The MBA Admissions Studio

In differential calculus an inflection (or inflexion) point is the point on a curve where the curvature changes sign and therefore shape.

Lives and careers have inflection points too: those moments where, due to events or new insight, suddenly everything is turned around or looks different.

Inflection points can be “achievements” but they don’t need to be. Often they are mixed, bitter-sweet moments of self-understanding and emotional arrival. Communicating these moments is key to convincing Adcom of your unique, personal, individual motivation for MBA study and beyond.

Sometimes when I talk to clients at the profiling stage of their application — when we sift through their past and present scouring for admissions value — they will blow right past an inflection point such as a change of college major, or death of a parent, or visit to the national gallery in Berlin (or whatever it may be) and I have to slow them down to fully explore and capture the value therein.

Due to confidentiality, I can’t tell their stories, but I did notice an example used recently on the Businessweek MBA Journal site where a now-current INSEAD student shares his “road-to-Damascus” moment:

“A favorable USD/GBP exchange rate and good salaries enabled us to enjoy a hedonistic lifestyle in New York, which included fancy dining, live music and sporting events, and parties on most nights. Yet, during all of this, I witnessed an act of kindness that changed the way I view the world and my aspirations. This moment of humanity would ultimately drive me to pursue an MBA at INSEAD.

“Midway through my training in New York, my friends and I went to see a Yankees baseball game. We caught the subway to return home and sat down next to a homeless man named Sam. Two stops later, another homeless man, J, boarded and sat next to Sam. They proceeded to talk and we overheard parts of the conversation. It became apparent that Sam and J had never met before. Then, Sam asked J if he would like to share some dinner, and J gladly accepted. Sam pulled out a tin of Vienna sausages and some dry crackers, which they shared. We watched all this and lumps gathered in our throats. Sam had no wealth and bleak prospects, yet was willing to share his food with a complete stranger. Would we have shared something worth as much to us with another stranger?

“This act of generosity humbled my friends and me…. I was inspired to seek more in life than those parties and materialistic pursuits. I didn’t want to waste my precious time, and I wanted a challenge. I wanted to make my mark on the world.”

Powerful stuff. Note that you don’t need a bleeding heart story to have an inflection point, or to get into business school. But you do need to be sensitive to the real inflection points in your life, which by definition will be highly individual to you, and how they have shaped your aspirations. This is the key to being real and therefore being believed when you share your goals with the MBA Admissions Committee in your application essays or interview.

Tags: Businessweek, INSEAD, MBA admissions committee, MBA goals essay

The sad news today is Steve Jobs is dead, and America and the world has lost one of the most capable and innovative leaders ever born.

Steve Jobs’ Commencement address to graduating Stanford students in 2005 is the kind of orienting motivational document that is worth reading from time to time no matter who you are and what you do. But, in the spirit of better MBA applications, which is what this blog is 100 percent about, it’s worth going there today specifically to draw some lessons.

Lesson 1: Structure

In his opening few words, Jobs tells his audience: “Today I want to tell you three stories from my life.” What is he doing? He’s saying, here is the structure of what’s to come. Three stories. He’s signposted it in just one sentence, with no artifice and no fuss, and via these few words everyone knows what is coming and where they are all the way through the program. That’s being kind to your listener (or reader.) Kindness is often rewarded.

Lesson 2: Stories

Jobs needs to communicate fairly high-level and potentially abstract notions to do with choice, motivation, learning, patience, luck, love – and so on — to students. He could (so many do…) say something like: “It’s really important to be motivated and stay focused, and keep your focus when things go against you because sometimes adversity has good consequences you can’t see at the time …” Yawn.

Instead, he tells stories – relating concrete situations and events about himself. You are pulled into his life, prickled by the detail, listening or reading on willingly to know what happened next and how it turned out.

The stories make the point he wants to make all by themselves. Just one example: He doesn’t say: “I had no money when I dropped out of college, but I didn’t need much at that age.” He says: “I slept on the floor in friends’ rooms, I returned coke bottles for the 5¢ deposits to buy food with, and I would walk the 7 miles across town every Sunday night to get one good meal a week at the Hare Krishna temple. I loved it.”

Relevant, colorful story detail will make your interesting to your Adcom reader or MBA admissions interviewer; being interesting will get you noticed; getting noticed will go a long way to getting you admitted to the b-school you are applying to.

Lesson 3: Why an MBA?

Job’s again: “Your time is limited, so don’t waste it living someone else’s life. Don’t be trapped by dogma — which is living with the results of other people’s thinking. Don’t let the noise of others’ opinions drown out your own inner voice. And most important, have the courage to follow your heart and intuition. They somehow already know what you truly want to become. Everything else is secondary.”

