Professional Documents
Culture Documents
CEB Case Interviews
CEB Case Interviews
CEB Case Interviews
• Analytical Reasoning
• Business Literacy
• Teamwork
• Interview Etiquette
Analytical Reasoning
Quantitative Ability
Data
Data Gathering.
Gathering. Did
Did you
you ask
ask smart
smart questions
questions to
to gather
gather all
all of
of the
the
necessary
necessary facts/data
facts/data required
required to
to fully
fully understand
understand the
the problem?
problem?
Focus.
Focus. Did
Did you
you “cut
“cut through
through the
the clutter”
clutter” and
and focus
focus on
on the
the facts
facts that
that
were
were most
most central
central to
to resolving
resolving the
the problem?
problem?
Insight Generation
Translating
Translating “Patterns
“Patterns Recognized”
Recognized” into
into “Potential
“Potential Solutions.”
Solutions.” Were
Were
you
you able
able to
to move
move from
from information
information to
to insight
insight –– moving
moving from
from data
data to
to
conclusions
conclusions about
about what
what itit means?
means?
Creativity.
Creativity. Did
Did you
you process
process the
the facts
facts in
in such
such aa way
way that
that your
your responses
responses
were
were novel
novel and
and non-obvious?
non-obvious?
Business Literacy
Inherent Interest
Demonstrate
Demonstrate curiosity
curiosity around
around even
even arcane
arcane business
business issues.
issues. You
You
should
should be
be interested
interested in
in any
any issue
issue that
that poses
poses aa difficult
difficult issue
issue worthy
worthy
of
of discussion.
discussion.
Projected Enthusiasm
Engaged,
Engaged, positive
positive and
and energetic.
energetic. You
You should
should demonstrate
demonstrate aa
demeanor
demeanor thatthat is
is engaged,
engaged, positive
positive and
and energetic
energetic even
even under
under
stressful
stressful circumstances.
circumstances.
Teamwork
Forward-Leaning Posture
Envision
Envision research
research in
in aa team
team setting.
setting. You
You should
should show
show enthusiasm
enthusiasm for
for
tackling
tackling the
the case
case with
with aa team.
team. You
You need
need to
to lay
lay out
out aa basic
basic project
project
plan
plan and
and discuss
discuss different
different ways
ways the
the project
project might
might ‘come
‘come out’.
out’.
• Dress appropriately
Profit
Revenue Cost
•• Price
Price •• Customer
Customer •• Capital
Capital •• Labor
Labor
discrimination
discrimination segmentation
segmentation equipment
equipment •• Materials
Materials
•• Changes
Changes in in •• New/existing
New/existing •• Land
Land •• Energy
Energy
pricing
pricing structure
structure •• Loyal/switchers •• Buildings
Loyal/switchers Buildings
•• Viability
Viability of
of •• Channel
Channel
pricing
pricing over
over time
time restrictions
restrictions
•• Discounts
Discounts or
or or
or temporary
temporary
couponing
couponing disturbances
disturbances
•• Competitor’s
Competitor’s •• Changing
Changing
pricing
pricing consumer
consumer demands
demands
Additional Resources
• Case frameworks
• Interviewing resources
Framework: The “Three Cs”
The Three Cs Are a Useful Tool for Understanding Sales Oriented
Cases as Well as for Analyzing New Product Introductions
Customer
Customer Competition
Competition Company
Company
•••Competitive
Competitive
Competitive •••Profitability
Profitability
Profitability
•••Demographics
Demographics
Demographics Advantage
Advantage
Advantage
•••Experience
Experience Curve
Experience Curve
Curve
•••Purchasing
Purchasing Criteria
Purchasing Criteria
Criteria •••Market
Market Share
Market Share
Share
•••Capacity
Capacity to
Capacity to Develop
to Develop
Develop
•••Market
Market Size
Market Size
Size •••Perceived
Perceived Value
Perceived Value
Value Product
Product
Product
•••Segmentation
Segmentation
Segmentation •••Price
Price
Price •••Brand
Brand Equity
Brand Equity
Equity
Framework: The “Four Ps”
The Four Ps Are a Useful Tool for Understanding Marketing Problems
Product
Product Price
Price
••Important
Important Product
Product Attributes
Attributes ••Predatory
Predatory Pricing
Pricing
••Selection
Selection Criteria
Criteria ••At
At Market
Market Pricing
Pricing
••Value
Value Added
Added ••Premium
Premium Pricing
Pricing
Place
Place Promotion
Promotion
••Distribution
Distribution Strategy
Strategy ••Advertising
Advertising
••Location
Location ••Discounting
Discounting
••Organizational
Organizational Strategy
Strategy ••Incentive
Incentive Programs
Programs
Framework: Porter’s Five Forces
Porter’s Five Forces Is Useful for Understanding the Competitive
Intensity and Overall Attractiveness of an Industry
Force
Force Description
Description
Barriers
Barriers to
to Entry
Entry ••Threat
Threat of
of new
new entrants
entrants entering
entering the
the market
market
Threat
Threat of
of Substitutes
Substitutes ••Substitute
Substitute products
products stealing
stealing market
market share
share
from
from competitors
competitors
Industry
Industry Competition
Competition ••Rivalry
Rivalry among
among existing
existing competitors
competitors
Buyer
Buyer Power
Power ••Bargaining
Bargaining power
power of
of customers
customers
Supplier
Supplier Power
Power ••Leverage
Leverage of
of supplier
supplier over
over buyers
buyers
Interviewing Resources
• Wetfeet
http://www.wetfeet.com/
• Quintessential Careers
http://www.quintcareers.com/
www.executiveboard.com
©2007
©2007 Corporate
Corporate Executive
Executive Board.
Board. All
All Rights
Rights Reser
Reserved.
ved. •• TMT18S92I7
TMT18S92I7