I imagine you’ve heard about the dreaded consulting case interview.

Perhaps you’ve gone through them yourself as you sought a job with a big consulting firm out of school.

My experience through that ringer was nearly 20 years ago, and I can still remember the sweat and anxiety that came with being presented with a thorny strategic business problem…

Then having the spotlight turned on me to break it down in real-time.

No pressure -- just the trajectory of your career on the line.

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Years later, helping aspiring BCGers prepare for their turn in the hot seat, the question would come up: Why?

Why is this painful exercise the way in?

The simple answer is they want to see how you think.

And how well you can verbalize that thought process.

Remember, the entry-level role at a generalist firm doesn’t ask you to be an expert in anything.

That role is to be able to come in cold to a murky client problem and structure your way to a solution.

(Relationship building, data analysis and slide writing can be taught as you go…)

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Out on your own as a solo consultant, it should be a relief to know that the bar is a bit different.

A prospect is, in fact, looking for specific expertise.

But interestingly, they’re probably only talking with you because they already know you have it.

Maybe they've seen your posts...

Or digested your signature framework...

Or heard your voice on podcasts...

Or read your book.

All that expertise qualification is front-loaded.

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Hence, a “sales interview” can be viewed not as a grilling…

But rather a measured conversation about what pain they’re experiencing and how you can help.

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Sound a bit easier than sweating bullets in a hot seat?

All it requires is getting clear on your unique view on a specific problem you know well...

And putting it out there consistently.

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💡

-Wes

P.S. Still trying to find your lane? That specific problem you can shepherd people through?

A handful of March slots for my 1:1 NicheFinder sprint will open later this week. Get on the list for details and early access.