Professional Documents
Culture Documents
Foreword
As companies worldwide get more and more concerned in hiring the right talent in their key
position, candidate evaluation during interviews has become more and more sophisticated.
The case interview is unique to present with a problem to be solved in the context of realworld business situations and seeking solution that tests both logical reasoning and creativity.
It allows the interviewer to evaluate candidates skill in deconstructing a problem and
communicating thought process, their ability to think on their feet, how they handle
ambiguity and assess their comfort with numbers. Although traditionally used by consulting
firms in their recruiting processes, the case method is now increasingly used for jobs across
functions whether general management or investment banking.
The casebook by The Consulting & Strategy Club of IIM Lucknow documents candidate
experiences in interviews by different firms that have been hiring from IIM Lucknow campus
over the years. The ideal way to use this book would be for the candidate to first arrive at a
case solution employing his own approaches and then enhance their learning through
comparison with the approach documented in the casebook.
A diligent study of the popular case solving techniques along with practice with this casebook
will enable readers to develop a proficiency in arriving at well-structured case solutions and
face interviews much more confidently.
, IIM Lucknow
Page 2
Contents
Foreword ..................................................................................................................................... 2
About Case Interviews ................................................................................................................. 4
Skills Tested ................................................................................................................................. 4
Types of Cases Encountered ......................................................................................................... 4
Do List for a Case Interview .......................................................................................................... 5
Frameworks ................................................................................................................................. 5
Some Important Frameworks ....................................................................................................... 5
Accenture Business Consulting ................................................................................................... 10
Interview Experience 1 ..................................................................................................................... 10
Interview Experience 2 ..................................................................................................................... 12
Interview Experience 3 ..................................................................................................................... 17
Boston Consulting Group............................................................................................................ 20
Interview Experience 4 ..................................................................................................................... 20
Interview Experience 5 ..................................................................................................................... 27
Interview Experience 6 ..................................................................................................................... 30
Interview Experience 7 ..................................................................................................................... 32
Interview Experience 8 ..................................................................................................................... 34
KPMG ........................................................................................................................................ 38
Interview Experience 9 ..................................................................................................................... 39
Interview Experience 10 ................................................................................................................... 40
Mckinsey & Co. .......................................................................................................................... 45
Interview Experience 11 ................................................................................................................... 45
Interview Experience 12 ................................................................................................................... 46
Interview Experience 13 ................................................................................................................... 47
Interview Experience 14 ................................................................................................................... 50
, IIM Lucknow
Page 3
Skills Tested
Page 4
Take notes
Do not make any assumptions
Ask questions
Take your time before responding
Lay out a structure for the interviewer
Summarize at regular intervals
Frameworks
, IIM Lucknow
Page 5
PROFITABILITY:
Try to find out the reason for change in profitability.
Profit = P * Q - ( (VC * Q) + FC)
Profits are defined as total revenue minus total cost. Changes in revenue are due
to a change in quantity, price or both. Total cost is the sum of variable plus
fixed costs. Variable costs vary directly with quantity while fixed costs are set
for a given period.
3Cs:
It is one of the most widely used frameworks and one can differentiate their
analysis by not using it. Still, a quick and effective framework for industry
analysis!
, IIM Lucknow
Page 6
, IIM Lucknow
Page 7
SWOT:
In a full case analysis, this framework leads to time wastage and should be
avoided. It can be used as a presentation framework.
, IIM Lucknow
Page 8
MARKETING FRAMEWORKS:
These frameworks are very helpful in analysing marketing cases in consulting
interviews.
STP:
Segmentation:
Consider variables for segmenting markets
Analyse the profile of emerging segments
Validate emerging segments
Targeting:
Formulate a targeting strategy
Decision on which segments should be targeted
Positioning:
Understand the perception of the customers
Position products in the minds of the consumers
4Ps:
, IIM Lucknow
Page 9
INTERVIEW EXPERIENCES
Summer Internship 2011
Accenture Business Consulting
Interview Experience 1
Company
Name:
Round
Brief Profile :
Personal interview
questions
, IIM Lucknow
Page 10
Problem statement:
You are a private company who has got the contract to
install street lights in Lucknow. Guesstimate the number
of street lights that will be required and the expected
profit you think you can earn.
