case study for zs associates

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ZS Associates Case Study Questions 2024

February 13, 2024

ZS Associates Case Study

ZS Associates Case Study questions 2024 are given here on this page!

The ZS Associates Interview Case Study is the third round of ZS Recruitment Process. This round holds the highest importance in the entire ZS Associates Selection Process.

Go through the page to Know all the important questions and details related to Zs Associates Case Study.

ZS Associates Case Study Interview For Freshers

In this round, the interviewer aims to judge the following characteristics of a candidate as mentioned in the ZS Business Consulting Website :-

• Excellent critical thinking and problem-solving
• Desire to innovate and transform organizations
• Client service Orientation
• Emotional intelligence, empathy, and adaptability
• Strong communication skills and ability to persuade

Orientation to quality and creating positive impact

ZS Associates Case Study 2024

Zs associates case study challenge 2024.

The one and only important criteria that can make or break your selection in ZS Associates is your scale of performance in the case study interviews. ZS Associates case study interview mimics what the consultancy job is going to be like by putting you in a simulated business scenario where you are asked to solve a business question and marketing questions.

ZS Associates   Case Study Questions will be based on your profile that you select while filling out the form.

• Pie Charts etc.
• For numerous case studies, you wouldn’t have any right or wrong answer to judge. Your method of approach for  solving complex issues holds higher significance in such cases.
• Ambiguous problems
• Insufficient information and time
• Pressure to quickly develop potential solution

Following a structured pattern and finding problems is the secret to progress in ZS Associates Case Study:

• The situation
• The company
• The objective of the case.
• Structure:- Secondly, you need to develop an approach to solve the problem. Build a framework to help you solve the issue of business. A framework is a mechanism that lets you organize complex challenges into simpler, break down complex problems into smaller.
• First you need to identify the important issues.
• Request information to test hypothesis. A hypothesis is an educated guess on the answer based on the data and information that you have so far.
• Identify specific opportunities
• Conclude:- Make solid recommendations about the action that needs to be taken. All you need is to present the most relevant facts and include the key arguments that justify it.

Types of Case Study asked in ZS Associates:-

Market sizing.

In Market Sizing, there will be large amount of information provided to the candidates that would require a quick assessment and analysis.

Examples:- Our company is opening a new office. How should we acquire the new office space?

Business Problems

Business Case studies are usually real-life business situations. A candidate needs to imagine, handle and summarize a complex business situation or dilemma.

What you need to prepare:

• Try to find out and understand as best as possible the type of work they do.
• Figure out what ideas or concepts do they come out with to solve an existing problem
• Evaluate their effectiveness and longevity of the solutions
• Know the objective of the case study intently.
• Understand the process and apply it accordingly
• Use important check points wherever needed to make your hypothesis clear and strong.

ZS Associates Case Study Questions and Answers

Question 1:

I run a small coffee shop that has been in my family for over 30 years.Recently, I learned that Starbucks has bought the lease on a unit just around the corner.Starbucks will be opening in 3 months’ time. ’m worried about what this means for my business, and want your advice

How would you approach this issue?

What information might you need to solve this case?

Question 2:

For a boot manufacturer that manufactures two types of boots, you have to plan a strategy for responding to a competitor who has launched a new product. To understand the market, you ask the interviewer how big it is. The exhibit below is presented to you.

Take the following steps to analyze this data:

• In this case, the question is market size – a Euro figure. So you must assimilate all the customer segmentation, product and pricing data into the total market size.
• You can see that this exhibit, in both numerical and graphical data representation, is a mixed map. The first section reveals the tendency to purchase (in other words, the percentage of population that bought boots last year). Note immediately that the data is provided for various consumer groups as a percentage, and for each segment, you will have the overall price paid and total population.
• Figure out the most efficient approach to get to the final result, and work the math. If all the required data is not present, ask for it.

In this case,

• Total revenue from all customers would equal market size.
• Total revenue = Number of boots bought * Price per pair
• Number of boots bought = Number of buyers * Boots bought per buyer
• Number of buyers = (Total Population) * (% of population buying boots)

The following steps can help add more context to your analysis. Let us continue with the example of the boot manufacturing company discussed in the last section:

• Think about the end target, and make a short hypothesis about the main indicators needed to measure the situation. We will need to find out the main product segments of the industry and the role of our business with consumers to grasp the strategic nature of the market.
• Understand what the evidence means about the indicators that you just defined. We recognise that, depending on the type of use, the boot industry is split into two divisions and the clients are segmented by occupation.
• Start to think of factors that could have prompted the evidence to appear as it does, and open up new investigation lines. This makes the interviewer realise that not only do you do math, you can also draw company lessons about the exhibit, which is a crucial ability that a contractor should have. In this scenario, since their occupations need more physical labour and so their shoes will wear out faster, it is fair that more blue collar  employees will purchase work boots. Also, in the two boot segments, what is the ultimate status of our client? That’s thenext natural issue.

In this case, the situation can be possibly summed up as follows:

The total market size is €X Mn. My hypothesis is that the work boots category is the most important for us here, since it is €Y Mn larger than the casual boots segment.

Question 3: Your client is Healthcare Cloud Inc., a start-up firm in Palo Alto,California,focused on software and information technology. The company runs as a service (SaaS) or cloud business in computing. Basically, SaaS is a licencing and distribution model for applications in which software is licenced and centrally hosted on a subscription basis. Usually, SaaS is accessed via a web browser for users using a thin client.

 How would you approach this issue?

The client has developed an innovative cloud-based software solution for hospitals, Healthcare Cloud. The software is used for tracking patient outcomes and utilizes an extensive database and proprietary analytics to recommend procedures based on patient comorbidities (In medicine, comorbidity is the presence of one or more additional diseases or disorders co-occurring with a primary disease or disorder).

The client is preparing to launch their revolutionary Healthcare Cloud software to market and is seeking our advice on how to maximize revenue. How would you go about it?

Question 4:

A manufacturing company sells a popular soap product named “Foamy”.

Company Background

The company manufactures and markets one single soap “Foamy”. It is a premium quality soap popular among the Upper-Class population.

The company has a sales team of 200 salespeople for promoting “Foamy” and they visit the warehouses for promotion of “Foamy”.

Project Mission

Mr. David, the Vice President of the company Sales team is confused that if having the salesperson visit the warehouse is the optimal solution.

He also wants to divide the teams in an efficient manner.

Determine the optimal sales force size for the warehouse: How many salespeople should be assigned to promote “Foamy” to warehouse owners? (Also determine the same if we are given that total visits are limited to 1200)

(Hint: Your analysis should be based on the data in the table below and not based on the 200 salespeople).

A salesperson visiting warehouses can make 12 visits/week

Firstly, calculate the number of visits for each type of warehouse.

Big Ones = 50*4 = 200 visits

Tough Ones = 100*3 = 300 visits

Smart Buys = 150*2 = 300 visits

Friendlies = 200*2 = 400 visits

Easies = 300*1 = 300 visits

Thus the total visits = 200+300+300+400+300 = 1500

And the number of visits by a single person is 12 visits/week

Thus the number of sales people to be allotted to this task is 1500/12=125.

Since we are given that the number of visits is 1200. Then we must prioritize the warehouses which are providing more profits to the company.

Thus the preference order will be Big Money>Tough Ones>Smart Buys>Friendlies>Easies.

The total visits = 200+300+300+400 = 1200 (Excluding the Easies one)

Total Number of Salespeople is 1200/12=100.

Question 5:

Assume you are the manager for a consultancy firm. You received the following information and are expected to solve your clients questions:

Digilant Toys is a high-end toys maker in the country of Moldova. Moldova, officially the Republic of Moldova, is a landlocked country in Eastern Europe located between Romania to the west and Ukraine to the north, east, and south. Moldova declared itself an independent state with the same boundaries as the Moldavian Soviet Socialist Republic in 1991 as part of the dissolution of the Soviet Union. The total population of the country amounted to 4 million (2004 Moldovan census).

The owner of Digilant Toys business has seen substantial change in his market in recent years and is contemplating the future of his business. Up until now, he has been in the business of building high-quality, handcrafted toys largely by hand with a skilled labor force. Recently, however, he has become aware of a new technology that would allow him to build machine-made toys with much less labor.

