Interview Strategies

Topics Covered
Strategies for Success ................................................................ 1
Prior to the Interview ......................................................... 1
During the Interview .......................................................... 5
The End of the Interview ................................................. 10
When You Leave the Interview ....................................... 10
Final Tips for Making a Winning Impression ................... 12
Sample Proposal Taken to an Interview .......................... 14
Sample Thank You Email - General ............................... 16
Sample Thank You Email - Clarification .......................... 17
Behavioural Interviews ............................................................. 18
Telephone Interviews ............................................................... 22
Panel Interviews ....................................................................... 24
100 Typical Interview Questions ............................................... 24
Mastering the Case Interview ................................................... 29

Strategies for Success

How long does it take for an interviewer to decide if you are a good fit for the job? It takes less than 30 seconds
to form a first impression, and that first impression will help form the basis of the decision about whether you are
a good fit for the role. Typically, an interviewer will decide this within 3 5 minutes of the start of the interview.
The following information will help you to make your best impression right away!

Prior to the Interview

1. Be Prepared
Know yourself and know the position. As with your cover letter, you need
to identify:
What key competencies will my interviewer look for in an ideal
candidate for this position?

Practice and review your

newly structured answers
24 hours prior
to the interview.

Analyze the job posting to assess what key competencies (specific skills,
strengths and abilities) the interviewer will be looking for. Knowledge of
business practices and solutions, communication, leadership, initiative,
decision-making, problem solving and/or IT knowledge are common
examples of these competencies.
Once you have analyzed what the interviewer is looking for, structure
your answers to interview questions that youve anticipated to ensure
that these key competencies are addressed.
Along with anticipating possible questions, having an objective can help
you to prepare for an interview. Knowing what you want to communicate
to an employer is important, regardless of the questions that they ask.
You already did this in your cover letter when you highlighted the key
skills and experiences that make you a great fit for this role, so its
important to include in your objective at least three things you want this
employer to know about you before you leave. You may communicate
these things throughout the question and answer part of the interview or
you can offer a story, depending on how the conversation flows.
Approaching your interview with a defined objective is a strategy that
can also help calm your nerves!

2. Research the Company

A well-prepared candidate definitely stands out over his/her peers. By
researching the company and industry, and being knowledgeable about
the line of work, you are able to:
Talk-the-talk of the industry. Use industry related terms to
show you know what the industry is about.
Prove you are career-focused and want to establish a
career within that industry.
Show the interviewer you are interested in working for their
particular company.

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Be sure to be aware of the

companys:
products/services
competitors
business or
distribution alliances
recent news briefings
names of key
individuals
import/export partners
locations

Resources you can explore to do company research:

Career Insider (Vault) guides: As the worlds most
comprehensive and up-to-date collection of guidebooks on
career subjects, this resource gives you access to hundreds
of guides for a range of different industries. You can also
download guides for industry-specific interviews. Access
Career Insider through the Resources section of Beedie
Community (beediecommunity.sfu.ca)
Datamonitor 360: This is a new information database
available through the SFU Library. It includes 6,500 industry
profiles, many of which include Porters 5 Forces analysis,
over 30,000 company reports, SWOT analysis for 10% of the
companies and hundreds of country reports and statistics.
To access Datamonitor 360, please visit:
cufts2.lib.sfu.ca/CRDB/BVAS/resource/11401
Company Information Sessions: The Career Management
Centre (CMC) hosts information sessions each semester
with employers from various industries. This is an excellent
forum for speaking directly with the firm and gaining insight
into what qualifications companies are looking for.
Business in Vancouver, BC Business and other local
business magazines
Information Interviews: This is an excellent way to gain
valuable knowledge on careers, establish contacts in your
fields of interest and get the inside scoop on your
organization of interest. For more information, refer to the
Information Interviews career management guide

Be aware of current
events
read the Globe and Mail
newspaper prior to your
interview or check out
www.cbc.ca for headlines.

Additional resources and information on how to research companies can

be found in the Job Search Strategies career management guide.

3. What to Bring to the Interview

Professional Folder or Portfolio
Portfolios are excellent tools that can provide concrete examples of your
work and accomplishments during an interview. Your portfolio is a
collection of documents that provide additional information, including:
Copy of your most recent transcripts
Letters of appreciation or recommendation
Summaries of professional training, including certificates and
diplomas
Project reports and other samples of business writing. If your
example is from a group project, make sure you can speak
to the pieces that you were responsible for.
Clientele lists (if appropriate)
Marketing materials you have created
Summaries of projects you have been involved with
Articles you have written
Articles in which your work was mentioned
Publications, patents
Extra copies of your resume, cover letter and list of
references
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A career portfolio places you

miles ahead of other job
applications.

Place all the materials in page protectors, within a high quality binder or
leather portfolio. You may wish to organize sections using dividers.
In addition to the above list, portfolios could include those documents
listed below for the following areas:
Finance Portfolio
List of business deals you have closed or negotiated,
including the dollar value of each deal
Value and type of accounts that you have managed
Research reports you have completed

Fine-tune your portfolio for

each interview.

Technology Portfolio
If you have an extensive amount of IT experience list
languages, platforms and applications
Detailed information regarding completed projects and
contracts
Marketing Portfolio
Samples of marketing material and articles you have created
List of publications
Writing samples covering several different styles
Pen and Note Pad
Have a pen and some paper ready so you can jot down notes throughout
or at the end of the interview. Dont forget to ask permission from your
interviewer before you start taking notes. Your professional folder or
portfolio should contain some lined paper, but if not, you can bring a note
pad in addition to those items.
Proposal
To really impress an employer, a past student prepared for the interview
by reviewing the internship posting and developing a proposal which he
brought to the interview (see page 14 and 15 of this guide).
List of Questions
When an interviewer asks Do you have any questions for me? at the
end of the interview, you want to show that youve prepared by having a
list of questions ready to refer to. More information about appropriate
questions to ask can be found in the Key Interview Questions section.
Business Cards
Bring enough business cards for all your interviewers and use a card
holder to ensure that they do not get bent or soiled. You can order SFU
branded business cards from this website: beedie.sfu.ca/currentstudents/busCards/. Alternatively, you can create your own cards from
an external source such as Staples or Kinkos.

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Leave these awkward and

oversized items at
reception or in your car:
Backpacks
Overnight bags
Heavy coats

4. Interview Dress
The majority of employers prefer that candidates dress in professional
business attire; however, some high tech companies and small start-ups
and agencies are more casual in their attire. It is important to do
research beforehand and know what the industry norms are.
The rule of thumb is:
Match your attire to that of the most senior individuals with
whom you will be interacting during your workday. If you are
meeting with industry professionals or clients who dress
professionally, model this in your interview.
If in doubt, dress professionally.
If necessary, modify your dress for your second interview.
At least one day prior to your interview, decide what you will wear and
prepare your outfit. This avoids last minute problems such as a stained
tie, torn nylons, wrinkled dress shirts and unpolished shoes.
For more information about interview attire, refer to the Dress for
Success section of the Business Etiquette career management guide.

5. Practice! Practice! Practice!

There is no better way to increase your confidence and professionalism
in an interview than to practice.
Prepared candidates show an
interviewer they are very interested in working for that firm and are
prepared to go that extra mile to prove it. Keep in mind that the
competition for jobs is high.
Jot down notes
When you are preparing to answer questions, jot down some
notes for each one and highlight key items. Dont write out
paragraphs you dont want to sound too rehearsed or
robotic.
Mock Interviews
Request a one hour mock interview with the CMCs career
advisors. To get even more comfortable with answering
interview questions, you can practice with your peers and
give each other feedback.
Interview Stream
This is a free interview resource for all SFU students. You
can record yourself answering questions that you have preselected, or let the software generate randomly selected
questions for you. You can also learn how to answer certain
questions such as What is your weakness? and Where do
you see yourself in five years? Register for Interview
Stream through the Resources section of Beedie
Community.
Online Resources
Monster Canada: interview.monster.ca
Quintessential Careers: www.quintcareers.com/tutorials.html
Management Consulting Case Interviews:
www.consultingcase101.com/

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During the Interview

First Impressions Count!
Within seconds the interviewer has made a decision as to whether you
are a potential candidate.
This impression is based on your
professionalism, confidence, and whether or not you are approachable.

