A PHD graduate recently shared her rejection email from McKinsey with me. She’d solved every case correctly, identified the right insights, and even caught a calculation error the interviewer missed. Her fatal flaw? She buried her main point three minutes into every answer.

“I kept building up to my conclusion,” she told me. “That’s how we wrote research papers.”

Exactly. And that’s precisely why engineers and academics struggle in consulting interviews, despite being brilliant problem solvers.

The Academic Curse

In universities, we’re trained to build arguments from the bottom up. The structure of an academic paper typically includes an introduction, methodology, findings, and discussion and concludes with a final summary.

This style works for journal publications. It’s death in consulting.

Your client is a CEO who gets 200 emails before breakfast. A board member is squeezing you between two other meetings. A CFO whose assistant is already hovering with the next appointment. They don’t have five minutes for your buildup. They need the answer in the first sentence.

Your Logic Is Your Product

During my time at Bain, I observed that partners would interrupt presentations within 30 seconds if the key message wasn’t clear. Not because they were rude, because that’s what clients do.

I learned this the hard way. Presenting to a financial service firm’s executive committee, I started: “We conducted extensive market analysis across 14 countries in the region, examining pricing trends, competitive dynamics, regulatory frameworks…”

The CEO cut me off: “Should we launch our services in this region or not?”

“Yes, but…”

“Answer me first. Then tell me why.”

In that one meeting, I learned what most candidates never grasp: your conclusion isn’t the destination. It’s the starting point.

The 30-Second Rule

Here’s an exercise. Take any decision you made recently. Choosing a restaurant to have a weekend dinner with your spouse. Now explain it two ways:

Academic way: “I researched 15 restaurants, comparing cuisine types, price points, and reviews. I considered location, parking availability, and ambiance ratings. After weighing these factors, I chose Toscano.”

Consulting way: “Toscano. It hits three key criteria: Italian cuisine that we both like, within our budget, and walking distance. Happy to go into the details.”

Feel the difference? One makes people wait. The other delivers value immediately.

Flipping Your Brain

Every answer in a case interview needs an invisible executive summary. Not a literal one, a mental framework that forces you to lead with conclusions.

A retail chain asks why profits dropped 20%. Most candidates start describing their analysis tree: “I’ll examine revenue and costs, breaking revenue into price and volume, breaking cost into fixed and variable…”

Stop. Try this instead: “Profits likely dropped due to either revenue decline or cost increase. Let’s analyze the historical revenue and cost trend to see which driver changed. Then I will drill down the problem path to isolate the specific driver causing the issue. That’ll focus our investigation.”

You’ve given direction before diving into details. The interviewer knows where you’re headed and why.

The Executive Summary Mindset

Investment bankers use a technique called signposting, telling people what you’re about to tell them. Consultants perfected it.

Watch the difference:

Without signposting: “The market is worth $2 billion. The main concentrated competitors have a 60% share. Barriers include regulation and capital requirements. Customer switching costs are high. Technology changes might disrupt current dynamics. We may want to think twice about entering; if we decide to enter, we could do it through acquisition or organic growth.”

With signposting: “Three factors make this market unattractive for entry. First, the accessible market is only $800 million after competitor lock-ins. Second, regulatory barriers require two-year approval processes. Third, technology shifts mean today’s investments might be obsolete by market entry.” The content is identical. The clarity isn’t.

The Power of Signposting

Scientists and engineers often try to communicate every nuance, every assumption, and every caveat. They’ve been trained that incomplete information is dishonest.

In consulting, complete information is useless if it’s not digestible.

A biotech PhD faced this case: “Should our client develop a personalized cancer therapy?”

She started: “Well, there are multiple considerations, including clinical efficacy variations across genetic markers, regulatory pathway complexities, manufacturing scalability challenges…”

The interviewer stopped her. “What’s your recommendation?”

She knew the answer—don’t develop it; the economics don’t work. But she felt obligated to show all her thinking first. That’s not thinking like a consultant. That’s thinking like a researcher.

