Careers in Management Consulting

CAREERS IN MANAGEMENT CONSULTING

• About Management Consulting
• Resources at Cornell Career Services
• Other Resources
• Frequently Asked Questions

About Management Consulting
Management Consulting is currently a popular and competitive career field. While we have seen an increase in the
number of firms who are recruiting for management consulting at Cornell there are many excellent firms who do
not recruit and who must be contacted directly or through networking contacts.

Basically there are two types of consulting positions--the generalist and the specialist. Specialists offer process or
functional knowledge to clients. Not surprisingly the hottest specialist area for management consulting has been
in information technology and many of the firms that recruited at Cornell were specifically interested in students
with background and interest in technology. Accenture (formerly Andersen Consulting) and American
Management Systems are examples of such companies. Other consulting specialty firms that send recruiters to
Cornell are human resource management and marketing.

Most students who ask about management consulting are interested in the generalist firms such as Bain,
McKinsey and Mercer. These firms offer advice to corporate clients on to operating more efficiently, or opening
new markets, etc. They generally only hire experienced candidates or MBA's for the positions that lead to
partnership within the firm. Typically they hire undergraduates to act as research analysts and assume that these
"associate consultants" or "business analysts" will leave after two years to pursue an MBA.

If you are seriously interested in a career in management consulting, you must make the effort to learn as much
about it as possible and demonstrate your resourcefulness in researching both the consulting industry and the
individual consulting firms. Remember, the firm needs to hire the type of individual who can demonstrate the
ability to research thoroughly and articulate succinctly. In your first contact with a firm you should demonstrate as
much knowledge about the firm as you would eventually be able to demonstrate about the firm's clients.


Resources at Cornell Career Services - Library Resources at 103 Barnes Hall
Books
Articles
Audio-visuals
Corporate Literature

Web Resources
§ Occupational Outlook Handbook - Management Analysts and Consultants
http://stats.bls.gov/oco/ocos019.htm
§ Princeton Review Online - Management Consultant:
http://www.princetonreview.com/cte/profiles/dayInLife.asp?CareerID=90
§ Vault Reports: http://www.vaultreports.com/hubs/502/hubhome_502.jsp?ch_id=502
§ Wet Feet Press: http://wetfeet.com/asp/Industryprofiles_lite.asp?Industrypk=12
§ Employer Information Sessions: http://www.career.cornell.edu/jobsandinternships/infoSessions.html
should be checked regularly, especially fall semester, for the opportunity to learn about the firms during their on-
campus visits.
"Careers in Consulting", a panel discussion, is held on campus featuring alumni who work in major management
consulting firms. Please check the Cornell Career Services Upcoming Events Calendar at:
http://www.career.cornell.edu/events.html for future dates.


Other Resources
Consulting News, and other industry periodicals, are available at the JGSM Management Library, Sage Hall.
Dangerous Company (1997), a book about consulting firms, may be available at the library or major bookstores.

Frequently Asked Questions
• What do firms look for when they are selecting candidates?
• How can I communicate my strengths in my resume and cover letter?
• Is it true that management consulting firms like to hire PhD's?
• How can I get a summer internship in a management consulting firm?
• I understand consulting firms use the case interview. What is it?
• What are the lifestyle issues associated with management consulting?
• Do consulting firms pay for your MBA?
What do firms look for when they are selecting candidates?
Consulting firms are looking for bright, problem solving, team players. You need to have an interest in ideas, a
desire to serve a variety of clients, and an ability to work well with a variety of people. Firms look for a
combination of scholarship, analytical ability, leadership, time management on your resumes and cover letters. Of
course, technical consulting firms also look for the technical skills and/or aptitude that they will require.

How can I communicate my strengths in my resume and cover letter?
"If you've got it, flaunt it." Your resume should highlight your analytical abilities as much as possible, through
GPA, test scores (SAT), coursework, leadership experience, awards. The elite firms are looking for elite
candidates: one firm described it as looking for "spikes" of exceptionality. You don't have to be exceptional in
every area, but employers look for something that sets you apart.
What if you don't have obvious "markers" of achievement? Then you will need to demonstrate your ability to
research, problem solve, and articulate concepts through your cover letter. You may want to illustrate your
interest in a particular issue they have been working on, or knowledge of an industry, or a client company. You
will want to write a cover letter that sets you apart and this will require some general research.

I will be getting a PhD and understand management consulting firms like to hire PhD's. Is this true?
Some firms will hire PhDs, but the competition is as competitive for PhDs as it is for bachelor's candidates and
those with MBAs. PhDs, like MBAs, are hired at the partnership entry level position (frequently called an
Associate). The firms are looking for strong analytical skills and also for evidence of past business or technical
applications. Since so many firms have global clients, they are particularly interested in international doctoral
candidates.
How can I get a summer internship in a management consulting firm?
There are very few summer internships available. The few that are available tend to target the specialized
information technology consulting positions. All summer internships, including jobs available though on-campus
recruiting, are posted on Student Jobs and Internships:
http://www.career.cornell.edu/jobsandinternships/summer/default.html.
You can enhance your chances for a position in management consulting by getting a business related summer
internship. For example, if you are interested in consulting in a particular industry such as manufacturing, you
might look for an internship with a manufacturing firm. Any job that gives you experience in researching,
problem solving, and working in teams will look good on your resume.

I understand consulting firms use the case interview. What is it?
The case interview question evaluates your ability to problem solve. It generally simulates the types of business
problems research analysts are expected to solve. Classical case interviews deal with business problems such as
industry competition, entering new markets, or reacting to competitors. There are also cases that evaluate your
creativity and quantitative skills. For example, you might be asked how many dentists are there in Greenland, or
how many soccer balls should a manufacturer expect to sell in Chicago. The interviewer is less interested in the
actual answer and more interested in how you would arrive at the answer. Therefore you should clearly explain
your thinking process as you answer the question.
McKinsey has an excellent interactive case for you to work on at their website:
http://www.mckinsey.com/aboutus/careers/applyingtomckinsey/. The case is presented so that you can ask
follow-up questions and receive guidance in structuring the problem.

What are the lifestyle issues associated with management consulting?
Consultants can work long hours. The firm expects them to provide clients with "no-excuses" customer service. In
addition, many consultants travel to and live at the site of the client company, although they generally return
home every weekend. You need to be prepared to make these sacrifices if you want to succeed in consulting.

Do consulting firms pay for your MBA?
Some firms, not all, hire two-year analysts. The assumption is that after two or three years you will go back for an
MBA or leave the firm. If you have done very well the firm will loan you the money for the MBA and "forgive"
the loan if you are invited to return to work for them as an associate (of course, you have to return to the firm).
You are generally not guaranteed this option when you are first hired as an analyst and not all firms provide this
option.

Advising on campus:
Jennifer DeRosa and Demetra Dentes, CCS-203 Barnes Hall, 255-6933