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FMS Casebook 20-21
FMS Casebook 20-21
2020-21
FMS Delhi,
Prof. N.D. Kapoor Marg,
Delhi University
New Delhi - 110007
Foreword
This casebook documents the interview experiences of students across consulting firms to assist the students of
FMS Delhi in their preparation for case interviews during placements. The aim of sharing these experiences is to
inform students about the case interview experiences of past batches and to help them prepare for their
placements accordingly. The experiences listed below are not necessarily the best way to handle case interviews.
They only serve to give students an idea as to what to expect when they walk into a case interview. Every individual
could have his / her unique way of tackling consulting interviews, each of which could be correct. This document
has contributions from students who appeared for campus interviews conducted by consulting firms during the
summer placement process over the past three years.
Copyright © 2020
The Consulting Club,
FMS Delhi, New Delhi 110007
From the Desk of President
It gives me and the entire team of Consulting Club great pleasure to introduce the official FMS consulting casebook
of the academic year 2020-21.
We strongly believe this casebook will be instrumental in not only aiding your preparation for consulting case
interviews but also provide an approach for developing an analytical mindset and the universal applicability of the
casebook will help individuals formulate and implement strategy in their professional functions.
This edition is updated with detailed sector overviews, cases from most recent interview processes and various
other tools that will ensure an all round prep. All you need to do now is follow the book in the prescribed manner to
reap its benefits.
We hope this casebook helps you realize not only your dream job in consulting but rather helps you build a long
and successful career in the domain of management consulting. Good Luck!
Enjoy the process of preparation and let’s crack the case!
Tushar Singhal
Contents
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Contents
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Part A - About Consulting
What is Consulting?
What is it? How is it helpful?
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Roles/Hierarchy of a Consulting Firm
Partner/Director
Principal/Sr. Manager
Manager/Project Leader
Senior Consultant
Consultant/Associate
Analyst
How to Get into Consulting From Here?
Resume & behavioural preparation
Guesstimates Communication
Government Industry
Company
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Customer Competition
4P’s and 7P’s
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Product
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Price Promotion
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Placement
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Porter’s Five Forces
• Threat of New •
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Threat of
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BCG Matrix
Value Chain/Process Mapping
Value Chain/Process Mapping
Packaging
Ansoff Matrix
Existing
Market Penetration Market Development
Product
Company
Industry
PESTEL
Basic of Economics
Supply-Demand Price Elasticities
𝑑𝑄/𝑄
𝑒=−
𝑑𝑝/𝑃
Market Characteristics
First Degree Second Degree Third Degree Perfect Monopolistic Oligopoly Monopoly
Competition Competition
Basics of Finance
Ratios
Perpetuity
𝐶𝑎𝑠ℎ 𝐹𝑙𝑜𝑤
𝐷𝑖𝑠𝑐𝑜𝑢𝑛𝑡 𝑅𝑎𝑡𝑒
Part C – Basic of Guesstimates
and Case Solving
MECE Segmentation
Profits
Profits
Revenues Costs
Dairy Fruits Vegetables
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MECE Segmentation
Increase Increase
Price Quantity
Pareto Principle (80/20 Principle)
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Introduction to Guesstimates
What is evaluated through What is necessary to solve a good
Guesstimates? Guesstimate?
Confirm Objective
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• Think logically and come up with possible set of
approaches
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Explain the best approach & confirm if you should go
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State your assumptions first hand
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Identify a Starting
Universe!
Segment A Segment B
Estimate for a single identified block
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Case Interview Process
Flow of a Consulting Interview
General Behavioural
Guesstimate Cases Wrap up
Discussion Questions
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Interviewer Expectations
Its not about being right. Its about being right in an client friendly way.
How you are right matters a lot.
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P2P Case Practice
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Approaching a Case
Set context to the case by asking questions. Be very careful about what you
are asking and why?
Make good and relevant suggestions which are specific to the case. Always
have a rationale ready for Why?
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Part D – Basic Frameworks
Market Entry Framework
Understand the question and clarify the Objectives
Set context
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Yes/No Why No? Suggestions
If Yes How?