Breaking the Perfection Trap

Structure every complex answer in three layers:

Layer 1 (5 seconds): The answer “We should exit the German market”

Layer 2 (20 seconds): The key reasons “Three factors: we’re losing €10 million annually, regulatory changes prevent profitability, and resources would generate 3x returns in France”

Layer 3 (as needed): The supporting details “Let me walk through the financial analysis…”

Most candidates start at Layer 3. Winners start at Layer 1.

The Three-Layer Technique

Question: “Our client’s customer satisfaction dropped. What should they do?”

Losing answer: “I’d segment customers by demographics, purchase history, and interaction touchpoints. Then, analyze satisfaction drivers through regression analysis. We’d benchmark against competitors…”

Winning answer: “Fix the call center—that’s likely driving the satisfaction drop. Let me test this hypothesis by checking if the decline correlates with specific customer touchpoints…”

Both candidates might reach the same conclusion. Only one sounds like a consultant.

Real Interview Examples

Question: “Our client’s customer satisfaction dropped. What should they do?”

Losing answer: “I’d segment customers by demographics, purchase history, and interaction touchpoints. Then, analyze satisfaction drivers through regression analysis. We’d benchmark against competitors…”

Winning answer: “Fix the call center—that’s likely driving the satisfaction drop. Let me test this hypothesis by checking if the decline correlates with specific customer touchpoints…”

Both candidates might reach the same conclusion. Only one sounds like a consultant

Stress Test

Record yourself answering any business question. Then delete the first 30 seconds. Does your answer still make sense? If yes, you’re burying the main message.

I make candidates practice with a buzzer. After 15 seconds, BUZZ—have you stated your main point yet? It’s brutal but effective.

One candidate called it torture. “That buzzer rewired my brain,” she says. I now see how much time people waste getting to the point.

Cultural Rewiring

Certain cultures emphasize context before conclusion. Respect before directness. Harmony over clarity. These are valuable traits in life, but liabilities in case interviews.

An Asian candidate from Singapore struggled with this. His answers were thoughtful but took forever to land. We practiced one technique: pretend the interviewer will leave in 30 seconds. What must they know?

Suddenly, his answers transformed. “Recommend acquisition. Here’s why” replaced five-minute windups. He got an offer from his dream firm.

The Client Mirror

Every interviewer imagines you interacting with their client. Would the client appreciate your thoroughness or check their phone? Would they admire your logic construction or interrupt and ask for the bottom line?

A Bain partner who led the private equity diligence practice at Bain told me, “I can tell within two minutes if someone thinks like a consultant. They either answer my question directly or they dance around it. Dancing might work in academia. It doesn’t work when clients are paying $50,000 per day.”

Practice This Tomorrow

Open any news article about a business decision. Before reading past the headline, state what you think the company should do and why, in under 20 seconds. Then read the article. Practice restructuring the journalist’s story with your recommendation first.

Do this daily. Train your brain to think conclusion-first, not conclusion-last.

The Uncomfortable Truth

Communication precision matters more than analytical brilliance in consulting interviews. I’ve seen exceptional analysts fail because they couldn’t articulate findings clearly. I’ve seen average analysts succeed because they could make complex things simple.



Your interviewer isn’t evaluating what you know. They’re evaluating what a client would understand from your explanation. Those are drastically different bars.



Stop crafting elaborate buildups. Stop treating the interviewer like a thesis advisor.



Start answering questions in the first sentence. Start structuring thoughts for busy executives. Start thinking like someone whose advice costs $2,000 per hour.



That’s the shift that turns rejections into offers.

Are you Preparing for consulting interviews

 

As a coach with consulting experience, I can provide you with more tips and one-on-one practice to sharpen your estimation techniques. 

Book a intro session with my team to know more.  

Picture of Ashwin Shetty

Ashwin Shetty

I mentor ambitious individuals to crack their dream consulting roles at top firms like McKinsey, Bain, BCG & more. I have helped over 300 aspirants land MBB offers.