The following data is also provided to you:

• Investment – Investing in the new technology will cost the firm $1M.
• Cost Savings – Material costs remain the same, but labor costs are reduced by 50%.
• Proprietary Nature of Technology – The new toy-making technology is being offered for sale by a machine tool company, who holds the patent. They are not offering exclusivity to any customers (i.e. they will sell to Digilant Toys’s competitors if possible).
• Competitive Threat – It is not known whether the competitors have acquired or are planning to acquire this new toy-making technology.
• Customer Preferences – While the machine-made toys are not “handmade”, the quality perceived by the customer is the same or better. It is believed that the customer will be indifferent between the quality and appearance of hand-made and machine-made toys.
• Brand Impact – The candidate may argue that machine-made toys might negatively impact Digilant Toys’s brand. If so, ask them how they would test this (e.g. consumer research), but tell them to assume that it would have negligible impact.
• Assets – Since the firm has been building toys by hand, the fixed assets are essentially only the land and improvements. These are owned outright by the company. – Book Value of Land: $20,000, Book Value of Improvements: $80,000, Years Owned: 48 and Average Real Estate Appreciation: 6% / years

The following market details are also given:

• Population of Moldova: 4 million
• Population Growth: 0%
• Average Life Expectancy: 75 years
• Age Distribution: assume a flat age distribution, i.e. same number of people at every age.
• Burial Customs: 75% of people use toys.
• Price – toys are priced at $5,000 for hand-made high-end toys.
• Costs – Material accounts for 10% of the direct cost, while labor accounts for the other 90%. COGS is $4,800 per toy. Fixed costs for the business are $700,000 per year. Assume all assets are fully depreciated and ignore taxes.
• Competition – The client has a 10% market share and a relative market share of about 1 (if asked, you may explain that relative market share is the ratio of the company’s market share to that of its nearest competitor.)
• Market Trends, Regulation, etc. – If asked about any exogenous factors, simply tell the candidate to assume that the market is expected to continue as it currently is.

You as a manager of the consultancy firm are supposed to answer these questions:

• What strategic alternatives should the owner of the toys business consider?
• Calculate the market size.
• Calculate the value of the company toy’s business
• What is the value of the company if it were shut down and the assets were sold?
• What would the value of the company be if the owner invests in the new technology?

We need to decide firstly whether to stay in the toys business at all and if so, whether he uses the new technology:

Option 1: Sell the business to a third party

Option 2: Sell the assets of the company and shut it down

Option 3: Keep operating as is

Option 4: Keep operating and invest in the new technology

(4 million) x (1/75) * (75%) = 40,000 toys purchased per year.

Margin per toys = $5,000 – $4,800 = $200

Contribution Margin = $200 per toys x 40,000 toys x 10% market share = $800,000

Profit = Contribution Margin – Fixed Costs = $800,000 – $700,000 = $100,000

Assuming a discount rate of 10% (candidate can assume anything reasonable here as long as they are consistent later), a perpetuity with cash flows of $100,000 per year has a present value of $100,000 / 0.1 = $1 Million. So the current business is worth $1M whether they keep it or sell it.

Using the “rule of 72″, a 6% growth rate will double the investment every 72/6 = 12 years. Since the property was held for 48 years, the current value will be $100K * (2 x 2 x 2 x 2) = $1.6M.

Since the assets ($1.6M) are higher than the value of the discounted cash flows ($1M), then it would make more sense to liquidate the business and sell the assets.

Since the company has no proprietary control over the technology, it is likely that competitors will also acquire it, resulting in an overall lowering of the industry cost structure. If this is the case, price will also fall as competition cuts price in an attempt to gain share. If we assume that gross margins remain the same, since the industry competitive structure has not changed we can calculate the new margin contribution as follows:

Gross Margin = $200 / $5,000 = 4%

Labor Cost = (4800 x 90%) x 50% = $2,160

Material Cost = 4800 x 10% = $480

COGS = $2,160 + $480 = $2,640

Price = $2,640 / (1 – 4%) = $2,750

Contribution Margin = $2,750 – $2,640 = $110 per toy

Profit/Loss = $110 * 4,000 – $700,000 = -$260,000

So the introduction of the new technology to the market might be expected to reduce industry profits, making this business completely unprofitable.

FAQ's on ZS Associates Case Study

How many questions are asked in zs associates case study.

There will be 7-8 MCQ questions are asked in ZS Associates Case Study.

What type of Case Study Questions are asked in ZS Associates?

It depends on your job profile. The job profile you will select while filling the form the case study questions will be also asked related to this.

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The ZS Associates Interview: Our Ultimate Guide to Acing It

• Last Updated January, 2024

If you’re reading this article, you probably have a ZS Associates interview coming up. The ZS Associates interview includes case study questions, behavioral or fit questions, and a written case. That’s a lot to prepare for!

But My Consulting Offer is staffed by former recruiters and consultants from top consulting firms. We can tell you what to expect and how to prepare for the ZS Associates interview.

In this article we’ll cover:

• The history and culture of ZS Associates.
• The ZS Associates recruiting process.
• The ZS Associates case interview.
• The ZS Associates fit or behavioral interview.
• How to prepare for a written case interview.
• MCO’s top 3 tips on acing your ZS Associates interview.

Let’s get started!

ZS Associates History

The ZS Associates Case Study Interview

Zs associates values and culture, the zs associates behavioral interview, the zs associates application process, 3 tips to ace the zs associates interview, zs associates history: established by two college professors, now a key player across sales force optimization & healthcare.

ZS Associates is a global management consulting and professional services firm, designing solutions to solve difficult business problems.

ZS Associates was founded in 1983 by two college professors at Northwestern University’s Kellogg School of Management, Andris Zoltners and Prabhakant (Prabha) Sinha. Zoltners and Sinha met as Ph.D. classmates at the University of Massachusetts, where they researched the “knapsack” problem. The goal in solving the knapsack problem is to optimize the combination of items in the sack in order to get the maximum value from the combination of items while keeping the weight within a set limit.

Realizing that their research could be applied to solve resource allocation problems across multiple industries, the pair became pioneers in salesforce sizing and territory alignment models. They ultimately developed the world’s first personal-computer-aided territory mapping system. With their proven software, the pair worked off-hours to help companies improve their sales force efficiency.

Within 3 years of opening, ZS Associates helped 8 of the 10 largest pharmaceutical companies in the world align territories and resize their sales forces. Today, the firm continues to offer sales force alignment services alongside strong capabilities in analytics, strategy, sales, and marketing. ZS Associates is often quoted as experts in salesforce optimization topics, especially in the healthcare sector.

ZS now operates out of 28 offices across 4 continents, namely Asia, Europe, Latin America, and North America.

ZS Associates is gaining recognition as a great place to work thanks to its people and culture. In 2022, ZS Associates was ranked among the Top 25 Best Workplaces in Consulting and Professional Services by Great Place to Work ®.

Employees at ZS, or “ZSers,” live by 3 core values:

• Treat people right
• Get it right
• Do the right thing

ZS builds on a culture that values the unique qualities in every individual. The firm fosters a global community and a sense of belonging through education, leadership programs, networking, and more importantly, ZSer-led inclusion and diversity groups to drive positive change in the company.

The top 3 reasons employees stay at ZS Associates according to the report include: 

• They are given a lot of responsibility.
• They deliver excellent service and impact to their clients.
• Management is both competent and humble.  

ZS Associates has a 3-step application process.

Step #1 – Explore current open roles

Candidates can explore open roles at ZS Associates through campus recruitment drives or via the firm’s career page . Roles are classified based on the applicant’s experience level (e.g., undergraduate, Ph.D., MBA, Masters’, experienced professional, etc).

Step #2 – Apply with a resume

Applicants at campus drives are encouraged to submit their resumes on the spot. Online applicants are required to create a profile by completing an online form and uploading their resume and relevant transcripts before they can submit the application.

Step #3 – Attend the interview rounds

Selected applicants are invited for the interview rounds to be considered for an offer.

