Curious on what factors drive a client’s choice of firm among the MBB for a strategy case

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Been through this once on the client side and it went like this:
PE sponsor told CEO he needed to use an MBB firm. CEO had been burned by McKinsey at a prior job, so he told them to not bother pitching.
Bain and BCG both pitched but BCG’s experience was far deeper than Bain’s. It was an easy choice from that angle.

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I’ve actually been involved in these decisions before. It’s dependent on the case, sometimes it’s who we feel had a better pitch & understood our use case best, other times it’s more of who we think will work best culturally.

Have been in committees where we picked against someone that had a deep relationship into a firm because we didn’t think they were moving in the right direction.

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Usually some combo of having the precise right experience, the right internal capabilities and tools to support, have the right experts, and a general “feel” that it’s the right fit (that is, the firm really understands the problem, the pitch resonated, feels like you’ll collaborate well, etc.)

I’d say most projects aren’t won in this kind of competitive proposal process.

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If it is a unique case / never done before, then the trust in the team. If it is a common case, then the creds / success stories

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Hello Fishes,
Need your urgent suggestion. I have offers from
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PwC EY

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