(波士顿《BCG面试实例》27页.pptVIP

BCG面试实例 在管理咨询公司的面试中, 通常有一种被称为“商务问题”的面试方法，您的考官向您提供一种场景，然后要您提出解决问题的建议。您需要像一个顾问一样向考官文一些关键问题，通过这些关键问题反映您的思维逻辑，同时通过这些问题发现解决方案。 下面是一个实例，请注意：同样的一个场景，基于您分析问题的逻辑将有无数种进展方式，绝对没有统一的答案或问题。 场景 Your client is the largest discount retailer in Canada, with 500 stores spread throughout the country. Let‘s call it “CanadaCo.” For several years running, Canada Co has surpassed the second largest Canadian retailer (300 stores) in both relative market share and profitability. CanadaCo是加拿大最大的折扣零售集团，拥有遍及全国的500家连锁店。经过几年的运营，它在市场占有率及盈利方面都已远远超过了拥有300家连锁店的第二大零售公司。它是本公司的客户之一。 Ｑ（应聘者）：Well, before I can advise the CEO I need some more information about the situation. First of all, Im not sure I understand what a discount retailer is! Ａ（考官）：A discount retailer sells a large variety of consumer goods at discounted prices, generally carrying everything from housewares and appliances to clothing. Kmart, Woolworth, and Wal-Mart are prime examples in the U.S. Ｑ（应聘者）： 在我向他提出建议之前，我必须对情况作进一步的了解。首先，我不太明白什么是“折扣零售店”。 Ａ（考官）： “折扣零售店” 以折扣价格销售各种各样的商品，包括家庭用具、服装等等，象美国的沃尔玛超市就是这样的例子。 Ｑ：Oh, I see. Then I think it makes sense to structure the problem this way: First, lets understand the competition in the Canadian market and how CanadaCo has become the market leader. Then lets look at the U.S. to understand how USCo has achieved its position. At the end, we can merge the two discussions to understand whether USCos strength in the U.S. is transferable to the Canadian market. Ａ：That sounds fine. Lets start, then, with the Canadian discount retail market. What would you like to know? Q：我知道了。我认为问题接下来应该这样分析：首先，我们应了解加拿大市场的竞争情况，以及CanadaCo是如何成为这个市场的领先者的 ；其次，分析美国市场及USCo的情况；最后，我们将二者结合起来分析，看USCo在美国成功的经验及其优势是否能移植到加拿大市场来。 A：对加拿大折扣零售市场，你希望了解一些什么情况呢？ Ｑ：Do CanadaCo and the competition sell a similar product mix? Ａ：Yes. CanadaCos stores tend to have a wider variety of brand names, but by and large, the product mix is similar. Ｑ：Are CanadaCos prices significantly lower than the competitions? Ａ：No. For certain items Cana