Verbal Communication Skills

Richard H. Beattys book, The Interview Kit, suggests: Your verbal
communication skills (or lack thereof) are going to be rather evident
throughout the interview here are some basic guidelines to follow in
communicating effectively:
Be expressive: Use alive, animated speech. Avoid using a
monotone voice.
Articulate: Pronounce words clearly. Dont mumble or slur your
speech. Be aware of your pace and dont speak too quickly or
too slowly.
Project your voice: You want to sound confident but not overly
aggressive
Be concise: Avoid being too wordy or rambling on. Stay focused
and to the point.
Be direct and forthright: Dont be evasive or beat around the
bush.
Focus on the positive: For example, in response to What do
you think of your schools MBA program? you can answer, Im
really enjoying the program, learning a lot and developing new
skills in so many areas, specifically in the area of sustainability.
Please avoid talking about how much work it is or how difficult
and uninteresting your courses are.

Types of Interview Questions

Situational: These types of questions force you to speculate on
what you would do in a certain situation.
What would you do if your manager was out of town and left you
a project that you didnt know how to do?
Yes/No: Never answer a job interview question with only a yes
or no answer. Always justify a yes or no answer with substantial
back up. Give examples and display your comprehensive
knowledge on the matter.
Do you have experience with SQL?"
Technical: The questions are meant to see if you have the
background and technical knowledge required to do the job.
Dont underestimate the interviewers knowledge of that area.
What is your level of experience working with SQL?"

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Brain teasers: These types of questions are often used during

consulting interviews. There is no right or wrong answer; rather,
the interviewer is looking to see what your thought process is
How many cell phone ring tones are downloaded each year in
Canada?
Behavioural: This involves candidates answering questions
based on their previous experiences. Information about the
behavioural interview can be found on page 18 of this guide.
Conversational: The interviewer wants to gauge how well you
would fit with the organization culture and team. As casual as the
conversation may seem, dont forget that you are still being
interviewed.

Key Interview Questions

When answering any interview question, you must prove (through stating
examples) that you have the skills and ability to do the job!
When talking about your strengths and skills provide specific examples
of when and how you developed those skills. Draw on experiences from
work, school and your volunteer activities. Avoid talking in generalities
and abstractions. Discuss your experiences and avoid overusing the
pronoun we.

Seize the opportunity to

practice interviewing skills
with mock interviews.

The following key questions are often part of an interview in one form or
another. They present an opportunity to sell your skills and abilities
related to the position.
Give concrete examples of how your
experience, skills and/or interests make you a strong candidate.
1. Tell me about yourself.
Present your profile. Include 3-4 strengths you want to promote
about yourself related to the job and provide examples. Your goal is
to show the interviewer that you are credible, competent and
compatible with the organization. DO NOT start with My name is.
Launch straight into your experience that is relevant to the job you
are interviewing for. The interviewer should never ask herself Why
are you telling me this? The length of your answer can range from
1-2 minutes the key is making sure that you are engaging your
interviewer with relevant information!
BBA Example: I am a recent BBA graduate specializing in
Marketing. I completed four co-op work terms while I was at SFU,
and this gave me two years of related experience as I was working
as a Product Marketing Assistant at TELUS. In this role, I
spearheaded a project to re-launch a remote monitoring service,
which involved liaising with the sales department to identify gaps in
the current process. I was able to enhance my project management
and problem resolution skills. As an engaged university student, I
was very involved with leadership roles throughout university, and I
held the role of VP External Relations with the Student Marketing
Association. I developed my communication and relationship building
skills, as I was constantly reaching out to organizations and
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Avoid the following:

My name is
I was born in
I went to XYZ high
school

members of the SFU community. With my previous experience

working in the telecommunications industry combined with my strong
leadership and communication skills, I believe I will excel in the
Leadership Development Program.
MBA Example:
I recently completed my MBA at SFU, and it was during an MBA
conference in Dallas last year that I met the Director of your Partners
Program, Julie Hummel. I have always been passionate about
utilizing technology to meet the needs of the 21st century. I have
over 6 years of experience in channel program management
spanning North America, Asia, Europe and the South Pacific. I
understand the importance of strategic partnerships as I was in
charge of building long term relationships with Professional
Conference Organizers, Travel Managers/Procurement Experts and
Tradeshow Associations while working at One World Inc. In this role,
I have a track record of closing six-figure technology solution deals in
a B2B environment, and I developed a strategy for raising product
awareness and engaging key trade partners in North America. As an
experienced Client Relationship Manager, with a strong technical
background and an in- depth knowledge of the buying behaviours for
Mobile Points target market, I feel I could make a valuable
contribution as your Senior Manager, Partnerships.
2. Why should I hire you?
As in #1, discuss your strengths related to the needs of the job, and
support this by providing examples. Incorporate a mix of technical
skills as well as a cultural fit.
I have a strong knowledge of SAP developed from my work with
XAX. As well, at Simons I worked on a number of project teams,
often as the project leader. As a result, I have developed strong
people and project management skills. Also, the core values that
your organization stands by is something that resonates with me, as
I strongly believe in respecting the individual, collaborating as a team
and striving for quality work.

An excellent interview
preparation book is
Richard H. Beattys
The Interview Kit

3. Why are you interested in this job/role? (Why do you want to

work for us?)
The interviewer is trying to determine if you are really interested in
working in that career area and for their company and if you have
done your homework. In your answer explain why your skills are a
strong match for that job.
To prepare for these interview questions thoroughly research the
company. If you can show you are knowledgeable about their
organizational history, needs, future potential, and industry
information you will appear to be a stronger candidate.
I am interested in the Business Development Office position at
Teleca because I started my career in telecommunications at your
organization over five years ago during my undergraduate degree as
a co-op student. I worked closely with the Consumer Solutions team,
and from the beginning, it was clear the organization culture at
Teleca is very supportive and embraces employee growth and
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Great resources to help you

research companies are:
* Career Insider/Vault Guides
* www.quintcareers.com/
researching_companies.html
*SFUs library
* www.glassdoor.com
* Annual reports

development. I was very excited when my former supervisor reached

out to me to let me know about this opportunity in your BD division.
With your recent acquisition of XYZ Communications, you will have
the ability to develop lines into Mainland China. This is of great
interest to me as I spent the last two years working in a large teleco
in Hong Kong. I am very interested in investing my skills in this
project, with the long term prospect of working within your Asian
Business Development division.
What if the position that you are applying to is an entry-level role, or
at a level lower than what the employer would expect you to apply
to? Sometimes the best approach in this situation is to be honest and
have a realistic approach to your answer.
After analyzing the job posting and looking realistically at my 5-10
year goal, I feel I need to gain more experience in this aspect of the
business, especially because my past experience has focused more
on the operational side of things.
4. What do you see as a major challenge that our company is
going to face in the coming years?
This is a great way for any interviewer to determine whether you
have done your research. Do as much research as you can to learn
everything about the company, industry and competitors. Doing a
SWOT analysis (strengths, weaknesses, opportunities, threats) will
also help you get a good understanding of what the company will be
facing in years to come. Read the companys annual reports, related
news articles and local business newspapers such as Business in
Vancouver. Talking to people in the industry is a great way to get
information that is not easily accessible.
5. What is your weakness?
This question can be tricky to answer. Dont say you dont have any.
Show the interviewer that you know yourself and can acknowledge
what you need to improve on. Your response to this question will
also let your future employer know how he can assist you in your
new role. Try not to cite personal characteristics as weaknesses, but
be ready to have one if the interviewer presses. Pick areas in which
you are working on improving or have already shown an
improvement (not areas that continue to be a problem). Another
strategy is to talk about a weakness that you have learned from and
developed stronger skills as a result of. Never pick items that could
be detrimental to your candidacy. Never use I am a perfectionist or
I am a workaholic; both are extremely overused and sound
insincere.
An area that I am working on is my time management skills. I am
the type of person who loves being busy and I tend to take on more
than I should. To ensure that my projects are on track, I rely on my
favourite iPhone app, Trello. I lay out my projects in terms of daily
requirements, and on Fridays, I evaluate my progress. Ever since I
adopted this into my routine, I found that Im able to prioritize and
manage my projects more efficiently.