Similar to other management consulting firms, ZS Associates uses case interviews to assess the candidate’s ability to succeed in consulting.

If you are new to case interviews, our Ultimate Guide to Case Interviews explains what case interviews are and the 4-step approach to answering them. This encompasses:

• The opening – Check to make sure you understand the client’s problem.
• The structure – Think through the factors relevant to the problem and organize them so you can address them in a logical manner. Most candidates would use an issue tree to organize the factors at this stage.
• The analysis – Gather data to identify the factors most relevant to the client’s problem and develop recommendations.
• The conclusion – Present your recommendation to the “client” (the interviewer) in a well-structured and persuasive manner.

ZS Associates offers a broad array of roles, ranging from business consulting to more technical data and knowledge management roles. The interview rounds vary based on the country and role , as well as the application channel. However, the interview section can be broadly grouped into 5 key rounds.

1. Aptitude Test

An online test with multiple-choice questions tests candidates for verbal ability, logical thinking, and numerical reasoning. The purpose of the test is to measure the candidate’s ability to understand the information provided, organize it, and then use it to solve problems.

2. AI-Video Interview

A video interview leveraging AI is used to analyze the candidate’s body language, facial expressions, word choices, and tone of voice in reaction to 3 or 4 pre-set questions. Candidates need to record their answers and submit them within a set time limit.

3. Unstructured Case Interview

The unstructured case is an interview with a consultant or partner in which candidates are asked to solve an open-ended business question. These are similar to “interviewee-led cases” used by Bain and BCG.

The candidates are given 30 to 45 minutes to break the problem into key parts and lead the interviewer through their logic to solve the problem. While it’s called an “unstructured case,” that doesn’t mean your answer should be unstructured.

The ZS Associate’s unstructured cases include:

• Market sizing and market entry strategies
• Declining market share due to growing competition
• Operational process optimization
• Revenue and profit growth or maximization

4. Structured Case Interview

The structured case study is an interview with a consultant or partner, in which candidates are required to interpret data and/or solve a puzzle. Candidates are given 30 minutes to solve 1 to 2 questions in this interview. 

This round is more interviewer-led and candidates are required to share insights or provide estimates based on data and graphs provided. Knowledge analysts may receive more technical questions related to their domain during this round (e.g., DBMS and SQL queries). A few sample questions include:

• Market sizing : How many cakes can be sold in a day in your city?
• Puzzle : How many races will it take to identify the 3 fastest racehorses in a group of 20?
• [Technical] Discuss the issues with traditional file-based systems that make DBMS a better choice for storing files.

5. Behavioral/Fit Interview

This is a 30-minute interview with a recruiter designed to understand the candidate’s fit with the company’s culture and values. A more detailed explanation is provided in the following section.

Nail the case & fit interview with strategies from former MBB Interviewers that have helped 89.6% of our clients pass the case interview.

The behavioral interview (or “fit-test”) at ZS Associates is the portion of the interview process that enables you to showcase the soft skills that will help you succeed in consulting and add value to your teams and clients. Given the pressure surrounding the case interviews, candidates often underestimate the importance of the behavioral interview. However, the behavioral interview is still a critical opportunity to leave a positive impression with the firm, and it is equally important to invest time in preparing for this interview.

Some commonly asked questions at ZS Associates include:

• Why do you want to join ZS Associates?
• Tell me about a time you had to deal with conflict in your team.
• What’s the biggest challenge you’ve faced in your past professional experience?

The key to passing behavioral interview questions is to highlight:

• Your values – Show what matters to you and that your values are aligned with the firm’s values and culture.
• Your soft skills – Show your ability to lead, influence, and manage through adversity.
• Your impact – Show the value you’ve contributed or the lessons you’ve learned from past projects on the job, at school, or in the community.

Prepare stories that answer these questions and practice your stories so you can tell them in a structured and compelling manner . We suggest using the A STAR(E) framework. Beyond the interview process, it will be important for you to understand what sets ZS Associates apart from the other firms and why that matters to you.

1. Prepare and Practice

Start preparing early and commit time to research the company and practice for the different interview rounds. Spending time to read up on your interviewers (on the ZS Associates website or LinkedIn) could also give you hints on the case interview questions or ideas on questions to ask at the end of your interview.

2. Don’t Memorize Answers

You don’t want to sound like a robot delivering a pre-written script in response to either case or behavioral questions. If you prepare in a more natural style, you are more likely to be able to adapt and respond to unexpected questions. Remember your key points and stories and deliver your thoughts naturally.

3. Know the Firm

These interviews are also an opportunity for you to understand if you would like to work at the firms you’re applying to. ZS Associates is a people-centric firm. They value the uniqueness in their people and pride themselves in working with their clients to design solutions that work for them. If you share similar values and purpose, you will naturally help tell your story in a more compelling manner.

– – – – –

In this article, we’ve covered:

• The founding story of ZS Associates.
• ZS Associates people-centric culture.
• How to apply to ZS Associates.
• The ZS Associates behavioral interview.
• 3 tips to ace the ZS Associates interview.

Still have questions?

If you have more questions about the ZS Associates interview, leave them in the comments below. One of My Consulting Offer’s case coaches will answer them.

Other people prepping for their ZS Associates case study interview found the following pages helpful:

• Our Ultimate Guide to Case Interview Prep
• Consulting Behavioral Interviews
• Top Consulting Firms
• List of Consulting Firms: 200+ To Apply To
• Written Case Interviews

Help with Case Study Interview Prep

Thanks for turning to My Consulting Offer for advice on consulting interview prep. My Consulting Offer has helped almost 89.6% of the people we’ve worked with to get a job in management consulting. We want you to be successful in your consulting interviews too. For example, here is how Aaron was able to get his offer from ZS Associates.

© My CONSULTING Offer

3 Top Strategies to Master the Case Interview in Under a Week

We are sharing our powerful strategies to pass the case interview even if you have no business background, zero casing experience, or only have a week to prepare.

No thanks, I don't want free strategies to get into consulting.

We are excited to invite you to the online event., where should we send you the calendar invite and login information.

ZS Associates Case Interview 2024: Format, Samples & Guide

The ZS Associates case interview takes place in  the last round of the company’s recruitment procedure . It is the most important component to decide whether a candidate is hired by ZS Associates. 

In this article, we will discover the details of the ZS Associates case interview, from its format to question types and tips to pass. 

Table of Contents

What is ZS case interview?

Zs case interview is the last test to become an zs consultant.

The ZS case interview is the screening interview of ZS Associates, where candidates must solve business problems (or cases). The interview evaluates whether candidates possess the capabilities and qualities to become a ZS consultant.

ZS case interviews are candidate-led , requiring the candidate to lead and manage every step of the case-solving process, including structuring the issue, developing frameworks, requesting data, synthesizing findings, and providing solutions. The interviewer just presents the topic, instead of asking questions concerning the case.

Before getting to the case interview, you must pass the initial screening rounds, which include resume screening and aptitude test.

In the resume round, you’ll of course need a consulting resume, just like what you’d need for McKinsey, and a cover letter, then submit it on ZS’s website.

The aptitude test concerns numerical, verbal, and logical reasoning questions. It’s quite similar to McKinsey’s problem solving test before it was retired and replaced by the problem solving game.

These tests should take around 90 minutes. After taking the tests, you’ll join a video-based screening interview.

ZS cases are split into a written case and an oral case

The written case comes first, then after finishing it, you move on to the oral case.

In the written case, you will be provided with 5 to 6 graphs and charts depicting a business scenario and 4 to 8 questions based on the charts. This case is often 10 to 15 pages long and has a time limit of 30 to 45 minutes.

If you can’t answer all of the questions in the case, you should at least go through them and establish a logical approach to the case. It would be helpful in the next part. 

After the written case study, you will have a discussion with a recruiter about one or more business-related cases for around 30 minutes.

You need to present your approach to the case by asking relevant questions and finding out the root causes of the problems as well as the solutions. So, quite typical of consulting case interviews.

You may also be asked to discuss the written case study. This is the chance for you to present how you plan to approach and solve the incomplete questions (if any).

