Vidit Jain, Sunaina Gandhi, Tanvi Gupta, Shubhangi Agrawal, Kareena, Manisha T, Hitesh, Shantanu, Jairishi, Kaustubh, Mittal, Maneet and every one who was responsible for executing this task...

1. An initiative by DCEietes…
for a backdoor entry to Ur Dream Job…..

2. WWW.NAUKRIKAJUGAAD.COM
An initiative by DCEietes…
For a backdoor entry to Ur Dream Job...

3. GROUP DISCUSSION

4. WHY IS IT REQUIRED ????
GD helps to develop skills like…..
 Team Work
 Communication Skills
 Reasoning Abilities
 Leadership Skills
 Clarity of thought
 Assertiveness
 Conflict Handling
 Listening
 Awareness
 Most Imp… Gets U the Job….

5. TYPES OF GD
 Topic based : Right to education, Corruption a
need, Upsurge of Indian Athletics, Reservations
 Case based : Survivor Role playing, Simulation of
corporate problems
 Abstract : Sky is Blue, Parallel lines, Who let
the dogs out, 1+1=2

6. IDEA GENERATION
 Key Word Approach : Use words in the topic open
to interpretation to form viewpoints.
 P.E.S.T Approach : Political, Economical, Social
and Technological angle of any topic, presenting
viewpoints from both sides i.e positive and
negative.

7. STRUCTURE OF A GD
 Introduction or starting a GD
 Main body (where we all discuss/argue)
 Summary

8. EVALUATION OF A GD
 Content : “What you Speak”, Relevant points
should be raised instead of beating about the bush
and mindless negations.
 Communication Skills : Interactive skills(language
and fluency), Behavior(body language),
participation and ability to accept other’s
viewpoints.
 Leadership Skills : Ability to lead, inspire and
carry the team along to help them achieve the
group’s objectives.

9. TIPS AND TRICKS
 Speak pleasantly and politely
 Address your colleagues not the moderator
 Try and maintain an eye to eye contact
 Stick to the discussion topic(don’t introduce
irrelevant information)
 Respect the contribution of every speaker
 Learn to disagree politely
 Agree ,acknowledge and note down what you find
interesting
 Be aware of your body language

10.  Don’t shout/loose your temper
 Be terse and use a moderate tone and medium pitch
 Don’t use too many gestures or hold objects in your hand
 Don’t draw too much on personal experience, avoid
speaking ill of someone just to prove your point
 Wait for a speaker to finish then say your point
 Don’t exceed your airtime unless you have very good points,
you might be eating into someone else's time

11. IT’S A GD NOT A DEBATE
 Not necessary to stick on to just one viewpoint.
Expand the horizon to include both sides of the
topic.
 Focus on coming to a conclusion rather than just
negating your colleagues points.

12. BEST WAYS TO PREPARE FOR A GD….
 Read
 Start developing Opinions about events taking
place looking at them with a deeper insight.
 Mock GD with a select group of friends who are
serious about this.
 Accept criticism and feedback in a positive
manner and try to learn from every GD
experience you have.

13. EXAMPLES WHICH HAVE BEEN ASKED BY
COMPANIES
 Media Censorship: boon or bane
 Necessity is the mother of Invention
 Corruption
 Commonwealth Games : a citizens perspective
 Education Policies : Churning out citizens or money
hungry robots
 Ragging a students viewpoint
 Engineers make better managers
 Politics, Police, People: Who is the culprit
 You need two hands to clap
 IT and its Impact
 Social Networking redefining Human Bonding

14. A Marketing cum Finance
Perspective

15. TYPES OF CASE STUDIES
Strategic : Falling Profits, Competitive
analysis
Marketing: New Product Introduction
Mergers and Acquisitions
Expansion : Entering a New Market

16. WHAT DOES THE EMPLOYER WANT???
Mental Horsepower
Leadership Skills
Analytical Skills
Attention to Detailing
Quantitative Skills
Flexibility
Maturity

