top of page

1.1 Asking Preliminary Questions

​

  • Purpose: To scope out the problem and gather initial insights about the client’s company.

  • Types of Questions:

    • 1.1.1 Clarifying Objectives: Ensure understanding of the case’s goals.

      • Example: If the client's profits have fallen, ask, "What are the key performance indicators that matter most to the client? Is it revenue, market share, cost reduction, or something else?"
         

    • 1.1.2 Understanding the Client's Company: Gather information on products, services, and market presence.

      • Example: "Can you describe the range of products the client currently offers, and which are the most profitable?"
         

    • 1.1.3 Ambiguous/ Industry specific Info: Clarify ambiguous terms or unfamiliar metrics.

      • Example: If the term "default rates" is used, ask, "Could you please define 'default rates' in our current context and how they are calculated?"

Section 1.1.1 Clarifying the Objectives

This foundational step ensures that the problem-solving efforts are aligned with the client's actual needs and expectations.
 

Approach

The approach to clarifying objectives involves a structured questioning technique that delves deeply into the client’s situation to ensure a thorough understanding of the problem at hand. This involves:

  • Defining the Problem: Understanding the explicit details of the client’s situation. This includes identifying the exact nature of the problem, such as a decline in profits, loss of market share, or operational inefficiencies.

  • Uncovering Underlying Issues: Going beyond the initial description to explore underlying issues that may not be immediately apparent. This could involve questioning assumptions, probing for historical data, or exploring external factors affecting the client.

  • Setting Expectations: Clarifying what success looks like for the client, including specific outcomes and metrics for success. This helps in setting a clear direction for the analysis and ensures that solutions are evaluated against relevant criteria.

  • Establishing Scope: Determining the boundaries of the case. This may include identifying which parts of the business are under consideration, the time frames for expected improvements, or specific geographical areas of focus.

 

How to do it?

  • Initial Inquiry: Start with broad questions that invite detailed responses, such as “Can you describe the challenges your business is currently facing?” This helps in building a comprehensive picture of the client’s issues.

  • Specific Probing: Follow up with more targeted questions based on the initial responses, such as “You mentioned a decline in profits; can you specify which product lines or markets are most affected?”

  • Clarification of Terms: Ensure that all parties have a common understanding of key terms used in the discussion. For example, if the client uses industry-specific jargon or metrics, ask for definitions or explanations to avoid any misinterpretation.

  • Confirmation of Objectives: Conclude this phase by summarizing the gathered information and confirming it with the client. This might involve restating the problem and the expected outcomes to ensure mutual understanding and agreement.
     

Examples

  • Example Case of Declining Profits: If a client reports a sudden decline in profits, the consultant would ask about recent changes in the business, competitor actions, market trends, and internal challenges that might have contributed to this decline.

  • Example Case of Market Expansion: In a situation where a client is considering entering a new market, questions would focus on understanding the market's size, competition, customer preferences, and the client’s capabilities to meet these market demands.

This detailed approach to clarifying objectives is essential for effectively setting the stage for the subsequent analysis in consulting case interviews, ensuring that solutions are directly tailored to address the client’s real and pressing needs .

Section 1.1.2: Understanding the Client's Context

This holistic view aids consultants in aligning their strategic recommendations with the client's actual circumstances and the external market forces.
 

Detailed Approach:

  • Industry Analysis: Begin by examining the industry in which the client operates. This includes understanding the market size, growth trends, key players, and regulatory environment. It’s crucial to identify industry-specific challenges and opportunities that could impact the client’s business.

  • Competitive Landscape: Analyze the client's main competitors, their market share, strategies, strengths, and weaknesses. Understanding what competitors are doing can offer insights into best practices and potential areas where the client could improve or differentiate themselves.

  • Client’s Positioning: Delve into the client’s market positioning, product or service offerings, and unique selling propositions (USPs). Assess how these align with customer expectations and demands in the market.

  • Historical Context and Trends: Look into the client’s past performance trends, major milestones, or shifts in strategy. This helps in understanding any recurring issues, the impact of past strategies, and how they have adapted to changes in the market environment.
     

How to do it?

  • Data Gathering: Utilize public financial reports, industry analysis reports, market research data, and previous consulting reports if available. This step often involves quantitative analysis to support qualitative insights.

  • Interviews and Surveys: Conduct interviews with key stakeholders within the client organization, including senior management, middle managers, and other employees. Surveys can also be utilized to gather broader insights from a larger group of stakeholders.

  • SWOT Analysis: Compile the data and insights into a SWOT analysis to visually summarize the client’s strengths, weaknesses, opportunities, and threats relative to their context. This helps in pinpointing critical areas that require attention.

  • Benchmarking: Compare the client’s key performance metrics against industry standards and leading competitors. This step should highlight areas of underperformance or competitive advantage.

bottom of page