As with any case interview, how you approach the problem is more important than how accurate or complete your answers are . As long as you have a logical rationale for your approach, you can still pass the interview even if you haven’t answered every question in the case. 

ZS looks for those with achieving & analytical mindset

Just like all management consulting firms, ZS looks for those who want to make an impact. The main value ZS will look for are:

Outstanding academic achievement: Your GPA and school prestige. Your best bet? 4.0 at Harvard! But jokes aside, a 3.6 GPA should be good. Below that? Try to make focus points in other parts of your resume. This article might help!

Analytical ability: The ability to create a thorough, data-driven, insightful analysis and define the root cause and solutions to difficult problems. You show this in the case interview via constructing issue trees, answer guesstimate questions, etc.

Demonstrated leadership : The ability to inspire and motivate others. Consultants won’t simply look for “leaders” who just tell their subordinates what to do, but a guiding beacon, even for their superiors (very much like telling your boss what to do, but, think of it as inspiring ideas to them).

Collaborative approach : The ability to exchange facts and insights and effectively interact with people from various backgrounds and cultures. You’ll meet people hailing from mathematics, engineering, accounting, psychology, so play your collab cards right

Intellectual curiosity : The ability to actively and continuously seek and expand knowledge. To do this, start reading sơm business papers, and make sure you can absorb them 

ZS case interview questions

ZS focuses on 3 types of questions: chart insight, framework/issue true, and market sizing & guesstimate questions.

Chart questions are the core of the written case

The written case will present you with 5-6 charts and graphs, and your job is to answer some questions based on the charts. Bar charts, line graphs, pie charts, and scatter plots are the most common occurrences.

Here’s a bar chart question you might face:

Issue tree questions are staples of case interviews (of course)

Framework/issue tree questions are commonly used in ZS Associates’ oral case interviews, well, just like in any case interview from any consulting firm. For these questions, candidates are often asked to find the causes and solutions for a business problem.

Here’s a very simple issue tree, so you can get the idea:

You can also check out this dedicated article on issue tree to know more! It’s so popular in consulting that I believe this should be the first thing to understand when starting with case interviews.

Market-sizing & guesstimate questions are also present in oral cases

Another case interview staple! Of course ZS will test your ability to quantify something using logic and analytics. And remember, what your answer is isn’t important, but how you get to that answer. 

Here’s some example of market sizing questions:

How many mobile phones are sold in the USA in 2022?

If you open a plant shop, how much money can your monthly profit be?

What is the size of the watch market in Portugal?

Guesstimate questions are similar, just lacking the business stuff, like:

How many steps does one take to walk across Los Angeles?

How much air is needed to fill a hundred balloons?

How many cyclists are living in New York City at the moment?

These questions will test your ability in mental math, logical thinking, problem-solving, and background knowledge. When dealing with these questions, you should set up a work frame including structural steps and related questions.

It could be complicated at first, but anyone can answer market-sizing & guesstimate questions after practicing with the right approaches. To know more about those techniques, here’s a dedicated article on market-sizing & guesstimate questions!

And don’t forget the fit interview

Some may say fit interviews don’t matter, but I believe they set the tone for the later interviews, so you’d better make a damn good first impression. ZS will ask you some behavioral and typical HR questions, and everything should take some 30 minutes.

ZS actually lists some important questions on the website so you can prepare prior to the interview. Let’s check some of them out.

Q1: Tell us details about your challenges, goals, and the actions you’ve taken to meet the moment

These questions are competency-based. Using the STAR approach should be your best bet (framework, guys). Here’s how you go:

Situation : Start with the settings of your challenge

Task : Then move to what you needed to do to overcome the challenge

Action : Demonstrate specifically the steps you took to solve the problems. Be clear about the rationales behind your actions.

Result : Conclude with the outcomes of your efforts to show how result-driven and competent you are

Q2: Demonstrate that you are curious and a constant learner who can take on a variety of challenges

For this one, talk about some of your learning experiences. Maybe, when you took charge of a role you’d never been in before, or when you tried to pursue a challenging interest. The important thing is, show your eagerness to learn.

Q3: Show your capacity to leverage analytics and technology to bring innovative solutions to complex problems

ZS is quite a tech-savvy firm, so you should show how tech-savvy you are. Prepare yourself with both knowledge and experience in tech and business. If you haven’t had any practical experience, focus on your technical skills.

And I tell you what, if you don’t know where to start, start with ChatGPT. It’s AI at your disposal. Use it in some tasks like writing reports, train it to get better at those tasks. It may be small, but it’s a whole new world. 

Besides, it’s free. Why wait?

Q4: Talk about your experiences working with others and collaborating with teams, especially under challenging circumstances

Approach these questions the same way you do with the first types but concentrate on your teamwork. Emphasize your contributions to group work experiences and how the final results reflect your efforts. 

How to prepare for ZS case interview

Careful preparation is a must to ace ZS’ case. You can tackle each aspect of the interview step by step.

Start from getting used to candidate-led cases, then further out with business intuition, consulting math, fundamentals & frameworks of case interview, then finally conduct mock interviews.

Step 1: Get used to the candidate-led case interview, and written case interview

Examine examples of candidate-led case interviews to familiarize yourself with the case flow and how to interact with the interviewer.

You can also get familiar with more case interview samples and all instantly-effective tricks for case interviews with our Case Interview E2E Secret Program. Also, here’s our free video of a case interview example with an explanation and expert comments.

Step 2: Develop business intuition

Having business intuition significantly improves your performance in case interviews. Working on intuition is a gradual process that takes practice every day. You can improve your business intuition in two ways:

Written sources: Read business papers daily (Bloomberg is recommended). You can also find articles on McKinsey, Bain, and BCG’s websites. But be careful! The important thing is not your page count, but what you absorbed from them

First-hand experience and observations: Don't just do things like a machine; find out what the seniors are doing, why they did what they did, and how it has affected the organization. Everything is a learning process, and it’s up to you to squeeze out every bit of knowledge and experience

Step 3: Practice consulting math

Mental math is as consulting as MECE. Consultants work with quantitative data in just about every minute.

It is just takes too long to whip out a calculator every time they need to calculate something, and you’re definitely not impressing clients with that. That’s why interviewers place such high emphasis on mental math skills of interviewees. 

To improve your math, you can:

Train your head : Apply mental calculations on any daily occasion unless an EXACT answer is required

Start small : Use a piece of scratch paper, give yourself some margins of error (5% is a good start); once you get used to it, remove the paper and narrow down the margin of error.

Establish a routine : Spare time for daily practice and get better each day, just like exercise. You’ll never notice the little changes, but they stack up HARD, and when you realize it, you’re probably doing math thrice as fast

Step 4: Learn to read graphs & charts

The written case is charts galore, so you should at least grasp the purposes of each chart and develop your own approach to them.

Start easy, from bar, pie charts, then moving one to more advanced stuff like mixed charts or scatter plots (I myself would also suggest candlestick charts), you’ll get the hang of it in no time.

Step 5: Learn the fundamentals and frameworks of case interview

ZS case interviews (or any other case interview) are based on the fundamentals - using hypotheses and issue trees, the MECE principle, and the frameworks. So, knowing them is extremely important and you should practice the fundamentals until you are comfortable.

A common mistake candidates make during their case interviews is to go straight for the frameworks. Frameworks require extensive adaptation to match actual cases. To customize appropriately, you must understand the fundamental knowledge first.

To know more about case interviews, here’s a dedicated article .

Step 6: Conduct mock case interview

Mock interviews are a great way to simulate the actual case interview session. You should examine your cases in great depth during the mock case interview. Record your session, replay, note the comments, and look for ways to improve.

Find a former consultant to help you with your practice - they are the ideal people; they've been there, they’ll know what a candidate must be. Through their feedback, you can improve on what needs to be improved and boost your chance of getting an offer.

Techniques to approach problems in ZS Associates case interviews can be hard to master at first tries, hence the importance of practice. To be a competitive candidate for the company, you should spend time training with quality study materials. For a complete guide, covering everything you need, check out our Case Interview Program !

We can also help you connect with consulting coaches (all former consultants!) for a more personalized feedback. Book your mock case interview session with us now !