17. CASE FRAMEWORKS
 Porter’s Five Forces
 SWOT analysis
 Product Life Cycle
 4Ps and 4Cs Model
 Value Chain Analysis
 Boston Consulting Group(BCG) matrix
 Supply Demand Curves
 Fixed Costs/Variable Costs, Breakeven Analysis
 Strategic Strategies (Miles and Snow)
 Game Theory
 Economies of Scale and Just In Time Inventory
Handling

18. SWOT ANALYSIS

19. 4P MODEL
o Price
What price must you charge to make a profit?
What price are consumers willing to pay?
What price are your competitors charging?
o Product
What product do you want to sell?
What advantages does your product offer?
o Place
Where is there a demand for your product?
Where are your suppliers located?
What distribution channels are being used?
o Promotion
Who is your target audience?
How do you reach them?
How much do you want to spend on promotions and advertising?

20. SAMPLE CASE
Interviewer: I was at a strategy meeting with a consumer brand
company. They told me that in the past two quarters, sales of their
toffees rose significantly. What could be the reason?
Market Place Promotion Price Product
Interviewee: First, I’m going to try to find out about the market
position of the waffles. Then, I’m going to try to figure out how the
waffles are being promoted. After that, I’ll ask whether there are any
price-based reasons for the surge in waffle sales. Finally, I’ll ask you
about the waffles themselves.
Sales Market Penetration/expansion
Interviewee: What is the overall market for waffles? Has it grown
recently?
Interviewer: No, Demand for waffles seems to be holding steady.

21. Interviewee: Is there a seasonal reason for this increase in waffle
consumption? Perhaps people eat more waffles when it’s cold?
Interviewer: No, our waffles sales are normally steady year-round.
Interviewee: Have sales of other breakfast foods or our own
breakfast products increased as well?
Interviewer: No, they haven’t, There seems to be no uptick in the
breakfast food market.”
Interviewee: Has our client entered any new markets recently?
Perhaps they’ve entered the Asian market? I’m assuming that these
waffles are only sold in North American markets.

22. Interviewer: The company does plan to expand into the European
and Americal market. For the time being, no, they haven’t expanded
the sales area .(Place not a criteria for us now)
Sales Own Price Competitor price Production cost
Interviewee: Okay, let’s talk about promotion and price ,Has our
client lowered prices recently?
Interviewer: No
Interviewee: Have other waffle manufacturers raised their prices?
Interviewer: Is our product a premium product – have we raised
prices?
Interviewee: No, There is little price differential between our waffles
and competing waffle products. And prices have not varied in the
past two quarters. In fact, our waffles are slightly more expensive
than some waffles and a bit less than others.

23. Sales Promotion (people becoming more aware)
Interviewee: Then maybe there’s some kind of promotion going on.
Has the company started advertising its waffles? Is it promoting a
related product, like syrup?
Interviewer: no
Interviewee: Maybe the price of all syrup has gone down?
Interviewer: That would affect the consumption of all waffles!
Interviewee: Is there a celebrity who’s recently become famous for
eating our waffles?
Interviewer: That’s not it.
Interviewee: Then tell me about our client’s promotion process,

24. Interviewer: Our client spends about $10 million yearly on waffle
promotion. Every month, we run advertisements in three selected
magazines. We also have coupon promotions and a commercial that
runs on TV.”
Interviewee: Have we started to put our commercials on more
popular programs? Has the quality of our advertising improved?
Interviewer: We haven’t significantly changed our promotion
campaign. The ratings of the shows we advertise on are about the
same.(Its clear now that promotion is same and I should move on)
Sales Product quality/taste Ingredients/shape changed
Interviewee: Then perhaps something has changed about our
product. Has the shape changed?
Interviewer: It has changed a bit. It’s flattened out somewhat
Interviewee: Why? Has the production process changed?
Interviewer: We’re using a new template for the waffles as part of a
general factory modernization.

