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 Interview

We 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 recommendation

At 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 situation

2. Develop an approach

3. Estimate/discuss relevant facts

4. Synthesize conclusions

5. Make a recommendation and discuss

Case I

Think 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 trends

1.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 opportunities

are below.

1. Expand presence in Asia by increasing sales in non-rubber

customer industries

- The chemical IBC industry in Asia is larger than the rubber IBC

industry and is increasing at a faster rate. The market is fairly

fragmented, and a fragmented market is easier to penetrate than a

market dominated by st rong competitors. Acme’s presence in the

chemical industry, as well as other companies selling across

industries, indicates that selling across industries is possible.

2. Aggressively increase market share within the rubber IBC

market in Asia

- Acme currently has a 65% share in the rubber IBC market.

Although Acme could leverage its current position to gain additional

market share, the opportunity is not large. The remaining market

share is divided between only two companies, and the remaining

customers may not be as profitable.