Structure:
1. I assumed Lucknows area to be 20km by 20km.
2. I, then, divided the city into a matrix assuming it
to be criss-crossed by #60 20 km roads running
horizontally and vertically each.
3. Then estimated an approximate of 30% area to be
under forest cover.
4. Divided the roads in the remaining 70% area into
roads present in residential and non-residential
(commercial + highways) areas. Took an estimate
on number of street lights present per km in both
these areas.
5. Finally came to a number on the number of street
lights taking into account that some places will
have 2 lamps on a single post while others will
have just 1.
6. After that estimated the product + set-up cost for
each street light.
7. Estimated the running charges (maintenance and
electricity). Electricity charges would depend on
the number of operation hours and watt-rating of
the lamp. Maintenance charges and profit margin
was estimated.
8. In the end a total estimate of profits was
calculated.
, IIM Lucknow
Page 11
Interview Experience 2
Company
Name:
Binay Jaiswal
Name of interviewer
and designation
Round
(First/Second/third)
1st and 2nd round were case interviews. Third was a work
experience specific interview and last was the HR
round.
Brief Profile :
(Graduation College,
stream, Work ex
details, etc.)
Personal interview
questions (With
indicative answers if
you choose to share
them)
Round 1:
Page 12
, IIM Lucknow
Page 13
Round 3
This round was taken by one of our alums. I was asked
if I am nervous or excited. I said both and was asked to
explain why so. (Good Ice Breaking 5 minutes). I was
again asked the number of process I am running for
(Other Shortlists!!!). A casual discussion followed like it
must be tough running for different process in different
parts of the campus.
He was constantly picking up points from my CV and it
was more or less work experience related interview.
Questions like my greatest failure in life so far and my
learning from it, why Accenture business consulting,
strengths of Accenture etc. I was asked to compare
between Accenture and (i) IBM (ii) Deloitte (iii)
McKinsey and few other consulting companies. Why
consulting figured again and my fit as a consultant was
asked.
I was also asked about my CGPA and relative position
amongst PGP1 students. Questions like do you face
, IIM Lucknow
Page 14
Problem statement:
The case was about decreasing sales of Nano in Kolkata
and adjoining areas.
Case analysis:
Initially we discussed if it was a normal trend in other
parts of India or not. If there was any price increased by
Nano or any changes with the design which might not
have gone well with the consumers. We also spoke
about impact of negative publicity like engine failure
and instances of fire breaking out in Nano. Marketing
strategies of handling negative publicity was also
discussed.
But the maximum discussion happened around 2 points:
1) As Nano was mainly for people with 2 wheelers, I
wanted to understand where the real issue was.
Whether consumers are moving to 2.5-3 lakhs
priced car like Alto and Zen (few others also) or
people with 2 wheelers were not able to buy
Nano. I asked about any trend whether any data
regarding people willingness to buy Nano
(Through Test Drives taken, visits to showrooms
etc.) but not actually buying was there or not.
After few minute of discussion, I was told that the
main issue was people with 2 wheelers are not
buying Nano. So the main issue was affordability.
I recommended zero % interest rate for EMI for
first 2 years of purchase and very minimal ROI
, IIM Lucknow
Page 15
Page 16
Company
Name:
Mahesh
Name of interviewer
and designation
Round
(First/Second/third)
Brief Profile :
(Graduation College,
stream, Work ex
details, etc. )
Personal interview
questions (With
indicative answers if
you choose to share
them)
NA
First (of 3 rounds)
Bpharm
Work experience of 2 years
1. Tell me something about yourself?
2. Asked me about my role at previous workplace?
3. Why consulting?
4. How did you know Accenture?
HR related questions were asked in the subsequent
rounds
Problem statement:
A multination firm in oil and gas segment is looking at
setting up a green field plant by collaborating with
ONGC India. You being one of the directors chosen to
work for this partnership what are the most important
factors you would look at?
Case analysis:
I divided the decisions into HR, operations, finance and
marketing related decisions. Since the venture was a
new one I focused on the organizational chart
development and the role of director in selecting the
right people for higher and middle management roles. I
also talked about getting policies with regard to skill set
of workers, policy on unions being in place. Talked
about setting up a township and hiring a contractor for it
as the location is likely to be in a remote area. Also
, IIM Lucknow
Page 17
, IIM Lucknow
Page 18
Other questions
Guesstimate the number of travellers to Antarctica
Guesstimate the number of cab drivers in Delhi
Got the structure. I was able to use the ques. from the
interviewer and could this helped in approaching the
case better.
