贝恩咨询公司全面资料,面试必备

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咨询公司面试可能用到的分析结构

案例面试分析工具/框架一．Business Strategy1．市场进入类行业分析（波特5力，市场趋势，市场规模，市场份额，市场壁垒等） 3C（Competitor, Consumer, Company/Capabilities）Cost，市场细分很重要，niche market2．行业分析类市场（市场规模，市场细分，产品需求/趋势分析，客户需求）竞争（竞争对手的经济情况，产品差异化，市场整合度，产业集中度）顾客/供应商关系（谈判能力，替代者，评估垂直整合）进入/离开的障碍（评估公司进入/离开。

对新加入者的反应，经济规模，预测学习曲线，研究政府调控）资金金融（主要金融资金来源，产业风险因素，可变成本/固定成本）3．新产品引入类4C (Customer, Competition, Cost, Capabilities)市场促销，分校渠道（渠道选择，库存，运输，仓储）STP和4P（Product, Price, Place, Promotion）二．Business Operation1.市场容量扩张2.利润改善型Revenue, Cost分析，到底是销售额下降造成，还是成本上升造成如果销售额下降，看4P了（是价格过高？产品质量问题？分校渠道问题？还是promotion的efficacy有问题？）如果成本上升，看固定成本or可变成本是否有问题？（固定成本过高，设备是否老化，需要关闭生产线、厂房，降低管理者工资等，可变成本过高，看原材料价格是否上升，有没有降低的可能，switch suppliers? 还是人员工资过高，需要裁员等）成本结构是否合理，产能利用率如何（闲置率）3.推销任何一种产品/服务4P4.定价三．Market Sizing/Estimation市场趋势，市场规模，市场份额，市场壁垒等市场集中度市场驱动因素关键成功要素KSF四．M&A类5C（Character, Capacity, Capital, Conditions, Competitive Advantage）NPV计算现金流投资回报率ROIC案例面试题目举例Business Strategy1．市场进入类1）How should an Amreican satellite service provider enter the asian market?2)2．行业分析类3．新产品引入类Business Operation4．市场容量扩张5．利润改善型1) 我的公司在赔钱，怎么办？2）一家德国汽车制造商近年来的利润一直在下降，应该怎么办？3）公司的销售额近年来一直在下降，公司总裁想知道什么原因造成的？6．推销任何一种产品/服务7．定价Market Sizing/Estimation1) What’s the size of luxury car market in China?2) How many diapers are sold in China each year?3) 请估计一下2003年中国快递市场的市场规模？4）请估计一下东方明珠一天的营业额有多少？5）请估计一下中国DLP投影仪市场有多大？6）上海有多少加油站？7）第二个是一个外国的牙膏牙刷生产厂商，近几年销售下降，让你分析原因，有什么改进8）上海一天发的短信息数量为多少？（中国移动一年200亿条）M&A类Brain Teaser类1） How heavy is a Boeing 747?2）一个问你上海到北京的高速列车市场前景题目3）假设你在飞机上，旁边正好坐着一个高尔夫球商，他问你中国一年需要多少个高尔夫球，你如何回答？4）一架飞机机舱里能放下多少个乒乓球5）延安中路口每年开过多少辆车6）中国一年要消耗多少张复印纸案例面试真题11: MARKET SIZINGQ: 上海有多少个加油站？A:可以从supplier的角度来考虑这个问题，我只要知道多少辆车需要一个加油站，然后知道上海汽车的保有量，就可以得出上海有多少个加油站。

L225企业面试-贝恩面试经验1

一起分享下Bain面试的流程：在3月18日PTA申请截止的前几天邮件递交了PTA的申请（Bain的PTA职位是通过邮寄的方式mail到Bain的上海所，具体的申请时间和邮寄地点可以通过关注BAIN的微信公众号获得，Bain每年会分春秋两个duration的PTA申请，大致是在9月和3月份）面试通知在3月27日悄无声息地发到邮箱里，等我发现的时候已经在邮箱里躺了两天了LOL..不过好在BAIN的面试安排还是很人性化的，给了一天星期的schedule availability填写..填写面试时间发送之后，就等啊等，整天提心吊胆，就怕洗澡的时候打过来。

后来才知道，Bain会安排好某日的一个时间点给我，只要在那个时间点等待即可。

至于面试的内容：是个很有亲和力的上海所大哥哥给我面的，可以看出来他很忙，就直接说快速地做个interview，看他这么仓促瞬间我就淡定了，哈哈：1.Tell me about yourself(as always...)然后,就省略了简历的部分LOL2.一个小小的market size问题（有些童鞋是mini case，有的童鞋也可能不会问）3.最后问了一个关于时针分针角度的问题，考验自己的临场应变能力和基本的算术及分析能力吧4.Do you have any question:1)问了一个关于经济形势和Bain发展所关联性的问题，非常有耐性地做了解答2)又问了一个入职时间的问题（这方面的经验是至少问一个有逼格的问题，既体现自己对行业实时的关注，又表现对申请公司情况的关心；做了铺垫之后可以再问一个自己想知道的内部信息）整个面试不长不短，正好15分钟：前部分只占了7,8分钟，最后对Bain的问题占了另一半的时间整体而言，面试的时间较短：需要在较短的时间内展现稳健，准备充足的一面，也要在短时间内让面试官和你有小小的互动，让他对你留下印象刺猬实习。

贝恩Bain咨询公司的知识管理31页

Knowledge
The best way to segment the consumer market
How to streamline the supply chain
Impact of supplier consolidation on OEMs
A commodity
A differentiator
The GXC - a great KM system
- Classification/taxonernal content - Integration of learning and knowledge - Powerful search
Rating (1 to 5)
4.0 3.55
3.0
2.96
2.0
2.0
1.0
1.0
0.0
Average of Knowledge 31 Tools Management
0.0
Average of Knowledge 31 Tools Management
Source: Bain Management Tools & Techniques Survey (2019)
NY Infotoday preez 1
2
Bain has created a leading KM capability
A good strategy for content creation and capture
- Focused, high value investments in intellectual capital - Deep mining of ongoing learnings from projects