NEVER ask questions

about salary or benefits in a
first interview
wait until you have a job
offer.
fir

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6. What would your previous manager say are areas you need to
improve on?
Think back to your previous performance reviews. As with the
question about your weakness, you dont want to highlight something
that will be raise a red flag and be detrimental to your candidacy.
Choose an area that is truthful but perhaps not as crucial to the
position you are applying for, and follow up by saying something
positive about what you are doing to work on this.
7. What are your salary expectations?
You can choose to answer this question with a comment that your
salary expectation is negotiable, but be prepared should the
interviewer then request a specific salary figure. At that point, dont
limit yourself to one figure, instead offer a salary range. Do your
industry research to assess what salaries are applicable to that job
and in that region.
8. The salary you are asking for is near the top of the range for
this role. Why should we pay you this?
You need to know what your key selling points are and what sets you
apart from other candidates. If you are asking for a salary on the
higher end of the spectrum, do your research do you have
experience or key competencies that other candidates may not?
Please note that if your MBA degree was a requirement for this
position, you cannot use that as your rationale.

Refer to the Negotiating

Salaries & Work
Conditions career
management guide for
more tips on this topic.

9. Do you have any other interviews or have you had any job
offers?
This is not information that you need to share with the interviewers,
so you can be slightly vague in your response. Strong candidates will
have other interviews and employers know this, but always put the
emphasis back on why you are interested in their particular firm. If
this is in the only interview you have, you can mention that you are
only seeking employers and positions where you see a good match,
and follow that with why you are a great match for this position. A
good response that does not disclose too much information is:
I am currently looking at a few other opportunities.
10. Do you have any questions for me?
This interview question shows if the candidate is really interested in
working with this company, or if the candidate is merely applying to
any and every internship/job posting they see. If you dont have any
questions for the interview, you will come across as unprepared or
indifferent, so ALWAYS ask questions!
Ask questions about the specific job, departmental structure or the
people working in the department. General questions about the
companys strategic direction or long term plans would not be
typically discussed in the interview. This is strategic information and
the interviewer doesnt know if you will decide to join their competitor
instead. Also, questions about the industry or external events
impacting the company are not appropriate since you should have
found this information out before hand by doing your research.
Questions to Avoid:
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Prepare 6-10 questions for

the interviewer(s), but be
prepared to ask your top 34 questions.

What does this position pay?

NEVER ask about salary or benefits. The first interview is an
opportunity to SELL yourself to an employer.
How long would I need to stay in this position before I can apply to
other opportunities?
This makes it look like you want this job just for that foot in the door.
Do you think Im the best candidate for this role?
Dont put the recruiter on the spot.
How many offices do you have in Canada?
You should have researched this beforehand.
The mandatory last question:
Your very last question should always be Whats next? Will there
be a second round of interviews? When can I expect to know your
decision? When will you let the successful candidate know?

NEVER leave an interview

without asking whats
next?

The End of the Interview

After you have asked the interviewer your questions and he/she has
indicated what the next steps are in the recruiting process, as a highly
effective means to reinforce your candidacy for the position, it is strongly
recommended that you:
Re-state your interest in the position.
Briefly summarize how your experience matches their needs.
Offer your business card. Often the recruiter will then offer their
business card. You should also ask for their business card (this way
you have their contact info for the follow up).
Thank you for your time. I am very interested in this position. I feel
that my marketing education and extensive experience working with
social media has equipped me with the skills needed for this
internship. I look forward to hearing from you. If you have any
further questions please dont hesitate to contact me. (Hand them
your business card).

When You Leave the Interview

Within 24 hours, mail or email a professional thank you note to each of
your interviewers. If writing to more than one interviewer, we recommend
you make sure the letters are tailored to each. If you are going to write
only one letter, address it to everyone who interviewed you, thus
avoiding each individual receiving a form letter. Recruiters will check
with each other to see if you took the time to tailor the thank you note to
each interviewer or if you merely cut and pasted the same message.

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A powerful closing to an
interview includes:
a statement of your
interest in the position,
and
a summary of your
skills and experience
related to the job.

Thank You Email

Within 24 hours, email a professional thank you note to your interviewer.
If you had more than one interviewer, we recommend you make sure the
letters are tailored to each person. If you are going to write only one
letter, address it to everyone who interviewed you, thus avoiding each
individual receiving a form letter. Recruiters will check with each other
to see if you took the time to tailor the thank you note to each interviewer
or if you merely cut and pasted the same message.

A thank you note gives you

an opportunity to highlight
a strength or skill that you
deem appropriate to the job
description, but perhaps
forgot to emphasize during
the interview.

Thank You Card

A thank you card is a great way to leave a lasting impression, as most
students will opt to send a thank you email. Recruiters have indicated
that a card will sit on their desk for over one week, and is a good way for
a candidate to be remembered.
There are a couple of options for when you can deliver the card to your
interviewer. You can bring a blank card with you to the interview (have
extras in case there happen to be multiple interviewers), leave the office
and find a place where you can sit down and write your note, then bring it
back to the receptionist. Alternatively, if there is a longer turnaround time
before you will hear back from them, you can put some thought into the
card and write it at home, and drop it off at their office the next day.

In Your Message
In your thank you message, revisit your key strengths related to the
position, confirm your interest in the job, and if needed, dispel any
concerns which you felt the interviewer had about you. Personalize your
message by reflecting back to the interview and mentioning something
that you learned, or something that will help them remember you. Ensure
your message is professional, and without grammatical or spelling errors.
Between equal candidates, a thank you letter can be what secures the
offer. Please see the following pages for samples of typical thank you
letters.

Follow Up
It is possible that you will not hear from the interviewer when they said
you would. In this case, you will want to follow up with them after the
timeline given to you. If you have not heard back after the first follow up,
wait 3-4 business days before following up again.
Use your judgement when deciding how many times you will follow up. 12 times is generally acceptable, unless otherwise directed by the
interviewer. Different methods of communication should be used email
is generally preferred by recruiters for the first follow up, and phone for
the second.

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Tip: If you learned anything

personal during the
interview, you can add a
note referring to that.
Example: Enjoy your trip
to Venice. It was one of my
favourite cities in Italy
when I was there last
summer.

Final Tips for Making a Winning Impression

It is important that you form a great first impression once you step into
the door of the building.....

Preparing for the Interview

Prepare and rehearse your answers to common interview
questions, but dont sound automatic.
Ensure you are well groomed and presentable this means
that your breath is fresh, perfume and cologne is kept to a
minimum and body odour is controlled. Refer to the Business
Etiquette career management guide for more information.

The Day Before

Pick out what you will wear the night before to avoid
headaches such as stained ties, torn nylons and wrinkled shirts.
Refer to the Business Etiquette career management guide for
information on appropriate interview attire.
Prepare your portfolio and make sure you have enough copies
of the documents you need.
Map out your route to the interview and make sure you know
exactly how long it will take to get there. Plan alternate routes or
transportation options just in case there is a last minute road
closure or SkyTrain delay.