After the discussion gave 3 points on which a director
needs to focus
, IIM Lucknow
Page 19
Company
Name:
Abhir Bhomavat
First
Brief Profile :
Personal interview
questions
, IIM Lucknow
Page 20
, IIM Lucknow
Page 21
Page 22
Second
1. Are you convinced about consulting vs. IB?
2. Why do you want to do consulting and not IB?
3. Tell me something different/interesting about
yourself.
4. Have you worked on live projects? If so tell me
one in which you used a completely different
approach.
Ans: I spoke about a project that I had done during an
intern at a CSIR lab after my 2nd year of engg. It was
highly technical and involved FEM in the field of
Biophysics. He asked me what I did differently. I
explained it to him in layman terms. He was very
impressed with my answer.
Problem statement:
A financial services company (NBFC) that has entered
India few years ago wants to know whether it should
continue in India or not?
Case analysis:
Q. I asked him the relative position of the business viza-viz its peers.
Ans: It is not very high. Somewhere around 6th.
Q. What are the different businesses?
Ans: Mutual funds debt and equity, Asset
management, etc.
Equity fund is not performing as well as its competitors.
Debt is on par
Q. What is its target market?
Ans: HNIs with income of INR 5Cr +
I had made a brief structure earlier in which I had said
, IIM Lucknow
Page 23
Personal interview
questions
Page 24
interview
1st case:
Problem Statement:
A taxi driver (black and yellow taxi) asked me if he
should move to a radio cab in Delhi.
Analysis:
I was a simple case of cost-benefit. Split into revenues
and cost. Cost split into fixed (maintenance and
insurance) and variable (fuel)
I asked him the km each car run in a day, the mileage,
the cost per liter of diesel. Charge/km. Made the
comparison and gave him the answer.
He asked me what else I should consider. I told him that
the taxi driver had more freedom owning his own cab.
But in the radio cab he wont have to worry about
depreciation of the vehicle. I also told him that owning
his taxi may be a matter of prestige for the driver.
2nd Case:
Should a PE fund buyout Infosys?
Case analysis:
Q. I asked him what the private equity fund was looking
at: Stake purchase or complete buyout.
Ans. Complete buyout
He asked me how a PE can gain out of buying Infosys.
I told him that the PE would have board members and
would provide guidance and expertise along with the
funding support.
Q. How long is the PE looking to invest in Infy?
Ans. 5 years
Q. what is rate of return that infy will give in 5 years
, IIM Lucknow
Page 25
Ans: 20%
At this point he asked me will the PE be able to increase
the profits of infy?
I told him that we could better management and
expertise from the PE end. He said that the PE would
not be able to manage Infosys better that what it already
was.
Q. Will the PE be able to bring in new outside business?
Ans: no
Q. Will the PE be able to generate more than the
expected 20% revenue for Infy?
Ans. No
At this point he told me think of it from an IB
perspective. He told me that if infy can be bought for
say Rs 100 and would be worth Rs 120 after 5 years, its
not a big deal. The PE would not be interested in
something like this. So why would a PE look to invest?
I luckily had some prior knowledge of Infy (0 debt on
its balance sheet and a hell lot of cash) So I told him that
the entire source of funds was only equity. So the PE
could buy the equity and then pay off dividends to it
(since INFY was cash rich) or else raise debt for
leverage.
Q. Will the growth remain 20% even if I raise debt?
Ans: yes
So I told him that if INFY raises debt of Rs 100, Firm
value would be roughly Rs 200 and growth would be
20% -> Rs 240. Therefore the PE would make 40 on its
initial Rs 100 -> 40%.
He was looking for a solution like: Buy it for Rs 100.
Replace Rs 50 of equity by raising debt. And then sell it
for Rs120 5 years later. So effective gain would be Rs
20 on Rs 50 which is still 40%
Q. What is this mechanism called?
Ans. Leveraging
, IIM Lucknow
Page 26
Interview Experience 5
Company
Name:
Name of interviewer
and designation
Round
Brief Profile :
Personal interview
questions
Page 27
Page 28
Problem statement:
A life insurance company in Sri Lanka is losing out on
market share. Where does the problem lie?