001原版咨询手册全套资料_贝恩咨询做的全套职位描述

Controller / Director / VPJob Description:•Work closely with the company’s CFO, and ensure that all of the responsibilities pertaining to the accounting department are met•Develop and direct the activities of the professional staff involved with the financial aspects of (regional) operations, including forecasting, planning, budgeting, credit and collections, cost accounting, and financial control systems•Report to the CFO (President) and be responsible for all accounting functions•Providing analytical, budgetary & financial planninganagement/reporting support to senior m•Establishing and maintaining internal controls, external financial reporting•Interface with external auditors, handling all corporate tax matters•Coordinate and oversee the annual profit planning process•Introduce new methodologies and techniques for the use in planning and analysis •Evaluate business opportunities and their potential impact on the strategic growth of the company•Introduce and prepare financial analysis to be presented to senior management and develop interim and long-term financial forecasts•Responsible for staff development and management•Perform special analyses and presentations to senior management relating to changes in accounting rules and accounting / reporting impact of changes in business conditions•Interface with regional controller in the areas of financial reporting and accounting •Ensure compliance with tax regulations in all jurisdictions•Conceive and implement policy and procedure•Oversee expansion into other regional offices, acting as project manager for new office build-outs in finance side•Be a key business partner in the organization to ensure proper financial considerations are taken into all business decisions•Coordinate, schedule and manage resources across development and implementation teams•Develop the short-term and long-term financial strategic plans and possible public listing in 3-5 years•Ensure accuracy and timeliness of all financial reporting and Accounting operations •Improve financial management tool•Lead and support the financial analysis of the business to support decision making •Manage a small team with the highest efficiency•Manage design, development, testing and implementation of global financial system •Prepare report of customer performance and staff performance•Reengineer financial and accounting operations processes and information systems •Responsible for Finance, Accounting, Administration, Logistics in Asia Pacific•Support business and revenue growth initiatives•Direct the whole accounting operation to ensure maintenance of sound financial accounting systems meeting statutory requirements•Develop and maintain sound internal control procedures, and implement and efficient and timely reporting system•Supervise accounting team, logistic team and IT personnel•Establish annual plans and monthly forecasts meeting tight deadline•Liaise with auditors and bankersAccounting ManagerJob Description:•Supervision of all accounting and internal and external reporting function, including all required public filings•Handles all aspects of Accounts Payable, Accounts Receivable, General Ledger, and financial statement preparation•Oversee all payroll functions and coordinate information with outside payroll service •Prepare accurate month-end and year-end closings•Completes special projects per the direction of the CEO•Supervise staff accountant to ensure that all entries and analysis are accurate and completed in a timely manner•Ensure that all system interfaces to the general ledger are properly recorded•Prepare various balance sheet and income statement account reconciliation•Understand and assist the maintenance and monthly process of the company’s general ledger and report writing systems•Assist with coordination of month end and year end activities and audits•Assist in special projects as assigned•Handle all aspects of financial accounting: financial statements, budgeting, and allocating grant money•Will oversee the AP department and oversee the accounting/month end close process •Work with xxx system, including report maintenance, account maintenance and report writing•Participate in month end closes including preparation and entry of journal entries, run month end financial reports•Coordinate inclusion of different data streams such as Payroll, Accounts Receivable and Circulation Accounts Receivable•Analyze revenue and expense accounts; assist in balance sheet analysis•Corporate accounting functions: consolidations, audit, management reporting, financial analysis, and bank reconciliation•Streamline operational expenditure analysis, develop annual operating budget, provide financial and analytical information to management, and perform ad-hocproject analyses as needed•Working closely with colleagues throughout the organization to manage a complex organization with both manufacturing requirements and the delivery of e-services •Implementing the financial infrastructure needed to support an organization with planned annual revenues of xxx by fiscal year xxxFinancial Analyst (AccountingSupervisor / Assistant Manager)Job Description:•Financial analyses and comparative, detailed analyses of business plan and actual results, business development and company operating and expansion projects •Implement and maintain financial reporting system and prepare, analyze and review consolidated financial results•Provide information and value-added analysis to business managers at all levels, including the corporate office and the board of directors•Prepare financial reports, provide advice on transactions, define accounting policies, and organize/consolidate multi-year plans and annual budgets•Monitor financial controls and maintain/enhance financial reporting infrastructure•Assist in monthly financial close and budget review process•Maintenance of salary information working with Human Resources to reconcile any discrepancies•Analysis of balance sheet accounts, fixed asset accounts and expense accounts•Daily interaction with business operations staff required to support their business demands and ad hoc projects based on senior management needs to facilitatefinancial reviews•Provide support to meeting planners in the preparation of budget forecasts and the reporting of actual meeting expenditures•Process vendor invoices for payment•Respond to request for information/special projects from departmental managers •Analyze the financial statement of the division, particularly for each product being produced•Preparing consolidations packages•Prepare and analyze performance reports•Prepare annual budgets, forecast & planning & analysis for designated business unit •Analyze monthly expense variance with comments and research questions/comments from specific business unit•Produce monthly profit & loss and funds flows packages for various business units •Create reports in various software packages; perform ad hoc analysis as required •Supervise cash management system, oversee daily collections, disbursement, short term investing and borrowing, and monthly cash reporting•Capital expenditure forecast process, analyze, and report•Prepare, review, and analyze of quarterly revenue forecasts and operating expenses •Administration of bonus plans for all employees•Track and report overhead expenses, headcount, and capital additions vs. budgets •Review proposed purchasing for compliance to budget; prepare weekly cash flow forecast•Preparation of consolidated explanations of variance to budgets and forecasts for expense and capital expenditures•Preparation of consolidated major account analysis which will include prepaid assets, fixed assets, investments, intangible assets, accrued liabilities and equity •Conduct monthly meetings with department heads to review actual expenses versus budget/forecasted expenses and to revise the department forecasts appropriately •Review payroll gross to gross reconciliation and the payroll journal entries •Prepare the payroll bank reconciliationOffice ManagerJob Description:•Provides analytical and specialized administrative support associated with office operations•Deals with sensitive departmental organizational issues•Works independently with latitude to identify issues and recommend solutions•Coordinates ongoing multiple projects, orchestrates meetings, develops timelines, researches agenda items, negotiates work space, procures data/communicationsequipment, furniture, supplies and may direct clerical staff for on-site support asneeded•Researches, compiles and formats information into database and spreadsheets•Monitors project costs, timelines, staffing, space and equipment needs•Analyzes data and makes recommendations to correct variances, disseminates information to project teams/staff•Interprets policies and procedures in response to inquires•Maintains confidential company files and records, and ensures that all internal and external reports and records are kept current, complete and timely•Overseeing the daily administrative functions and workflow of the department•Acting as a liaison between department, function, clients and engagement team•Manage the daily office business details; supervise xxx staff•High degree of autonomy, and is expected to accomplish all kinds of special projects as required•Analyzing and coordinating office services such as personnel, budget preparation and control , fiscal affairs, equipment utilization, and record controls•Prepare memorandums outlining and explaining administrative procedures and policies to supervisory workers, and monitor compliance•Organize and standardizes of records such as office supply requisitions and bookkeeping, filing systems, equipment maintenance contracts, and other services •With operations team and HR, plans and prepares for new employees joining the firm with regard to standard equipment set-up•Training on office equipment, assign phone extension, assigning desk/work area, ordering business cards, adding to employee rosters, etc.