Q: Do you make guarantees to your clients?
A: No. The admissions process has a lot of variables, the biggest of which we have found to be the applicant's diligence in implementing a sound strategy.

Q: Before clients begin working with The MBA Exchange, you ask them to sign a contract. The contract reads like a standard contract, but then asks clients not to "disparage MBAEx to other individuals or organizations." We're interested in the word "disparage." What criticism is your firm worried about? [That line was taken from a 2002 contract that a reader shared with BusinessWeek Online.]
A: We've found situations where competing consultants or others who weren't clients had made false comments on an online bulletin board. To avoid such misinformation and misrepresentation, we wanted to confirm that our relationships with clients have complete confidentiality. Thus the terms of our agreement.

The MBA Exchange safeguards every aspect of its relationships with clients. This trust is the reason why most of our growth has come from the direct referrals of past clients.

Q: Does your company offer only the full package, or will you assist with essays only?
A: We discourage essay-only engagements because without a solid strategy, even the best-written and best-edited essays are less likely to produce success. At some points during the season when we have the capacity, we consider essay-only engagements, but not often.

Q: What's your take on MBA programs in Europe, and other non-U.S. regions?
A: If an applicant's career goals include international business, then a top school like (Insead) or (London Business School) would be a great pick. The absence of international experience in the past should not preclude an applicant from considering such schools.

Q: What are the different characteristics they would look for in an applicant as compared to a U.S. B-school?
A: Probably the most significant is cross-cultural awareness. The typical European students at these schools -- the majority of students -- tend to be more experienced and more "worldly" in their professional and personal backgrounds. So the applicant's ability to share his or her past experience with classmates or colleagues from other cultures would be key.

Q: Taking for granted that one's recommenders can provide an accurate evaluation, does it really matter or help that they are alumni of the school that you're applying to, or a highly credentialed figure, for instance a CFO or president?
A: First of all, accuracy of the evaluation is only one factor. Passion for your candidacy is equally significant. Assuming that two potential recommenders score equally on both factors, if one has significant stature as an alumnus or alumna of the targeted school, that's a bonus.

Q: Do you think the age of an applicant can affect his or her chances of admission?
A: There's a trend at some leading schools to attract younger applicants than in the past. Those who are 30-plus face a bit of a dilemma. On one hand, they have a greater list of accomplishments from which to draw examples. On the other hand, they face higher expectations at the admissions committee. We have had success with clients up to age 45 who targeted top-10 B-schools. The key to this success was capitalizing on their extended experience and demonstrating their effectiveness in interacting with colleagues of all ages.

The admissions committee will wonder if you can relate to 27-year-old classmates and whether they can relate to you. The key is to convince them of both -- and it is doable.

Q: Is attending MBA fairs a good strategic step for applicants, or mostly just a marketing tool for the B-schools to distribute information? Do the connections made there help applicants get into their desired B-school?
A: As with any opportunity for face-to-face contact with an admissions official, the onus is on the applicant to make the most of it. By establishing rapport with this person and giving him or her some reason to remember you, then following up promptly, you can make this marketing opportunity work for you. Most applicants treat these simply as a chance to collect brochures. That's a missed opportunity.

Q: On average, how much time does it take to put together a solidapplication?
A: The big variable here is typically the applicant's writing ability. Some can produce near-perfect essay drafts overnight, while others can struggle for a month. We feel that an applicant should allow a minimum of two weeks to put together his or her very best application.

Q: Dan, what final application tips can you offer?
A: In general, it's important to look at the totality of your candidacy, not just to focus on what you think are your one or two key selling points. Second, the importance of a "theme" to your candidacy can be overstated and can overshadow the objective presentation of your strengths. And finally, I would say striving for admission to the top schools will always be a goal that's worth one's best effort. The tangible and intangible rewards last a lifetime, and we encourage everyone to aim as high as they can.

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