My Stellar Interview - Built Your Pitch V - Share

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Consulting interview
Build your pitch and stories
Julie Prinet
Engineer École Centrale
PhD. University of Michigan
Consultant McKinsey & Co.
Coach My Stellar Interview
2
Experience with consulting interviews
INTERVIEWEE INTERVIEWER COACH
• Received • Coachees successfully

• Passed all rounds
McKinsey case- passed interviews with
of McKinsey
interview training top firms:
interviews
• Experienced first- • Trained on

hand case- executive
interview prep communication
28/10/2021 3
AGENDA FOR THIS WORKSHOP
1. Introduction to fit
2. Build a solid pitch

3. Talk about a story
4. Other questions
Fit – Donner envie
“DO I WANT TO WORK WITH THAT PERSON?”
1. ARE THEY HIGH PERFORMERS? 2. WILL THEY WORK WELL WITH MY TEAM?
- Achievements, impact - Rapport building
- Leadership - Motivation
- Entrepreneurship / passion - Team work
- Challenges - Transferable abilities
3. CAN THEY REPRESENT MY FIRM?

- Communication
- Presence
Fit is also tested

during the case !
How to test these dimensions
1. TELL ME ABOUT YOURSELF
Pitch & 2. WHY CONSULTING?

motivations

3. WHY THIS FIRM?
Stories 4. WALK ME THROUGH A SPECIFIC STORY
5. NON TRADITIONAL QUESTIONS
28/10/2021 6
AGENDA

4. Other questions
What makes for a good pitch?
29/10/2021
MyStellarInterview.com
What makes for a good pitch?
1. Make yourself memorable via unique skills and experiences

• Demonstrate consulting qualities: achievements, leadership,
entrepreneurial drive, passion, adaptability, appetite for challenges, etc.
• Give concrete examples of your results, not a description of the role
CONTENT 2. Build a story – not a list of facts
• Highlight your personality through your past decisions
PRIVATE
• COPY – DO NOT SHARE
Show yourself as an actor of your life who is thinking through his/her
professional decisions. You aren’t here by chance
• Align your experiences with consulting
1. Concise: 3 minutes MAX You should have 3 versions

2. Calm: Allow for interruptions of your pitch:
DELIVERY
3. Dynamic: use engaging verbs (love, want) 30 seconds
4. Structured: Top-down 1 min
3 minutes
29/10/2021
The Pyramid principle / Top-down
► Why
Level 1 • Optimize your (very limited) time
• Appear focused and structured
• Don’t get interrupted
Level 2 • Control speech duration

(30 seconds, 1 minute, 3 minutes)
Level 3
► When to use
• Tell me about yourself
• Why consulting / this firm?
• When casing
29/10/2021 10
Source : Minto, B. (1996). The Minto pyramid principle. Minto International Inc.
Example of a format
3 minutes
3. WHY 4. WHY
1. BRAND 2. MAIN EXPERIENCES
CONSULTING THIS FIRM
30 seconds 1 min 30 seconds 30 seconds 30 seconds
29/10/2021
Tell me about yourself
TIME
Prepare a short
introduction

Deep dive into
specific stories during
the conversation
DEPTH
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Build my pitch
BRAND ~30 SECS Main experiences Why consulting Why this firm
1. Name
2. Current occupation
• “ I am a student at HEC Paris”

3. Three “themes”
• … that describe you
• … that you want to be remembered for
• … related to consulting
29/10/2021
Identify three themes to describe my professional self
MOTIVATIONS GOALS

What gives me energy What I want to do
STRENGTHS EXPERIENCE
What I do well What I have done
28/10/2021
Examples
MOTIVATIONS GOALS
• work with • have impact • transition to different • focus on strategy
overachievers • learn new things sector / practice questions rather than
• be out of my comfort • develop myself • work with people similar implementation
zone, challenges • international exposure to me • work in feedback-
• work with senior level • fast paced • develop professional oriented environment
• PRIVATE COPY – DO NOT SHARE

people
solve difficult
•
•
ownership
…
skills
• have more impact
• work on more diverse
projects
problems • have more ownership • …
STRENGTHS EXPERIENCE
• analysis • absorb lots of • specific industry,
• complex problem information practice
solving • international exposure • type of problems
• Leadership • work fast solved
• learn quickly • handle high pressure • environments I have
• adjust to clients needs • work in teams worked in
• communication • … • …
Examples
SARA
Hi, I am Sara.
I am a 3rd year student at HEC in the “Grande

Ecole programme”.
My academic and professional experiences so far

have been driven by my strong desire to learn,
and I have experience in consulting and new
technologies.
28/10/2021
Examples
PAUL
Hi, I am Paul.
I am a student of the Master in Management at