•Develop office budget and supports fiscal responsibility and cost control with regard to office equipment and operations purchases•Maintains contact and nurtures relationships with internal customer and outside vendors•Formulates and coordinates specifications and requirements for vendor proposal and contracts, and other associated documents for facilities management •Manage performance within operations team (performance reviews, goal setting, counseling, coaching, training)•Mentor and advise team members as regular point of contact•Participate in career development and employee retentionExecutive SecretaryJob Description:•Arrange travel schedules, appointments, and meetings•Handle phone systems•Take care of the CFO schedule, conducting light research, attending meetings and hearings•Prepare official corporate documents and correspondence, and providing protocol support for distinguished visitors•Provide administrative support to President•Coordinate travel arrangements and conference calls•Maintain meeting and appointment schedule•Provide general clerical support: (type correspondence, faxing, mail, phones, photocopying, etc.)•Prepare presentation material using PowerPoint•Compile several monthly reports•Provide departments support as needed•Assist with follow-up and resolution of miscellaneous customer service issues•Assist in the inventory control of department supplies•Prepare mainframe computer reports, ad-hoc reports (such as shipment reviews) sales bulletins and prepares and answers routine correspondence •Interacts with customers via telephone and e-mail making professional decisions regarding customer requests and requirements (e.g. will be able to resolve first line customer inquires like basic pricing questions and/or contact appropriate parties in response to customer questions)•Perform general office duties including opening and screening mail, making travel arrangements, maintaining department’s files, and filing expense reports for Sales Department•Administers samples and specification requests from customers which includes analysis of requirements based on the request•Plans and coordinates department meetingsMarketing & Sales Director / VPJob Description:•Develop a marketing programs plan, which covers strategy, activities and budget •Hire and manage marketing programs professionals to execute all activities•Actively participate in the developm ent of the company’s positioning and key marketing messages•Act as a company spokesperson•Work closely with the product development team to identify new products and will be responsible for leading global marketing and communication strategy •Conduct and specify marketing requirements for market and customer research•Identify opportunities and develop information to define markets, market potential, competition and product requirements that are the key to success•Define and communicate strategic vision for products•Define and document product descriptions and demonstrations•Prepare press releases, end user case histories and technology white papers•Maintain product status information and knowledge of customer requested and requirements using certain processes•Help identify and develop close key vendor relationships•Work with marketing and sales staff to produce programs that exceed customer expectations in sales and customer service•Define promotion activities, advertising plans, internet broadcasting, and will push the envelope on using the latest internet technology to create a national presence •Develop a public relations campaign, strengthen the sales strategy generating new revenue streams and guide the strategic outcomes for customer service •Responsible for executing marketing strategies and providing overall direction for the company marketing effort•Development of a marketing team and the identification of new opportunities•Develop and implement promotional efforts including print advertising, product brochures, promotions, website strategy and tradeshow execution for all products and services•Corporate identity branding, developing and implementing traditional and on-line campaigns•Establish relationships with PR and advertising agencies, and developing budgets for marketing•Responsible for formulating & administering corporate policies & developing long range goals & objectives•Provide strategic direction for the marketing division including sales and marketing support staff•Optimize plan profitability and position in the marketplace•Direct the entire group and individual marketing effort including planning & forecasting, overseeing all groups sales activities, analyzing and interpreting results obtained, and taking necessary corrective action•Establishes procedures and goals for the division•Serve as a member of the senior management team providing input and direction on the company’s strategic and operational goals and objectivesMarketing ManagerJob Description :•Responsible for the development of marketing strategy and annual marketing plan to achieve financial goals of the brand•Responsible for the coordination and implementation of pricing, promotion, advertising strategy and merchandising, media and distribution•Responsible for budget management, analysis and interpretation of financial, marketing and competitive data•Search for and identify market potential for new and existing products•Establish pricing and market strategies, estimate potential sales, defines and executes promotional activities, plan and execute tactical and strategic support for productsfrom start to end•Responsible to guide the research and development and manufacturing direction of the company by understanding the market place•Support key accounts through joint sales calls and develop customer-specific product marketing strategy as needed•Act as product management ‘s “Product Champions” for the sales organization•Provide remote and on-site sales, initiated product direction presentation, product application presentations, product benefit and differentiation presentations, etc.•Provide customer feedback on current products and proposed product directions•Provide regular feedback on observed competitive presence and trends•Analyze track and understand market size segmentation growth trends and characteristics for the product line•Analyze and understand competitive products, pricing, positioning, market share, strength & weaknesses, channel, company, etc.•Provide training and product knowledge to sales staff•Work with Brand Marketing through planning stages of annual plans to provide market perspective and focus•Direct and provide input to Marketing which allows them for deliver desired / required promotional and merchandising efforts•Evaluate, recommend, plan and conduct sales and product training and materials •Maintain brand equity and positioning in all target market segments•Responsible for developing and managing channels development, buying and promotional programs necessary to enhance the growth of the strategic business unit •Develop and implement strategies and tactics to enhance the growth of the strategic business unit•Assist in the development and implementation of annual buying and rebate programs to support strategic business unit brand•Working with the appropriate marketing and/or product manager, coordinate the development and implementation of channel programs that compliment the individual brand strategies•Implement acquisition and retention activities, concept planning and development, budget and projections•Manage creative production (multi-media campaign), media buying, organize and managing procedures and personnel•Develop departmental budget and provide input to division operation budget•Set short and long-term goals, budgets and strategies for marketing functional area relative to division goals•Research, analyze and update consumers activity, sales performance and consumer trends in creating and maintaining promotional strategiesGroup Product Manager / ProductManagerJob Description:•Effectively manage all aspects of product line development, launch and maintenance •Define project plans and implementation timelines; carry through to implementation •Develop