When you answer the ‘Why-an-MBA’ question that all applications ask, this is what is at stake: not how will b-school put you on the next rung of a ladder, but how it will put you on or further along your life path. You don’t need a career blueprint – lot’s will change. But you do need to show the Admissions Committee some sense of what your heart and intuition calls you courageously to become, and how the MBA from their school will help you get there.

* See also How to Dent the Universe (or how to apply for an MBA like Steve Jobs would)

Tags: b-school, career plan, MBA admissions committee, MBA applicant, MBA blogs, MBA Essays, Stanford, Steve Jobs, why-an-MBA

Luckily, back when I applied for b-school there was no such thing as ‘Angry Birds.’ As Oscar Wilde said: I can resist anything except temptation. Even now, my iPhone winks at me…

I resist. But I maintain everything we do and everything we are is potentially of value in competitive MBA admissions. So what can Angry Birds teach us about beating the MBA admit process? Here’s what:

1. Think first and plan your approach. Take time to consider the situation and the various aspects of the challenge facing you. Survey the landscape. Think through and anticipate what the success moves might be.

2. Understand your resources. You have an armory of skills and experiences at your disposal. As yellow birds are good for wood, black birds are good for stone, etc., so you have attributes that are all different, with different capabilities and implications for MBA admissions. You won’t have them all, and it may well seem you don’t have enough. But if you use what is in your arsenal in the most effective way, it will be enough.

3. Aim carefully. Targeting is crucial. There is probably a lever that will turn the situation. You need to apply your smarts in unlocking the door in just the right way. A subtle touch can bring the whole edifice down in your favor.

4. Every move you make is important, and the order is important. Everything hinges on getting all parts of your application to count, and to be working together.

5. Timing matters. Anyone who has worked with the white bird or the boomerang bird knows timing is the difference between score and ppft. Timing your impact is everything. So it is in MBA essays and interviews – when you play an important value card can be as important as the card itself.

6. Perseverance counts too. Sometimes it is not about smarts, it is about patience and a thick-skinned ability to drive through obstacles. In the long road to making applications to a number of schools, at times the difference between a winner and loser is strength of will. Your feathers will feel a bit ruffled, but it’s a small price to pay.

7. Emotion and passion helps. Part of what’s compelling about Angry Birds is they are… angry. Outrage and revenge is part of the narrative and, like it or not, part of what grabs and holds user fascination. You don’t necessarily want to be angry in MBA admissions (you can be) but it is in your interest to create resonance with Adcom at an emotional as well as intellectual level.

8. It’s okay to turn to others for help. Just like you go on Youtube (or pay Rovio) to see how to clear a level or grab a golden egg, you can turn to others who have been-there-done-that. Tap into the broader wisdom in advancing your application and you greatly cut your head-butting time waste and increase your chances of success.

9. If at first you don’t succeed, there’s the “do-over” button. How many essays have I seen that are complete flops to start with? Truly, an uncountable number. “Redo,” I say. “Try this, add that, adjust here, adapt there.” And voila, a few iterations later I’m reading a knock-em-dead essay.

10. Don’t sweat the small stuff. If you try to 3-star every level of Angry Birds you will fail the big stuff, which is your MBA application. So put down your phone and get back to work!

Tags: interviews, mba, MBA Admissions, MBA application timing

I’m often, … no correction, always telling MBA applicants to extract the full MBA admissions value from what they have in their bio, and what they have done. Doing this is the only way to present as more valuable than the next applicant to the business school in question; that is, the only way to get admitted in a competitive system.

Easier said than done of course. So the question comes back: How do I do that? And this is a fair-enough question.

How to do it, as I’ve written at greater length in my book, has to do with (a) understand the full dimensions of MBA admissions value associated with what you have done and/or achieved; (b) understanding what is valuable to Adcoms, which is to say what is valuable in the b-school environment and in MBA careers, and (c) being able to connect “a” to “b” in a clear and compelling way.

That’s the theory. Here’s an example. (Note: nothing works in MBA admissions communications as well as an example.)

Let’s say you have been involved in JKA karate for much of your early life, achieved your “black belt” at the age of 18, were reasonably successful in competitions during high school and college, but now just keep your hand in at the dojo as a part-time instructor. Is it valuable or not?

Of course it’s valuable. Karate is a recognized development activity. It takes youth through a structured and disciplined and group-oriented series of challenges. Also, no question that having spent this much of your life on the activity, it has to get some airtime in your application.