HEC, currently based in Paris.
I have 2 years of audit experience at EY, and am

also very involved with volunteering activities
where I have held several leadership positions
28/10/2021
Examples
TOM
I am finishing my master degree at HEC.
I have strong experience in corporate strategy,

that I developed across several industries and for
clients with various sizes.
I am also passionate about aviation and love to
use my spare time to fly planes.
28/10/2021
Your turn!
Practice!
3 INDIVIDUALLY • (2mins) Identify top…

… 3 motivations
MIN
… 3 strengths
… 3 goals
… 3 experiences
• (1min) Pick 3 themes for your

professional brand
3 PLENARY • Discussion
MIN
Icons made by Flaticon

Build my pitch
Brand MAIN EXPERIENCES ~1.5 MIN Why consulting Why this firm
1. Pick top ~2-4 experiences
• Academic (e.g., long group projects)
PRIVATE
• Professional COPY – DO NOT SHARE
• Extra-curricular (e.g., volunteering, sports)
28/10/2021
Build my pitch
1. Pick top ~2-4 experiences
2. For each, describe

• The organization
VERY BRIEFLY!
• Your role
• Why you joined / left

Related to the themes of
• 1 achievement you are proud of your professional brand
29/10/2021
Typical struggles faced by candidates
DO YOU FIND IT DIFFICULT TO SAY « I »?

DO YOU FIND IT HARD TO QUANTIFY YOUR
• Separate the team work from your
RESULTS?
contribution
• Project size (budget, team size, number of
• « As a team, we accomplished… .
retail stores, etc)
My personal contribution was … »
• Put a number on (sales, customer satisfaction,
adherence to deadlines, cost saving, etc.) –

value or %
• Impact on other activities or departments
DO YOU WORRY THAT YOU WILL SEEM
• Rankings ARROGANT?
• Duration, frequency • Use indirect speech (« my boss says I am… »,
• KPIs « I am proud that I was able to … »)
• Feedback you received (e.g. full time offer) • Make the interviewer’s life easier
29/10/2021 22
Build my pitch
SARA I joined HEC because I was interested in business, but I also had a
fascination for tech and wanted to gain experience in that area.
Tech
Entrepreneur
Impact I decided to complete my 1st year internship at a small startup
developing telehealth – to enable online doctors appointments. I was
in charge of supporting the sales and marketing department.
I worked closely with the founders of the start-up and developed,

within the 2 months of the internship, the marketing content that was
presented to their very first client, a $500k deal!
28/10/2021
Issue tree : most common mistakes
Practice!
5 INDIVIDUALLY • Identify your top ~2-4 experiences

MIN
• For each, list:

- Which theme does it illustrate
PRIVATE COPY –- An
DO NOT SHARE
achievement
- Why you joined / left
5
MIN
PLENARY • Discussion
29/10/2021 24
CHRONOLOGY THEMES
Two options to list the experiences MyStellarInterview.com

Build my pitch
Brand Main experiences WHY CONSULTING ~30SECS Why this firm
That you want to do consulting (and will be good at it) should fall as a
natural conclusion after you described who you are
PRIVATE COPY – DO
1- Recap of your professional brand
• Coherent story
NOT SHARE
• Memorable
2- Align it with consulting and explain how it will allow you to…
• … do more of these things you like (strengths, motivations)
• … achieve your goals
3- Prove that you understand what consulting truly is
28/10/2021
Build my pitch
Brand Main experiences Why consulting WHY THIS FIRM ~30SECS
1- Describe one reason, but mention you have more
2- Be specific, personal and honest!

• Don’t give reasons that could apply to other firms
• Keep building a coherent message = align with your brand
• What is special about the local office?
• Reach out to consultants at this firm and office
3- Compare without giving names

• It is the firm with the most… international offices / development
programs / projects on digital / flexible staffing structure
Issue tree : most common mistakes
Practice!
PAIRS • Tell your colleague who

6
MIN you are in 3 min (max)
• Invert roles
3
MIN
PLENARY • Discussion
28/10/2021 28
AGENDA

4. Other questions
When to talk about a story
• If the interviewer interrupts to know more

- “Can you tell me more about this
experience”
- “How did you do this?” How many stories to prepare?
• 5-6 very impressive ones
PRIVATE COPY – DO NOT
a specific skill
SHARE
• To convince the interviewer you possess
• 5-10 extra, as anectotes
- “Tell me about a time when you

demonstrated…”
29/10/2021
Structure SCAR
SITUATION
COMPLICATION
PRIVATE COPY – DO
ACTIONNOT SHARE
RESULTS
29/10/2021 31
Structure SCAR
Frequent mistakes
SITUATION • Giving too much detail