Case analysis:
The case was a test of structure to see if you could
create one with all the levers enlisted.
Structure:
The market share could be seen as a function of number
, IIM Lucknow
Page 29
Interview Experience 6
Company
Name:
Name of interviewer
and designation
Round
Brief Profile :
(Graduation College,
stream, Work ex
details, etc. )
Personal interview
questions (With
indicative answers if
you choose to share
them)
Narration of the case
interview
Page 30
Case analysis:
Market leader, no.2 and no. 3 growing in dominance,
Market growing, they didnt release a particular policy,
dont give enough incentives to their agents which other
firms are capitalizing on,
Structure:
Broke it down into their business structure, understood
how they operate, tried to find loopholes in each step
Summary:
Second
Arvind Pandey, Partner
Talked about himself, food, asked about experience till
now, outlined that well start with a case and then move
on to any doubts I have about BCG
Problem statement:
Leading cement manufacturer is facing declining
profits; prices have halved in the last few months and
facing decreasing prices further as well. Suggest
emergency measures for next few weeks.
Case analysis:
Spoke about the business, market, the competition and
, IIM Lucknow
Page 31
Interview Experience 7
Company
Name:
Name of interviewer
and designation
Round
Page 32
Brief Profile :
Personal interview
questions
, IIM Lucknow
Page 33
Interview Experience 8
Company
Name:
Vinay Doshi
Round
First
Brief Profile :
Personal interview
questions
Just a little chat about where youre from, what you like
doing and stuff. Of course, it began with the
quintessential -Why don't you tell me something about
yourself?
Well, the simple approach I took to answering this
question each time was to link the major points on my
cv and answer Why you for BCG? I do not think
speaking about only one particular instance or event is a
very good idea, unless of course, the interviewer
himself/herself probes the area
Problem statement: About a potato chip manufacturing
company
Page 34
your experience
Round
Second
Personal interview
questions
Problem statement:
The client is a large cement company with the highest
market share. The second close player is cutting prices.
To match the prices the client has also reduced its prices
and is facing declining profits. The client has given us 3
weeks to solve the problem.
Structure:
I asked him about the dynamics of the industry. He
explained that there is not much difference between the
products as well as the cost structures of the company.
This meant that even the competitor is losing money by
the price war.
I suggested 2 alternatives to solve this: first involved
analysing the cost structure and trying to reduce costs.
But the interviewer told me that the client has used all
the cost efficiencies possible (this indicates that the
interviewer does not want me to go deeper).
, IIM Lucknow
Page 35
The case had only one solution but I could not exactly
pinpoint that
, IIM Lucknow
Page 36
interview?
Any tips for future
Even though the ideas might sound outlandish, get them
batches on the basis of across, they will give you the benefit of thinking out of
your experience
the box. Try to involve the interviewer in the case as
much as possible, if he is interested he will point you
out more and more in the right direction.
Round
Third
Personal interview
questions
Problem statement:
I was travelling in a taxi when the driver asked me about
switching his car and joining the radio cab service such
as Meru. What is your advice?
Structure:
I said that we will compare the profits of the two
methods and make our decisions based on that. I asked
about the revenue and costs of the two and calculated
the profit.
I proved that joining the radio cab was better. But the
interviewer told me that was the wrong answer. He
asked me to go back.
I took the current taxi and approached the different line
items one by one. I suggested that if the driver installed
an AC he will be able to charge more. But the
interviewer asked me to suggest something else.
If the engine of the cab (which was currently diesel)
could be replaced by CNG (the radio cab used CNG) the
fuel cost reduced drastically making the current cab
, IIM Lucknow
Page 37
, IIM Lucknow
Page 38
KPMG
Interview Experience 9
Company
Name:
Round
Brief Profile :
KPMG
Abhishek Mani Tripathi
3 rounds of case interviews
NIT Trichy, ECE, 2years Analog Devices
Problem statement:
Round 1:
A company which has a market share of 60% saw
reduction in its revenue for last 3 years due to intense price
competition. Competitors are reducing prices and the
company is not able to compete since cost of production is
higher than prices quoted by competitors. Machinery
employed for production is old and labor costs have been
rising over years. Customers have been very loyal to the
product.