Set context
Growth Strategies
Existing Market Geographic Expansion Portfolio Expansion In-Organic Growth Business Integration
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Summary
Pricing Strategy
Understand the Question and Clarify the Objectives
Set context
Pricing Factors
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Pricing Options
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Go To Market Strategy/New Product Launch
Understand the Question and Clarify the Objectives
Set Context
Idea
Product Distribution Communication
Segmentation
Development Strategy Strategy
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Be Selective
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Merger & Acquisitions
Understand the Question and Clarify the Objectives
Set context
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Case Framework Cheat Sheet-When Nothing Works
Set context
Value Chain
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Example: E-Commerce Discovery and Ordering Process Map
Part E – Sector Overview
Industry Analysis: Table of Contents
Understanding Indian Automotive Industry
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Understanding Indian Aviation Industry
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Understanding Global Aerospace Industry
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Understanding Indian Banking Industry
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Understanding Global Cloud Industry
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Understanding Indian E-Commerce Industry
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Understanding Indian Ed-tech Industry
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Understanding Indian FMCG Industry
• By Product By Region
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9%
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• 50%
32% 36% 55%
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Rural
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Semi Urban
• Food & Beverages
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Understanding Indian IT Industry
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Understanding Business Models – Google
Others
Cloud
Hardware
Ads
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Understanding Indian Hospitality & Tourism Industry
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Understanding Indian NBFC Industry
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Understanding Indian Petrochemical Industry
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OTHERS
14% IRAQ
20%
PSU Pvt/JV USA
2%
ANGOLA
3%
MEXICO
3%
KUWAIT
5%
SAUDI
VENEZUEL ARABIA
A 19%
7% UAE
8%NIGERIA IRAN
8% 11%
Others
USA 7%
Singapore
7% 22%
Sri Lanka
11%
UAE Nepal
11% 18%
Bhutan Ethiopia
12% 12%
Understanding Indian Pharma Industry
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Understanding Indian Power Industry
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Understanding Indian Telecom Industry
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Understanding Indian Tyre Industry
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Part F – Practice Guesstimates
Practice Guesstimates: Table of Contents
Toll Plaza
Estimate daily revenues of Delhi-Gurgaon toll plaza
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Traffic Distribution
1
Capacity
0.5 Noon
Midnight
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Time
TOI Revenues
Estimate daily revenues of Times of India
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Smart Watches
Estimate the market size of Smart Watches in India
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E-Rickshaw
Revenue of a typical e-rickshaw driver per day
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Smokers in India
Estimate the number of Smokers in India
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Cheese Burst Pizzas
Estimate the number of cheese bursts pizzas sold by Dominos daily
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Petrol Pumps
Estimate the number of Petrol Pumps in Delhi (Approach 1)
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Petrol Pumps
Estimate the number of Petrol Pumps in India (Approach 2)
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Demand of Petrol = [Avg distance = 30 km] * Petrol Supplied per pump = [Avg Usage Ratio = (1*4+0.5*10)/14 =
[25cr/70 km/l + 15cr/10 km/l] = 55.7 crore litre 0.64]*[Capacity = 16,800 l] = 10,800 litre
Petrol Pumps
Estimate the number of Petrol Pumps in India (Approach 3)
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TT Balls
Estimate the number of TT balls used in a day in Delhi
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TT Balls
Estimate the number of TT balls used in a day in Delhi
White Shirts in Delhi
Estimate the number of people wearing a white shirt (WS) in Delhi on any particular day.
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Delhi Schools
Estimate the number of Schools in Delhi
= /
Departing Flights
Estimate number of flights departing from Delhi Airport in a Day
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People you met
Find the number of people you interacted with over the last year
Tractors in India
Estimate the number of tractors in India
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Tractors in India
Estimate the number of tractors in India
EV Market Size
Estimate the number of cheese bursts pizzas sold by Dominos daily
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DTC Bus
Estimate the number of DTC buses in Delhi
Flat Screen Televisions
Estimate the revenue of flat screen televisions sold in Australia in the past 12 months
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Amazon India
Guesstimate the number of daily order of Amazon India
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Daily revenue of Airport
Estimate the daily revenue of an airport
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Daily Revenue of 24x7 Retail Store Chain
Estimate the daily revenue of 24x7 chain of Retail Store
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Part G – Practice Cases
Practice Cases: Table of Contents
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Retail Chain
Retail Chain
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Steel Manufacturer Declining Profits
Steel Manufacturer Declining Profits
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2024 Olympic TV Rights
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2024 Olympic TV Rights
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Automobile Company Declining Sales
Automobile Company Declining Sales
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Automobile Dealership
Automobile Dealership
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Kids’ TV Channel
Kids’ TV Channel
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Shopping Mall in South Delhi
Shopping Mall in South Delhi
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𝛴 𝑥 𝑥
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Food Manufacturer Case
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Food Manufacturer Case
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IT Services Client
IT Services Client
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Quick Service Restaurant
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Steel Manufacturer High Costs
Steel Manufacturer High Costs
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Women Apparel Retail Chain
Women Apparel Retail Chain
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Golf Course
Golf Course
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Hepatitis-B Drug
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Paint Manufacturer
Paint Manufacturer
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Ride hailing Helicopter Cab Service
Ride hailing Helicopter Cab Service
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5G Launch in India
5G Launch in India
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Home Automation Player
Home Automation Player
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Home Insurance Entry
Home Insurance Entry
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Gold Mine in Mongolia
Gold Mine in Mongolia
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Skin Care Manufacturer
Skin Care Manufacturer
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Smart Phone Market
Smart Phone Market
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South African PE Firm
South African PE Firm
Apparel Business Topline
Apparel Business Topline
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Appliance Distribution Company
Appliance Distribution Company
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Gift Card Firm
Gift Card Firm
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Light Bulb Company
Light Bulb Company
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Bottling Plant
Bottling Plant
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Telecom Provider
Telecom Provider
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Airline Acquisition
Airline Acquisition
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PE Cosmetic Chain
PE Cosmetic Chain
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FMS Students Falling Ill
FMS Students Falling Ill
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Logistics Efficiency
Logistics Efficiency
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Increase in Road Accidents
Increase in Road Accidents
Increase in Road Accidents
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Swedish Government
Swedish Government
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Part H – Behavioral Questions
Primer to Behavioural Prep
Primer to Behavioural Prep
The Team
This case book is curated and compiled by the Consulting Club Members (2020-21):
TUSHAR SINGHAL ABHAY K.MISHRA NAMAN GOYAL NARESH TETARWAL NIKITA CHAWLA VIKAS KUMAR
President Executive Member Executive Member Executive Member Executive Member Executive Member
Follow us on:
Contact us:
The Consulting Club
Faculty of Management Studies
Professor N.D. Kapoor Marg
Delhi University – 110007
[email protected] www.fms.edu