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Hacking the Case Interview

ZS Associates interviews consist of case interviews, a written case interview, and behavioral or fit interview questions. There are typically three rounds of interviews that candidates must go through before being extended an offer.

• First round : 30-minute phone screen with a recruiter. The interview will be focused on behavioral or fit interview questions.
• Second round : Two 30-minute interviews. One interview will be focused on a case interview while the other is focused on behavioral or fit interview questions.
• Third round : Three 30- to 40-minute interviews and a 45-minute written case interview. For the 30- to 40-minute interviews, two will be focused on case interviews while the third will be focused on behavioral or fit interview questions.

If you have an upcoming ZS associates interview or are expecting to interview with them, we have you covered. In this article, we’ll cover:  

• The 6 steps to solving any ZS Associates case interview
• ZS Associates case interview examples
• How to ace the ZS Associates written case interview
• The 10 most common ZS behavioral or fit interview questions
• Recommended ZS Associates case interview resources

If you’re looking for a step-by-step shortcut to learn case interviews quickly, enroll in our case interview course . These insider strategies from a former Bain interviewer helped 30,000+ land consulting offers while saving hundreds of hours of prep time.

The 6 Steps to Solve Any ZS Associates Case Interview

Acing your case interviews is the single most important factor that determines whether or not you will receive a consulting job offer from ZS Associates.

A case interview is a special type of interview that nearly every single consulting firm uses. ZS Associates case interviews simulate what the consulting job will be like by placing you in a hypothetical business situation in which you are asked to solve a business problem.

ZS case interviews, also known as case study interviews, are all candidate-led. You will be in the driver’s seat of the case interview and will be expected to ask the right questions, probe for data, and propose each next step to solve the case.

According to ZS Associates previous career website, they look for the following six core skills:

• Excellent critical thinking and problem-solving
• Desire to innovate and transform organizations
• Client service orientation
• Emotional intelligence, empathy, and adaptability
• Orientation to quality and creating positive impact
• Strong communication skills and ability to persuade

There are also three core values that ZS Associates lives by, according to  ZS' career page :

• Treat people right : treating other people with respect and dignity and creating a welcoming work environment that installs a sense of belonging
• Get it right : prioritizing finding the right answer and delivering quality work
• Do the right thing : holding people to high ethical standards and approaching work with integrity

Follow these six steps to solve any ZS case interview or case study interview:

1. Understand the case

The case will begin with the interviewer giving you the case information. While the interviewer is speaking, make sure that you are taking meticulous notes on the most important pieces of information. Focus on understanding the context of the situation, the company, and the objective of the case.

2. Verify the objective

Understanding the business problem and objective of the case is the most important part of the case interview. Not addressing the right business question is the quickest way to fail a case interview.

Make sure that you ask clarifying questions to better understand the business situation and problem. Then, confirm that you understand the case objective with the interviewer. This ensures that you start the case on the right track.

3. Create a framework

Develop a framework to help you tackle the business problem. A framework is a tool that helps you structure and break down complex problems into smaller, more manageable components. With a framework, you’ll be brainstorming different ideas and organizing them into different categories.

For a complete guide on how to create tailored and unique frameworks for each case, check out our article on case interview frameworks .

Afterwards, walk the interviewer through your framework. They may ask a few questions or provide some feedback to you.

4. Develop a hypothesis

After creating a framework, you should develop a hypothesis. A hypothesis is an educated guess on the answer based on the data and information that you have so far.

Your hypothesis does not need to be correct. You’ll be continuously testing and refining your hypothesis throughout the case. The purpose of having a hypothesis is to guide your analysis and ensure that you are spending your time answering the right questions.

5. Test your hypothesis

The majority of the case will be spent testing your hypothesis.

After stating your hypothesis, it is up to you to lead the direction of the case. Depending on the context of the case, you may want to ask for data to do some analysis. You may also want to explore qualitative questions that you have. As you uncover more information, your hypothesis will likely have to change. 

Sometimes, your hypothesis will be completely wrong and you’ll need to develop a completely new hypothesis to test. Other times, your hypothesis may be on the right track, but you’ll need to refine or narrow it down further.

Throughout the rest of the case, you’ll be answering a mix of quantitative and qualitative questions. Make sure that after each question, you explain how your answer impacts your hypothesis or answer to the case.

6. Deliver a recommendation

In the last step of the case interview, you’ll present your recommendation and provide the major reasons that support it. You do not need to recap everything that you have done in the case, so focus on summarizing only the facts that are most important.

It is also good practice to include potential next steps that you would take if you had more time or data. These can be areas of your framework that you did not have time to explore yet or lingering questions that you do not have great answers for.

ZS Associates Case Interview Examples

Example #1: Disposable Diapers

Proctor & Gamble (P&G) is an American consumer goods company that specializes in personal health, consumer health, and personal care and hygiene. One of its most revolutionary products is the company’s disposable Pampers Premium diaper.

Kimberly Clark has also entered the disposable diaper market and has been constantly improving and marketing its own brand, Huggies. What can P&G do in response to maintain Pampers’ market share?

Example #2: Entry Level Car Model

Our client is a multinational automotive manufacturer headquartered in Japan. They are the fourth largest automaker in Japan. Our client currently offers two car models, a mid-level car and a high-end car.

They are considering introducing an entry level car in the United States that they already sell in other countries. However, the United States market is different from that of other countries because there are numerous entry level cars available. How would you decide whether or not our client should introduce its entry level car model?

Example #3: Financial Software

Our client is a software and information technology based in San Francisco, California. Their software allows individuals and businesses to receive payments over the Internet. Our client provides the technical systems, fraud prevention, and banking infrastructure needed to operate online payment systems.

We have been hired to help them determine how they can increase the number of people using the online bill pay feature. What would you recommend?

Example #4: Luxury Watchmaker

Tissot is a Swiss watchmaker that manufacturers watches in the $300 to $3,000 price range. They sell watches through three distribution channels: department stores, specialty watch stores, and online through its own website.

Online purchases of Tissot watches have increased drastically over the past year to the point that sales from department stores and specialty watch stores has decreased dramatically. Owners of these two types of stores have begun to voice their objection to online sales. What can Tissot do to resolve this sales channel conflict?

Example #5: Party Goods

Your client is a leading American manufacturer and distributor of party goods. They sell everyday products and seasonal goods. Recently, major customers have complained to management stating that prices of your client’s products are too high.

Your client is looking to decrease prices to keep their existing customers. To be able to do this, they would need to significantly reduce its cost structure. How would you look for opportunities to cut costs?

Example #6: Patient Analytics Software

Your client is Healthcare Co., a software and information technology startup. They operate a software as a service (SaaS) business in which software is licensed to customers on a subscription basis. Healthcare Co. hosts the software on their own servers and customers access the software through a web browser.

Your client has developed an innovative software solution for hospitals that would enable hospitals to better track patient outcomes and use advanced analytics to recommend treatments. You have been hired to help them determine how to maximize revenue. How would you go about this?

For more practice, check out our article on 23 MBA consulting casebooks with 700+ free practice cases .

How to Ace the ZS Associates Written Case Interview

Here’s how the ZS Associates written case interview works:

• You’ll be taken to a meeting room and given either a packet of 8 - 10 slides or a laptop that has all of the case information. You may also be given a list of 4 - 5 questions
• You’ll have 45 minutes to read through the slides, answer the given questions or develop a recommendation, and create PowerPoint slides
• At the end of the 45 minutes, you’ll present to the interviewer and have a discussion

Follow the steps below to perform well on the written case interview.

1. Understand the business problem and objective

The first step in completing a written case interview is to understand what the objective is. What is the primary business question you are trying to answer with the data and information provided?

2. Read the list of major questions

Your written case interview may provide you with a list of 4 - 5 key questions that you will be expected to address or answer. Read through these questions first since these will be the questions that you will want to prioritize.

3. Skim the materials

Next, flip through the information packet that is provided to see what information is available. Identify what data you have and what data you do not have.

The goal in this step is not to read and analyze every slide. That would take too much time. Instead, by seeing what information exists, you will be able to better prioritize what you spend your time reading and analyzing.

