管理咨询行业全景概览

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课程目录

第一节 什么是管理咨询

第二节 管理咨询的核心业务

第三节 咨询师的日常工作及职业发展

第四节 如何加入一家管理咨询公司

第五节 典型的面试例题及解题思路

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Strategist

Specialist

Generalist

Consulting Firms Landscape

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Management Consulting Categories

Main Categoriesof Consulting

Help a client’s senior executives

understand and face the strategic

challenges of running their company

Corporate Strategy

Refine organization structure,

workflow, and responsibilities of

departments and divisions.

Organization Restructure

Examine a client’s internal workings,

such as production processes,

distribution, order fulfillment, and

customer service1

Operations Improvement

Focus on operational due diligence to

research thoroughly on a target

company for an M&A deal, often

involve financial modeling

Due Diligence

Research custom preference, market

dynamics and competitive landscape.

Develop strategy and roadmap to enter

a new market

Market Entry

Include shared service centers (SSC),

customerrelationship management(CRM),

project managementoffice (PMO), etc.

Others

4th

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Management Consulting Firms - TOP20

3rd

2nd

1stThe Top20 List

5. PwC Advisory

6. Oliver Wyman

7. The Brattle Group

8. Cornerstone Research

9. A.T. Kearney

10. The Bridgespan Group

11. ClearView Healthcare Partners

12. Analysis Group, Inc.

• The Top4

13. L.E.K. Consulting

14. Strategy& (Part of PwC)

15. Parthenon-EY

16. The Cambridge Group

17. Insight Sourcing Group

18. Point B

19. Eagle Hill Consulting

20. Accenture

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Market Leaders At a Glance

Str. Due Diligence

We make a difference, and it feels

different to work here!

Great development while working with

clients on their biggest ssues .

Str. Strategy

Amazing client impact and professional

development.

Learning and development are incredible at

BCG.

Strategy Premier League.

Str. Broad coverage

Best prestige, talented people, clients in big

names

broad industry and solution coverage

excellent exit opportunities Harvard of

consulting

Str. Operation

Top performers are recognized and rewarded.

Dedicated to employee training and

development.

Breadth and depth of client work; work/life

culture.

Strength &Features

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Management Consulting vs. Financial Advisory

VS

Scope of Work

Big Four Financial

AdvisoryManagement

Consulting

Identify a problem

Solve a problem

Assist with implementation

Scope of Work

Develop a strategy

Come up with an execution plan

Usuallynot include execution

Question from ClientsQuestion from Clients

Should I enter the Asian market?

How can my company improve margin by X%

Implement a new risk management

reporting system

How do I be compliant with the new

regulation?

Project and Team

• Longer project cycle

• Team can be large and managed by workstreams

Project and Team

Shorter project cycle

Relatively smaller team

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课程目录

第一节 什么是管理咨询

第二节 管理咨询的核心业务

第三节 咨询师的日常工作及职业发展

第四节 如何加入一家管理咨询公司

第五节 典型的面试例题及解题思路

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Specialization

Clients want the strategic recommendation to contain an implementation plan – a roadmap to put the strategy into play – and they often want the consultants to be available for the implementationStrategy/systems hybrids is easy for success

Implementation

Clients increasingly demand that consultants come in with prior knowledge of their industry

Larger firms now ask consultants to specialize earlier in their careers, often only two or three years after starting at the company

Current Industry Trends

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Death of Strategic Advisories

Deloitte acquired Monitor and PwC acquired Booz

In each crisis “the biggest gets bigger”Boutique firms are under pressures to be acquired

Consolidation

Consulting depends heavily on the prospects of large corporationsRecently there have been fewer pure strategy projects on the market, because

among consulting projects, strategy projects are considered a luxury, unless a

company really needs to turn things around

Current Industry Trends

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Diagnose Design Support

Proposal Plan Deliver Close

WorkflowBusiness

Development

How the team deal with projects

How to deal with clients

Kick off Deliver

Typical Advisory Project Cycle

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Workflow of an Advisory Project