When You Arrive

The interview starts when you walk through the doors of the
building. Be respectful to everyone you meet, including those in
the elevator, waiting room and even the receptionist.
Turn off all cell phones and electronic devices.
Visualize success as you sit waiting for your interviewer. See
yourself acing the interview and getting the job.

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Plan to arrive at the

interview 10-15 minutes in
advance. If you are very
early for your interview,
grab a caffeine free tea or
sit in your car until 10
minutes before.

During the Interview

Be present by putting away all other concerns and worries.
Introduce yourself clearly with your first and last name. Ensure
you have heard the interviewers name.
Put forward a firm handshake.
Keep in mind that eye contact conveys confidence. Also, make
sure you are sitting faced towards the interviewer!
Keep the tone your conversation positive; dont dwell on the
gloomy weather or how difficult it was to find their office.
Hand gestures can help to emphasize key points, but avoid
overuse of the hands. Respect personal space.
Taking and bringing in notes is okay, as long as you are not
relying on your notes and remain engaged throughout. Make
sure to ask the interviewer first, and then be sure to actually take
notes!
You can ask for a question to be repeated or for clarification if
youre unsure of the intent of the question.
SMILE!

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Sample Proposal taken to an Interview

Kurt Zang
1234 Maple Street, #207
Vancouver, BC V6H 1P4

(604) 555-5555
kzang@gmail.com

Initial Project Proposal

The project could be divided into four phases:
Phase 1: Project specification and planning (weeks 1 and 2)
Objective of this phase is to create clear mutual understanding between the Deans Office management and
project team regarding the goals and results of the project.
1. Initial project specification
Define project boundaries and create realistic project goals and schedules
Resources: Meetings with the management team
2. Office needs and stakeholder analysis
Analyze current program (business activities and processes, users, functions, inputs and outputs,
related systems), identify problems with the present program and additional needs
Stakeholder analysis: Identifying the groups and individuals to be consulted during the project
Resources: Management team, relevant personnel, and office data (financial statements, facility
inventory data, floor plan records, etc.)
3. Project plan
Agreement of final project purpose and awaited results; project budget
Project structure: Scheduled project activities and specific responsibilities
Resources: One day workshop between Project Supervisor/Administrator and Research Assistant
Phase 2: Data collection and analysis of desired program (weeks 3 and 4)
The objective of this phase is to present management with a few feasible options. The final data collection
and analysis structure will be defined in the planning phase. The following list is compiled based on the
original scope of the project.
1. Program research
Specify the currently available facilities management database programs on the market, their
respective functions, flexibilities, strength and weaknesses, prices, market segments, and
warranty terms, etc.
Resources: business school, project supervisor, Internet, professional magazines, software
dealers
2. Provider/manufacturer research
Specify the providers, the companies reputation, product image, and technical support services
before/after purchase
Resources: business school, project supervisor, Internet, professional magazines, software
dealers
3. Research of feasibility of internal developing
According to the complexity of the program, and the cost-benefit analysis of the previous analysis,
decide whether it is feasible to develop the program by using internal resources
Resources: Beedie School of Business, project supervisor

Page 1/2

Interview Strategies
Page 14

Sample Proposal taken to an Interview (continued)

Kurt Zang
Phase 2: Data collection and analysis of desired program (weeks 3 and 4) cont
4.

Recommend alternatives
Alternative 1: recommend the office management with 2-3 programs to purchase which can
satisfy the offices needs, and have relatively powerful functions as well as favourable pricing
Alternative 2: develop a database program internally
Alternative 3: revise and enhance the presently used program

Phase 3: Development and testing of the program (weeks 5-10)

The objective of this phase is to implement one of the above alternatives chosen by the office management,
install and pilot test the database, and assess the program.
1. Implement alternatives decided by management
Purchase or develop the program, and install it
Pilot test the database model
Prepare data for the program
2. Evaluate the program, identify constraints and raise recommendations
The real performance of the program, whether the efficiency is improved, cost is decreased, and
management needs are better addressed
Identify the aspects which should be further enhanced
Phase 4: Project report compilation (week 11)
The objective of this phase is to present for the management a detailed report of the project.
1. The report will contain a brief summary of the project implementation course, a detailed introduction of
the new program, and future recommendations for enhancements
2. 1 day workshop with the management team or project supervisor
Project skill requirements:
The research assistant should possess skills in the following broad topic areas:
1. IT systems for management (esp. good understanding of Database and Business Modelling)
2. Supply chain management: inventory management and control, forecasting and planning (floor plan)
3. Marketing: analysis (esp. in the high-tech market)
4. Communication skills, both oral and written
What I could contribute to the project:
According to my previous professional experience and my MBA studies, I would contribute in the following
project areas:
IT management: Analysis of current systems, development plan for company IT applications to support
the selected strategy, familiarity with database design and modeling
Supply chain management: Analysis and development plan for supply chain, such as inventory control
Marketing: Market and marketing analysis, strong market research skills
Page 2/2

Interview Strategies
Page 15

Sample Thank You Email General

From: Caroline Linde [mailto:clinde@email.ca]

Sent: May-15-XX 9:00 AM
To: Mariam Jones [mailto:mjones@email.ca]
Subject: Thank You

Note: Do NOT copy this sample word for

word. Remember, you have many
classmates who could be doing the same.
An employer does not want to receive
thank you letters that are identical.

Dear Ms. Jones,

Thank you very much for the time you took to interview me today for the internship position. I appreciated the
information you provided regarding the Maximizer CRM program and the duties the successful candidate will need
to perform.
I believe I have the necessary skills to excel at this position. My experience in building and maintaining databases
and my attention to detail, as well as my strong organizational skills, will add value to the operations of your
department.
I look forward to hearing from you and the possibility of joining Ingenious Design Ltd.
Sincerely,

Caroline Linde
Caroline Linde
MBA Candidate, Class of 20XX
Beedie School of Business
Simon Fraser University

Interview Strategies
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Sample Thank You Email Clarification

From: Carolyn Gump [mailto:cgump@email.ca]

Sent: May-15-XX 9:00 AM
To: Michael Gold [mailto:mgold@email.ca]
Subject: Thank You

Note: Do NOT copy this

sample word for word.

Dear Mr. Gold,

I'd like to thank you for talking with me about the summer internship project with Big & Bold. I truly appreciate all the
time and care you took in telling me about the project and learning more about me. I dont feel that I gave you a
clear answer during the interview to the question of my work style. I am a target-oriented and efficient team player
with good analytical and communication skills, who always thinks outside the box and enjoys solving problems. I
sincerely hope I will get the chance to work with you.
I'm so pleased that Big & Bold is considering setting up a new diploma program in Human Resource Management,
and treated me as a competitive candidate for the market research and feasibility study portion. I believe the
knowledge and experience I've already cultivated makes me the best fit for your internship position. I also feel I
could learn a great deal in this project and would certainly enjoy the opportunity of working with you. I am eager to
bring my passion for people and human resource management, as well as skills in business development / market
research to this position.
I would very much look forward to working with Big & Bold this summer. Please feel free to contact me if you need
further information.
Thank you again for the interview.
Sincerely,

Carolyn Gump
Carolyn Gump
BBA Candidate, Class of 20XX
Beedie School of Business
Simon Fraser University

Interview Strategies
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Behavioural Interviews
What is it?
The behavioural interview involves asking candidates to reflect on their
previous experiences and answer questions based on these
experiences.

Why is it used?
The basic premise behind behavioural interviewing is based on your past
behaviour as the best predictor of your future behaviour. In essence, if
you ask behavioural-oriented questions, youre no longer asking
questions that are hypothetical, but are now asking questions that must
be answered based upon fact.
The interviewer determines the
capabilities and traits that are essential for success in a position. Each
question is designed to determine whether the candidate has developed
these competencies through their past experiences.

