Closing the Case Like a Pro

When I would conduct interviews on campus, I always paid close attention to how candidates closed their cases, as it was indicative of their long-term potential at the firm, especially at the MBA/post-MBA level. There are a few key skills that distinguish the best casers and that you can incorporate into your wrap-up.

The first hurdle to clear is to wrap up logically. Have you accurately captured the information and drawn reasonable and clear conclusions from the data? If so, great, you have met the entry-level requirement. If not, passing the first round is highly unlikely.

The second hurdle to clear is to wrap up comprehensively. Have you mentioned the risks in your recommendations? Have you articulated next steps for the client to take? Does your recommendation have short-term and long-term implications that you can highlight? This is a good manager-level close, as it covers all the areas that the client cares about.

The final hurdle to clear is to wrap up productively. Have you thought about the next questions the firm could address? What new projects could this lead to? What new intellectual property could be developed? How can this project further benefit the firm? No more than a sentence or two is needed, but just with that, this is a partner-level close, as it demonstrates the kind of thinking that could reap dividends for the firm in the future.

So, given the choice, whom would you hire? Someone who can think logically? Someone who can think logically and comprehensively? Or someone who can also show the acumen to think productively? Which do you want to be?