10%
COMPLICATION • Diminishing the difficulty
20% • Giving away the solution
ACTION • Saying « we » instead of « I »
50%
RESULTS • Forgetting them

20% • Listing general « lessons learned»
28/10/2021 32
How can I highlight the challenges?
WHEN HOW EXAMPLE
• List everything that made the objective difficult to

accomplish
• Mention several dimensions, for instance : “This was a very difficult objective, because
I only had 1 week to complete it, while the
In the ‘C – ❑ Limited resources (time, human, financial) normal process was of at least 3 weeks. In
Complication”
❑ No prior experience addition, the rest of the team was on
section
❑ Leadership not aligned vacation, including my boss, who had all
the data I needed”

❑ Unclear scope
❑ Etc.
DO: “ I suspected that my boss did not trust

me because of my lack of experience, so I
• Before listing an action you took, explain what decided to ask someone more
problem you were solving for experienced to join the meeting. I
In the “A – Action”
✓ This will make you appear much more leveraged the good relationship I had with
section
“strategical” and enable your interviewer to another director, who agreed to join”
appreciate the beauty of your action
DON’T: “I asked another director to join the
meeting”
29/10/2021 33
Common skills tested
ACHIEVEMENT
ENTREPRENEURSHIP LEADERSHIP INFLUENCE
• Form a team • Convince someone

• Take initiatives,

innovate
• Motivate a team • Solve a conflict
• Overcome
• Leverage diversity • Interact effectively
obstacles
• Learn and grow
29/10/2021 34
ENTREPRENEUR
Common mistakes
• Not emphasizing that you went above and

beyond your role to accomplish this
LEADER
• Not explaining why this was an important
initiative (and not a random idea you had)
INFLUENCE
29/10/2021 35
ENTREPRENEUR
Common mistakes
• Not mentioning the diversity in the team

LEADER
PRIVATE COPY – onDO
• Focusing NOT
actions SHARE
but not on team’s
motivation / people
INFLUENCE
29/10/2021 36
ENTREPRENEUR
Common mistakes
• Not mentioning the conflict / need for

convincing clearly
LEADER
• Not explaining the perspective of the
other person
INFLUENCE Dig below the tip

of The Iceberg
29/10/2021 37
Examples of structures
ENTREPRENEUR WHY?
Why?
Why?
Why?
LEADER
Why?
INFLUENCE
29/10/2021 38
Empathy
« She is lazy »
• She is not motivated by the project
• She is overwhelmed with other courses / projects
• She does not realize it is important to perform well

• She is not clear on her scope of responsibilities
• She is preoccupied with other issues
• She does not feel like she belongs to the group
• She does not understand the project
• She is ashamed to ask for help
• She works better under pressure and there is little
pressure at the early stages of the project
29/10/2021 39
Empathy
« He is micro-managing »
• He has pressure from hierarchy to perform well
• He worries the project is not going well
• In the past, his colleague failed him
He does not understand the technical aspect of
•
the project, is insecure
• He does not trust you
• He does not know you
• He thinks you need guidance
• He wants to establish a relationship with you
29/10/2021 40
How to prepare “stories”
EXAMPLE OF A STORY TRACKER

Dimension Entrepreneurship Leadership Influencing GUIDELINES FOR PREPARING STORIES:
Story 1 Started student Led student Convinced
group group for admin to add • Never repeat a story within a round.
basket environment • OK to repeat a story between rounds.
tournament class

You should have:
Story 2 Suggested Manager of N/A • at least 2 « strong » stories per dimension
improvement to Junior • at least 4-5 stories total
client’s strategy Entreprise
• One story can fit different dimensions
Story 3 N/A ? Solved
conflict
between two
students
29/10/2021 41
Prepare for interruptions
Examples of interruptions questions Get back to your story
• Clarify details • Option 1: smoothly

• Fast-forward to next stages of the • Option 2: announce that you
story (take the hint… accelerate) are going back to the story
• Test that you actually lived the
situation
• Test empathy Practice,
practice,
practice !
29/10/2021 42
AGENDA FOR THIS WORKSHOP

4. Other questions
Open or situational questions
What kind of manager / How do other people perceive you?

leader are you?
Types of questions
• Situational How would you react if you were
Have you failed before?
PRIVATE COPY –
• Testing DO
other
strengths
NOT SHARE working with a junior who knew
more than you?
• Weaknesses
You are about to walk to a client meeting, and

Are you organised? the analyst come tell you of an error in the
numbers used for the calculation. How would
you react?
29/10/2021 44
1. ANSWER 2. EXAMPLE S
• Structured • Circumstances when I T
• Personal touch demonstrated this skill A
• Specific and detailed
R
As far as managing skils, I would say that I specifically remember this project during which
giving clear directions, being available I had to manage 5 co-workers. The timing was
and encouraging discussion among the extremely tight, so I divided up the taks
team are key. This is the approach I've according to each collegue strengths and
adopted as a manager. pushed back all non-essential operations. In
order to improve knowledge sharing, I put
together ...
29/10/2021 45
You are about to walk to a client meeting.