financial, sales and marketing plans and implementation schedules•Develop and lead training for sales and other company personnel•To lead the product development group to meet all commitments, include budgetary, new product delivery, and existing product enhancement•Play a leading role in the context of the overarching marketing plan•Identify and prioritize product opportunities, creating the business plan for pursuing these opportunities to define the go-to-market plan•Should be lead ideas-from product definition and requirements gathering to pricing, testing and packaging•Also be responsible for helping position the product line and creating an appropriate launch plan with strategies for messaging, communications and event attendance •Have to work with numerous constituents within the organization gaining their input and buy-in•Report to: Director of product Marketing•Work with all related groups, internal and external, to ensure successful and timely implementation of enhancements and other changes•Collect market requirements from end-users and the competitive environment, synthesize these requirements into product plan, and then work with the productdevelopment team to deliver the goods• A solid understanding and intuition for the end-user experience is critical in developing products that are easy to understand and use•Develop a team to create and execute a strategic marketing plan to support direct and channel sales•Lead the research to competition in market position technology, and strategies to keep the product on the leading edge•Work internally as well as with customers and partners to define the future of the company’s products•Have the opportunity to work with strategic partners to develop co-marketing strategies•Responsible for product management and market planning•Develop requirements for product development and champions the development process•Maximizes product performance from both revenue and customer satisfaction perspectives•Documents marketing requirements for all new product release•Primary advocate for category and feature sets for new product release•Presents market information to senior management including analysis of trade-offs between market potential and development requirements•Interface with sales, project management, industry partnership, engineering, and senior management to enhance or develop new products and services•Survey the marketplace to make feature-by-feature comparison pricing strategies •Product positioning, product launch plans, and pricing policy recommendations that result in successful market entry for new feature / function products •Development, recruiting, and alliance / partners among other areas. Work closely with multiple functions within the company to manage the brand•Serve as the primary contact to the field/sales department for product –related questions, materials and information•Develop competitive analysis and positioning relative to company products and the marketplace•Capture market requirements to help drive product development•Provide competitive support to sales and marketing groups, including providing competitor counter positioning, pricing strategies, internal sharing of competitiveinformation from other market segments, etc.•Provide regular overviews to sales team of key market directions, including collaboration in developing pricing strategies in-line with market trends, business & network directions in market, etc.Sales Manager/ SupervisorJob Description:•Manage a team of sales reps to maintain and grow existing accounts and develop new revenue opportunities in the general business market•Responsible for achieving sales goals for all product lines in the sales region, through management of outside sales representatives and branch sales staffs •Responsible for driving revenues within this region•Will be responsible for developing new accounts, managing sales reps, maintaining a strong relationship with existing customers and will cover xxx% of the North American market•Generation of product revenue on existing product lines within the commercial marketplace•Training sales force, and evaluating prospective and current competitiveness and general coverage of territory•Work to create a "high level of awareness" for company products with the sale force bya combination of in-person communication, written documents and mentoring•Provide motivation to sales team to surpass sales targets through coaching and effective training•Provide leadership and guidance to a sales team of account executives, to achieve the monthly goals and quotas•Responsible for recruiting all levels of account executives, tracking key accounts, holding sales meetings, and providing a positive working atmosphere •Responsible for retaining and expanding revenue-generating opportunities by managing the existing and expanding customer base•Research and target appropriate client leads•Become well acquainted with potential clients' strategies and marketing objectives, conduct new business presentations, structure deals for clients and write businessproposals•Generate revenue that will contribute to the sale team quarterly goals•Work with customers to resolve a sales related customer complaint, assist with sales presentations and proposals, and ensuring that all company standards are met •Conduct sales meetings, perform coach, hire, train and terminate (if necessary)•Set goals and objectives for assigned territory•Will be promoted to Regional manager in the next year if the performance is present •Responsible for developing sales plans that exceed sales objectives in assigned categories for key accounts•Responsible for closely monitoring and analyzing forecasts, POS, and report trends/shifts to organization•Continually improves company product position inside key accounts through product placement and improved customer service•Maximizing revenue and limiting expense by directing business of targeted direct channels of distribution•Managing a sales force and monitoring performance, and reporting sales activity and results to various levels of the organization•Formulating a winning sales plan which will enable the team to consistently exceed sales quotas•Direct and manage sales activities in accordance with objectives, policies and controls •Originate and implement sales procedures, programs, plans budgets, objective and customer relations programs•Develop forecasts and resolve customer problem•Supervise subordinates in execution of order analysis and processing, maintenance of records and files and the preparation of reports having to do with sales activities by customer reps, customer, sales expense, costs and other related factorsEngineering Director / VPJob Description:•Define, develop and implement competitive xxx product strategies•Manage the performance and careers of a development team consisting of hardware, software and system performance engineers, applications managers and engineers,product marketing engineers and operations managers•Manage the development process through volume production, including resource planning, budget management, development process and schedules and productintroduction•Develop processes and procedures to ensure optimal approaches are utilized in all aspects of every project in fulfillment of business unit objectives•Develop or acquire the necessary tools and technologies to drive continuous improvement and maintain a world-class development environment •Manage department spending and resources to ensure the best possible Return of Investment•Assist in setting technology and product roadmap for the business unit and the company•Responsible for all techn icals of the company’s projects•Direct an organization in the completion of cost-effective designs that perform reliably and safely to customer specifications in a timely manner•Develop understanding of company’s business objectives and transfer understa nding to members of engineering team•Institutionalize processes / procedures to ensure organizational goals are met•Establish new approach in engineering group to accept standardized designs as valid methodology•Ensure appropriate level of test, reviews, etc. is allocated to each project•Implement productivity improvement measures and efficiently distribute workload •Implement external and internal benchmarking program focused on discovering and formalizing best practice approach•Ensure engineering designs achieve high level of manufacturability•Analyze organization to discover skills/talents of individuals, structure of positions, and reporting relationships and accountability•Determine best way to manage resources for maximum productivity•Develop department to its full potential•Provide support to marketing with technical input and helping to establish credibility with customers•Establish relevant product specifications for various product releases•Interface with customers/engineering staff to resolveproblems/discrepancies/concerns regarding project plans/delivery schedules •Arranges and leads designated cross-functional programs through mew product development process。

