所有面试类型及应对技巧

　　面试官：

　　A subassembly has its own complete functionality. An example would be the pilot night vision system. A component would be a smaller part, such as a part of the engine.

　　应聘者：

　　I know that governmental agencies often have very strict guidelines about purchasing that could affect the cost of materials.

　　 试官

　　For the sake of this case, you can assume that the British Ministry of Defense, MOD, allows “commercial off the shelf” purchases, which means that the client is free to purchase from whomever it wants, as long as it can ensure that the parts meet MOD quality guidelines.

　　……

　　要分析案例，首先是要利用分析框架来处理问题。在这个过程中，如果遇到不明白的地方，你可以直接向面试官提问。如例题中的应聘者对component和subassembly的差别不太了解，面试官就做了解答。

　　应聘 还询问了是否要考虑政府的监管限制，面试官帮他忽略了这个因素。这样做的好处是，应聘者可以确认，从成本比例最高的“原料”下手是可行的，从而可以进一步讨论。这里有个小技巧，叫Don’t make any assumption。也就是说，面试官不帮你忽略掉的因素，你自己不可以假设这个影响不存在。具体请参看下一节的案例面试技巧。

　　案例面试是一个互动的过程，应该将其当成是一次讨论的过程，充分利用你和面试官之间的互动获取更多的八息，聪明地让面试官帮你排除掉不必要的因素。

　　在提问的过程中要注意一些技巧要领。在提问过程中，最初的问题可以选取较为宽泛的开放性问题，但是随着案例分析的深入，将逐步失去提出这类宽泛问题的权利（不然面试官会觉得你企图诱使他替你解决问题）。提问也不是乱提问的，必须有针对性。

　　在这个案例中，应聘者与面试官紧接着的对话如下：

　　……

　　应聘者：

　　I see that purchased subassemblies comprise more than 70 percent of materials. How many suppliers are there for these subassemblies

　　面试官：

　　There are seven suppliers of major subassemblies that go into the fighter jet.

　　应聘者：

　　That seems like a relatively small number of suppliers. Are there more suppliers that are qualified to do this type of work

　　面试官：

　　The manufacture of these parts requires a substantial investment in R&D, engineering and infrastructure. It would be very costly for new suppliers to make the required investment, particularly if the client is trying to reduce the price it pays to the subassembly manufacturers.

　　应聘者：

　　Since there are few suppliers, and the investment hurdle would preclude bringing in competing manufacturers, it would be difficult to reduce the price paid to them. Perhaps we should look elsewhere for savings.

　　面试官：

　　But remember, if you lose the contract, they will lose their customer unless they are teamed with the competing bidder. Even then, if the competitor is underbidding you, that will leave even less room for them to profit.

　　应聘者：

　　Perhaps they would have an incentive to reduce their costs in order to maintain the contract. Is the majority of their costs in materials as well

　　在这个案例中，应聘者在确定了所选择的“原料”这个因素可以继续分析下去之后，他还是按照原则从比例最大部分（subassembly）开始讨论，研究其降低成本的可能性。可以说这位应聘者的分析思路是相当清楚和富有逻辑的。

　　他首先考虑的是供货商的情况，在与面试官的讨论中，他认为目 只有7个供货商的状况不利于 价还价，正在应聘者准备换一个因素进行讨论的时候，面试官做出了提示，肯定了让供应商让利这一做法。应聘者也非常聪明地接受了提示。

　　在案例面试中，面试官的角色不仅仅是提供信息，也是引导你解题的人。如果他觉得你的思路正确，可能会适当地帮你减少分析因素，或者引导你就某一因素继续讨论下去。他可能会这样暗示你，“我们对×××因素更有兴趣”，“××××的可能性更大”，“你可以认为是×××导致了利润下降”等等。这时候，应聘者要及时获取面试官提供的信息，顺着他的指引来往下分析。千万不要纠缠在不重要的信息中。

　　到这一步为止，应聘者已经成功地定义了关键点（define the key point），即要降低飞机成本，可以从原料供应商的角度来解决。其实，在案例面试中，定义关键点并不是最难的部分，如果你有条理地顺着自己的框架逐一分析，总会发现关键因素。案例面试中，更重要的部分是解决问题的思路。这才是面试官更有兴趣看到的。

　　在确定了关键点之后，面试官会顺着你的思路，询问你如何操作。这一部分也是非常考验应聘者聪明才智的地方。

在案例面试中，总有几个实际操作方面的问题。这是在考查你解决问题的能力。再举个例子，当你提出要做市场调查来发现原因时，面试官很可能会问你，如何与受访者交谈，会问什么关键性的问题等等。

　　在这个案例中，应聘者与面试官接下来的对话如下：

　　面试官：

　　How could you find that out

　　应聘者：

　　I would want to interview the purchasing and engineering personnel of the different subcontractors in order to understand their cost structures. If we had a better understanding of their economics, then we might be able to reduce cost across the board, allowing us to more effectively compete for the contract without killing everyone’s margins.

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