Round 2:
A multinational insurance company wants to enter into
Indian market. They offer life insurance, general insurance
and fire and damage insurance. Company has been offering
insurance in its parent country through online mode.
Round 3:
A company wants to set up an automobile manufacturing
unit in India. Do a cost-benefit analysis for the company. I
was not allowed to ask questions in this round.
I tried to analyse this case taking into account factors like
location, government regulations, market size, availability
, IIM Lucknow
Page 39
Interview Experience 10
Company
Name:
Round
Brief Profile :
(Graduation College,
stream, Work ex
details, etc. )
Personal interview
KPMG
Rashik Gupta
There were 4 rounds and each round followed a
similar pattern HR questions followed by a case
BITS-Pilani, Chemical Engineering, 8 months at ZS
Associates
Page 40
questions
Page 41
Case Analysis:
My first step was to inquire about the bank. So I asked
them about their current scale of operations, countries
where they are operating, their market share and
reputation among clients.
I then explored what are the different areas of banking
where the bank can start its operations and based on the
answers to above questions, narrowed down on 1 area.
Next step was to deal with operational issues, how they
will start operations. I focused on 2 questions in this:
1. Who will be the customers immediately after
starting?
2. How will be getting those customers and build
trustworthy relationship with them?
After an approach was finalized to start operations, I
also briefly discussed how they will proceed in short
term to expand their business in India.
Case 3:
Problem statement:
You want to open a petrol pump. Proceed.
Case Analysis:
In this case, my questions were not answered and I was
told that it is your business, make necessary
assumptions. So I took up 3-4 options like highways, a
busy market in a city and similar other options. Then I
followed a guesstimate approach for calculating the
demand in these locations. Comparison of demand or
revenues with investment gave me the best possible
option for the petrol pump.
Case 4:
Here they followed a slightly different approach. Before
the case, I was told that no questions will be allowed. I
have to make necessary assumptions by myself and I
have 5 minutes to present my ideas and they wont
allow me to complete if I am not done in 5 minutes.
, IIM Lucknow
Page 42
Problem statement:
A US car manufacturer wants to setup a plant in India.
You are hired as a consultant. Help them.
Case Analysis:
I started with stating my assumptions to make sure that
all of us are working in the same framework. My
assumptions were:
1. They already export their cars to India: This
helped me to simplify my case as now I am aware
of my target customers and what is my position in
the market. Also I know how my product is
viewed in Indian market.
2. It is amongst the biggest car manufacturers of US:
This simplified the problem of establishing trust
among customers as the company was a big brand
name and enjoyed a good position in the market.
So I started with the reasons of investing in India.
Possible reason can be increase in demand and lost sales
because imports are not able to meet demand or increase
in competition and therefore for reducing costs, I have
to operate in India rather than import my cars. I stated
all the possible reasons and assumed one reason to be
the valid one for further analysis. Lets say the reason is
increase in competition.
So we have decided that the motive of investing in India
is to reduce costs. Now next step was to decide on a
location that will help me in this regard. So I looked at 2
possibilities for this.
1. My customers are uniformly spread throughout
India. In this case, my only concern about the
location will be investment costs i.e. cost of land,
cost of setting up a plant etc. and the tax rebate
that I will get from state government.
2. I have most of my customers located in a
particular area. In this case, I must strike a
balance between above mentioned investment
costs and my logistics costs i.e. plant must be
located close to my biggest market.
Since the reason for investing in India is increased
, IIM Lucknow
Page 43
, IIM Lucknow
Page 44
Company
Name:
Name of interviewer
and designation
Round
Brief Profile :
(Graduation College,
stream, Work ex
details, etc.)
Personal interview
questions
First
IIT Delhi
Electrical Engineering (B. Tech)
Entrepreneur, 17 months
1. About yourself one of my interests is TED talks,
talked about the model of TED, how it works, qualities I
talked about resonated with consulting, led the interview
from there on, asked about mood on campus, preferred
recruiter, dream jobs
2. Consulting fits, where do you see yourself in
McKinsey, your career goals, 10-15 years down the
line?