More pertinently, which parts are valuable? What do you say? Is it valuable to say you can fight people and easily knock them down. Of course not. That’s a red flag. Is it valuable to say you can defend yourself in any situation? That’s not going to hurt your application, but it won’t help. Adcom doesn’t rate people on whether they can physically defend themselves — it’s not something that counts at business school or with the careers office or recruiters or in the business world for MBA graduates.

The value is in the discipline you learned, in the experience of setbacks and perseverance; in participating well with competitors and competition; in learning to manage adversity; in being part of a structured environment, and in learning to structure and manage your time (e.g. going to the dojo 5x a week on top of everything else.)

There may also be value to be had in the psychic development karate offers: exposure to alternative (oriental) philosophy, mindfulness, inner peace and self-reliance, and so on. If you are now a coach or trainer or mentor of the next generation, there is obvious admissions value in that.

There may be more. The point is, there is lots to say that points to a valid admissions “value claim” for you as a person and professional going forward. Once unearthed, you choose which parts to emphasize, and you move onto the next value activity, approaching it in the same way.

Tags: admissions red flags, b-school, b-school recruiting, Leadership, MBA Adcom, MBA career, success record, time management

It’s July, and a new admissions cycle year starts at the MBA Admissions Studio. As it happens, during my off-season sabbatical time — which new clients have patiently waited out (thank you) I’ve had numerous emails of the “I-was-dinged-last-year, what-did-I do-wrong?” type. So this seems as good a place as any to start the discussion this year, in the spirit of helping those dinged last year apply better, and those who are applying for the first time understand the category of potential pitfalls.

There are three types of ding:

1. You were dinged because there is something or things in your background that make you just not good enough or right enough for the program, in comparison with the average standard of admitted applicants. This could be because of lack of high-quality or brand-company work experience, a low GMAT or GPA, being too young or old at the time of application, and so on. In this category, in other words, your ding is caused by something or things that you are, or are not. You fail to meet minimum qualification standards.
2. You are good enough and fit well — you are a competitive, qualified applicant — but applied badly in that you made a clear mistake or raised a red flag in your application. Your ding was caused by something specific you said or did not say.
3. You are good enough and fit well — you are a competitive, qualified applicant – and you didn’t make any obvious application mistakes, but applied badly in that your admissions value was not clear or somehow you didn’t stand out. This is the category of applicant that Adcom refers to when it says “we had many qualified applicants and we couldn’t take them all.” Your ding was caused by other qualified competitors applying better than you did in a system where there are more applicants than places.

What are the fixes? Let me take them one by one.

In the first situation, the problem is choice of school, or career timing of application or both. Bear in mind that everyone has weaknesses — I’ve never seen an applicant without weaknesses (though they don’t always know it.) But here we are talking about aggregate weakness in an applicant such that, no matter how they apply, they are going to be dinged because they don’t meet the standard of generally accepted applicant. The dinged candidate “doesn’t have the goods” so, logically, the only way to solve the problem is to get the goods, or lower one’s school sights, or both. Getting the goods is realistic only if age is on your side and you can take a few years to drive up your MBA admissions value via new career experiences, greater responsibility or new leadership roles, promotions or awards, new extra-mural participation, and so on.

The second situation is the easiest of the three to deal with. Here the solution has to do recognition — recognizing in advance what creates or exacerbates problems in an application, so-called “red flags,” and staying well clear of these. These problems are, in theory at least, easily fixable once recognized (assuming none of them point to deeper category 1 problems.)

The third type of ding is all about the soupy stuff of competitive admissions. Here the applicant didn’t do anything wrong, just didn’t do as well as others in the application process. The solution has to do with applying all the hard and soft value-enhancement and value-communications techniques that make an application ‘pop’ from the pile. This is not easy, and varies on a case-by-case basis. But there are general principles that apply in optimizing any application.

I’ve written extensively on this site and in my book on the profile principles and communication strategies that can be applied, including creating the foundation of a solid yet differentiated application platform and driving up candidate value and uniqueness through use of memorable proof examples and stories. More to follow as the weeks roll by to R1 deadlines.

Tags: admissions red flags, GMAT, GPA, MBA Admissions, MBA applicant, MBA dinged, MBA extra-murals

As promised, more on MBA admissions interviewing. The difficulty with interviewing (of all types) is that it is a test of “total communication.” That is, it is not just what you say, but how you say it. And this how includes judgment of your expression, tone, confidence, body language, and so on.

The further difficulty is that interviewers “read” these communication signals differently in different contexts and cultures. Now, this is not an anthropology dissertation, and I have no expertise in interview styles across the world, so for clarity let me just stick to US cultural expectations and norms, which are often confusing for foreigners (and Americans too!)