The analyst tells you of an error in the
numbers used for the calculation you were
about to present.
How would you react?
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Weaknesses
HOW TO TALK ABOUT YOUR

WEAKNESSES
I am impatient.
1. Tell your weakness I like when things move along quickly, and
sometimes I have trouble accepting that some
2. Describe contexte and things just take time. I have received feedback from
negative effects co-worker pointing out that I don't allow them

3. Explain the mitigating
actions you perform
enough time to complete the task I hand out.
I've tested a couple of approaches to keep my
impatience in check. First I build long-term plannings
4. Give an example when to remain me that all tasks aren't critical. Second I try
you overcame the to uss this energy to solve other issues at hand.
weakness I used this approach just a few weeks ago, when ...
29/10/2021 47
TALK ABOUT GAPS
Check. Are you sure it's really a gap, or did

you already showcase this skill in another
form, or in a non-professional environment?

Reduce. Break down the required skill in
sub-components: have you demonstrated
some or all those sub-components?
Reassure. own the gap, and then

demonstrate that you can be flexible and
learn quickly (use an example or two), and
reaffirm you motivation.
48
Do you have any questions?
THIS IS YOUR LAST CHANCE TO:
• Show how motivated you are
• Establish a connection with the interviewer

PRIVATE
• Impress them
COPY – DO NOT SHARE
• Show you already are a consultant
29/10/2021 49
Practice with your colleagues each time you do a case
PRACTICE, PRACTICE, PRACTICE

28/10/2021 50
PRACTICE!
CaseCoach scorecard and My Stellar Interview fit practice HEC resources

platform (interview videos, guide (alumni network, Career
lectures, tips) (sample questions, tips) Services)
28/10/2021 51
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PRIVATE COPY – DO NOT SHARE

Engineer École Centrale

PhD. University of Michigan

Consultant McKinsey & Co.

Coach My Stellar Interview

INTERVIEWEE INTERVIEWER COACH

• Received • Coachees successfully

• Experienced first- • Trained on

2. Build a solid pitch

PRIVATE COPY – DO NOT SHARE

3. CAN THEY REPRESENT MY FIRM?

Fit is also tested

1. TELL ME ABOUT YOURSELF

Pitch & 2. WHY CONSULTING?

PRIVATE COPY – DO NOT SHARE

Stories 4. WALK ME THROUGH A SPECIFIC STORY

5. NON TRADITIONAL QUESTIONS

2. Build a solid pitch

PRIVATE COPY – DO NOT SHARE

PRIVATE COPY – DO NOT SHARE

1. Make yourself memorable via unique skills and experiences

1. Concise: 3 minutes MAX You should have 3 versions

PRIVATE COPY – DO NOT SHARE

PRIVATE COPY – DO NOT SHARE

• “ I am a student at HEC Paris”

• … that describe you

• … that you want to be remembered for

PRIVATE COPY – DO NOT SHARE

• PRIVATE COPY – DO NOT SHARE

I am a 3rd year student at HEC in the “Grande

My academic and professional experiences so far

I am a student of the Master in Management at

I have 2 years of audit experience at EY, and am

I have strong experience in corporate strategy,

3 INDIVIDUALLY • (2mins) Identify top…

• (1min) Pick 3 themes for your

Icons made by Flaticon

1. Pick top ~2-4 experiences

• Academic (e.g., long group projects)

• Extra-curricular (e.g., volunteering, sports)

1. Pick top ~2-4 experiences

2. For each, describe

PRIVATE COPY – DO NOT SHARE

• Why you joined / left

DO YOU FIND IT DIFFICULT TO SAY « I »?

PRIVATE COPY – DO NOT SHARE

I worked closely with the founders of the start-up and developed,

5 INDIVIDUALLY • Identify your top ~2-4 experiences

• For each, list:

Two options to list the experiences MyStellarInterview.com

Brand Main experiences WHY CONSULTING ~30SECS Why this firm

Brand Main experiences Why consulting WHY THIS FIRM ~30SECS

1- Describe one reason, but mention you have more

2- Be specific, personal and honest!

PRIVATE COPY – DO NOT SHARE

3- Compare without giving names

PAIRS • Tell your colleague who

2. Build a solid pitch

PRIVATE COPY – DO NOT SHARE

• If the interviewer interrupts to know more

- “Tell me about a time when you

SITUATION • Giving too much detail

RESULTS • Forgetting them