【案例面试】45分钟,你会经历什么

【案例面试】45分钟，你会经历什么？

注：部分资料来源于某咨询公司。

要想进入MBB，一般需要经过4到6个一对一的案例面试。每个案例面试由一位项目经理或合伙人作为面试官，每个面试的时间都是45分钟。只有每一个面试官都认可你的面试表现，你才有可能进入下一轮和最终拿到offer。

通常情况下，45分钟的案例面试分为三个部分：行为面试、案例分析和问答环节。

一、行为面试（5-10分钟）

行为面试主要围绕你的个人背景展开。面试官希望在面试过程中能对你有进一步的了解，看你是否适合该公司。例如，面试官可能要求你介绍，在以往的某个团队环境中，你通过何种方式在团队中发挥作用。面试官也可能请你谈谈，你曾经怎样克服障碍，说服其他人接受一个他们原本极力反对的决策。面试官也可能只想了解一下你为什么会选择到该公司工作。

二、案例分析（30分钟）

案例分析是每场面试的核心。面试官会通过一个案例研究，让你有机会展示和证明解决问题的技能。因为这些案例基本上是基于面试官自己亲身经历过的客户项目。而借此机会，你也能够对该公司的战略咨询工作有独特而深入的了解。

案例研究通常是给出一个商业问题，需要你和面试官共同解决。解决这样的问题，通常不需要非常丰富的行业和流程专业知识。面试官给出的案例通常也没有正确与错误的答案。相对最终的解决方案而言，面试官更看重你在分析过程中提出的问题和你的思考过程。

下面我们就举一个案例分析的例子，让大家感受下这个神奇的30分钟。值得注意的是，案例面试通常是Interviewee-led。也就是说，在面试官简单说完案例

的背景后，剩下的就都靠应聘者来主导。除非应聘者主动询问，面试官一般不会主动提供信息或者数据。因此，应聘者需要知道该问什么问题，组织自己的分析框架，向面试官获取数据，进行分析和为客户提供建议。

以下黑色部分是面试官的对白，蓝色部分是应聘者的对白。

（首先，面试官简要说明背景）

Your client is GenCo, a large, international,diversified company with a health care division that produces a wide variety ofmedical instruments and related services. Five years ago, it expanded into thehealth care software industry by purchasing MedCount, which markets administrative systems to large

U.S.hospitals. These systems are designed primarily for back-office functions; theyare not designed for managing patients or providing other physician and technicalsupport. Since it was purchased, the software division has failed to deliverthe growth needed to justify the multiple GenCo paid for it. GenCo feels it hasalready squeezed margins as much as possible, and now is looking for new salesopportunities. MedCount turned to BCG to help identify potential ways toincrease revenues. How would you approach this problem?

（接下来，应聘者需要和面试官确认自己对案例的理解）

First, let me make sure I understand theproblem. The parent company produces medical devices and services, but before theacquisition was not involved in health care software. The company it

purchased,MedCount, sells only administrative systems software to large hospitals. It isnow looking for opportunities to increase revenues. That is correct.

Could I take a moment to jot down a few thoughts?

Sure, that would be fine.

（然后，应聘者需要花几分钟写出来分析该案例的框架）

I would suggest using the following framework:

∙ First, I'd want to understand the market size and growthrates for MedCount's market and related software markets.

∙ Next, I would like to explore the competition and theirmarket shares.

∙ Third, I would like to examine customer requirements andthen, given

those external conditions, look at the division'scapabilities to

understand how well prepared it is to meet theneeds of the marketplace.

（接下来，应聘者将根据自己的分析框架，对案例展开分析）

That sounds fine. So what do you want to knowabout the market?

Well, the first hurdle would be to identifythe markets the company would

be interested in. Besides administration systems,what other types of

medical software systems do large hospitals purchase?

There are many software systems, but for thesake of time, the team focused

on three primary markets: administration systems,patient administration, and

physician support systems.

What do those systems do?

Patient administration includes systems likeadmissions and tracking.

Physician support systems are more specialized, forindividual physician

procedures.

I would like to know how large each marketis and how fast each is

growing. I would use secondary sources such as pressreleases, analyst

reports, and published market studies, to obtain this information.

Great! That is what we did during the marketstudy. Our information revealed

the following market sizes and growth rates.

Administration Patient administration Physician support Market size ($M);1,5001,0001,200

Growth rate5%5%12%

From a size and growth perspective, physiciansupport systems looks

like a very attractive market. I'd like to know a littleabout the customers themselves. The client is currently targeting largehospitals.

Approximately what percentage of the market do they represent?

We were unable to get an exact break down,but we know that these hospitals

make up the vast majority of the total medicalsoftware market.

That would make sense, since the more sophisticatedprocedures at a

hospital might necessitate more advanced software solutions. Iknow that

there have been a lot of changes in the industry as a result ofmanaged