Behavioural Interview
questions require you to
answer based on
YOUR PREVIOUS
EXPERIENCE.

A typical behavioural interview question starts with:

Tell me about a time when or Give me an example of
With a behavioural question, the interviewer is looking for results and not
just a list of responsibilities and activities. The interviewer listens for
names, dates, places, the outcome and especially what the individuals
role was in achieving such an outcome.

Preparing for the Behavioural Interview

Step 1
Prior to the interview, you need to identify:
What are the key skills and competencies needed to be successful
in this job?
Key skills and competencies the interviewer will be looking for include:
Decision-making
Relationship management
Leadership
Team player
Strategic/creative thinking
Initiative
Analytical
Communication
Time management/organization
Problem solving

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Tell me about a time

when.
Answer this question
referring to a
SPECIFIC EXPERIENCE
you have had.

Step 2
Prepare to answer questions that will require you to talk about specific
experiences where you used the key competencies the position requires.
Here is a list of related questions for each of the competencies
mentioned above:
Decision-making
Tell me about a time when you had to make a decision with little
or no background information.
Give me an example of a time when you were told to do
something in a way you know was wrong. What did you do?
Tell me about a time when you were given a project to do and
didnt fully understand the assignment. What did you do?
Tell me about a time when you failed at something.
Relationship management
Tell me about a time you provided exceptional customer service.
Give me an example of when you had an unsatisfied client. What
did you do?
Describe a time in which you felt it was necessary to modify or
change your actions in order to respond to the needs of another
person.
Give an example of a time when you had to address an angry
customer. What was the problem and what was the outcome?
How would you assess your role in diffusing the situation?
Leadership
Tell me about a situation when things got out of control. Why did
it happen and what was your role in the chain of events?
Tell me about a time when you demonstrated leadership.
Team player
Tell me about your most successful team experience.
Describe a time when you had to work with a team to achieve a
goal.
Tell me about a time you worked in a team that did not get along.
Describe a time when you had to work with strong-willed peers.
Strategic/creative thinking
Describe an experience that involved creating a vision and
implementing it.
Describe the most challenging project you have been
responsible for. What were some of the strategies you used to
accomplish your goals?
Tell me about a time when you had to think outside the box in
order to get something done?

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Initiative
Give me an example of a time when you had to go above and
beyond the call of duty to get a job done.
What does initiative mean to you? Tell me about a time when
you demonstrated initiative.
Analytical
Tell about a time when you needed to develop and use a
detailed procedure to successfully complete a project.
Tell us about a time when you had to analyze information and
make a recommendation. What kind of thought process did you
go through?
Describe the project or situation which best demonstrates your
analytical abilities. What was your role?
Communication
Tell me about a time when you had to sell an idea to your
colleagues to get buy in?
Tell me about a recent successful experience in making a
speech or presentation. How did you prepare? What obstacles
did you face? How did you handle them?
Tell me about a time when you had to use your verbal
communication skills in order to get a point across that was
important to you.
Time management/organization
Tell me about a time when you had to manage a high volume
workload. What did you do?
Describe a time when prioritizing was essential to achieving your
end goal.
Problem solving
Give a specific example of a time when you used good judgment
and logic in solving a problem.
Some problems require developing a unique approach. Tell me
about a time when you were able to develop a different problemsolving approach.
Tell me about a time when you anticipated potential problems
and developed preventative measures.
Tell me about an ethical dilemma you faced.

Interview Strategies
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Step 3
When answering behavioural questions, we suggest you use the SHARE
response:
S: Situation
Describe the context in which the behaviour or action took place.

Be sure to use the

SHARE
technique when
responding to behavioural
interview questions.

H: Hindrance
Describe what the real issue was. What were the roadblocks and
what needed to be solved?
A: Action
Logically take the interviewer through the steps you took to
handle the situation or resolve the problem. Keep your answer
clear and concise.
R: Results
Explain your results even if you werent as successful as you had
hoped. Its important to make it clear that you understand the
implications of the outcome and why it happened.

AVOID giving a hypothetical

answer.
The interviewer wants a
SPECIFIC EXAMPLE from
your past experience.

E: Evaluate
Sum up what you learned. If the result above was negative,
briefly explain how youll handle future similar situations.
Tips when using SHARE:
Students often spend too much time on the situation and not
enough time on action and results.
With questions that are negatively focused (ex: Tell me about a time
when you failed to meet a deadline), its important to use the
evaluate portion to show what you learned from the situation or
what you would do differently in the future.
Typically your answers should be approximately 1.5 to 2 minutes in
length. However, for multi-part questions, or for more detailed
examples, 3 to 4 minutes is appropriate as long as the interviewer is
engaged.
Prior to the interview ASSESS the CORE SKILLS/COMPETENCIES
needed to be successful in the job.
Prepare for questions that will require you to talk about experiences
wherein you used these skills. AVOID talking in generalities or
giving hypothetical answers.
Provide SPECIFIC EXAMPLES from your previous experiences.
Ensure that the interviewer understands YOUR contribution to the
given question/scenario. Avoid too many references to group
experiences, such as What we did was

Interview Strategies
Page 21

Please see
www.quintcareers.com/
tutorials.html
for more hints on how to
answer frequently asked
interview questions.

Telephone Interviews
With telephone interviews, it is harder to build rapport with the interviewer and assess their reaction. It is
therefore important to project your energy, enthusiasm and confidence through your voice. If you are in jobseeking mode, you should always make sure that the phone number you have provided has a professional
voicemail message. If the interviewer calls you and wants to do the interview on the spot, try to reschedule to a
later time when you are not rushed. You can say I am just on my way to an appointment now. Can we arrange a
time to meet later today?

Do your research
Prepare for the phone interview as you would for an in-person interview.
Analyze the job posting, identify key competencies, and conduct
research on the company and industry. Prepare questions you want to
ask in advance and write them out.

Before the interview

Determine if the interviewer will be calling you, or if you will be calling
them, and keep regional time differences in mind. Anticipate the
interview lasting anywhere from 15 to 45 minutes as they are generally
shorter than in-person interviews.
Find a room in your house (or school) that is quiet and free of
interruptions. If you are going to be on campus during your phone
interview and need a quiet space, contact the CMC at least one day in
advance and we can book a room for you.
Practice speaking clearly by answering your questions out loud. Do you
mumble? Are you speaking too quickly? Is your voice loud enough? Are
your sentences filled with ums, ahs and you knows? Does the word like
show up frequently? You may not notice that you use these repetitive
speech patterns, but over the phone, they can be particularly obvious. If
you want to practice your phone interviewing skills, book an appointment
with one of our CMC Career Advisors through Beedie Community
(beediecommunity.sfu.ca).

The day of the interview

As you would for a regular interview, dress professionally for the
telephone interview. The reason for this is we tend to project ourselves
more professionally and confidently when we dress the part.
Have your resume, cover letter, reference list, copy of the job posting
and portfolio on hand to refer to during the interview. You may wish to
have paper and a pen on hand to take notes, as well as a glass of water.
The interview starts when you pick up the phone, so answer with a
professional Hello, _______ speaking.
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During the interview

Smile and introduce yourself. Be sure to speak clearly and slowly,
enunciating your words. When the interviewer is introducing him/herself,
ensure you hear the full name. If there is more than one interviewer, ask
for each persons name. Better yet, find out who will be interviewing you
beforehand.
The interview will progress as if it were an in-person interview. You may
find that the silences seem longer as you cant see what the interviewers
are doing (they usually are writing notes or referring to your resume). If
you need more time to think about the answer to a question,
communicate this by saying Let me think about this for a moment If
you dont understand a question, ask the interviewer to repeat it and
listen carefully, or ask for clarification on a point.
Even if you have taken notes beforehand and prepared some answers
by writing them down, NEVER READ YOUR ANSWERS ALOUD. THE
INTERVIEWER WILL SPOT THIS IMMEDIATELY! Rather, make bullet
points to cover each topic. Be careful not to shuffle your papers around!

