PRACTICE 30 LIVE CASES Marc P. Cosentino READ 30 CASES .

PRACTICE 30 LIVE CASESREAD 30 CASES START A CASE JOURNAL NETWORK ATTEND INFO MEETINGS READ Marc P. CosentinoCaseQuestions.com WALL STREET JOURNALMCKINSEY QUARTERLYBLOOMBERG’SBUSINESSWEEK1

1.2.3.4.5.Committed to consultingSuccess-orientedAble to exhibit good analytical skillswhen answering case questions.Able to articulate their thoughts, createa positive presence, and defendthemselves w/o being defensive.Fit with industry and firm (airport test)There are two main categories of case questions.However, ninety percent of the case questions will beof one type – business case. Market-sizing (population, household, & ?) Business Case / Oral and Writtenindividual, team, presentation1.2.Profit and LossEntering a new market M&A, new product, new businessPricing4. Growth5. Strategy by numbers3.2

Analyze the client Why enter?E(P R-C)M Size: revenues and trends Products Distribution channels Customer segmentationLook at external factors first, is this an industrywide problem or a company problem? What constitutes success?Analyze the new market Size and growth rate Major players & marketshare Product differentiation Barriers to entry and exit Customer segmentationLook at all four before deciding on a price1. Company objective (profits, positioning, market share?)2. Competitive analysis / Competitive response3. Cost-based pricing4. Price-based costingHow best to enter: Start from scratchAcquisitionJoint venture3

Increase distribution channelsIncrease product lineInvest in major marketing campaignDiversify products and servicesAcquire competitorsCreate seasonal balance1.2.3.4.5.Summarize the QuestionsVerify the ObjectivesAsk QuestionsLayout Your StructureState Your HypothesisSteps 3 – 5 can be flipped around dependingon the case.Our client is an applied materials manufacturer whowants to enter the bulletproof auto glass market.It’s developed a lighter, less expensive one-waybullet resistant glass. Bullets won’t come in, butyou can fire out. Word leaked out and their stockjumped from 15 to 18 a share. They want you tocalculate the size of the worldwide bulletproof autoglass market, come up with a pricing strategy,determine plant location and make a decision as towhether to enter this market.4

Case NotesObjectiveIn this sectionwrite down all theinformation thatthe interviewergives youWrite the answers tothe questions that youasked about the case. Draw your structure Graph or white paper, landscapeOne side of page, number each pageDraw notes: D-trees, graphs, arrowsLay them out in front of youStar most important pointsConstantly review 1st pageSeparate sheet for mathApplied materialsmanEnter bulletproof autoindustry?Stock 15 18- Mkt size- Price- Plant Location- Mkt Y/NEnter Mkt Y/NAnalyze Company-Size: revenue, brand-Other products-What constitutes success?Analyze Mkt-Major players-Barriers-Prod differentiationPlant Location- Other plants- Location- Value chain- Raw materials- Labor- Transportation- Customer baseFeaturesOne-waymore of adeterrentLighterPricing- Comp objective- Competitive analysis- Cost-based pricing- Price-based costing5

MilitaryHumveesCarsMilitaryHumveesCarsAssumptions: 1% of US cars have bpglass. US makes up 10% of totalmkt. 100m US households.CorpCEOs & top exesLimosCorpCEOs & top exesLimosIncomeHH# CarsTotalCarsHigh10m330mGov’tPolice, FBIPoliticians, diplomatsRoyaltyGov’tPolice, FBIPoliticians, diplomatsRoyaltyMiddle60m2120mLow30m.515mOtherMob, drug lords,celebrities, armoredtrucksOtherMob, drug lords,celebrities, armoredtrucksOEM and aftermarketOEM and aftermarket165m 35m (taxi, limos, gov’t cars,military vehicles rental cars,university cars) 200m200m cars. Life expt 10 yrs 20m *1% .2m180m old cars * 1% 1.8m2m 10% of world marketWorld market: 20m carsAnalyticsStructured frameworkQuant acumenGood use of data providedCommunicationEye contactArticulationListeningAsking probing questionsNote layoutPersonalEnthusiasmSelf-confidenceTeamwork and engagementLogic, original thought and intellectual curiosity6

A or B / Let me tell you why you're wrongHeadings & bullets / When they cut you offMath – flying w/o a calculatorPercentages, Breakevens, Weighted Averages,Net Present Value, Multi/Div with lots of zeros Read Case in PointMake a case journalRead practice cases in other books (40 cases) University of MichiganOn-line practice CQI, Case Chase Clips (morning of interview) McKinsey, Bain and BCG websitePractice live cases (30 live cases) Form groups, alumni, career services, andEvisors.com7

Read Case in Point Make a case journal Read practice cases in other books (40 cases) University of Michigan On-line practice CQI, Case Chase Clips (morning of interview) McKinsey, Bain and BCG website Practice live cases (30 live cases) Form groups, alumni, career services, and Evisors.com