047原版咨询手册全套资料_贝恩分析技能概要+(PPT 155页)

Left Header
Right Header
A Primer on Analysis
Overview
Confidential Document
Source:
Shadow Box
© 1994 The Boston Consulting Group All rights reserved
-1-
Left Header
Wrap-up
Shadow Box
Right H4 The Boston Consulting Group All rights reserved
-2-
Left Header
LOGIC AND ANALYSIS CRITICAL TO STRATEGY DEVELOPMENT
TABLE OF CONTENTS
Introduction
General analytical techniques • Graphs • Deflators • Regression analysis
Supply side analysis • Cost structures • Design differences • Factor costs • Scale, experience, complexity and utilization • Supply curves
-4-
Left Header
ANALYTICAL BIAS
“Everything can be quantified” • Not really, but • Most “qualitative” effects are based in economics - explicit or opportunity costs - accurately quantifiable or not

贝恩咨询公司面试经验

贝恩咨询公司面试经验贝恩公司历史贝恩公司是一家全球领先的管理咨询公司，基于“咨询顾问为客户提供的是结果，而非报告”的理念，为客户提供战略、运营、技术、组织以及兼并购方面的专业咨询业务。

自1973年成立以来，贝恩致力于帮助企业提升价值，并以客户的业绩衡量贝恩咨询顾问的成绩。

贝恩客户的业绩超出市场平均水平的四倍之多。

贝恩公司的办事处遍布全球50个主要城市，为全世界各行各业超过4900家跨国公司、私募基金和其他机构提供了专业的咨询。

2021年，在第三方评价机构Valut公布的世界咨询公司排行中，该公司位居全球第一。

该企业品牌在世界品牌实验室（World Brand Lab）编制的2021年度《世界品牌500强》排行榜中名列第四百三十四。

贝恩OFFICE地点总部位于波士顿，北京、上海均有office贝恩薪资待遇贝恩公司提供同行业内极具竞争力的薪酬，在大中华地区，应届毕业生毕业后以助理顾问职位加入贝恩，他们的年薪在第一年会达到14.9万人民币/年，而整体薪酬加各种奖金。

分红等大约可以达到23万人民币/年的水平。

贝恩的薪酬处于同行业的领先水平，但是在三大咨询公司中稍偏低。

贝恩晋升制度应届毕业生员工发展首先从助理咨询开始，依次为：助理咨询——高级助理咨询——咨询——项目主管——经理——主任——合伙人贝恩加班情况同一般咨询一样，加班可能是常态，具体还是根据项目来决定。

贝恩面试经验贝恩一面是集中在一天内进行，英文面试，共两轮，每轮换一个面试官，每个面试官面会让申请人做两个case。

1. 自我介绍，中英任选2. 当场抽题目，辩论。

正反方面试官规定，所以你的角色已经订好。

分队是提前安排好的。

3. 讨论15分钟，中英任选。

两组人分开2个房间，各由一个面试官surpervise.4. debate.每队各2个人opening speach,英文，然后自由讨论，中文，最后由每队另2个人closing speach,英文。

附上一份来自贝恩咨询过往的面试题目及建议，可能具体有变化，但是还是总体上有很多值得借鉴的地方。

033原版咨询手册全套资料_贝恩咨询_分析方法-valuechain1(PPT 25页)

Material Preparation
Conversion
Final Assembly
Quality Assurance
Packaging
•Process Re-engineering •Cost Analysis
bc
valuCeHchI ainValue Chain 6
Value Chain Analysis
•Competitive differentiation •Drawing business
boundaries
bc
valuCeHchI ainValue Chain 5
Value Chain Analysis
The scope of the value chain depends largely on the purpose for which the tool is being used.
–gain cost advantage/improve performance –increase competitive differentiation
•Value chain analysis is an analytical tool which can help provide
clarity to consultants and clients
Value Chain Scope
System or Industry Value Chain:
Inputs (Supplier)
Conversion (Manufacturer)
Distribution (Distributor/
Retailer)
Consumption (End-User)