At the end of the interview

Just as you would for an in-person interview, ask questions that
demonstrate your research and interest in the position. You may not be
able to ask all the questions that you prepared, so listen for signals that
the employer is trying to interrupt you. Thank the interviewer(s) for their
time. Do not forget to ask what the next steps are in the process!

After the interview

Follow up with a thank you letter or email. If you dont know the
interviewers email address, you can ask is there an email address that I
can reach you at in case I have any questions? If you had more than
one interviewer, you can address the email to all of them, instead of
emailing them individually with the same message.

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Page 23

Speak clearly and

slowly when answering
questions in a phone
interview.
NEVER
read answers off a script!

Panel Interviews
A panel interview involves two or more interviewers. Each interviewer is assessing your fit for the position you
are applying to.

Keys to Success
Consider all interviewers (despite their titles) to be assessing
your suitability for the position.
When answering questions, use the sprinkler technique. Start
with the interviewer who posed the question and as you answer
the question move your gaze from one interviewer to the next.
Your final comments should be directed to the originator of the
question.

Remember to establish the

same amount of eye
contact with all
interviewers on the panel.

Prepare targeted questions for each person at the end of your

interview. This shows that you have done your research.
At the conclusion of the interview, shake hands with everyone
and thank them for their time.
Send an individualized thank you letter to everyone on the
panel. This means you should not send an identical letter to
each person. Employers will compare to see if you took the time
to customize each letter.

100 Typical Interview Questions

(by Ron Fry)

The Killer Question

1.

So, tell me a little about yourself.

What have you done with your life?

2.
3.
4.
5.
6.
7.

Why are you thinking about leaving your current job?

Are you still employed at the last firm listed on your resume?
After being with the same organization for so long, dont you
think you might have a tough time getting accustomed to
another?
Youve changed jobs quite frequently. How do we know youll
stick around if we hire you?
Youve been with your current employer for only a short amount
of time. Is this an indication that youll be moving around a lot
throughout your career?
Have you managed people in any of the positions youve held?

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Page 24

Practice your
interviewing skills
during a mock interview or
during a career advising
appointment.

8.
9.
10.
11.

Have you been in charge of budgeting, approving expenses and

monitoring departmental progress against financial goals? Are
you very qualified in this area?
How long have you been looking for a job?
Why havent you received any offers so far?
Who made you an offer? For what type of position?

Work - and the real you

12.
13.
14.
15.
16.
17.
18.
19.
20.
21.
22.
23.
24.
25.
26.
27.
28.
29.
30.
31.
32.
33.

What are your strengths as an employee?

Why should I consider you a strong applicant for this position?
Name a weakness as an employee and what you plan to do to
work on it?
What are the biggest failures youve had during your career?
What have you done to make sure they wont occur again?
What are the skills you most need to develop to advance your
career?
What do your supervisors tend to criticize most about your
performance?
How did you do on your last performance appraisal? What were
the key strengths and weaknesses mentioned by your
supervisor?
Tell me about the best/worst boss youve ever had.
Looking back on the experience now, do you think there was
anything you could have done to improve your relationship with
that one boss?
Are you an organized person?
Do you manage your time well?
How do you handle change?
How do you go about making important decisions?
Do you work well under pressure?
Do you anticipate problems well or merely react to them?
Would you describe yourself as a risk-taker or someone who
plays it safe?
If you could start your career all over again, what would you do
differently?
What is the biggest mistake youve ever made in choosing a job?
Why?
Do you prefer to work with others, or by yourself?
How do you get along with supervisors?
How do you get along with co-workers?
How do you get along with people youve supervised?

Why are you here?

34.
35.
36.

What were your most memorable accomplishments in your last

job? Of your career?
Was there anything your company (or department) could have
done to be more successful?
Did you implement any new procedures (or systems or policies)
in any of the positions youve held?

Interview Strategies
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37.
38.
39.
40.

Describe the way your department is organized. Also, what is

the title of the person you report to, and what are his or her
responsibilities?
If you dont leave your current job, what do you think will happen
to you in your career? How far do you expect to advance with
your current company?
If youre so happy at your current firm, why are you looking for
another job? Will they be surprised that youre leaving?
If you have these complaints about your present company, and
they think so highly of you, why havent you brought your
concerns to their attention?

Okay, off with your defences

41.
42.
43.
44.
45.
46.
47.
48.
49.
50.
51.
52.
53.
54.
55.
56.

What interests you most about this position? This company?

What have you heard about our company that you dont like?
This is a much larger (or smaller) company than youve ever
worked for. How do you feel about that?
What are you looking for in your next job?
What aspect of the job appeals to you the least?
Based on what you know about our industry right now, how does
your ideal job stack up against the description of the job youre
applying for?
What do you feel an employer owes an employee?
What types of people do you find it most difficult to get along
with?
Are there any people who have trouble getting along with you?
Have you hired anyone? Why did you choose him or her (or
them)?
Have you ever fired anyone? Why?
What does the word success mean to you?
What does the word failure mean to you?
What do you want to be doing five years from now? What are
your most important long-term goals?
Have you recently established any new objectives or goals?
How would you describe your management philosophy?

Lets get personal

57.
58.
59.
60.
61.
62.
63.
64.

What do you do to maintain balance in your life?

Do you have any physical problems that may limit your ability to
perform this job?
What do you like to do when youre not at work?
How would your co-workers describe you?
How do you generally handle conflict?
How do you behave when youre having a problem with a coworker?
If you could change one thing about your personality with the
snap of your fingers, what would it be? Why?
Describe your best friend and what he or she does for a living.
In what ways are you similar or dissimilar to your best friend?

Interview Strategies
Page 26

What if everyone called in sick, and?

65.
66.
67.
68.
69.
70.
71.
72.

Say your supervisor left an assignment in your inbox, and then

left town for a week. You cant reach him and you dont fully
understand the assignment. What would you do?
The successful candidate for this position will be working with
some highly trained individuals who have been with the company
for a long time. How will you fit in with them?
Your supervisor tells you to do something in a way you know is
dead wrong. What would you do?
If your supervisor unfairly criticized you, what would you do?
Would you like to have your boss job? Why or why not?
How will you handle the least interesting or least pleasant tasks
of this job?
Youve had little experience with budgeting (or sales or
marketing or whatever). How do you intend to learn what you
need to know to perform well in this job?
What extracurricular activities were you involved in? What made
you choose those? Which of them did you most enjoy, and why?

Getting into the school of hard knocks

73.
74.
75.
76.
77.
78.

What led you to select your major? Your minor?

Which of your courses did you like most/least?
If you were to start college over again tomorrow, what are the
courses you would take? Why?
What did you learn from the internships/co-ops you completed?
In what courses did you get your worst grades? Why? How do
you think that will affect your performance on the job?
Why are you applying for a job in a field (or working in a field)
other than the one in which you have your degree?

There are no innocent questions

79.
80.
81.
82.
83.

No question is innocent!
You are being assessed
the second you open your
mouth to speak!

How are you today?

Did you have any trouble finding us?
Do you know much about our company?
What is the last book you read?
What is the last movie you saw?

Are you complaining about

how hard it was to find
them? You could be
labeled as a complainer!

Are there any wrong questions?

It is illegal for Canadian employers to ask the following questions. If you
are asked an illegal question you have the right to not answer. You can
choose to politely deflect the question with another question, Can you
tell me how that might impact the job? If you are asked whether you
have kids, you can respond with if you are concerned about my ability to
travel, I can assure you that it will not be a problem for me.
84.
85.