4. Create a framework

Before you begin reading and analyzing the information in the slides in more detail, you should create a basic framework to help guide your analysis. The list of key questions will help set the foundation of your framework.

5. Read and analyze the material 

Afterwards, read and analyze the information that is relevant to each area of your framework. As you begin answering questions and drawing insights, make sure to write a one or two sentence summary. This will make it easier to decide on a recommendation later.

6. Create your slides

Once you have a recommendation, it is time to start filling in your slides. Write your executive summary first and make sure that it tells a clear and logical story that leads to your ultimate recommendation. 

Then, write the headlines for your slides. Make sure the headlines summarize the key point of each slide. If the interviewer were to only read the headlines of your slides, they should be able to understand your entire presentation.

Afterwards, fill in the content for that slide to support the headline.

7. Prepare for potential questions

If you have any time remaining, brainstorm potential questions the interviewer may ask you during your presentation. They may want to know how you performed your analysis or how you reached your conclusions.

Preparing for these potential questions will help your presentation go much more smoothly. You will also feel much more confident while presenting.

For a full guide on written case interviews, check out our consulting written case interview step-by-step guide .

The 10 Most Common ZS Behavioral or Fit Interview Questions

In addition to case interviews, you will likely be asked a few behavioral or fit interview questions. There are ten questions that are most commonly asked. 

For more help, check out our complete guide on consulting behavioral interview questions .

1. Why are you interested in working at ZS Associates?

How to answer: Have at least three reasons why you’re interested in working at ZS Associates. You could mention that you loved the people that you have met from ZS Associates so far. You can talk about ZS Associate’s massive global presence and expertise in consulting, software, and technology. You can speak to how ZS Associates provides strategy and implementation, so you can see the impact of your work. Finally, you can talk about their fantastic company culture.

2. Why do you want to work in consulting?

How to answer: Again, have three reasons why you’re interested in consulting. You could mention the fast career growth opportunity, the opportunity to develop soft and hard skills, or the level of impact that you can make by working with large companies on their most challenging issues.

3. Walk me through your resume

How to answer: Provide a concise summary of your work experience, starting with the most recent. Focus on emphasizing your most impressive and unique accomplishments. At the end, tie your experiences to why you are interested in consulting.

4. What is your proudest achievement?

How to answer: Choose your most impressive, unique, or memorable accomplishment. Structure your answer by providing information on the situation, the task, the actions you took, and the results of your work.

5. What is something that you are proud of that is not on your resume?

How to answer: This is a great opportunity to highlight an accomplishment that is not related to your professional work experience. Perhaps there is a non-profit that you volunteer at, a side project or business that you work on, or a hobby that you have won awards or recognition for. Choose something that is impressive and interesting.

6. Tell me about a time when you led a team.

How to answer: If possible, choose a time when you directly managed a person or a team. For this question and the following questions, make sure that you structure your answer. Structure your answer by providing information on the situation, the task, the actions you took, and the results of your work. This is known as the STAR method and is commonly used to answer behavioral or fit interview questions.

7. Give an example of a time when you faced conflict or a disagreement.

How to answer: When answering this question, focus on emphasizing the steps you took to resolve the conflict or disagreement. Speak to the interpersonal skills you had to use in order to mediate the situation. Interviewers want to know that you are a great mediator and that you can handle conflict in a constructive way.

8. Tell me about a time when you had to persuade someone.

How to answer: Choose a time when you were able to change someone’s mind. Focus on emphasizing the steps that you took to persuade that person and what impact and results this had. Interviewers want to know that you are a great communicator and a good people person.

9. Describe a time when you failed.

How to answer: Choose a time when you failed to meet a deadline or did not meet expectations. Focus on emphasizing what you learned from the experience and how you used that experience to deliver even better results in the next opportunity that you got. Interviewers want to see that you don’t get discouraged from failure and that you treat those experiences as learning opportunities.

10. What questions do you have for me?

How to answer: This is a great opportunity to get to know the interviewer on a more personal level. Ask them questions about their experience in consulting or their career. Express genuine interest in what they have to show and ask follow-up questions. The more you can get the interviewer talking about themself, the more likely they will have a positive impression of you.

Recommended ZS Associates Case Interview Resources

Here are the resources we recommend to learn the most robust, effective case interview strategies in the least time-consuming way:

• Comprehensive Case Interview Course (our #1 recommendation): The only resource you need. Whether you have no business background, rusty math skills, or are short on time, this step-by-step course will transform you into a top 1% caser that lands multiple consulting offers.
• Hacking the Case Interview Book   (available on Amazon): Perfect for beginners that are short on time. Transform yourself from a stressed-out case interview newbie to a confident intermediate in under a week. Some readers finish this book in a day and can already tackle tough cases.
• The Ultimate Case Interview Workbook (available on Amazon): Perfect for intermediates struggling with frameworks, case math, or generating business insights. No need to find a case partner – these drills, practice problems, and full-length cases can all be done by yourself.
• Case Interview Coaching : Personalized, one-on-one coaching with former consulting interviewers
• Behavioral & Fit Interview Course : Be prepared for 98% of behavioral and fit questions in just a few hours. We'll teach you exactly how to draft answers that will impress your interviewer
• Resume Review & Editing : Transform your resume into one that will get you multiple interviews

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ZS Associates Establishes Common Control Framework to Achieve Compliance Efficiency

Table of contents, efficiency and flexibility as a goal, compliance as a priority, finding the base, scalability across complexities, using the right resources, necessary additions made easier, looking to the future, a long-term solution.

Download the case study

When their business began to expand, ZS Associates realized they needed to find the perfect medium between compliance and efficiency in order to maintain their customers’ trust. They found it in an internal implementation of a common control framework—an effort that has since helped them streamline their current compliance endeavors while also positioning them well for the future.

As more compliance standards and programs continue to emerge, organizations across the global business landscape face more decisions on which certifications and examinations suit their needs the best. The compliance facet to any business has always represented a challenging endeavor, and it’s no secret that finding efficiencies amongst the seemingly endless preparation and planning of audits makes for a desired advantage.  For ZS Associates (ZS), this desired advantage became a priority—a dubious undertaking at first that paid off after the diligent work of their personnel in conjunction with advice from their chosen auditors at Schellman.  Founded back in the 1980s, ZS began with two employees, and has grown into a successful business of over 10,000 staff today. A professional consulting firm, their primary focus began within the pharmaceutical industry and has since expanded to include health plans, financial services, technology services, and travel and hospitality as well. As their industry reach continues to broaden even today, so have their compliance needs, prompting an ambitious internal initiative that they hoped would help streamline all the efforts they would need now and in the future.

The initiative? To create a common control framework for multiple services.

“It’s obviously a great idea in theory—to create something you can leverage for more than one need. But in reality, this is something that a lot of organizations struggle with,” says Rob Tylka, Principal at Schellman and leader of their Midwest practice. “In the case of ZS, they have obviously been more successful in this regard. When you consider how many clients they have and the varying services they provide—the compliance complexities all that adds—it really is quite remarkable.”

Despite the enormity of the undertaking and the uphill battle they faced, the idea—when those at ZS realized it—stuck. They were determined to establish a common control framework to marry their compliance initiatives and efficiency. “We wanted to ensure that while we meet the complexities of each compliance requirement, at the same time, it must be easy for our teams to adopt and adapt,” explains Ali Khan, IT Governance, Risk & Compliance Manager at ZS. “But not only that, we always keep a watchful eye on what could potentially work not only in the present but also in the long run — we are already moving towards a new approach where our clients can easily leverage our applications, products, algorithms and data through our easy-to-adopt platform ZAIDYN.”

"We wanted to ensure that while we meet the complexities of each compliance requirement, at the same time, it must be easy for our teams to adopt and adapt."