25. Interviewee: Are the ingredients the same?
Interviewer: Those have changed too. We’re using a new supplier.
(Since the cost hasn’t changed perhaps the supplier charges the
same, so no point considering that)
Interviewee: I would venture to guess that consumers in North
America prefer a flatter, larger waffle. There must be something
about the new production process that has created a better waffle.
Interviewer: Yes, Our focus groups show that the texture and
crispiness of the waffle has improved. Consumers are responding to
our inadvertently improved waffle.
Interviewee: Then I recommend that we investigate whether
European and Asian markets would respond in a similar manner to
our new waffle product. We should also promote our waffle
advantage in the market. Perhaps we could enter new markets for
waffles, like using them for dinner, as crepes.

26. 4C MODEL
 Customer
How is the market segmented?
What are the purchase criteria that customers use?
 Competitor
What is the market share of the clients?
What is its market position?
Do competitors have any market advantages?
 Capacity
What resources can the client draw from?
How is the client organized?
 Cost
What kind of economies of scale does the client have?
Will increased production lower cost?

27. LAUNCH OF DAIRY MILK 4C MODEL
Customer Analysis
Done on basis of Demographic values and lifestyle
Product Classification
Break segment : Perk
Impulse Segment : Dairy milk, 5Star (malls)
Take home segment: Gift packs, Bournvita
Customer Segmentation on basis of Product Classification
1) 5-15 : Chocolates, gems, Bournvita
2)15-45 : Chocolates and health drinks
3)45 and above : Sugar free products and health drinks

28. Competitor Analysis
On this basis and analyzing the tastes it was decided to launch Dairy Milk in
3 segments
1) Normal
2) Superior
3) Premium
These catered to all age groups and income groups and had very less
market resistance and low entry barriers
The taste was decided keeping in mind the Indian tastes as done by bar-
one, having greatest share(dark chocolates are preferred by few)
0
10
20
30
40
50
60
Market Share
Market Share

29. Capacities
Established since 54 yrs in India
Excellent penetration in even all villages and small towns
Earlier products very popular with existing customer base therefore brand
loyalty and repeated buying successful without special offers
Differentiated product lineup which caters to many customer segments
Therefore it has the capacity to produce and launch products which have a
greater chance of being successful
Financially the company is very sound and can counter any predatory pricing
measures and can setup large plants to effectively exploit the concept of
Economies of Scale

30. Cost
It takes almost 50 lacs to produce 1 chocolate from scratch
(including all expenses of setting up plant, labor, accessory
charges)
For the second chocolate per chocolate cost drops to 25 lacs and
the cost decreases exponentially.
Using these facts and employing formulas to consider other
factors the cost come out to be very competitive:
Rs 20 for normal segment
Rs 30 for superior segment
Rs 50 for premium segment
This would enable it to recover the initial costs and effectively
counter price wars

31. 4P 4C
Communication requires a give
and take between the buyer and
seller (that's nicer). Use phone
numbers, your web site
address, etc.
Think of convenience to buy
instead of place, know how each
subset of the market prefers to buy
- on the Internet, from a
catalogue, on the phone
If you sell hamburgers, consider
the cost of driving to your
restaurant, the cost of conscience
of eating meat.
Study consumer wants and
needs and then attract
consumers one by one with
something each one wants
Consider the communication
instead of promotion. Promotion is
manipulative - it’s from the seller
Merely place
If you rely strictly on price to
compete you are vulnerable to
competition - in the long term.
You can't develop products and
then try to sell them to a mass
market

32. PORTER'S FIVE FORCES

33. PORTERS ANALYSIS OF
SUNFEAST
Entry barriers tough as
too many companies
with excellent portfolios
and can make survival
tough using predatory
pricing
Bargain power of
customers high because
customer loyalty
towards other products
plus distributors earning
more on other brands
Maggi- max market
share, deepest penetration
Top Ramen-good market
share and penetration
Knor-New entrant but
excellent promotional
strategies
Entry barriers tough as
too many companies
with excellent portfolios
and can make survival
tough using predatory
pricing
None available as it is a
top of the line consumer
product
SUPPLIER
INDUSTRY
COMPETITOR