062原版咨询手册全套资料_贝恩《咨询思维和案例分析指导》_Bain Case Interview

Case InterviewWe value the case interview process as a means for us to get to know each other better. It is a chance for you to show us how you think through a real business problem and for us to give you an example of the kinds of work we see everyday. For this reason, our interviewers prepare their interviews based on real cases and tend not to rely on brainteasers or theoretical problems.What are they typically like?A good case interview should be an enjoyable and thoughtful discussion of business issues and problem-solving techniques. We are not looking for a "right answer" or asking you to spit back memorized business terms, current events or well-known frameworks. Rather, we hope to see a good dose of problem-solving skills, creativity and common sense. A good interview will be fun and full of energy!How do you ace the case?Your answer should reflect structured thinking in which you:•Break the problem down•Focus by prioritizing which areas to investigate•Demonstrate clear analytic evidence based on assumptions, math and logic•Make an actual recommendationAt Bain, we look for recommendations that are actions designed to generate results, not merely academic answers. Click on one of the interactive cases above (based, as usual, on a real case) and we will go through these steps together.Follow the case:1. Introduce the client situation2. Develop an approach3. Estimate/discuss relevant facts4. Synthesize conclusions5. Make a recommendation and discussCase IThink about what information you need to answer these questions. Select 5 facts/issues that you would like to investigate from the list below.❑Size and growth of IBC sales in Asia❑Projected size of Asian tire market❑Profitability of new sales offices over time❑Acme Packaging's customer acquisition costs versus competitors❑Market share of worldwide IBC market by geography❑Customer purchasing criteria❑Market share and growth of IBC sales in Asia by customer industry❑Current and historical income statement for Acme Packaging❑Gulf Partner's current portfolio❑Potential buyers of Acme Packaging in 5 years❑Worldwide IBC pricing trends1.Can Acme Packaging double its operating income by year 5 (2006)? Bain's recommended answer is below:Make a Recommendation and discuss.Bain's Ranking and Rationale for Gulf Partners' growth opportunitiesare below.1. Expand presence in Asia by increasing sales in non-rubbercustomer industries- The chemical IBC industry in Asia is larger than the rubber IBCindustry and is increasing at a faster rate. The market is fairlyfragmented, and a fragmented market is easier to penetrate than amarket dominated by st rong competitors. Acme’s presence in thechemical industry, as well as other companies selling acrossindustries, indicates that selling across industries is possible.2. Aggressively increase market share within the rubber IBCmarket in Asia- Acme currently has a 65% share in the rubber IBC market.Although Acme could leverage its current position to gain additionalmarket share, the opportunity is not large. The remaining marketshare is divided between only two companies, and the remainingcustomers may not be as profitable.3. Enter new geographical markets by opening sales offices outside Asia- Europe represents a growing but heavily consolidated market. 80% of Europe’s IBC sales go to five companies. Acme Packaging would have difficulty penetrating a market dominated by strong competitors.- Although the United States is a more fragmented market, the growth rate is 3x less than the growth in Asia. Furthermore, entering the U.S. versus growing share in Asia would be less profitable for Acme Packaging based on the financials of new sales offices.- A new office does not yield profit until year 4, and since Gulf Partners wants to sell the business within five years, they are probably more interested in short-term growth opportunities.。

[留学生就业网] Mckinsey, 贝恩和Lek的面经

[留学生就业网] Mckinsey, 贝恩和Lek的面经我是南大商院97的，已经毕业一段时间了，期间一直希望进入一家国际一流咨询企业，经历了挺多的面试和挫折，虽然都以失败告终，但收获还是有的。

我写一些给小百合的同仁，第一是想和现在找工作的同学互勉，（我还没有找到心仪的）；另外，最重要的是为了以后想进入全球顶尖咨询和投行的师弟师妹们一些经验和教训，因为南大的人不比上海人差，而欠缺的就是很早就能定下来的决心和经验。