Ali Khan | ZS | IT Governance, Risk & Compliance Manager

Compliance has been a strong priority for ZS since the start, as evidenced by their well-structured team dedicated to it that features both formal and informal committees in place, bound together and focused on security. “This is taken very seriously by all of us,” reiterates Khan. “We know it only takes something small to cause a big problem. For us, awareness more of a ‘musthave’ than a ‘good to have.’” This push for awareness represents an important part of ZS’s established control framework.  When an organization grows at the rate ZS has and still is, onboarding new personnel remains a key component in maintaining their established culture of compliance. “We recognize that the way you approach an organization with a few thousand people is different than the way you approach a firm with 10,000 people and growing. And so, we continue to identify additional points where we can reach out and talk about information security. When new hires are onboarded, a specific portion of their orientation program focuses on privacy and security. We also simulate monthly phishing campaigns firmwide and update our privacy and security training every year to continue to make that engaging,” explains Christine Milkowski, Senior Legal Counsel and Data Protection Lead for ZS.  But it’s not just a stringent awareness among their people—ZS has taken care to invest in technology as well. “We also believe in a lot of preventive controls rather than adopting detective and administrative rules. Annually, we focus heavily on technologies that fill gaps and help our people apply best practices. It’s all about helping ZSers succeed,” says Khan

When it came time to evaluate all these controls put in place, ZS contracted with Schellman for audit work, and the initial agreement was for a singular SOC 1 examination of their Javelin platform. But with the rise of SOC 2 as a popular standard within the marketplace, the organization soon followed the trend and added the service that would eventually provide the basis for their common control framework. “That was a pretty easy decision for us. We’d always done well with the SOC 1 report , but then when the SOC 2 became available, and we reviewed the objectives in there and the applicable controls, we really thought it enhanced what we were already doing,” says Milkowski. “Going to the SOC 2 was easy because we've always been really focused on security, compliance, and confidentiality - being able to hold a stronger assessment out to our client was a no-brainer.” From there, client demand meant adding more and more to the ZS compliance portfolio, including ISO 27001. At that point, the firm pressed pause—an ISO certification was a significant undertaking. “We deliberated internally among leadership, and what ultimately helped us with our decision was asking the right questions. Why do we want to do this? And why would we bring in an ISMS just for one client?” states Khan. Together, they realized, “why not for our entire organization?”

"Going to the SOC 2 was easy because we've always been really focused on security, compliance, and confidentiality - being able to hold a stronger assessment out to our client was a no-brainer."

Christine Milkowski | ZS | Senior Legal Counsel and Data Protection Lead

With the idea now to implement a common control framework, those at ZS got to work. The idea was to create something that would be audit-ready—“something we could prepare once and leverage,” says Khan. But that idea wasn’t without its hurdles. “We wanted to ensure that our entire service delivery model was being secured across the board. So, be it a consulting project, be it a technology project, are we able to have some level of security delivered to our client? Because at the end of the day, good quality and a good compliance solution are tied to strong customer satisfaction.”

Though the new priority was the ISMS for their ISO 27001 obligation, ZS’s previous SOC 2 for their Javelin platform paved the way for some control overlap. “We had to enhance our policies and procedures, apply more reporting metrics, and sort our documentation. That’s where we added in some flavor to our common control framework related to ISO,” explains Khan. Having provided several services and participated in scoping discussions for various compliance initiatives at ZS, Schellman personnel were impressed with their client’s dedication. “From what we’ve seen in the marketplace, everybody wants to put together a common control framework. It’s a big need, but we find it oftentimes hard for organizations to implement, because usually, controls are not a onesize-fits-all approach and must allow for some kind of flexibility, depending on the type of service,” explains Tylka. “But ZS has found that baseline of commonalities, and what they have in place now really sets them apart from their competitors.”

"From what we’ve seen in the marketplace, everybody wants to put together a common control framework. It’s a big need, but we find it oftentimes hard for organizations to implement, because usually, controls are not a one-sizefits-all approach and must allow for some kind of flexibility, depending on the type of service."

Rob Tylka | Schellman | Principal

Though some of the labor-intensive implementation of their framework was done internally, predating the relationship with their auditors, those at ZS still credit the assessors as having been a help. “Having Schellman as a trusted partner helped us dive in more. They’re absolutely an asset,” says Khan. “Compliance is often seen as a fear-driven concept in the workplace—people are scared of it. But one of the biggest things about Schellman is amplifying the simplicity behind it,” continues Khan. “Rob and his team have always made it very easy. Some roadblocks seem like rocket science to us, but you take it to them and they say, ‘that’s a good question, let me solve this for you.’ This simplicity and reliability built the trust we have now.” Both firms expect their partnership to continue and grow as the consultants look toward the future and continue to adapt their established framework. “Even when we come across situations today, it’s great to know that we have somebody we can immediately reach out to. We know that we will get the support to help us move ahead and navigate further. Schellman is our go-to when we talk about compliance and audit. We’ve been trying hard to keep expanding our relationship,” confirms Khan.

Compliance is often seen as a fear-driven concept in the workplace—people are scared of it. But one of the biggest things about Schellman is amplifying the simplicity behind it.

And that necessary adaptation certainly will come—it already has, in some cases, having been prompted through global regulatory requirement changes and ZS’s expanding market space. “A year ago, we didn’t have a local presence in terms of applications and products in China. We’ve got it now,” says Khan. With that came new requirements to meet. “And one of the pieces that helped us achieve this was that we didn’t have to start from scratch. A lot of controls that Schellman helped us mature in our other software programs formed the foundation that we built upon.” Aside from Chinese expansion, ZS continues to add different kinds of services, and with the regulations that come along with that, the firm understands that they will need to remain vigilant and flexible.

Not only that, but they’ll also need to ensure they go beyond the legal requirements to satisfy what’s arguably just as important—their customer obligations. “In addition to all these regulatory changes that we are monitoring and reacting to, we are also monitoring how our clients are reacting to them,” offers Milkowski. “For example, GDPR has been around for a few years, and it allows the flow of personal data outside the EU if certain conditions are met. However, we have some clients who may prefer local EU hosting. So, as a global consulting firm, we are monitoring our client expectations on top of all these regulatory changes.” 

Despite the anticipated modifications that will become necessary—some known, some unknown—ZS feels confident that their established control framework will continue to serve them well in providing them more efficiency during their compliance audits. “The common control framework that we’ve set up is intended to be flexible and scalable. We have all of these objectives that we’re meeting globally in all of our offices, in all of the different countries where we have operations. And when there’s been a change in our compliance obligations we’ve been reactive to that change—or in certain cases, we’re monitoring and anticipating it, which is the best-case scenario. Whichever it is, we’re able to modify our controls and change what we’re doing at a local level without affecting our overall framework,” says Milkowski.

For the firm, the ability to make those minor tweaks—as opposed to larger security changes—has been well worth the arduous framework implementation process. In fact, there’s not much ZS thinks they would have done differently, knowing what they know now after their success.

Though there is one thing: “I would’ve gotten the ISO certification earlier,” admits Milkowski, and others involved in the process also believe that, as a starting point for such a lasting, all-encompassing endeavor, ISO 27001 makes a lot of sense. “Absolutely. ISO as a base would have made a lot of changes easier because that would have covered a lot of ground,” agrees Khan. But even still, “it’s been a natural progression. We have had moments, wonderful learnings that came with the way we did things. I think that’s the beauty of it, right?”

In fact, if there are other organizations across marketplaces with an urge to implement a similar framework, there is one core facet that ZS believes must be the foundation—more than a SOC 2 base, more than the addition of ISO 27001. To be successful in creating a common controls framework, it is essential to begin with a strong, fully permeated attitude toward security and compliance.

“You have to treat these things as second nature—not because somebody’s asked you to do it. We do it because it’s the right thing,” emphasizes Khan. “We embody a ‘do it right’ attitude not just at the top but at a grassroots level as well. That’s what makes these types of decisions easy to make and implement.”

ZS has proven that establishing a common control framework is, in fact, possible. “Having served as ZS’s auditor for the past decade, it is remarkable how robust their control framework is given the unique demands of the industries they serve and services provided,” adds Tylka. “It is something to be envious of.” As ZS continues to look forward, working through expansion and various changes to their business portfolio, that attitude towards security and compliance will remain steady and strong. With the common controls framework functioning efficiently, the path towards progress appears smooth.

As we reflect on ourselves now, there’s always room for more—we’re already planning our next step forward. We’ll continue to focus on automation in control management, testing, and accessions in the industry. As it always has, this framework will continue to deliver value and a solid foundation for years to come.