34. SAMPLE CASE SWOT
STRENGTHS WEAKNESS
Market Penetration Less Penetration/Expansion
Customer Segmentation Limited Key Products
Good Promotion Less promotion/campaigning
Product Quality Poor quality of product
Good Distribution Network Poor retailer/distributor network
Economies of scale Less production compared to others
Constant innovations No change /innovation
Good After Sales service Bad service
OPPORTUNITY THREAT
Growth rate high Competitive brands
Growing economy Changing Government policies
Changing trends Globalization
Globalization If product fails there are exit barriers

35. STRENGTHS
Very strong brand equity in
India
54 years in market hence
deep penetration
Low cost of production by
economies of scale
Products for all customer
segments
Excellent promotion
strategies.
• Temptation chocolates:
tagline- Too to share
• ICICI’s ATM/ Radio
• They target every age group
by their advertisements WEAKNESSES
Poor technology in India
compared to current
international technologies
Ltd. Key products
“Make in India” tag once the
economy opens up wore and
imports rush in
More marketing and
distributing cost.
Swot Analysis Of Cadbury-A company analysis

36. Opportunities
Tremendous scope for per
capita consumption
Increasing per capita national
income resulting in higher
disposable income
Growing middle class and
growing urban population
Increasing gifts cultures
Substitute to “Mithais” with
higher calories/cholesterol
Increasing departmental
stores concept – impulse @
at cash counters
Globalization
Threat
No major threats: Due to low
cost and highest brand
equity, it is today in India
Minor threats: Globalization
will bring in better products
and/or brands.

37. SUPPLY AND DEMAND CURVES

38. BREAKEVEN ANALYSIS

39. VALUE CHAIN ANALYSIS

40. PRODUCT LIFE CYCLE

41. B.C.G MATRIX

42. SALES DATA FOR FATHER’S DAIRY
0
10
20
30
40
50
60
70
80
Milk Cheese
and Curd
Ice
Creams
Butter
Market Share
Market Growth Rate

43. MOTHER DAIRY
PRODUCTS BCG ANALYSIS

44. GAME THEORY…. THE PRISONER’S
DELIMMA
Silence
Silence
Confess
Confess
Freedom for both Light Sentence/Tough
Sentence
Tough Sentence/
Light Sentence
Moderate Sentence

45. CORPORATE APPLICATION-
PRICE PACT B/W 2 AIRLINE /MAJORS
No effect on
profits
Profits
Rise/Profits
Fall
Profits
Fall/Profits
Rise
Profits of both
would rise
according to
Market Share
Prices Same
Prices Same
Prices Rise
Prices Rise

46. STRATEGIC STRATEGIES (MILES AND SNOW)
Defender
Reactor
Prospector
Analyzer

47. SOME CONCEPTS TO REDUCE RESOURCE
WASTAGE AND INCREASE PROFITS
 Economies of Scale- Wal-Mart, Robotics
Workshops, American v/s Japanese
 Just in Time(JIT) Inventory handling- Toyota, Dell

48. HOW TO SCORE IN A CASE INTERVIEW
 Questions 5 points
 Presentation 10 points
 Communication 30 points
 Quantitative Skills 15 points
 Problem Solving 30 points
 Summary 10 points

49. GUESSTIMATES

50. WHAT IS A GUESSTIMATE ?
Whether free-standing or as part of a case, learning
how to make “back-of-the- envelope” calculations
(rough, yet basically accurate) is an essential part
of the case interview. As part of a guesstimate, you
might be asked to estimate :
 how many watermelons are sold in the United
States each year, or
 what the market size for a new computer program
that organizes your wardrobe might be.

51.  You might need to figure out the market size for the
wardrobe software as a first step in determining
how to enter the European market.
 The number of people getting a haircut of more
than 500 from 4-6 on a particular day in south
Delhi???(Try solving this or we will solve it for you
tomorrow)
You will not be expected to get the exact
number, but you should come close –hence
guesstimate. What matters is the approach and that
all the factors have been considered to get to the
answer. .