Is that an Irish (or Italian or Vietnamese or whatever) name? Is it

a Christian (or Jewish or Muslim or whatever) name?
Are you married? Do you have kids?
Interview Strategies
Page 27

86.
87.
88.
89.
90.
91.

What is your birth date?

Do you belong to any organizations?
Do you have any physical disabilities?
What is your economic status?
Have you ever served in the military?
Have you ever been arrested?

Wrapping things up
92.
93.
94.
95.
96.
97.

Do you have any questions?

Are you willing to travel?
Are you willing to relocate?
May I contact your current employer?
May I contact your references?
Is there anything else that I should know about you?

Money talks
98.
99.
100.

What sort of salary range are you expecting?

The salary youre asking for is near the top of the range for this
job. Why should we pay you this much?
When can you start?

And here are a few more questions to consider:

Why did you choose to do your MBA/BBA at this school?
Do you prefer numbers or words?
What are the things that bore you?
How do you respond when your ideas are rejected?
Which of your achievements gave you the greatest sense of
accomplishment?
I now have three candidates, including you. What criteria should
I use to select the one to fill the job?
Have you had any other firm job offers?
Would you be willing to undergo psychological testing?
Why did you quit your last job?
How would you describe your ideal work conditions?

Interview Strategies
Page 28

Always give a salary range

to leave room for
negotiation.

Mastering the Case Interview

Definition of a Case Interview
The Case Interview is a scenario-based, problem solving activity. It is
essentially a word problem based upon a real life (or simulated)
consulting situation. Cases come in all shapes and sizes, from the
simple, straight forward questions designed to see how you think about a
problem to the highly complex business strategy issue. They all have
one thing in common: it is an excellent way to test a candidates
analytical abilities, his/her resourcefulness and way of thinking about
problems. The following areas of your performance are evaluated during
the case interview:
1. Logical Thought Process
Can you follow a logical line of reasoning?
Can you formulate the problem and then proceed in an
analytical or structural manner?
How well do you identify key concepts?
Can you identify and extract the most important issues related
to the problem?
Can you prioritize?
2. Comfort with Quantitative Analysis
Can you follow a logical line of reasoning when numbers are
involved?
Are you good at making quick calculations on your feet?
How well do you structure your answer?
Can you make assumptions when all information is not readily
available?

Key to case interview

Success:
PRACTICE!
PRACTICE!
PRACTICE!

3. General Business Knowledge

Can you utilize the most common business frameworks
outside of theory books?
Can you recognize which type of business analysis is
appropriate for each case?
What degree of industry knowledge and background can you
potentially bring in?
4. Creativity
Can you bring a new approach to solving problems?
Can you recognize obstacles that no one else notices?
5. Communication Skills
Do you express yourself clearly?
Are you a good listener?
Do you ask good and pertinent questions?
Do you adapt to whatever information you are given?
How well do you explain and defend your ideas?
How well do you handle pressure?
Do you have a high energy level and strong sense of self?

Interview Strategies
Page 29

For case interview practice,

refer to the Career Insider
(Vault) guide Ace the
Case.

6. How you handle stressful situations

Do you draw a blank when the pressure is on?
Are you able to remain focused on the task at hand?

What Are Interviewers Looking For?

The purpose of the case interview is not to find the perfect solution but
for you to demonstrate the steps you would take to solve the given
problem/scenario. The interviewer will also be assessing the rationale
behind your strategy.
Interviewers are looking for five main thinking skills:

www.casequestions.com
and the Career Insider
(Vault) Guides are excellent
resources to assist you in
preparing for the case
interview.

1. Breadth can you think with a broad scope?

2. Depth can you dig deep into the issue?
3. Numbers can you assess or analyze the quantitative data
presented?
4. Integration can you pull all the pieces together?
5. Creativity can you generate new ideas (dont overdo this piece)?
Keep in mind the interviewer is using these cases to assess your
problem-solving abilities.
Practice case interviews among your
colleagues who are interested in working in the field of consulting and
other areas mentioned below.

What Companies/Industries Use Case

Interviews?
Traditionally, case interviews were only seen in the consulting industry.
If you are considering the field of consulting, you will always be faced
with case interviews and should be prepared. However, more and more
areas are beginning to use cases as a means of assessing applicants.
Case interviews have been seen in the areas of marketing, non-profits,
finance, oil and gas and healthcare. Closer to home, TELUS has been
known to use case interviews in their Leadership Development Program
hiring process.

The Case Interview Process

Part 1: Getting to Know You
The first portion of the interview is focused on finding out more about
you. You may be asked a variety of questions such as: Why did you
choose the school you did; what are your interests; how are your classes
going? The recruiter is assessing whether you are personable, fun and
easy to talk with.

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Some companies assess

Part 1 during a lunch,
dinner or casual drink
event.

To succeed, show:
you are very interested in working for that firm
you are solely focused on becoming a consultant (and provide
reasons for your career choice)
you radiate high energy/excitement about the consulting field
you are excited about being at the interview.
As consulting is a high energy career that requires long hours, the
recruiter needs to ensure you have what it takes to be a successful
consultant.

Part 2: Assessing your Analytical Skills using the Case

Interview
(From www.wetfeet.com - Ace Your Case)
Through a case problem solving exercise, whether analyzing a Market
Sizing Problem, Brainteaser, Business Operations Problem, or a
Business Strategy Problem, the recruiter is assessing:
Do you listen carefully?
If you are unclear, do you ask questions?
Do you think before you speak (do you write notes to keep you
focused)?
What framework are you applying to solve the case?
Is your thinking methodical?
Do you pick up hints or extra bits of information that the recruiter
offers throughout the interview?

Types of Case Interviews

Business Problems
These case questions start with a brief description of a typical client
problem (often involving market analysis or new product development),
or can be drawn from your own resume.
The interviewer will typically provide background information about the
company, the industry, and a problem. Then you will be asked: What
would you do now?
Keep in mind that the interviewer is not looking for the right answer, but
is assessing your: 1) analytical/problem solving abilities, 2) ability to
communicate your ideas, and 3) poise and self-confidence.
1. The Process:
You will be expected to analyze and provide solutions based on
assessing issues of profitability, industry analysis, market
expansion, pricing, and/or impact of market consolidation.
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Although you will need to make some assumptions, dont

hesitate to ask questions of your interviewer. Then move stepby-step through the case to ensure that you have covered the
main points.
As you work through your answer, the interviewer may continue
to provide more details about the case, and ask questions to
probe your thought processes. You may be asked to provide a
rationale for your approach.
2. To Prepare:
REVIEW BUSINESS CASE FRAMEWORKS. Refer to the
following page for a summary of the most popular frameworks.
Also reacquaint yourself with any cases you studied during your
BBA or MBA degree, as well as those noted on
www.wetfeet.com and www.vault.com.
PRACTICE is the best way to prepare for the Case Interview.
Many consulting firms have on-line interactive practice cases
such as:
www.mckinsey.com/careers - click on Apply, then
Interview Tips
www.bcg.com - click on Join BCG, select MORE
under Practice Cases and then select one of these
or click MORE under Interactive Cases and then
Start the case

Major consulting firms

websites often contain
practice cases to help
prepare you for the
interview.

Brain Teasers
(From Boston Consulting Group)
These types of questions assess your creative problem solving skills.
Example:
You and I are sitting in an empty room with no telephone,
reference books, or computers. Can you tell me how many
disposable diapers were sold in the US last year?
Why are manhole covers round?
How to answer:
You are working with assumptions. If you are unsure about an
assumption or unsure about what is being requested of you, do not
hesitate to ask questions of the interviewer. Take notes as necessary.
Be creative in your problem solving. Check out Boston Consulting Group
(www.bcg.com) for sample brain teasers.