Proposal

Preliminary researchPrepare proposal

Present to client stakeholders

Plan

Determine project scope and workstreams

Pricing and assemble team

Deliver

Kick off meeting with client stakeholdersExecute project plan and develop work reports

Monitor project progress and budgetExecute change management strategy

Finalize reports and facilitate implementation

Close

Close out engagementAssess team members’ performance

Confirm knowledge submissionsRetain and archive engagement

document-ationComplete financial closeout

Everything here are teamworks

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• Understand and evaluate as is situation

• Identify pain points and root causes

• Research benchmarks

• Understand prioritization and recommend next steps

• Develop implementation and project plans

• Design roadmaps with detailed initiatives

Kick off

• Project kick off with sponsors from client and firm

• Schedule regular project meetings

• Present findings and solutions to client’s senior executives

• Implementation and testing

• Collect feedbacks and revise reports

• Launch pilot program

Support

• Confirm operational effectiveness

• Support continuous improvement

• Expand benefits across the extended enterprise

Businessdevelopment isa mid/long-termprocess

Diagnose Design Deliver

Business Development of an Advisory Project Cycle

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课程目录

第一节 什么是管理咨询

第二节 管理咨询的核心业务

第三节 咨询师的日常工作及职业发展

第四节 如何加入一家管理咨询公司

第五节 典型的面试例题及解题思路

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A Typical Day in Management Consulting Firm

Continue desktop research for healthcare industry data

1:00 pm

Develop research findings into slides, synthesize

benchmarks into recommendations

8:00 pm

Arrive at client’s office, read industry news and

deal with emails

9:00 am

Interview client’s CMO and market managers to understand current pain

points in clients marketing practices

2:30 pm

Desktop research for healthcare data

10:00 am

Develop interview notes and share with the team

4:00 pm

Meeting with the client, report recent updates and receive client’s feedbacks

11:00 am

Report research findings to the project manager

6:00 pm

Lunch with colleagues, discuss about project

update

12:00 pm

Dinner with colleagues

7:00 pm

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Excellent

Communication Comfortable with Math Out of the Box Thinking

Multi-Task Skills Work Long Hours and

Frequent Travel

Work Well in Teams

Consulting Skill Sets

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Analyst

Consultant

Manager

Director

Partner

Managing Partner

Exit Path

Corporate Business Development

Private Equity / Venture Capital

2-3 Y

2-4 Y2-4 Y

? YManufacturing Staff

Senior Manufacturing

Staff

Project Manager

Operation Executive

Sales, Relationship

Owner

Firm General Management

3 Y

Career Path

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课程目录

第一节 什么是管理咨询

第二节 管理咨询的核心业务

第三节 咨询师的日常工作及职业发展

第四节 如何加入一家管理咨询公司

第五节 典型的面试例题及解题思路

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Company basicsFirm’s history

Recent developmentsMile stones

Core competencies

ResearchingCompanies

What kind of projects does the firm typically do?

What is the process of the business?Who would involve?

What kind of industries/fields would be considered?

How long will the project take?

Inside info

Talk to current consultants at the firm of your choice

Ask scenario questions. They are fun to ask and can give you more truthful answers

What is the salary level?What is the career path?

Any suggestions about the interview?

Business info

Preparation Before Application

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• Academic strength

• Team play characteristics

• Leadership and confidence

• Accomplishments

• Distinctions

• Client skills

Tailor Your Resume

Resume

Tailor your resume and experiences for consulting

Resume

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Cover letter

Cover letter

• Introduction

• Relevant experience

• Interest in consulting

• Interest in the firm

• Next step

• Closing

Writing the Cover Letter

Apply to the firm by

crafting a cover letter

specifically by email.