52. CLASSIFIED INFORMATION
 WORLD
Population World: 6 Billion
Adults: 3/4
Below Poverty Line: 1/3
 US
Population US: 300 million
No of households in US: 105 million
Number of adults in US: 210 Million (18+ yrs) (70%)
200 million (21+ yrs)
Number of Cars per household: 2.5
Minimum Wage: $5 per hour
Average Life Expectancy: 80 Yrs.
In USA fraction of adults is high : 4/5

53.  INDIA
Population India: 1000 million
No of households in India: 180 million
Number of adults: 530 million (18+ yrs) 53%
440 million (21+ yrs)
Number of Cars per household: 0.02
Minimum Wage: Rs. 15 per hour
Average Life Expectancy: 70 Yrs
 DELHI
Population: 1.2 crore
Total Area: 1438 sq Km

54. SAMPLE GUESSTIMATE
What is the annual demand
and supply for management
consulting jobs in the world?

55. SOLUTION
To make life easier, let’s just consider new graduates
fresh from schools and assume the United States has
half of world’s consulting jobs.
 Supply Side:
For this year’s graduating class (class of 2011) at top 50
universities in the US
let’s assume there are 1,500 students interested in
getting into management consulting industry:
500 college students
500 MBA students (both full-time and part-time)
500 other advanced degree holders(PhD/JD/MD and
non-MBA master’s degree).

56. For top 51 – 100 universities, on average the number of
students who are considering management consulting
may be only one third of that of top 50s: 500.
Add (1) and (2) together ==> 1,500×50 + 500×50 =
100,000 in the US.
Double that number will give us roughly 200,000
students that will likely submit job applications to
management consulting firms worldwide.

57.  Demand Side:
Given that the current headcount of consultants at top 4
consulting firms are as follows:
McKinsey & Company 9,000 consultants
BCG 4,400 consultants
Bain & Company 3,500 consultants
Booz & Company 3,000 consultants
Big 4 total 19,900
If we assume the big-4 players combined has 10%
market share, then the total number of management
consultants in the world is 200,000.

58. Since the turnover rate in management consulting
industry is high, most consulting firms need to hire 20-
30% of their existing headcount just to stand still.
Assume half of the new hires are from fresh
graduates, and half are experienced hires, the total
number of consulting job openings available to
undergraduates and graduate students would be:
200,000 x 15% = 30,000.
Therefore, approximately 3 out of 20 students who apply
for management consulting jobs will actually get offers.

59. SAMPLE GUESSTIMATE
How many weddings are
performed each day in Japan

60. SOLUTION
 In a city of 1 million (Kyoto), how many people
are of marriageable age?
Let’s say 750,000
 How many get married in a given year? Maybe 2
percent?
That’s 15,000
 Now, the population of Japan is about 150
million, so multiply 15,000 by 150 – and you get
2.25 million weddings every year.

61.  Divide that by 365 and you get 6,164 weddings per
day (on the average, though clearly some days are
more popular than others)!!
 To summarize:
There are 1 million people in Kyoto.
750,000 are of marriageable age
2 percent get married in the average year
750,000 x 0.02 = 15,000 marriages every year in
Kyoto

62. There are 150 million people in Japan
150 x 15,000 = 2.25 million weddings per year
2,250,000/365 = 6,164 weddings per day

63. RESUME BUILDING

64. WHY IS A GOOD RESUME A NECESSITY
 First Impression is the Last Impression !!!
 One of the best ways to market Your self
 The only means of non verbal communication
between U and the Interviewee
 Get to express your core qualities in an easy, crisp
and effective manner.
 A medium to show the company what it wants to
see in you.
 Helps you crack the interview much better as it
gives you a 50% leverage over the other
candidates

65. TYPES OF RESUMES AND SOME TIPS
 TECHNICAL resumes
 NON TECHNICAL resumes
 A single page resume is the best resume
 Keep it SHORT, SIMPLE, no Grammatical
ERRORS
 Font size should be 10 to 11 and style professional
 Try to have separate resumes for tech and non-tech
companies
 Don’t use I, We, You etc use action verbs