3. Talking about the AIR 147 in IIT-JEE, coaching
institutes, and then questions to him
Page 45
Interview Experience 12
Company
Name:
Name of interviewer
and designation
Round
Brief Profile :
Personal interview
questions
Mckinsey & Co
Tejas Choudhari
Mr. Sikka, Associate Partner
1st Round
BTech(IT) from VJTI, Mumbai
Fresher
1. Tell me about yourself. I had practiced this answer
many times so was able to say it fluently and perfectly
2. Asked questions about my entrepreneurial venture
and what was my role in it. Current situation of the
venture and future prospects. General questions, nothing
specific
3. Some questions on my cricket career during school
and college
Problem statement:
As he was talking to me about cricket, he started talking
about how we could estimate cricket ball sales in the
country for one year. Basically, I was given a
guesstimate first up.
, IIM Lucknow
Page 46
Case analysis:
First, I confirmed whether he was talking about leather
cricket ball. Thereafter, I started talking about where a
cricket ball will be used and who will buy a cricket ball.
At each juncture, I kept on checking with Mr. Sikka so
as Im not deviating from the solution.
Then I told him that I would estimate sales of cricket
balls for Mumbai and then extrapolate it to the whole
country.
I calculated number of matches played in one day by
estimating number of grounds in Mumbai (having
played on most of the grounds, it was easy for me).
Then I separated one day matches and 20-20 matches as
one day match requires 2 balls and 20-20 requires 4
balls(As two 20-20 matches are possible on a single
pitch in one day).
Also, considering that each ground hosts practice
session 2 times a day and this will also contribute
towards the sales. Then he stopped me and said fine. He
did not go into depth of the guesstimate as it could have
got complicated with other parts of the country to be
considered for contribution towards the sales of cricket
balls.
What do you think
went right in this
interview?
Interview Experience 13
Company
Name:
Page 47
Name of interviewer
and designation
Personal interview
questions
Amit Kheda
Page 48
Round
Third
Name of interviewer
and designation
Personal interview
questions
Gautam Kumra
Very serious interview. He was completely straightfaced right from the word goes. Immediately asked me
, IIM Lucknow
Page 49
HR answers.
Interview Experience 14
Company
McKinsey & Co
Name:
Srinath Nagarajan
Page 50
Round
(First/Second/third)
Brief Profile :
(Graduation College,
stream, Work ex
details, etc. )
Personal interview
questions
First
Chartered Accountant, BCom(Hons) from SRCC, Delhi
University. Prior work ex as a Tax Consultant with
Ernst & Young, a Visiting Faculty at St Josephs
Colleger, Bangalore and then as a Ratings Analyst with
CRISIL Ratings
1. Tell me about yourself
Had a 1 minute intro prepared highlighting
specific aspects about myself that I wanted to
bring to his notice
2. Tell me what you did in CRISIL
I explained that I was engaged in assigning Credit
Ratings to Corporates under Basel II Regulations
3. How would you go about Rating a Company, lets
say Bharti Airtel
Because it was Bharti Airtel I had to give an
answer tailored to what the approach would be for
a Telecom company would be. While answering I
was conscious of 2 things One, that I have a
clear structure to my answers and Two, tried to
keep it as simple and jargon free as possible.
3.1(An Offshoot from something I had mentioned
in the earlier answer) What are the ratios that
you would look at?
Here I mentioned the financial ratios that I
would look at stating specifically why I would
look at each ratio. He probed me on a few
ratios here and there. The intention appeared
to be more to check my articulation of a
financial concept.
Eg: What is a Current Ratio?
I explained the formula. However I did not
stop there. I went on to explain that it was used
to assess the liquidity position of the company.
Then I went on to explain to the logic behind
the usage of the ratio Simply put, it tells us if
there is likely to be sufficient inflows of funds
over the next one year to meet the maturing
payment obligations. So a current ratio of less
than one means the company has more to pay
than what is coming in, a liquidity problem
, IIM Lucknow
Page 51
Page 52
Round
Second
(First/Second/third)
Brief Profile :
Chartered Accountant, BCom(Hons) from SRCC, Delhi
(Graduation College, University. Prior work ex as a Tax Consultant with
, IIM Lucknow
Page 53
stream, Work ex
details, etc.)
Personal interview
questions
Page 54
Page 55
, IIM Lucknow
Page 56