Zscasestudy

Topics: Case study, Scientific method, Evaluation methods Pages: 30 (5257 words) Published: June 17, 2013
Cracking the Case Interview
An employer-led skills session with ZS Associates 19th October, 2011 This presentation is solely for the use of ZS Associates personnel and members of University of Cambridge. No part of it may be circulated, quoted or reproduced for distribution outside of ZS Associates or University of Cambridge without prior written approval of ZS Associates.

ZS Associates | +44 (0) 20 7915 4200 | www.zsassociates.com

Agenda

§ Objectives § Introduction to ZS § How to approach case interviews § Applying to ZS § Q&A

© 2011 ZS Associates

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2011-10-19 - Cambridge University - Cracking the Case Interview v1.0

Questions we hope to answer in today’s session

§ What is a case interview? § What are some possible case interview questions? § What makes students successful? § How can I prepare for a case interview? § How can I apply to ZS Associates? § Any other relevant questions you might want to ask – we will make time for these at the end…

© 2011 ZS Associates

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2011-10-19 - Cambridge University - Cracking the Case Interview v1.0

Agenda

§ Objectives § Introduction to ZS § How to approach case interviews § Applying to ZS § Q&A

© 2011 ZS Associates

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2011-10-19 - Cambridge University - Cracking the Case Interview v1.0

ZS Associates

Who are ZS Associates?

With more than 2,000 professionals in 20 offices around the world, ZS Associates is a global leader in sales and marketing consulting, with a strong focus on the pharmaceutical, biotech and medical products industry

BARCELONA • BOSTON • CHICAGO • EVANSTON • FRANKFURT • LONDON • LOS ANGELES • MILAN • NEW DELHI • NEW YORK • PARIS • PHILADELPHIA • PRINCETON • PUNE • SAN DIEGO • SAN FRANCISCO • SHANGHAI • TOKYO • TORONTO • ZURICH © 2011 ZS Associates

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2011-10-19 - Cambridge University - Cracking the Case Interview v1.0

ZS Associates

Our practice areas address a wide range of sales and marketing issues, combined with a complete and integrated range of services

Business development strategy Clinical development strategy Organizational structure Go-to-market strategy Mergers & integration Marketing strategy Portfolio strategy

Strategy

Sales Marketing

Sales force size, structure & allocation Call planning & team selling Compensation design Sales effectiveness Territory design Goal setting

Forecasting ROI analytics Segmentation Value proposition Marketing research Targeting & positioning Marketing effectiveness Opportunity identification Marketing mix optimization

Operations

CRM systems Marketing operations Decision support systems Strategic planning systems Analytical data warehousing Compensation administration Alignment management systems

© 2011 ZS Associates

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2011-10-19 - Cambridge University - Cracking the Case Interview v1.0

ZS Associates

ZS Cambridge alumni presenting today…

Paul Berg Consultant London Office
Gonville & Caius College BA, MSci, Natural Sciences (Chemistry)

Raluca Cenusa Business Analyst London Office
Emmanuel College BA, MEng, Biomedical Engineering

• Joined ZS as a Business Analyst in 2005 • Conducted projects on a wide range of issues: • commercial organisation design • sales force sizing and alignment • customer targeting • incentive plan design • clinical development pipeline strategy • opportunity assessment • market research • Has worked in a wide variety of therapeutic areas, including oncology, neurology, dermatology and rheumatology • Has worked in a broad range of markets including Australia, China, South Africa, and many European and South American countries © 2011 ZS Associates

• Joined ZS as a Business Analyst in 2010 • Has employed both quantitative and qualitative analysis in a variety of projects including: • sales force sizing and alignment • hospital market access • commercial organisational design • market research • Has worked in a range of industries including: • pharmaceuticals • medical devices •...
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