所有面试类型及应对技巧
面试官：
Let’s say that purchased materials averages approximately 70 percent of the price paid to most of the manufacturers.
应聘者：
If the cost of subassemblies represents 40 percent of the jet cost and 70 percent of that is purchased materials, total purchased materials would be approximately 28 percent for subassemblies. Our purchases of raw materials and components represent another 15 percent, for a total of around 43 percent of the cost of the jet. If we could reduce the cost of raw materials by 20 percent, then we could achieve more than eight percent cost reduction on the jet, more than enough to offset the five percent reduction we would need to win the contract.
……
在这个案例中，当应聘者说出了基本想法后，面试官认为可行，就给出了进一步的数据。最后一句话，是应聘者利用新得到的数据进行快速的计算。
在这里不得不提一点小技巧，叫“think aloud”，即把你的思考过程大声地展示给面试官。在案例面试当中，为能尽量展现自己分析、思考 过程及计算能力等等，要“大声地思考”，把你思考的过程展现给面试官。就像本例的应聘者，也许他在心中早已算好了答案，但是，还是要努力地把他计算分析的过程呈现给面试官。
面试官：
That sounds reasonable, but 20 percent is a very lofty goal. How would you go about doing that
应聘者：
First, I would look at the number of suppliers. Are there a large number of suppliers to the subassembly manufacturers
面试官：
You estimate that there are approximately 125 suppliers of raw materials and components among the manufacturers of the subassemblies and yourself.
应聘者：
Are these suppliers providing customized products or more commodity materials
面试官：
About 80 percent of these products are commodities, such as sheet metal and wire harnesses. Even some of the electronics, such as printed wire boards and circuitry, are fairly generic.
应聘者：
Are there many commonalities among the parts used by the different subassembly manufacturers We could talk to their engineers and look at the designs and bills of material to determine how much overlap there is.
面试官：
Approximately 30 percent of the cost of raw materials is from similar materials used across the subassembly manufacturers.
应聘者：
Do the engineers believe that the percentage of overlap could be increased if the designs were modified
面试官：
They believe that they could increase that percentage substantially, particularly with basic materials such as screws and sheet metal, but also in other more customized areas.
应聘者：
Since there is a lot of overlap in the basic components, we would want to know if the subcontractors are using the same suppliers. We could analyze the number of suppliers for each of the areas of overlap.
面试官：
Although there are some common suppliers, the analysis indicates that the subassembly manufacturers tend to use different suppliers.
当你完成了对案例的主要原因分析之后，紧接着就是要提出解决方案。在这个阶段，你要尽量展现解决问题的能力和所具备的商业知识。本案例中的应聘者就提出了非常聪明的方法。这种能力不是一朝一夕就能获得的。所以，想要进入咨询行业的同学，平时要多读一些商业读物，培养自己的商业意识，拓宽自己解决商业问题的思路。
第五步：总结并提出建议
案例面试的最后一步基本上就是对分析过程的总结。在总结表述的时候，要特别 意逻辑性和条理性。在最后，也可以和面试官说说你还有其他什么因素没有来得及讨论，或者你想到的其他解决思路等等，这些也可以为你的案例面试加分。
在这个案例中，应聘者与面试官在总结阶段的对话如下：
应聘者：
At this time, I would like to summarize what I know. Our client needs to reduce costs by five percent. The largest area of opportunity appears to be in purchased materials, the majority of which is composed of subassemblies manufactured by seven subcontractors. By looking at our purchases in total, we can target approximately 40 percent of costs. To achieve the five percent cost reduction, we would need to reduce costs by 15 to 20 percent. We could try to do that by increasing commonality in the design and by shifting volume to a smaller number of suppliers.
面试官：
That is a very good summary. How would you recommend the company pursue these goals
应聘者：
I would look first to combine purchases across the manufacturers, including our own. The Internet could prove to be a very effective medium to form a single “virtual” purchasing department in order to consolidate orders across the companies. We might also want to use a bidding system for those materials that are true commodities. Next, I would turn to the engineering departments and form cross company teams to look for areas in which to increase commonality of design.
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