66. TECHNICAL RESUMES BASIC STRUCTURE
 Aim (not necessary if projects more in number)
 Educational Qualifications (10th ,12th , Grad)
 Trainings
 Projects - Car Teams, Technical papers
 Educational Achievements - Badge
holder, scholarships, NTSE
 Certifications – NSE, NIIT etc
 Soft Skills - C++, JAVA, AutoCAD, Pro E
 Extra Curricular - focus on tech based
events, non- tech only very good ones
 Positions of Responsibility, role in technical
societies

68. NON TECHNICAL RESUME (STRUCTURE)
 Aim (not necessary if projects more in number)
 Educational Qualifications (10th ,12th , Grad)
 Trainings
 Projects - Car Teams, Technical papers
 Achievements - Badge
holder, scholarships, NTSE, competitions of any level
but of last 4 yrs and very major ones if even older
 Extra Curricular – both tech and non tech, clubs of any
sorts(dramatics, dance), Sports, organizing committee
of events, B plans etc
 Positions of Responsibility, role in technical
societies
 Hobbies

70. INTERVIEW

71. WHAT IS AN INTERVIEW ?
The interview is a two-way exchange
of information. It is an opportunity for
both parties to market themselves. The
employer is selling the organization to
you, and you are marketing your
skills, knowledge, and personality to
the employer.

72. WHAT IS REQUIRED?
CORE
• Be well prepared with at
least two of your core
subjects.
• Interview questions are
based on your technical
trainings and projects .
• If you still have time then
study more and increase
your aggregate, 60%is
just not good enough!
NON-TECH
• Be prepared with at least
1 example of all qualities
you have like problem
solving ,leadership skills
etc.
• You should be able to
solve case studies and
guesstimates and know all
the market theories like
4C ,4P really well!
• Lots of confidence and a
Rocket Singh like
attitude..

73. SOME SKILLS YOU COULD
DEVELOP /PREPARE / BLUFF
 Analytical/Problem Solving
 Flexibility/Versatility
 Interpersonal
 Oral/Written Communication
 Organization/Planning
 Time Management
 Motivation
 Leadership
 Self-Starter/Initiative
 Team Player

74. SIX BASIC HR QUESTIONS
 Tell us about yourself.
 What do you know about our company?
 Why do you want to join our company?
 What are your strengths and weaknesses?
 Where do you see yourself in the next five years?
 Have You given CAT/GRE this year .If yes then
why? If not then why not?

75. INTERVIEW ROUNDS
The Personal Interview rounds generally are:
 HR round which is a general talk about what you
have done. You are generally judged on your
confidence in this .
 Technical round is related to your core
subjects, training and projects.
 Psychometric round(very rare) here you are asked
around 70 HR questions and have to answer with a
yes/no and loads of examples supporting your
qualities
 Telephonic round is generally the last round with a
senior person in the company which is again HR
mostly.

76. QUESTIONS YOU CAN ASK
 What are the most significant factors affecting your business
today? How have changes in technology most affected your
business today?
 How has your business/industry been affected by the
recession?
 How has your company grown or changed in the last couple
of years?
 What future direction do you see the company taking?
 Where is the greatest demand for your services or product?
 Where is most of the pressure from increased business felt in
this company?
 Which department feels it the most?
 How do you differ from your competitors?
 How much responsibility will I be given in this position?
 What do you like about working with this organization?
 Can you tell me more about the training program?

77.  Have any new product lines been introduced recently?
 How much travel is normally expected?
 What criteria will be used to evaluate my performance?
 Will I work independently or as part of a team?
 How did you advance to your position?
 What are the career paths available in this organization?
 When can I expect to hear from you regarding this
position?
 “What is the history of your company and how was your
company started?”
But Be sure to note that whatever you ask hasn’t
been already talked about during the presentation
that the company had given !!