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MASTERING THE CONSULTING BEHAVIORAL INTERVIEW: KEY QUESTIONS AND ANSWERS

Ace the consulting behavioral interview. Covers skills, sample
questions/answers, preparation tips and follow-up advice.

Evgeny Bik September 14, 2023 — 16 minutes read



INTRODUCTION

Welcome to the comprehensive guide to mastering the behavioral interview. This
introduction aims to provide essential insights into the importance of
behavioral interviews in consulting roles, offer a brief introduction to the top
management consulting firms: McKinsey, Bain, and BCG (famously listed as MBB),
and shine light on the vital role-specific skills play in the life of successful
consultants.

We've spent years as senior leaders, hiring managers, and interviewers in some
of the world's most coveted companies (e.g. Amazon, Apple, P&G, Diageo) that use
behavioral interviews to determine candidates' cultural fit. We've also coached
over 2000 candidates on how to prepare for these interviews. This guide is based
on our insights.


UNDERSTANDING THE IMPORTANCE OF BEHAVIORAL INTERVIEWS IN CONSULTING ROLES

In the highly competitive consulting world, attaining a top-firm role means
excelling in behavioral interviews in addition to your case interviews. These
interviews are crucial to the hiring process as they provide an in-depth look at
a candidate's behavior in specific situations, helping predict how they might
behave in future scenarios. They offer a platform for candidates to showcase
essential qualities such as leadership, problem-solving, teamwork and
communication skills. They allow consulting firms to gauge whether candidates
align with their culture and values.


BRIEF OVERVIEW OF TOP CONSULTING FIRMS: MCKINSEY, BAIN, AND BCG (MBB)

Referred to collectively as MBB, McKinsey, Bain, and BCG are among the top
echelons in management consulting firms. With a worldwide presence, they have
carved a defining niche, setting trends and creating standards for the
consulting industry. Garnering a role in these firms means being a part of a
high-performing, innovative team focused on solving challenges for the world's
leading organizations. However, their high selectivity and rigorous interview
process make the journey to success demanding, underscoring the importance of
preparation and performance in behavioral interviews.


THE SIGNIFICANCE OF SPECIFIC SKILLS FOR SUCCESSFUL CONSULTANTS

As a part of such renowned firms, consultants must possess and demonstrate
unique skills. These include problem-solving, clarity of focus, analytical and
numerical abilities, effective communication, client relationship management,
demonstrated leadership, entrepreneurial drive, and an aptitude for teamwork and
collaboration. The inherent demanding nature of a consultant's job means the
need for these skills is not limited to the interview phase but continues to
impact their consulting career, influencing client relationships, project
outcomes, and personal growth within the company.


INSIGHT INTO MCKINSEY, BAIN, AND BCG (MBB)

Management consulting is often dominated by a triumvirate known as MBB, an
acronym for McKinsey, Bain, and BCG. These top management consulting firms are
recognized globally for their reputation and selective hiring process,
attracting a pool of highly talented and ambitious candidates.


REPUTATION AND SELECTIVITY OF THESE FIRMS

MBB firms hold a reputation of prestige and high standards, which is reflected
in their stringent and selective hiring processes. McKinsey, for instance,
receives over a million applications annually but hires less than 1% of them. A
similar scenario can be observed at Bain and BCG, intensifying the competition
for aspirants to enter the consulting field.


THE RIGOROUS INTERVIEW PROCESS

The interview process at MBB firms is meticulously designed to assess a broad
range of skills. The interview phase often involves multiple rounds, including
rigorous case interviews and behavioral or fit interviews, which can be both
challenging and stimulating for the candidates. It intensely tests their
analytical abilities, communication, teamwork, and problem-solving skills.


HIGH DEMAND FOR SPECIFIC SKILLS

MBB firms are known for their high demand for unique skills. Besides academic
excellence, these firms seek clarity of focus, analytical and numerical skills,
effective communication, client relationship management, leadership
capabilities, and entrepreneurial drive. Owning and demonstrating these skills
in your job interviews significantly improves your success.


