Case_In_Point_7th_Edition_Page001_183_2

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[ 5. Ask Clarifying Questions ]You ask questions for three main reasons:to get additional information that will help you identify and label the questionto demonstrate to the interviewer that you are not shy about asking probing questions underdifficult circumstances (something you’ll be doing on a regular basis as a consultant)to turn the question into a conversation (nothing turns off an interviewer more quickly than a fiveminutemonologue)In the beginning of the case, you have more latitude in your questioning. You should ask basic questionsabout the company, the industry, the competition, external market factors and the product. The furtheryou get into the case, the more your questions should switch from open-ended questions to closedendedquestions. You start to get into trouble when you ask broad, sweeping questions that are hard forthe interviewer to answer. These kinds of questions give the impression that you’re trying to get theinterviewer to answer the case for you. You’ll know that you crossed that line when the interviewer says toyou, “What do you think?” When this happens, substitute assumptions for questions.
[ 6I Organize Ydur Answer ]Identify and label your case, then lay out your structure. This is the hardest part of a case, and the mostcrucial. It drives your case and is often the major reason behind whether you get called back. We willspend more time on this in Chapter Four.
Page 2 and 3: AMAZON REVlEWSSecret to success —
Page 5 and 6: CQ INTERACTIVEThe most advanced onl
Page 8 and 9: AckndwIebgmentsSpecial thanks are d
Page 10 and 11: DedicationTo my closest friends: Er
Page 12 and 13: Five C’s and Four P’sBCG Matrix
Page 14 and 15: 2 : The InterviewRelax, it’s wors
Page 16 and 17: + Questions About YouThe first part
Page 18 and 19: Interviewers remember stories and a
Page 20 and 21: 9. You’ll work on multiple projec
Page 22 and 23: + Possiole Math QuestionThey may as
Page 24 and 25: + Your QuestionsThe last part of th
Page 26 and 27: + The Grand Finale: Why Should I Hi
Page 28 and 29: First Rouno TeIephone InterviewsThe
Page 30 and 31: + Stress lnterviewsWell, they’re
Page 32 and 33: + A¡vice for lnternational Stuoent
Page 34 and 35: 3 : Case QuestionsA case question i
Page 36 and 37: + Case PreparatibnCase questions ca
Page 38 and 39: [ 1. Listen to the Question ]Listen
Page 40 and 41: [ 3. Summarize the Question ]After
Page 44 and 45: [ 7. Hold That Thought for “One A
Page 46 and 47: [ 9. Work the Numbers ]If possiqle,
Page 48 and 49: [ 11. Be Creative and Brainstorm ]S
Page 50 and 51: [ 13. Bring p r tre w and o S u mri
Page 52 and 53: The Bags ¦f p ¦§¨There are thre
Page 54 and 55: U S.If you tried to answer this que
Page 56 and 57: A PIs called “widgets,” which o
Page 58 and 59: N C aseei se nu m er b Aases:E very
Page 60 and 61: DuPont has just invented a lightwei
Page 62 and 63: problem with each 5uestion.Students
Page 64 and 65: Trends over time are generally show
Page 66 and 67: Wrona: What has been going on with
Page 68 and 69: + The Trou!"e p rh tMathDo you have
Page 70 and 71: + The Summary and The Final SlideIn
Page 72 and 73: 4 : The #vy Case System©
Page 74 and 75: You may want to read through the fo
Page 76 and 77: [ 1. Summarize the Question ]This s
Page 78 and 79: [ 3. Ask Clarifying Questions ]As w
Page 80 and 81: + The 12 CaTe Scena: OTh
Page 83 and 84: [ 2. %n&ustr1 2nao1st s Pw uestt An
Page 85 and 86: [ 3. Mergers an1 2 : sP O hw nsA Pi
Page 87 and 88: [ 4. Developing a New Product ]Ques
Page 89 and 90: [ 5. Pricing Strategies ]Question:
Page 91 and 92: [ 6I Growth Strategies ]Question: X
Page 93 and 94:
P ustomersWho are our customers?How
Page 95 and 96:
[ 9. ,ncreasin2 :aoes tP weskiAnS C
Page 97 and 98:
[ 11I .mproving the Bottom Line: Pr
Page 99 and 100:
To learn more about a typical Profi
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N t w =uc P roPP rw c t H ow ay? P
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5 : ADDitiEnal anD Tools : Oat P Er
Page 105 and 106:
[ Five C’s TCF1 2 : OWhat h ido y
Page 107 and 108:
+ BCG MatrixIn 1998, Wiley Press pu
Page 109 and 110:
The high-share, high-growth product
Page 112 and 113:
+ The Value ChainIn his 1985 book C
Page 114 and 115:
+ An Aristoteli1n 2r1 :eo ortAristo
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+ “Pf” Scenarios to RememberSal
Page 118 and 119:
+ Business Case pi1 s• If you eve
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6 : Practice Cases
Page 122 and 123:
+ HarRey-Davidson®Interviewer: Our
Page 124 and 125:
Interviewer: Yes, garb is merchandi
Page 126 and 127:
based. Harley can raise the prices
Page 128 and 129:
+ Case StartsMany people struggle w
Page 130 and 131:
CasesCS1: Palm Tree Plantation Expo
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CS2 Hong Kong Video Games NotesSumm
Page 134 and 135:
CS4 XCV TechnologySummarize the cas
Page 136 and 137:
CS6 GIoYaI MZtor CarsSummarize the
Page 138 and 139:
CS8 ltalian C\1 2 tT:hian]TtSummari
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+ Case ^n_eTpevel :1. T eT ian c n
Page 142 and 143:
That’s a very interesting graphI
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One example might be to look to see
Page 146 and 147:
co: n i f efinition o ’ r T of hi
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F : T rtrute t k fi1 re ort : lat I
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+ Coke ®Case 4: Coca-Cola® is try
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- Interesting. Thanks.Type of case:
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are people willing to pay? And is i
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) e.onkT .oulk pe Uo3 l a joint ten
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p te lrsm o m t owould r u c do is
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p tew lour T am m toAer ore- mrT t
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I’m going to do part of this thro
Page 164 and 165:
+ Cow Brothers Premium Ice CreamCas
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- The supermarkets carry five at a
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- Can be used for thinning hair as
Page 170 and 171:
/et.s talk au w i o st-based n w pr
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+ Wireless WorriesCase 1 1 2 : O h
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tt tells m e toat ueoule T ito Aedi
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+ Cowwege MaiwCase 1 2 : O xient h
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- How else can students get the wor
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w h i c h es gm e ia vl ie tless t
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Well, first we have the membership
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