先谈一下简历，我作了无数份的简历，最后的一份版本就是被bain和mckinsey挑去的。

简历一定要短，两页最多了。

我见过很牛得人也只是一页，要浓缩精华。

精华哪里来？第一，就是你的成绩。

南京大学本身已经够了，但是想去著名公司，尤其是投行或者咨询，如果没有很强的实习经历，成绩一定要好。

（我本人就不是很好，汗）。

第二，你的经历。

这中间包括两个，一个是在学校的活动，记住一定要写的出彩要简练。

另一个是实习，这是最终要的。

要知道上海那些人拿到大咨询公司offer得人都是有过大咨询公司实习经验的。

这点南大人不能比，那么就要找别的来代替。

总之，最好是知名公司的，因为那么多分简历，人家看见熟人才会有印象。

如果实在没有国际知名公司的，那么你可以用一些修辞手法将你的经历写的亮一点。

一份很多亮点的公司才能打动知名咨询公司。

据我所知，麦肯锡就是先初选，这是hr作得，然后由顾问打分，最后汇总。

麦肯锡收了1千多份简历，只挑了56个人，所以大家一定要对简历认真对待。

好了，简历的事情也有很多人谈过了，上海很多bbs有人写顶尖公司的面经，南大还没有，我就作第一个把，虽然被拒了。

先说lek，这是去年的机会。

不过当时再北京出差，而且个人有点原因，发挥的很不好。

是一个电话面试，不是闲聊的那种。

那个女的非常tough，上来就问why consulting，why you are unique? 我听到第二个问题我就蒙了，因为从来没想过。

【留学生招聘网】贝恩面试官必定会问的35个英语问题

【留学生招聘网】贝恩面试官必定会问的35个英语问题机会只给有准备的人，会英语是必要条件之一。

能否在面试中胸有成竹地应对面试官锋芒毕露的进攻，是最后的临门一脚。

不过，面试官都会想出怎样刁难人的问题呢？首先是面试官一定会问的28个问题：1、自我介绍A. Tell me about yourself.B. How would you describe yourself?C. What are your strengths / weaknesses?（一定要突出自己的优点，要有自信）2、工作评价A. What did your job involve?B. What were you responsible for?C. What do you think you gained by working in your last job?D. What would you like to find in this job that you didn't have in your previous job?E. What do you think of your (last) boss?（记住不要随意贬低你的上家）3、为何离职A. Why do you want to leave your present job?B. Why do you want to change jobs?（一定要突出积极的原因，莫让别人觉得你很善变）4、为何应聘A. Why are you interested in working for our company?B. Why do you want to work for this company?C. How would you describe the position we have to offer?D. What aspects of the position are you most / least interested in?（要事先做好功课，对应聘公司了解得越详细越好）5、竞争优势A. Why should I recruit you?B. What have you got to offer us?C. What could you contribute to our company?D. How could you persuade me to recruit you?（为何面试官要在众人里选择自己，一定要有说服力）6、工作愿景A. What type of position do you think you are suited for / would suit you?B. How do you think you could develop the position?C. What would be your strategy to develop the position?D. How do your feel about your future in the profession?（得过且过的员工没人喜欢，有长远眼光的人才有发展潜力）7、薪资待遇A. What are your salary requirements?B. How much would you hope to earn in this position?C. How much do you think you should be offered for this position?D. What salary would you expect (to be offered) for this position?E. Would you be willing to relocate/to move to another part of the country/to work abroad?（怎么才能在高低间找一个平衡？事先了解好同行业的薪资标准很重要）8、结尾提问A. Do you have any comments to make, or any questions to ask?（有技巧的提问能增加面试官对你的好感，展现你积极的态度）看完你一定会有所感触：中国企业的HR不是也喜欢问这些问题吗？其实这是必然的，因为这些是招入一个员工必须了解的信息。

040原版咨询手册全套资料_贝恩咨询_分析方法-bdp

bc
BOSCU7122997KRA 4
BDP
Internal vs. External
Internal BDPs are more straightforward to conduct than are external BDPs, but they tend to lead to less dramatic, though often significant, change.
bc
BOSCU7122997KRA 2
BDP
Agenda
•The Best Demonstrated Practices (BDP) Concept •Applications •BDP Steps •Client Example •Key Takeaways
bc
BOSCU7122997KRA 3
Europe. A Bain team analyzed unit costs at each plant and identified a number of best practices worth $20MM or 40% of total operating expenses.
• A Spanish steel producer’s margins were coming under pressure from falling
bc
BOSCU7122997KRA 10
BDP
Bain has used BDP in hundreds of cases and in dozens of industries. Some examples of our work include:
Applications
• A large European paperboard manufacturer operated seven plants throughout

优选贝恩电话面试问题大全及答案

优选贝恩面试问题大全及答案答曰：从海外情况看，欧美 3G运行很差，日韩比拟理想，原因在于欧美的手机应用多为语音，日韩那么大局部是数据应用，从彩铃彩信在中国的炽热来看，中国消费者更相似于日韩，整体来看是 promising的，但是关键点在于找到适合于中国的 killer application，而中国移动近期的作为(二维码的推广一类的)那么是前期的尝试。

答曰：目前看来 Blog赚钱大概是两种方式，在线广告和电子商务(后一个模式是在 Gobi时候亲自看到的，所以非常清楚，偷笑一个)。

在线广告涉及到 blogger和 BSP的分成问题(比方徐静蕾和新浪)，以及广告主对这一媒体渠道的兴趣不浓，根本没戏。

电子商务那么存在从阅读者到真实购置之间转化链过长，转化率太低的问题。

看来两个商业模式都不行，博客很难赚到钱了。

答曰：IKEA考虑进入二线城市首先应该看市场容量和开展前景，如在二线城市中哪些有着蓬勃开展的房地产和购房需求，下一步那么是看当地消费者群体与 IKEA的目标消费群体吻合程度。

(这个地方取了个巧，知道不能直接说要进入哪些哪些城市，更好的是给出筛选的标准，就好似 MCK的笔试最后一个 case，筛选进入的国家一样;此处后来觉得还应该参加考虑竞争情况，构 3C的framework)三个问题完毕，HR提示该我问问题了，我之前没想过会接到buddy call，脑中一片空白，于是厚着脸皮问：How do you evaluate this pre-talk?HR答曰：主要是看英语和logic, structure我说：怪不得三个问题看起来像三个 mini case(果然是咨询的，什么都要 structure，建议后来者可以用一些简单的framework，当然十分钟三个问题，每个问题就是几句话的事情，根本上只要摆出来第一第二第三点，听起来就很有 structure了)。

020原版咨询手册全套资料_贝恩咨询_岗位职责-Great Consultant(24页)

This module aims to tell you what you really can expect and what is expected of you.
bc
Great Consultant 9
How to be a Great Consultant
Mission and Expectations
…treat the Bain job as an extension of school. Like courses and professors, cases
and team leaders are good or bad. Case work is an assignment, not a personal
If in doubt, ask about the expectations of the people you work with.
bc
Great Consultant 5
How to be a Great Consultant Successful Consultants: Bain VPs’ Perspectives
Office
New Consultant
Client
“What does she bring to the party?”
“Is he a team player?”
Caseteam
“Is he arrogant or can I work with him?”
“Is she cooperative enough to integrate into the team and to add own value quickly?”
This mission demands

咨询公司面试题

咨询公司面试题近年来，咨询行业迅速兴起，越来越多的人选择从事这个行业。

作为一名行业具备资格的求职者，顺利通过咨询公司的面试，显得尤为重要。

本文将探讨咨询公司面试中常见的问题，并为你提供一些建议和技巧，帮助你在面试中取得成功。

一、自我介绍在咨询公司的面试中，自我介绍是常见的开始环节。

面试官想要了解你的背景、能力和经验。

你可以按照以下几个方面来介绍自己：1. 基本背景：包括姓名、学校、专业等信息。

2. 实习经历：介绍与咨询行业相关的实习经验，说明你在实践中所取得的成果和提升。

3. 学术背景：如果你在学术界有出色的表现，可以简要提及。

4. 技能和特长：列举你擅长的领域和技能，例如数据分析、沟通能力、解决问题的能力等。

二、项目经验在咨询公司的面试过程中，面试官会询问你的项目经验。

针对这个问题，你需要清晰地描述你参与过的项目，并突出你在项目中所扮演的角色和所取得的成果。

以下是几个提问的示例：1. 请介绍你参与的项目及你在项目中的职责和贡献。

2. 面对项目中的难题，你是如何解决的？3. 是否有在团队中领导或协调的经验？4. 你在项目中遇到过的最大挑战是什么，你是如何克服的？三、案例分析咨询公司的工作与案例分析密不可分。

