University of Southern California

An Individual and Team Achievement
Marshall MBA Elliot Servais takes first at MIT international case competition
November 17, 2011 • by News at Marshall

A team of five Marshall MBA students competed in the MIT Sloan Sales Competition in Boston on Nov. 5, with Elliot Servais taking first in the individual competition. Also competing for USC were John Eastman, Andrew Kim, Sean Flynn and Chris Kilby. The competition attracted talent from 14 of the 15 top national MBA programs for a case competition designed to test sales strategy.

Servais secured the win with a case involving medical insurance and how rising costs are affecting the industry. The individual round of the competition included a small, interactive panel with high-level professionals in the field.

“For me sales is more about listening and asking the right questions than being able to pitch,” said Servais. “Everyone thinks sales is about being smooth and gregarious, I think that’s less of the case--it’s more about providing solutions for the client’s needs.”

Flynn also won an impromptu speaking competition at the start of the weekend asking why their team deserved to win. Harvard, Stanford, Columbia and the London Business School among others made up the audience for the opening banter.

“The experience amongst the USC team members was truly unique,” said Kilby. “This 72 hour sprint to completion allowed us to learn about one another and build lasting friendships.”


About the USC Marshall School of Business
Consistently ranked among the nation's premier schools, USC Marshall is internationally recognized for its emphasis on entrepreneurship and innovation, social responsibility and path-breaking research. Located in the heart of Los Angeles, one of the world's leading business centers and the U.S. gateway to the Pacific Rim, Marshall offers its 5,700-plus undergraduate and graduate students a unique world view and impressive global experiential opportunities. With an alumni community spanning 123 countries, USC Marshall students join a worldwide community of thought leaders who are redefining the way business works.