MBA applicants interviewing for a US business school face a contradictory injunction. They are expected to be very formal in dress and politesse before and around the interview, but at the same time (read the guidance on the b-school sites if you don’t believe me) the interview is positioned in *very* familiar terms, as a get-to-know-you event, a conversation, a friendly chat, etc.

This is a “mixed message” if ever there was one. Do they want formal or informal? Both, in different ways. You need to be able to play the formal game, but also be “American” in your ability to be casual and egalitarian across age and authority lines. So while you are dressed like a stuffed chicken, you can still, with permission, call your interviewer “Bob” and so on.

This is, all-in-all, a hard thing to get right for 30 min. One of the images I like to use in interview rehearsal is to get applicants to visualize themselves in a “fireside chat.” That is, to strive for a balanced friendly conversation that bubbles along merrily as if one was having a totally relaxed 1-to-1 in intimate surroundings. This is fake of course, because underneath you have your agenda (transmitting admissions value) and they have theirs (judging you.)

The way get the conversation to bubble along is to make sure there is never a one-way question-vs.-answer dynamic. Bear in mind you can’t ask questions of the interviewer until the very end, when he or she will (formally) signal that this is now appropriate.

So how do you do that achieve a more balanced conversation? One way is not to stop dead when you’re done answering one question, but rather look for a natural segue between topics, ending your answer to one question by saying “which leads me to tell you about…” and then marching off onto new terrain you want to cover. For example, you can end your answer to a “why-an-MBA” question by saying “Which leads me to: why MIT-Sloan? …” Or you can finish a question about managing a tricky report by moving on to how this experience will benefit your team-building skills on campus, and so on.

It’s a technique that has to be used subtly, scanning for visual confirmation that you have permission and are on-topic in broad terms. But if used well, the interview will have a better “formal-casual balance,” and that’s to your great advantage.

Tags: American, body language, MBA Adcom, MBA applicant, MBA interviewer, MIT Sloan, US business school, why-an-MBA

We’re in MBA interview season, and its been gratifying to see how many R1 clients have come back with interview invitations so far. So, a few observations, hopefully non-obvious ones, on managing MBA interviews. I’ve written a whole additional chapter in my book (2e, 2010) on MBA interviewing, and I’ll be adding a few more thoughts here in the next few weeks.

The first thing is to be ready, willing, and able to go “to the next level.”

In some of the top-tier programs you can choose to be interviewed, but in most it works the other way. They tell you if they want to talk to you. They are saying: “So far, so good. Let’s go to the next level.” You, the applicant, have to meet them there.

Sometimes (depending on the school’s policy) the interview is “blind,” that is, the interviewer has seen nothing but your resume. This means you have to deal a bit more in background-catchup information. Sometimes they have seen your essays, and sometimes your whole file. The point is, whatever the interviewer knows about you going in, your job is to go beyond it.

If she comes out of it thinking, “this person just told me what was in his essays or just repeated what was on her resume,” then you have failed.

Think of the interview as a third date. (In the analogy, your application was the second date; first date was when you visited the campus or met school promo people at a tour venue.) So now there you are on date three. Things are hotting up. You are wooing them successfully so far; they are clearly interested in you. Would you on date three just say again what you said last time? That would be inviting, like, “hello, who is this dork?”

How do you go beyond? First establish what your interviewer knows. It’s fine to ask if she has seen your essays/file — it’s a perfectly professional question. As far as possible, don’t repeat that stuff. But, more importantly, it is time to go beyond the facts of your bio, career, achievements and get to deepening their understanding of you. Tell stories that shed even more light on you as a person, your motivations, your choices, why your goals matter to you; enhance their understanding of the value you bring to the program; give a motivated sense of how great your future is, which they could be part of … third date stuff.

By the way, they are not ready to dim the lights and go to the bedroom. Nor should you be. They are still checking you out, and you are still checking them out. When they send you an admit package, then let the love-fest begin. Expressing interest is fine, but expressing undying adoration for the program, its professors, its reputation and so on, at this stage would be like taking your clothes off in the restaurant.
.

Tags: mba, mba interview

MBA Podcaster’s MBA Pod TV provides this 10-min take-out from Q&A at a recent Forte Foundation-hosted MBA Admission Directors Panel:

.
In the video, Pat Harrison refers to one of the key mistakes applicants make in MBA admissions: they leave Adcom to make connections and assumptions in joining the dots (as to their prior education choices, career path decisions, reasons for wanting an MBA, etc.) Doing this leaves applicants open to clumsy misinterpretation. As Harrison puts it: Adcom will “guess wrong!”

The solution is not just to be clear. That’s obviously good, but just first base. They key way to get beyond the problem is to consciously take care to provide insight into the reasoning and decision-making behind each important past (and planned future) choice in your life and career.

