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McKinsey Hard Operations Training Program Design

Online training

#Financial Services #Technology

Our client is Shey Investment, SI, a British-American global asset management group. They offer a range of financial products to individuals, intermediary advisors and institutional investors. SI …

CasesCoach Comment

This is a comprehensive implementation case requiring candidates to design an end-to-end online training program. The case tests structured thinking, stakeholder analysis, and the ability to synthesize both qualitative framework development (Q1) and quantitative analysis (Q2-Q4). A strong response requires balancing pedagogical considerations with business metrics and recognizing that low pilot completion rates signal deeper issues beyond content quality.

Estimated Time 42 minutes
Difficulty Hard
Source PeterK
86 / 100
Our client is Shey Investment, SI, a British-American global asset management group. They offer a range of financial products to individuals, intermediary advisors and institutional investors. SI manages $290B in assets. Over the last several years SI expanded its offerings of mutual funds that its financial consultants should know well to advise them to SI’s clients. The CEO has hired your team to build an online training program aimed at educating all 300 financial consultants on mutual funds and sales techniques to effectively close client deals related to these mutual funds. What do you need to know to design and implement this online training program?

Clarifying Information

  1. SI offers 50+ different mutual funds. A mutual fund is an investment fund that pools money from many investors to purchase securities; different types of mutual funds invest in different types of securities (e.g. equities, bonds)
  2. SI enjoys $2.2B in revenue, mostly from management fees (2022)
  3. SI employs 3,000 full-time employees globally
  4. SI uses an internally designed basic online courses that financial consultants take to learn about SI’s mutual funds, contracts, legal aspects, etc.
  5. Currently SI hires vendors that conduct a series of workshops for financial consultants to improve their sales skills to sell more mutual funds
Mock Interview
Interviewer

Our client is Shey Investment, SI, a British-American global asset management group. They offer a range of financial products to individuals, intermediary advisors and institutional investors. SI manages $290B in assets. Over the last several years SI expanded its offerings of mutual funds that its financial consultants should know well to advise them to SI's clients. The CEO has hired your team to build an online training program aimed at educating all 300 financial consultants on mutual funds and sales techniques to effectively close client deals related to these mutual funds. What do you need to know to design and implement this online training program?

You

Thanks. Before analyzing, I'd like to clarify a few key questions...

Interviewer

Good question. Let me provide some background information...

You

Based on this, I suggest analyzing from these dimensions...

AI Score
Clarifying + Framework /5 Exhibits + Analysis /5 Brainstorm + Conclusion /5 Universal Skills /5
Practicing...
Score coming soon
AI Mock Interview

🤖 AI Summary: Shey Investment seeks to design and implement an online training program for 300 financial consultants covering mutual funds knowledge and sales techniques. The case involves framework development for program design, mathematical calculation of pilot graduation rates (only 15 of 40 participants), and strategic recommendations to improve completion rates and define success metrics. Key insight: low completion rate (37.5%) is the critical issue, not just exam pass rate.

💡 Key Insights:

  1. Implementation cases require a four-part framework: the offering/program design, the target audience/learners, feasibility assessment (talent, time, budget), and execution/implementation approach
  2. The math exercise reveals a completion rate problem (18 of 40 = 45%) that precedes the exam pass problem (15 of 18 = 83%), suggesting content quality, motivation, or scheduling issues are more pressing than assessment rigor
  3. Success metrics should span both learning outcomes (completion, knowledge retention) and business outcomes (sales increase, fewer advising mistakes, improved customer satisfaction) to justify the program investment
  4. Candidates should contextualize quantitative findings by recognizing that 40 participants represents 13% of the 300-person consultant base, making pilot results statistically meaningful but requiring validation at scale

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