MBA Recruiter Interview: Lori Cox, Kurt Salmon

Global management consulting firm, Kurt Salmon, believes that MBAs joining the consulting industry needn’t be limited to working as a generalist in a corporate strategy role. Instead, it aims to allow its hires to become experts in a particular field, or even to focus on operations management work.

But, what does Kurt Salmon look for in its MBA hires? And what does it take to succeed in consultancy? We spoke to Lori Cox, Kurt Salmon’s director of talent acquisition and management, to learn more:

What makes Kurt Salmon different from other consulting firms?

Kurt Salmon is unique in that our consultants are hired into one of four service areas – retail and consumer, healthcare, CIO advisory or financial services. Rather than being a generalist and working across multiple industries, they quickly become deep subject matter experts.

Our firm size is also a differentiator: we have the resources of a larger, global firm but all four groups in North America are fairly small, allowing easy access to partners. We also still look for people to become partners or directors at the firm – we’ve realized that, in this day and age, that’s not always possible, but we want the option to be there and invest accordingly.

What are the most common job roles for MBA graduates at Kurt Salmon? How much travel is involved in these roles?

Kurt Salmon’s retail, healthcare, and financial services groups typically hire MBA graduates as consultants or senior consultants, depending on the practice. The amount of travelling involved can range from anywhere between 25% and 80%, depending on the group you join.

What do you look for when evaluating a candidate's résumé and experience?

The areas we put emphasis on will vary along with the role, but typically, we look at candidates’ prior positions: which companies they were at; how quickly they have progressed; any gaps in employment; how many different jobs they have had in the number of years they have been in the work force; academics (if a more recent graduate); if they have been published or spoken at events; leadership roles; management experience, etc.

How many MBA students do you typically recruit each year from the US?

Domestically, we hire anywhere between 15 and 25 MBA students each year, depending on the business needs.

How many MBAs intern at Kurt Salmon? Of these interns, how many leave with full-time job offers?

Domestically, Kurt Salmon has about 10-15 MBA interns each summer, and our goal is to convert all of them to full-time hires. In the past, we have had a very high percentage convert to full-time hires.

Is MBA hiring up or down this year?

As the result of new business requirements, we have significantly ramped up our MBA recruiting efforts in the past year or two.

Which business schools and MBA conferences do you recruit from?

We recruit heavily from the top 20 business schools, and from industry conferences that align with our industry sectors and capability areas.

What steps should MBAs take in order to make a good impression? Conversely, what are some common mistakes MBAs should avoid when contacting recruiters? 

Our [recruitment] process relies heavily on case and behavioral style interviews so preparation is key, whether that entails looking at practice cases or thinking about specific personal experiences they can quickly recall. 

Candidates should be able to articulate their interest in the firm, the position and what it is that makes them a good fit for our firm and the position they’re interested in, in terms of their skills and expertise. Candidates should also be prepared to ask questions that demonstrate they understand who we are as a business. 

Some common mistakes include over-communication or under-communication, being late for the interview, or not coming prepared as described above.  Also, walking through the door with an unrealistic self-perception of their own abilities as well as placing unreasonable expectations on the recruiting process.

What are some things MBAs can do during their time at business school to better prepare for a career in consulting?

Utilize on-campus resources. Most MBA programs have management consulting clubs that can help with interview preparation and have vast alumni databases which students can use to leverage their network. Also, talking to professors who are - or have been - in consulting and drawing from their experience and knowledge.

What are the biggest misconceptions that MBAs have about Kurt Salmon?

One misconception is the idea that an industry specialization overly narrows your potential in the area of professional services.  Another is that the only type of work in a consulting environment for an MBA is corporate strategy work - they can also work on operations management. 

Anything else to add for any MBAs considering applying for jobs at Kurt Salmon? 

There are great consultants both with and without MBAs. The key to success in consulting, along with your business acumen and analytical abilities, is: intellectual curiosity; high integrity; being a team player; showing ambition, flexibility and resilience; having the ability to think quickly on your feet; showing a significant interest in the industry you’re entering; and a willingness to be a road warrior.