Other topics covered in the video segment are: how to strengthen an MBA interview; who to get letters of recommendations from; appropriate use of the optional essay; and managing “over-sharing” of personal information.

The panel is Pat Harrison, Associate Director of Admissions, Tuck School of Business; Sharon Thompson, Director of Diversity Initiatives, Duke Fuqua School of Business; Analilia Silva, Associate Director of Admission Kelley School of Business, Indiana University; and Erin Nickelsburg, Director of Admissions and Recruitment, Wisconsin School of Business.

Tags: admissions red flags, Duke-Fuqua, letter of recommendation, mba interview, optional essay, Tuck

I try to keep this MBA Admissions blog fresh and personal (like an MBA essay should be!) and don’t just rehash or repost keyword-rich MBA admissions news. In this spirit I offer you a bit of whimsey from The Wall Street Journal “Speakeasy” where Teddy Wayne explains how his job as an MBA essay editor provided the inspiration for his novel Kapitoil.

He says:

“Of the many jobs I held during my desultory postgraduate days in the early 2000s, the one that made the deepest impression was editing MBA application essays for a Web site. For two and a half years, I downloaded essays from strangers, made comments and suggestions, copyedited grammatical errors and uploaded them without any human contact. It wasn’t very rewarding work — but it did help inspire my debut novel, Kapitoil.”

So here’s insight number one. Dare I point out that if you go the big-MBA-admissions-consulting-shop route, this is the kind of person who is reviewing your essays. The business model is: your work is outsourced to unemployed graduates in the arts and humanities. These editors may not be empowered to have interactive contact with you, and they may not be highly motivated. (Yes, there are exceptions.)

Anyway, Wayne goes on to his main point:

“The applicants’ knowledge of business jargon was deeper than my own. Everything was “leveraged”; “skill sets” were “broadened”; they were all striving to achieve “short-and long-term objectives.”

“What if, I began thinking, I wrote a novel from the perspective of a character who, like these business-school aspirants, was so immersed in the language of late capitalism, so caught up in its buzzwords and phrasings, that he not only wrote and spoke in it, but thought in it?”

… “We all do it, consciously or not. Friends who are low-paid writers speak about how “at the end of the day,” “the bottom line” is that we have to “touch base” and reach for the “low-hanging fruit.”

“The language of commerce has now fully cemented itself in our vernacular, functioning the way sports, military, mafia and street slang has in the past: as a shorthand for when we’re too unimaginative or lazy to come up with original sentences.”

Here’s insight number two. Adcom members are as sensitive to business jargon as Wayne is, and view it in an equally dim light. Read Kapitoil. Have a laugh. But don’t talk like that in your MBA essays or interview.

Tags: admissions red flags, b-school, business jargon, mba essay editor, WSJ

It’s Super Bowl time. For me this mostly means Augusta (and Spring!) is just around the corner. But the football is always watchable and, as everyone knows, it’s as much all about the half-time show and of course the ads - which I believe for Super Bowl XLIV cost more that $2.5m for a 30-second slot.

Anyway, all this reminds me to share one of the profiling tools that I use with MBA admissions clients when required. The issue is always the same: to get an applicant to identify their core message, focus it sharply, and tell it in a compelling way.

So I tell applicants: ‘craft your own Super Bowl ad.’ If you were given the opportunity to advertise yourself in a 30-second slot on TV, what would you do and say? Let’s say Adcom members from HBS or Wharton or whichever is your dream b-school are watching. How would your ad go? What would it say? Remember it is appearing in ultra-competitive company, with other ads that are funny and wicked and purposeful and memorable in various ways. So how would yours stand out?

The time limit forces a focus on what’s essential, and the advertisement format demands an ‘angle,’ a point of unique interest. You wouldn’t just go ‘my name is Sam and I was born in Reno, and blah, blah, blah.’

I ask MBA applicants to ‘storyboard’ it as if it were a real advertisement (it doesn’t take long, it’s only a 30-second slot after all.) Start with the first image, then the next. What is happening onscreen? What music is playing (why?), is there a voiceover and what is it saying, what text is on the screen? And so on, moving through the ad to its close.

You have seconds to pitch yourself. It’s costing you a fortune to be there so you can’t waste a word. You don’t need to (you could never) capture everything important about yourself. But you must capture and entice the viewers, and leave them with some unforgettable images and a message sandblasted on their brain.

Then if you can transfer the essence of your Super Bowl ad to your MBA essays and interviews (elaborating stories, and adding proof) your communication will pack the punch it needs.

Tags: b-school, HBS, profile development, profiling, Wharton