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The classic type of case for

BCG involves volume
issues. One point to
consider here is whether or
not the mix is different or
the same.

Examples of Processes
McKinseys Process:
Clarify

McKinsey is now more

standardized in their
approach. It is very
common to hear the
question
What else?

Structure
Analyze
Conclude

A.T. Kearneys Process:

1.
2.
3.
4.
5.

Listen to the case as presented

Choose framework and organize into issues
For each issue develop a hypothesis
Ask questions to validate each hypothesis then reformulate
Summarize conclusions

Case Frameworks and Categories

There are several frameworks that you can apply to solving the Case.
To prepare for the interview, find out what type of case framework the
consulting firm prefers to use. The following highlight some of the more
popular frameworks. Consult with Career Insider for a summary of case
frameworks.

Case Frameworks and Categories

Basic Accounting Concepts
The Income Statement
The Statement of Retained Earnings
The Statement of Cash Flows
Advanced concepts and frameworks: Net Present Value
The Capital Asset Pricing Model (CAPM)
Porter's Five Forces
Product life cycle curve
The Four Ps (produce, price, place, promotion)
The Five Cs (customer, competitor, capacity, cost, channel)
Value Chain Analysis
Core competencies
Benchmarking and "best practices"
The 2x2 matrix or sometimes called the BCG Matrix
7 Ss Frame:
Soft: (style, staff, skills, shared values)
Hard: (strategy, structure, system)
SWOT analysis
Growth Tree
Profitability Analysis: (Profits = Revenues Cost)
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Review Business Case

Frameworks by using the
Career Insider (Vault)
guides

Mergers and Acquisition cases: determining the value of an

acquisition; data gathering and analysis
Market research (How attractive is market X?)
Cost / revenue (Cost structure of producing X / Sales)
Profitability
Industry Analysis
Brain Teaser / Derive an estimate (How many rats in
Idaho?)
New product introduction / market expansion
Academic (derive theory of comparative advantages)

Strategies for Approaching Cases

(from VAULT guides)
There are four approaches to analyzing a business problem: costbenefit analysis, internal vs. external market factors, fixed vs. variable
costs, and opportunity cost.
1. Cost-Benefit Analysis
Case interviews often require you to make a recommendation to a
hypothetical consulting client. Cost-benefit analysis is just another way of
saying weigh the pros and cons of a decision before making a
recommendation. For example, if your interviewer asks you to determine
whether your client should close a plant, you can begin your answer by
saying, First I would look at the costs and benefits of this course of
action, and then proceed to discuss them.

Start with the basics, and

then move to the more
advanced.

2. Internal vs. External Market Factors

This basic framework reminds you that a company's performance is
affected both by its own actions and by external market factors. For
example, let's say your interviewer asks you: Our client is a major airline
whose profits have fallen by half this year. Why? You should discuss
both the firm's own actions as possible causes for its drop in profitsas
well as external market forces.
3. Fixed Vs. Variable Costs
There are two types of costs: fixed costs and variable costs. Fixed costs
are those incurred by a company month after month regardless of what it
does or how much it producesso they do not vary with production
levels. Variable costs, on the other hand, are expenses which rise or fall
depending on the company's level of production. When making decisions
in the short run, only variable costs should be considered since the
company can't change its fixed costs in the short run.
A related concept is sunk costs, or expenditures that have already been
made and are not recoverable. Since sunk costs can't be recovered, they
should not be factored into your decision-making.

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Remember the formula:

Profit = Revenue - Cost

4. Opportunity Cost
Every decision has an opportunity cost. This means simply that if you
choose to do one thing, it may preclude doing something else. For
example, if you stand in line for three hours to get a free CD, you have
in actuality spent on that CD whatever three hours of your time is worth.
When analyzing a possible decision in a case interview, try to examine
all possible opportunity costs that the subject of the case might incur by
making or not making a particular decision.

Case Interview Cheat Sheet

(amended from www.wetfeet.com)
If you're applying for a job at a consulting firm, chances are you'll be
confronted at least once with the dreaded case interview. In it you'll be
asked to analyze a hypothetical business problem and come up with
solutions. Case interview questions are designed to test your ability to
think analytically under stress, with incomplete information. While case
interviews rarely have just one right answer, there is a right way to
approach them.
Practice the sample questions with friends. While you're thinking through
the problems, concentrate on the three Ps: Presentation, Poise, and
Persuasiveness.

Tips to help you crack the case every time

Listen carefully as the case is presented. In fact, as they begin, you
should ask for permission to take notes as the case is read. Then,
take notes as the case is being presented, not at the end! Ask
questions to clarify any ambiguities. Before moving ahead, repeat
back to the interviewer a shortened version of the case as you
understand it.
Listen carefully to the underlying question. For example, if the
question asks you to indicate some potential causes for the issue at
hand, you are not expected to launch into potential solutions for the
issue. Doing so would demonstrate that you did not listen to the
question. At the end, if there is still time, you can ask if they would
like you to suggest some recommendations to solve the issue.
Have a calculator handy as some companies may allow you to use
one. If a calculator is not allowed, you can round numbers up. Be
sure to indicate that is what you are doing! For example, you would
say, Net profits were $100,102 so lets call that an even $100,000.
Ask to take a minute to gather your thoughts on paper and develop
your structure before launching into your solution. Almost always, the
interviewer will be expecting you to take some time to collect your
thoughts, and will be glad to give you time to structure your
framework. DO NOT start talking about the analysis right away.
Take your time. You're not expected to have a brilliant solution to a
complex problem on the tip of your tongue.
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It is better to use plain or

graph paper versus ruled
paper as it is easier for note
taking when laying out your
structure.

Offer a general statement or framework up front to serve as an

outline for your answer. Although the framework can be something
as elaborate as a 3C (customer, company, competition) model, it
need not be anything more than something like: If you're asking
about declining profits, then I'd want to check into factors affecting
cost, and factors affecting revenues. On the cost side... As you
proceed with your answer, draw on the outline of your framework.
Focus on key issues. Many interviewers will check to see if you
operate the 80-20 rule; you should first address the broader issues
that will get you 80 percent of the way to a good solution.

Seek out reference books

from SFUs library and at
the CMC office. Complete
Case Interview Preparation,
by Marc P. Cosatino
www.casequestions.com.

As you drill down into each issue, use a separate page for
each on your note paper. Dont try to fit everything on to the
same page that outlines your framework and the overall
issues.
Orient your answer toward action. Theory is good for the classroom,
but it won't fly in a boardroom. Clients want to know what steps they
can take to solve a problem.
Ask relevant questions to gain further insight. Remember, asking the
right questions is key. You are only given information to the
questions that you ask, and if you make assumptions, state them
clearly.
Think out loud. You are being evaluated, most importantly, on your
logic and the process of your analysis. The recommendation you
give at the end is only as sound as the thought process you used.
Be conscious of resources. A lot of consulting work involves figuring
out how you are going to collect the information you need to answer
a questionwithout costing the client a fortune. If it relates to the
problem, ask your interviewer about the budget, capital, and other
resources that the client can allocate to the solution.
Remember the following five-step structure that is helpful when you
solve cases:
1.
2.
3.
4.
5.

Identify the problem

Analyze the problem
Formulate the options
Develop selection criteria
Make clear and decisive recommendations

At the end, do a summary from start to finish as a means of closing

off your presentation.
The more cases you practice, the more you will be exposed to the
different problems and the more you will be prepared. Above all, have
fun with the case! Consulting is really like a steady succession of case
interview questions. To do well, you need to enjoy the intellectual
challenge of analyzing tough problems and coming up with reasonable
solutions.

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Think out loud and

verbalize your thought
process, including your
assumptions!