面试官会给你一个具体的案例，要求你分析问题并提出解决方案。

在回答问题时，你需要遵循以下几个步骤：1. 审题：仔细阅读题目，确保理解问题的核心。

2. 分析问题：将问题细分为几个关键要素，并分析它们之间的关系。

3. 寻找解决方案：提出多种可能的解决方案，并评估每个方案的优劣。

4. 提出建议：基于你的分析和评估，给出一个可行的建议，并解释你的决策过程。

四、行业知识与趋势在咨询公司面试中，你需要展示你对该行业的了解，并且要关注行业的趋势和发展。

为了回答相关问题，你可以采取以下两个方面的准备：1. 行业知识：研究咨询行业的历史、概念、方法和常见的业务领域。

了解行业的核心问题和挑战，以及咨询行业对解决问题的独特贡献。

064原版咨询手册全套资料_贝恩《Case Interview》11页

Framework
• Cost of Goods Sold (COGS)
– Multi-channel approach in order to increase volume and decrease unit costs
• Sales, General & Administrative (SG&A)
– Mail Order: historically have focused on this channel; now moving online
– Retail stores: off-line consolidation; moving online – Internet: Many Internet-only retailers
• Explore broader issues to determine if channel segmentation is appropriate during analysis
– Same product competing in overall market – Channels may have cost advantages
– Easy returns at over 400 stores nationwide – Professional advice from entertainment associates
Recommendation
Consider alternatives
• Target new customers with trials and promotions
• Cross channel promotions
– Virtual coupons in direct mailer – Long-term coupon plan to build repeat purchases – Friends & family programs

061原版咨询手册全套资料_贝恩《 Management Tools XX Highlights》23页

Management
iCustomer Segmentation iCustomer Surveys iDownsizing
iEconomic Value-Added Analysis iGrowth Strategies iKnowledge Management iMerger Integration Teams iMission and Vision Statements iOutsourcing iPay-for-Performance iReengineering iStock Buybacks iStrategic Alliances iStrategic Planning iSupply Chain Integration iTotal Quality Management
20
15.8 15
16.2
10
5
0 North
America
Respondents: 284
Europe 170
17.5
Asia 133
14.3
South America
72
BOS
“Compass-setting” tools saw highest use
Strategic Planning Benchmarking Mission and Vision Statements Customer Segmentation Outsourcing Customer Surveys Customer Relationship Management Corporate Code of Ethics Growth Strategies Pay-for-Performance Core Competencies Contingency Planning Strategic Alliances Change Management Programs Knowledge Management Balanced Scorecard Downsizing Total Quality Management Reengineering Supply Chain Integration Economic Value-Added Analysis Activity Based Management Merger Integration Teams Corporate Venturing Stock Buybacks

L223企业面试-贝恩笔试2

贝恩的笔试真的是服气啊~直接把案子的图表拉出来做估算，选insight，感觉真的是要很熟悉咨询行业套路的人才做得好~和往年一样，3个case25道题60分钟，1、3比较容易，2难，可以合理安排时间，就像我其实第2个case就没做完，最后只好凭感觉选了。

计算量很大，但是不能用计算器，不知道是不是我想的太复杂，总觉得有一半的题都挺纠结答案的~第一个case是一个在印度尼西亚的饮料公司最近几年业绩不好，SKU太多但是市场集中度不高，想寻求帮助，问了8个问题，我记得有：公司寻求贝恩的目的是什么？贝恩为了帮助公司需要了解什么信息？现喝茶叶咖啡饮料的市场占有率现状，如果未来三年整个市场收入每年增长5%，公司的市场占有率提高10%，公司的收入是增加还是减少？还有往不同地域铺渠道？两种饮料，收入一高一低，一个未来四年按不同比率增长，一种未来四年按不同比率下降，问哪一年反超？贝恩建议公司应该专注发展业绩好占有率高的SKU产品，问哪些措施是对的等等。

第二个case是一个化工企业，过去三年收入不变，利润翻番，想寻求贝恩帮助未来扩大收入，问了8个问题，我记得有：公司寻求贝恩的目的是什么？贝恩为了帮助公司需要了解什么信息？公司几种技术的收入、利润情况，问那种技术是在自己领域的领先者？看图哪一块business最好等等，没太理解，所以很多题不会做。

第三个case是一个健康保健领域的公司，以前进入过低端市场但失败了，最近觉得这个市场很好想再进入，因此寻求贝恩帮助，问了9个问题，我记得有：公司寻求贝恩的目的是什么？贝恩为了帮助公司需要了解什么信息？给出不同size企业的一些财务数据，large size企业的ROA，medium size企业的ROE？不同国家的人均健康护理投入和健康指标，问那个国家最有效？那些因素可以帮助判断低端市场未来发展前景是好的？如果贝恩决定建议公司进入该市场，研究步骤是什么？公司在健康护理领域的两个产品的价格和其他公司产品的价格，问和平均水平相比如何？等等。

038原版咨询手册全套资料_贝恩咨询_分析方法-3Cs

Strategic Questions Answered
1. What are the appropriate customer segments? How can each segment be described?
2. What is important to each segment when they purchase a product or service?
the industry?
5. How is each competitor performing on key measures? 6. How do we expect each competitor to act/react in different situations?
7. Which companies are potential targets? How can we realize value from mergers and acquisitions?
– revenue opportunity – cost to serve – strategic fit
5. What product/service/channel offering will meet the target segment’s needs? 6. What price will maximize long term profits?
8. Is the company’s overhead an efficient use of resources?
9. What is the fixed/variable split of the company’s costs?
10. How much of the company’s costs are directly, vs. not directly, associated with the production of a product?