LIMITED POSITIONS AND INTENSE COMPETITION

These firms have specific hiring targets and don’t maintain a
‘hire-all-talented’ policy. They are known for a limited number of positions
targeted at selecting the best of the best. Hence, it is true that only those
who stand out in a crowd of talented participants receive an offer. This
situation makes some roles more competitive than others.


STRATEGIES TO INCREASE CHANCES OF SUCCESS

Though entering MBB firms has always been a challenge, candidates can increase
their chances of success by developing the required skills and effectively
navigating the application and interview process. Networking with current
employees, preparing for the consulting interview, solving case studies, and
being abreast of the latest industry trends could give candidates an upper hand
in the recruitment process.

In summary, becoming a part of the McKinsey, Bain, or BCG workforce requires
diligent preparation and an excellent skill set sprinkled with luck. However,
the fruit of your labor is rewarding as it presents numerous opportunities to
carve out a successful career in the consulting industry.


IMPORTANCE OF BEHAVIORAL INTERVIEWS IN CONSULTING ROLES

In the management consulting industry, particularly in top management consulting
firms like Bain, McKinsey, and BCG (MBB), leveraging behavioral interviews as
part of the recruitment process is prevalent for five reasons.


BEHAVIORAL INTERVIEWS AS PREDICTORS OF FUTURE PERFORMANCE

Firstly, MBB firms, like other consulting firms, use behavioral interviews to
predict future performance. Behavioral interviews focus on a candidate's past
experiences and behavior in specific situations, which can provide a sound basis
for predicting their future performance in comparable scenarios. This technique
assists the consultancy in selecting candidates most likely to excel in
challenging situations that often arise during consulting projects.


ASSESSING ESSENTIAL QUALITIES OF CANDIDATES

Secondly, in management consulting behavioral interviews, questions are
orientated towards assessing several essential qualities such as problem-solving
abilities, leadership skills, and teamwork traits. These qualities are vital for
consultants to succeed in the demanding environment that characterizes most
consulting roles. It's worth noting these assessments are usually executed as
part of fit interviews within the broader interview phase.


EVALUATING COMMUNICATION SKILLS

Thirdly, the behavioral interview questions allow recruitment teams to gauge
candidates' proficiency in communication. Communication skills are essential in
the consulting industry. The effectiveness with which candidates answer
questions and share personal experiences during interviews can showcase their
abilities to deliver clear, logical, and persuasive arguments. These skills are
notoriously imperative in consulting roles that often demand substantial
interactions with clients, team members, and key stakeholders.


DETERMINING CULTURAL FIT

Fourthly, behavioral interviews serve as a way to determine whether a candidate
fits the consulting firm's culture and values. The candidate and the consulting
firm must ensure a good cultural fit as it directly influences the candidate's
potential for success and the overall team environment. Consulting firms'
culture and values can usually be derived from their value proposition, mission,
and past track record, among other influential factors.


IDENTIFYING WELL-ROUNDED CANDIDATES

Finally, behavioral interview questions in consulting interviews also facilitate
the identification of well-rounded candidates. By asking candidates to describe
a time when they dealt with particular challenges, the consultancy can ascertain
whether a candidate boasts a diverse mix of necessary skills and traits that
will allow them to excel in the consultant role. For example, in management
consulting interviews, answering behavioral questions may involve detailing past
experiences where the candidate showed initiative, demonstrated problem-solving
skills, or worked collaboratively in a team environment despite limited
resources.

Overall, consulting behavioral interviews bridge the gap between a candidate's
experience on paper and their potential performance at the consulting firm,
providing critical insights essential to the recruitment process.


