they are willing to pay for it.

SWOT - A simple presentation framework that allows you to pinpoint an organizations Strengths,
Weaknesses, Opportunities, and Threats

Value Chain/Supply Chain Analysis - A framework for understanding the flow of goods and money in an
industry. Components include Inbound Logistics, Production Logistics, Outbound Logistics, Sales and
Marketing, Service.

Other Frameworks - Macroeconomic Frameworks, Political Frameworks (non profit motivating

organizations), Organizational Change Frameworks, Produce Life Cycle, System Development Life Cycle.

Solving complex business problems is what we do every day. If youre excited

about working through a case, youll probably enjoy working as a consultant.

Source: Oliver Weyman website

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 Group Case Interviews
From Vault.com

Another variation on the case interview that is becoming more popular is the group case interview,
where candidates are grouped together and told to solve a case cooperatively. Insiders are unsure whether the
increased incidence of group interviews reveals a renewed emphasis on teamwork and fit, or simply a faster way
to sift through applicant pools. In a group interview, between two and five candidates are given a case and
asked to present their findings in one hour. A few consultants from the firm remain with the candidates to
silently observe their progress.

One important thing to remember is that the group interview is not a zero sum game. "Everyone may
get an offer, or no one may get an offer," confirms one consultant. The key with group case interviews is to
show your keen organizational and teamwork abilities. Don't bully your fellow candidates, but don't sit back and
quietly do as you're told. One recent group case interviewee suggests "Present your thoughts on how to divide
the analysis. Listen to what others have to say. If you disagree with their thoughts or estimates, say so, but never
be denigrating or rude. Look like you're having a good time. Otherwise, the analysis is pretty similar to a regular
case."

Books
Case in Point: Case Interview Preparation, 10TH Anniversary Edition, (Marc P. Cosentino, 2009).
o http://www.casequestions.com
Crack the Case: How to Conquer Your Case Interviews, (David Ohrvall, 2005).
o http://www.mbacase.com
Management Consulting: A Complete Guide to the Industry, (Sugata Biswas and Daryl Twitchell 2002) -
Includes 100 case interview questions. Chapter 6: Mastering the Case Interview.
o http://www.insideconsulting.com/Case%20Interviews.htm
Vault Guide to the Case Interview, (Mark Asher et al., 2007).
o http://www.vault.com/wps/portal/usa/store/bookdetail?item_no=848

Online Resources
Ace Your Case II: Mastering the Case Interview by Wetfeet http://www.cba.pitt.edu/careers/
o Includes sample case questions, tips on how to nail your interview, detailed explanations of case
types, and the insiders scoop
Consulting Case 101 - http://www.consultingcase101.com
o Forum with user submitted case questions and company interviews.

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