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Case Study – ZS Associates

ZS Associates is a global firm that provides services in industries ranging from healthcare to technology to finances. They utilize cutting-edge analytics, tech, and strategy to assist clients with everything from early discovery to commercialization. Traditionally, new partners, clients, and staff would be invited to their offices to meet the ZS team members they’d be working with. Due to COVID-19, ZS was no longer able to bring their personnel together. This was especially hard for the team in India, who enjoyed introducing potential clients to their talented staff as well as immersing them into their local culture.

ZS Associates needed a way to meet with their clients virtually that captured the energy and culture symbolic of their global brand. Plego Technologies and Pulse Studio presented the EngageVE virtual event platform as a possible solution. The ZS team was excited to build a custom environment that looked and felt exactly how they wanted, while integrating familiar meeting tools they used internally. This partnership resulted in an engaging virtual hub that could be used as an online meeting room for prospective clients as well as a place to host internal events. The architecture, layout, and functionality of this virtual hub was fully customized for ZS Associates and the specific needs of their team.

Security was an important factor to choosing a virtual platform. By gating the experience with a login, we gave ZS the ability to keep this a private virtual company hub. We built in the ability to add and remove attendees so that the correct invitees were in the platform at the right times, but their team always had access to the virtual meeting space.

Check out the images below to see how we captured the spirit of their office in India:

One of the things their team loved doing was taking clients to visit local landmarks, like the Taj Mahal. Since their guests were not able to visit in person, the virtual hub includes a scale model that links to an immersive online tour of the Taj Mahal.

ZS Associates also wanted a way for visitors to get to know their team members across the digital divide. This opportunity resulted in the development of new functionality for the EngageVE platform, showcased through the Team Wall. This interactive element gives visitors the ability to learn about each team member one by one, and even leave digital messages on each person’s profile.

The EngageVE virtual event platform gave ZS’s clients something unique to remember and connected them with team members across the world. If you need help creating a virtual meeting hub or showroom, please email us at [email protected] or call 630-442-7928

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• Plego Technologies

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ZS Associates Interview Experience for Data Science Associate

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ZS Associates is one of the best consulting firms which also has a great team of Data Scientists. The main clientele of ZS is Pharmaceutical companies, but it consists of other domains as well. Consultant Roles at ZS follow below hierarchy:

• Associate Consultant

Working with ZS was a goal for me when in college. I had applied for the DAA(Decision Analytics) role, but couldn’t crack it then. ZS hires freshers and entry-level experienced candidates for the Data Science Associate(DSA) role. When I started into ML and Data Science, I had made a list of target companies that I’d want to be a part of. ZS was one of them considering its work ethics and how it treats its employees.

Application Process: I had applied for the DSA role in March 2020 initially. I didn’t have anyone to ask for a referral, so I had directly applied on their website. The first step in the application is the shortlisting of your resume. So make sure the resume is on point for the job you’re applying for. I’ll be soon writing a blog on resume writing as well. Back to the point, I received the invitation to submit a Machine Learning test on Hackerearth after getting my resume shortlisted.

I submitted the test, but soon after the lockdown happened and ZS froze its hiring! That was a bummer for me but I kept expanding my skills either way.

Fast-forward to October 2020, ZS started hiring again after a gap of 6 months. I applied again and got the call to submit the test again. The process consisted of 3 rounds and all were elimination rounds.

Round 1(Machine Learning Challenge): The first round was to solve a Machine Learning problem and submit the predictions CSV along with the source code. The ML problem I had got was a text classification one which had Job Descriptions from a Pharmaceutical company’s job portal. My task was to make a Machine Learning model that takes in the job description text and predict 2 targets: Job Type and Job Category. The submission was to be a CSV file containing the predictions on test data.

Problem and Approach: Job Type consisted of 6 classes and Job Category consisted of 11 classes. In essence, this was a Multi-Class Classification problem and of 2 targets. I did the below steps to solve the problem and submit the solution and predictions:

• Data Understanding
• Text preprocessing
• Tokenization
• Stemming/Lemmatization
• Word Vectorization & creating embeddings using Word2Vec
• Hyperparameter Tuning
• Getting predictions on test data
• Saving and submitting the source code and CSV

I was given almost 2.5 days to complete this challenge on HackerEarth. I submitted the solution and crossed my fingers.

Round 2(Case Debrief): I received a call from HR regarding the second round 4-5 days after submitting the round 1 problem. This round was a technical discussion of the ML challenge and my solution. I had to make a PPT describing the steps I did, the results I got, and the source code.

The interview was scheduled on Zoom for 1 hour and required me to share my screen and present my solution to them. The interview started and I described the entire solution to them step by step through my presentation.

Discussion: After seeing my presentation from start to end, I was asked almost no questions. And I thought this is easy! But it was not. Once I finished explaining the solution, they started asking me questions about my approach from the first step. Some of them were:

• Why didn’t you do more EDA? What else could you have done?
• You ignored word importances. Any way by which you could have analyzed the word importance and add another feature for it?
• The first target had a class imbalance. How did you deal with that?
• What all feature engineering did you do?
• You removed all numeric values from the text. Couldn’t it be a case that job descriptions having numeric values such as dates mean that it is an internship or something like that?
• Did you think of a better way than to drop all non-alphabetic values?
• You used stemming. Why didn’t you use lemmatization? When is lemmatization helpful over stemming and vice-versa?
• You used word embeddings using Word2Vec. Was it a pre-trained one or you trained it on this data? Don’t you think a pre-trained embedding would have done better?
• Did you use other techniques like Bag of words, TF-IDF, N-grams, etc? How were they performing?
• You averaged out the word vectors of all words in a sentence to form the complete feature vector. Don’t you think this would have resulted in a loss of information? What better way could you have used here?
• What all models did you try running and what was the result?
• Did you use Deep Learning too? Don’t you think Deep Learning could have fetched better results?
• How do you think the metrics could have been improved? What are the reasons for a low score on target- Job Category?

After answering the majority of the above questions, I was exhausted! I thought I could have done much better with my solution and tried more techniques to get better results. Nevertheless, I crossed my fingers again and hoped to get a call for the 3rd round.

Round 3(Technical+Fit round): The 3rd and last round was a technical round which I thought would be on my resume, projects and skills. However, the interviewer had different plans.

Technical Interview: The interviewer asked me about my strong areas in Machine Learning, and I answered that it is NLP. He started the round by giving me a scenario that we have a client who has text data of emails which are customer feedback on their products. He started with the complete Data Science lifecycle and went step by step till the end.

• The data we have is not labelled and we want to classify it into different classes regarding the department it belongs to and the product it is for. How will you proceed?
• Once you have labelled it, how will you clean it and pre-process it?
• Once the data is clean, what next step will you take to analyze it and add features?
• How will you vectorize it? What are all the ways you know of?
• Do you think there could be a bias in the data? How to tackle that?
• What will be the next step? How will you make sure you have the best model?
• How can you reduce the training time?
• Once the model is finalized, how will the deployment be done, and what all to be taken care of?
• What and how will the retraining be done?
• What are the types of clustering?
• How does a linear model make assumptions? What will be its drawback?
• How do ensembles work?
• Any cloud platform you’ve worked on? What all elements do Azure consists of?
• How can you decide whether a feature is important or not during regression analysis?

He asked a few more questions on statistics and Machine Learning concepts. He also went a little into Deep Learning and CNNs. Overall, I answered most of the questions he put towards me.

I asked him a few questions on the work there, the clients, and the different domains involved to which he answered graciously.

I was pretty confident about my application now after the last round went pretty well. Fingers crossed, again.

Confirmation & Offer Letter: The moment that I had been waiting for finally arrived when I received the confirmation call from HR, and I was delighted! The hard work and persistence of months finally brought colors. Soon in a few days, I received the offer letter and happily accepted it. The process couldn’t have been any smoother and perfect. Hard work does pay off!

I received tons of requests from the community regarding my interview experience and I thought that this blog would do justice to all of them. I would be soon writing blogs on resume preparation and job search strategy as well.

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