UNDERSTANDING THE SKILLS EVALUATED IN MBB INTERVIEWS

Top management consulting firms, such as McKinsey, Bain, and BCG (MBB), are
known for their rigorous selection process and high standards. Their interviews,
especially the behavioral ones, aim to evaluate the skills necessary for a
successful consulting career rigorously. These skills include clarity of focus,
problem-solving, analytical and numerical skills, communication, client
relationship management, leadership, entrepreneurial drive, teamwork, and
collaboration. Let's take a closer look at these key skills:


CLARITY OF FOCUS

In the overwhelming sea of data and information, a consultant's ability to
prioritize the right things and navigate effectively is invaluable. This aspect,
known as clarity of focus, is something that MBB firms evaluate from the get-go.
Candidates must demonstrate a solid sense of direction, an understanding of
critical objectives, and the capacity to focus on what matters most (McKinsey).


PROBLEM-SOLVING

An inherent part of the consulting job, problem-solving skills are critical.
Consultants must be capable of analyzing complex situations, developing
innovative solutions, and navigating through ambiguities. MBB firms value
candidates who can demonstrate adaptiveness, creativity, and resilience when
faced with challenging tasks (BCG).


ANALYTICAL AND NUMERICAL SKILLS

Owing to the consulting industry's heavily data-driven nature, having strong
analytical and numerical skills is a must. Consultants must be proficient in
data analysis, financial valuations, cost savings analysis, and more, to make
informed and strategic decisions (Bain).


COMMUNICATION

Efficient communication is another necessary skill for consultants. It involves
presenting findings and recommendations clearly and compellingly to clients and
teams. Besides verbal communication, it also includes active listening and
effective questioning, which are vital components of a consultant's toolbox
(Sharma, 2020).


CLIENT RELATIONSHIP MANAGEMENT

Much of a consultant's role revolves around building and maintaining strong
client relationships. Therefore, skills in client relationship management,
including empathy, understanding client's needs, and fostering trust, are
considered vitally important by MBB firms. Successful client relationships often
lead to successful project outcomes (RocketBlocks).


LEADERSHIP

Consultants often need to steer teams, manage projects, and sometimes even guide
key stakeholders. Thus, strong leadership skills and a knack for influential
management are what MBB firms often look for in candidates. This also includes
inspiring confidence and promoting an environment conducive to high performance
(McKinsey).


ENTREPRENEURIAL DRIVE

The demanding environment of management consulting requires individuals with a
strong entrepreneurial drive. MBB firms seek candidates who strongly desire to
achieve, welcome challenges, and demonstrate resilience in the face of setbacks
(Careerwise by Minnesota State).


TEAMWORK AND COLLABORATION

Finally, consulting is a team-based profession; thus, working well with others
and contributing to a positive team dynamic is fundamental. Besides cooperative
teamwork, this also entails understanding a team’s dynamics and handling
interpersonal challenges at the workplace (The Balance Careers).

These competencies aren't just evaluated during the interview phase; they form
the foundation of a consultant's growth and success throughout their career at
the firm. Therefore, understanding, developing, and demonstrating these skills
can significantly improve a candidate’s chances of breaking into management
consulting.


SAMPLE BEHAVIORAL INTERVIEW QUESTIONS AND BEST ANSWERS

In management consulting behavioral interviews, each question aims to evaluate
specific competencies. Here are a few sample questions and possible responses
covering the key skills McKinsey, Bain, and BCG required. Note these are
shortened versions of what you'd normally offer in a consulting behavioral
interview (to learn how to ace cultural fit behavioral interviews for any global
Fortune 500 business, check out our Job Interview Whizz course).


QUESTIONS AND ANSWERS HIGHLIGHTING 'CLARITY OF FOCUS'

A common consulting behavioral interview question examining clarity of focus
might be: "Can you describe a time when you had to prioritize multiple important
tasks? How did you handle it?"

An ideal answer to illustrate your clarity of focus can include: "In my previous
role as a project manager, there were times when I managed multiple
high-priority projects. In one such instance, instead of tackling everything
simultaneously, I broke each project down into key deliverables and targeted
deadlines. I used the Eisenhower Decision Matrix to decide the importance and
urgency of each task and delegated some tasks to trusted team members. This
method allowed me to maintain clarity of focus and meet all timelines without
compromising quality."