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Generating a network

Managingyour contacts

On-campus recruiting

• Find the appropriate contact, either through on-campus recruiting or networking

Find a contact within the firms you are targeting, be it an alumnus, a colleague who worked there prior to school,

your mother’s best friend.

The key to networking is consistent follow-up.

After a great conversation, a quick email is an acceptable

way to impress the guide.

Most firms offer an information session where

partners deliver an overview presentation of

the firm and you can speak with consultants.

Building and Maintaining a Network

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1st Round• One or two half-hour interviews with a senior consultant

• Expect at least one of these interviews to contain a case

• Up to four 45-minute interviews. All of these will be case interviews

• With at least a partner.

• Nearest regional office or in a hotel

• In rare cases, firms will ask candidates back for a third round of interviews,

often exclusively with partners of the firm

2nd Round

3rd Round

Interview Process

• Arrive at the interview prepared and appropriately dressed

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课程目录

第一节 什么是管理咨询

第二节 管理咨询的核心业务

第三节 咨询师的日常工作及职业发展

第四节 如何加入一家管理咨询公司

第五节 典型的面试例题及解题思路

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Competitive Position(Returns compared to IndustryAverage)

Low High

Mar

ket

Att

ract

ive

ne

ss

(In

du

stry

Ave

rage

Re

turn

s ab

ove

Co

sto

fC

apit

al)

High

Low

Case Interview Frameworks – 2 X 2 Matrix

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Strategy Systems

StyleSkills

Staff

Structure

Shared

values

Hard Skill

Soft Skill

Case Interview Frameworks – 7S

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Q&A Sample

• Interviewee: How would you characterize the current marketplace for these products? Emerging? Mature?

• Interviewer: The product line is considered mature.

• Interviewee: How would you characterize your manufacturing process relative to your competition?

• Interviewer: We have not updated our manufacturing process since 1998. We manufacture our products exclusively in the United States. As one of the oldest manufacturers of these products, we have a reliable customer base and a good reputation. As for price, we are one of the lower-priced in the market, though not the lowest.

• Interviewee: Do any of your competitors manufacture overseas?

• Interviewer: Our number one competitor produces all of its appliances in Indonesia.

Questions:

You are the consultant to a company that produces large household appliances. Over the past three years, profit margins have fallen 20 percent and market share has tumbled to 15 percent of the market from 25 percent. What is the source of the company’s problems?

Case Interview – Sample Q&A

TIPs：Do not answer directly!! Ask for more information !

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The Case Interview Tips

• Before jumping into an answer, ask the interviewer a number of questions to gather vital informationabout the case

• One interviewee cautions: “Consulting firms are looking for people who will think carefully beforeanswering”; this is very important in the case interview. Don’t say the first thing that comes to yourmind, even if you’re certain about it

• Ask about best practices in the industry. Find out what other companies in this industry do whenfacing similar issues

• Avoid making assumptions without checking them with the interviewer, or at the very least, statethat you are making an assumption

• Avoid making assumptions without checking them with the interviewer, or at the very least, statethat you are making an assumption

• If you are unfamiliar with frameworks, state so and proceed as logically as you are able

• After giving your recommendations, consider pointing out possible flaws and assumptions in yourthinking

• Speak and reason aloud during your case interview

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Other Sample Questions

Behavioral

• How do you deal with someone in your group who isn’t pulling his or her weight, or disagrees with your goals?

• What is the worst mistake you have ever made?• Why should we not hire you?

Guesstimate

• How much beer is consumed in the United States each year?• How many 747s are above Kansas right now?• How many barbers are there in Chicago ?

Brainteaser

• Why is a manhole cover round?• You and a neighbor plan garage sales for the same day. You want to sell the TV for

$100, but your neighbor insists on selling his for $40. What should you do?

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Post Interview and Offer Negotiation

Post Interview Offer Negotiation

• Office location• Start date• Salary and bonus• Starting position• Offer response deadline

• Confirm next steps• Thank your interviewers• Wait for an offer• Accept an offer• Decline an offer

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