QUESTIONS AND ANSWERS HIGHLIGHTING 'PROBLEM SOLVING'

A behavioral interview question assessing problem-solving skills could be:
"Describe a situation where you found an innovative solution to a challenging
problem."

An example answer can follow this format: "During a past consulting project, we
found that the client's sales were dramatically falling, but could not determine
the core reason. I conducted an in-depth sales funnel analysis and found a
massive drop-off at the onboarding stage in the app. However, gut instinct
wasn't enough; I needed data to back it up. I initiated a customer survey
focused on understanding their onboarding experience, and soon enough, the
problem was evident. The onboarding was overly lengthy and complex. With this
insight, I led my team to design a simplified onboarding process. After
implementing our solution, the client's sales conversion improved by 30%."


QUESTIONS AND ANSWERS HIGHLIGHTING 'ANALYTICAL AND NUMERICAL SKILLS'

A typical question to evaluate your analytical and numerical skills might be:
"Provide an example of a time when you used data analysis to inform a business
decision."

A possible answer to this question might be: "In my previous role as a financial
analyst, I used data analysis to guide strategic business decisions
consistently. Our company was considering a significant investment in one of two
emerging markets. I was tasked with conducting a thorough financial and risk
analysis of each potential market. Using Python, I automated data gathering from
various sources and performed in-depth data analysis. My analysis revealed that
while both markets showed potential, Market A had a better risk-adjusted return.
My findings guided the company's decision to invest in Market A, resulting in
solid returns and risk mitigation."


QUESTIONS AND ANSWERS HIGHLIGHTING 'COMMUNICATION'

A common question to assess your communication skills could be: "Can you
describe a time when your ability to communicate effectively helped you manage a
difficult situation?"

A sample answer could be: "While working as a client service executive, I once
handled a major client who was upset with a delay in our deliverables. I
scheduled a face-to-face meeting with them, explained the reasons behind the
delay, assured them about our commitment to maintaining quality, and laid out a
plan to expedite completion without compromising standards. My open and honest
communication helped reassure the client, retain their business, and strengthen
our relationship."


QUESTIONS AND ANSWERS HIGHLIGHTING 'CLIENT RELATIONSHIP MANAGEMENT'

A question assessing your client relationship management skills can be as
follows: "How have you managed a difficult client relationship in the past?"

Consider this answer: "As a consultant at XYZ firm, I worked with a client who
was hard to please because of their high expectations and shifting requirements.
Instead of getting frustrated, I regularly communicated with them to understand
their changing needs while explaining the impacts of such changes on timelines
and costs. I also ensured I could answer their queries, which helped establish
trust. With persistence and patience, we transformed the initially difficult
relationship into a successful long-term partnership" with a link to additional
information on consulting skills.


QUESTIONS AND ANSWERS HIGHLIGHTING 'LEADERSHIP'

A standard question to determine your leadership skills and personal experience
interview would be: "Can you provide an example of a time where you led a team
to achieve a significant goal?"

A likely response could be: "While leading a project team in my previous
company, we were challenged to deliver a project within tight deadlines. I began
by aligning the team on the project's importance and our strategy. I ensured
each team member was clear about their role and deadlines. I also kept
communication channels open by regularly scheduling meetings to discuss progress
and challenges. Under my leadership, the team completed the project on time and
exceeded the client's expectations."


QUESTIONS AND ANSWERS HIGHLIGHTING 'ENTREPRENEURIAL DRIVE'

An interview question gauging your entrepreneurial drive could be: "Describe a
time when you identified an opportunity and took the initiative to turn it into
a reality."

A good response might be: "Working as a sales specialist in my previous role, I
noticed several inefficiencies in our sales process. Despite not being part of
my job description, I took the initiative to analyze our entire sales pipeline
and identified bottlenecks. After gaining approval, I led a small team to
implement a more efficient CRM system, resulting in a 20% increase in sales and
a 30% reduction in time spent on administrative tasks. This experience showcased
my entrepreneurial drive to seek opportunities and implement improvements for
the company's benefit."


QUESTIONS AND ANSWERS HIGHLIGHTING 'TEAMWORK AND COLLABORATION'

In demonstrating your teamwork skills, a behavioral interview question could be:
"Can you tell me about a time you worked well as part of a team to achieve a
specific outcome?"

An ideal answer is this: "In my last consulting role, I was part of a diverse
team assigned to a challenging project. Initially, we faced difficulties due to
diverse working styles and viewpoints. Recognizing the problem, I suggested we
devote time to understanding each other's work methods and strengths. As we
began appreciating our diversity, we collaborated more effectively, leading to
successful project completion and strong team relationships beyond the project."


HOW TO PREPARE FOR A BEHAVIORAL INTERVIEW FOR CONSULTING ROLES

Prepping effectively for a behavioral interview can enhance your chances of
securing a job with top management consulting firms like McKinsey, Bain, and BCG
(MBB). It's less about memorizing answers and more about articulating your
personal experiences and lessons learned compelling yet concisely. Here are some
guidelines to help you prepare, with further information available here.


TIPS TO DEMONSTRATE THE REQUIRED SKILLS

MBB firms value specific skills such as clarity of focus, problem-solving,
analytical and numerical skills, communication, client relationship management,
leadership, entrepreneurial drive, and teamwork. Here are some tips to
demonstrate these:

 * Use examples: Be prepared to provide examples from your experiences that
   evidence each skill. For instance, in demonstrating your problem-solving
   skills, you could share a past instance where you had to devise an innovative
   solution to a complex challenge.
 * Contextualize your achievements: When discussing your accomplishments,
   provide context on their significance. This could mean discussing the
   challenges overcome, the impact of the achievement, or the skills developed
   as a result.
 * Highlight teamwork: Consulting projects largely depend on team collaboration.
   Therefore, share experiences where you worked effectively within a team
   environment or even led a group to success.


HOW TO STRUCTURE YOUR RESPONSES TO BEHAVIORAL QUESTIONS

Structuring your responses clearly and logically is important when answering
behavioral questions. The STAR (Situation, Task, Action, Result) method can
help. This approach allows you to demonstrate your problem-solving and
decision-making skills effectively:

 * Situation: Start by setting the context of your story. What were the
   circumstances? Who were the key stakeholders?
 * Task: What were your responsibilities? What did you need to accomplish?
 * Action: Describe the specific steps you took to address the task.
 * Result: Share the results of your actions, including what you learned. Don't
   avoid discussing a partial failure as long as you can demonstrate learnings
   and growth.


MISTAKES TO AVOID DURING A BEHAVIORAL INTERVIEW

While there are many things you can do right in a behavioral interview, there
are also common pitfalls to avoid:

 * Vague storytelling: Avoid being vague when discussing past experiences. The
   interviewer's question is an opportunity to demonstrate concrete examples of
   how you applied the necessary skills in a given situation.
 * Talking too much: Being detailed is good, but overloading the interviewer
   with information can distract from your key points. Balance detail with
   brevity to maintain engagement.
 * Neglecting soft skills: While showcasing your problem-solving and strategic
   skills, don't forget about soft skills like team cohesion, leadership, and
   empathy. After all, consulting is a people-centric profession.

Proper preparation can build your confidence and help demonstrate that you would
be a valuable addition to the firm. It can also provide an opportunity to assess
your fit with the firm's values and culture, which can be equally beneficial.


HOW TO FOLLOW UP AFTER A BEHAVIORAL INTERVIEW

A proficiently handled consulting behavioral interview is only the first step in
securing your dream position in a top management consulting firm. The steps you
take after that equally hold great importance. Throughout the interview phase,
it's crucial to leave a lasting impression on your interviewers, and sending a
thoughtful follow-up message is one way to affirm your interest in the
consulting job.


APPROPRIATE ACTIONS TO TAKE POST-INTERVIEW

After a behavioral interview with a consulting firm, showing professionalism and
conscientiousness is crucial. Quick follow-up actions are necessary and can be
broken down into three steps:

 1. Review your performance: As soon as possible, note what you think went well
    during the interview. Did the interviewer seem impressed by your personal
    impact story? Were there any questions you found challenging? This
    reflection will help you prepare for future interviews.
 2. Thank your interviewers: A brief thank-you note not only shows courtesy, it
    also reinforces your interest in the consulting firm and the available role.
    This should be done within 24 hours of your interview.
 3. Maintain communication: Establishing continuous communication shows your
    genuine interest in the consulting job. However, avoid being too persistent
    as this might work against you. Leave enough time between follow-ups,
    typically between one to two weeks.


HOW TO WRITE A FOLLOW-UP EMAIL

The follow-up email should be concise, well-written, and tailored to your
interview experience. Here's a step-by-step guide to help you:

 1. Start with a professional greeting: Use the interviewer's name if you know
    it. If not, use a general term like "Interview Team".
 2. Express your appreciation: Thank the interviewers for the opportunity to
    interview for the consulting role and your appreciation for their time and
    insight. It's appropriate to mention details about the interview, such as a
    topic you discussed or something new you learned about the consulting firm.
 3. Affirm your interest: Reiterate your excitement about the position and the
    consulting industry. You can also specify why you would fit the role well.
 4. Mention follow-up: Politely mention that you look forward to any updates.
    But be patient, don't rush them.
 5. End professionally: Close your email with a professional closing line like,
    "Sincerely" or "Best regards", followed by your name.


WHAT TO DO IF YOU DON'T HEAR BACK

Sometimes you may not hear back from the consulting firm as soon as expected,
which can be stressful. Here's general advice on what you can do:

 1. Give it some time: Some companies take longer to respond than others, so
    it's essential to be patient and provide the company with ample time.
 2. Send a follow-up email: After a reasonable amount of time (usually a week or
    two), send a professionally crafted, polite email to ask for an update on
    the recruitment process.
 3. Stay professional: Regardless of how long it takes, always maintain
    professionalism in your communications.
 4. Continue your job search: Don't put your job search on hold while waiting to
    hear back. Continue applying and interviewing for other positions.

Remember, a well-crafted follow-up can make a significant difference in the
highly competitive world of management consulting. It could be the deciding
factor between receiving a consulting offer or not. So, make every effort to
follow up effectively every time.


CONCLUSION

Mastering behavioral interview questions is crucial to landing a position in top
management consulting firms like McKinsey, Bain, and BCG. This article has
provided comprehensive insights into the behavioral interview process, offering
examples of key behavioral question types and detailed responses demonstrating
essential consulting skills.

Our guide has shown that demonstrating clarity of focus, strong problem-solving
abilities, analytical and numerical aptitudes, exceptional communication,
empathetic client relationship management, leadership qualities, and teamwork
spirit are crucial for success in consulting roles.

Remember that the structure of your response matters as much as the content.
You’ll want to be clear and concise during your interview, giving specific
experiences highlighting your ability to excel as a consultant. Also, be aware
of common pitfalls, such as providing generic responses or failing to answer the
question directly.

Your preparation should involve answering potential behavioral interview
questions and rehearsing responses to ensure you effectively communicate your
skills. It's also valuable to prepare questions for your interviewer,
demonstrating your interest in understanding the role, the firm, and the
consulting industry.

While the interview process at consulting firms can be intense, remember that
each step is an opportunity to show the firm why you would make an exceptional
consultant. Remember that the firm assesses your knowledge and skills, cultural
fit, and how well you align with the company’s values.

Indeed, the journey to becoming a management consultant at an elite firm like
MBB can be challenging and competitive. However, each interview is a stepping
stone towards your career goals. Stay committed, confident, and authentic during
your consulting interview. Good luck on your path to success in the management
consulting realm!

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