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www.unswbsoc.com

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Applications close 3 September, 2010.
*Peter Lee Associates, Large Corporate & Institutional Relationship Banking survey, Australia 2009.

Foreward
2010+
Contents
The annual UNSW Business Society Careers
Guide is a handy resource produced by
students, for students and is filled with
useful tips to help you make the right
decisions when choosing how to make the
most of your hard-earned Business degree.
Are Grad A lot can change in the space of a year and

Deans Accounting the revitalised job market which has bounced
Jobs out
Welcome back from the unfortunate events of the Global
AC
there? Financial Crisis in 2008-9 is a testimony to
4 6 10
that statement. Nevertheless, due to the
comprehensiveness of the 2009 Careers Guide,
this year’s edition is simply a revised version of
the 2009 edition with minor updates to reflect
changes to some core courses, electives and
+
potential employers etc. which have occurred in
Journey the last year.
Actuarial Economics
of an ASB
Studies I would like to credit and thank our dedicated
student
17 20
team of student writers from the 2009 edition
24
whose work still appears in the 2010 edition and
also acknowledge the various student societies
at UNSW such as ASOC and Ecosoc that worked
hard to update their particular majors in the
Guide for relevancy in 2010. Further my thanks
-
Finance Information International and appreciation extends to UNSW Careers
and Employment for providing new information
Systems Business regarding the job market in 2010. Thank you also
30 40 42
to our Publications Director, Jessica Thiyavutikan,
for her patience and attention to detail which
ensured that the Guide was produced to the
highest standards.
Lastly, I would like to thank our sponsors
=
(Commonwealth Bank, Westpac, Deloitte, Bain
Management Management Marketing & Company, Deutsche Bank and ICAA) for their
Consulting continued support. I highly encourage our readers
to consider the various Internship and Graduate
44 46 50
position opportunities available at these firms.
Yvonne Lam
UNSW Business Society Education Director
Make the most of your degree. As you throw your

graduation camp in the air, you’ll forget the lectures you
attended but you’ll remember the friends you’ve made.
You’ll forget the final exams you sat but you’ll remember
the laughs you shared. We at Business Society, know that
university is a once in a lifetime experience, so we’re
here to help you make the most of it. From gettin’ kick
Come join: started with our orientation camp, to helping you secure
http://www.unswbsoc.com/recruitment that dream job. Students - we’ve got you covered.
This Student Club publication is proudly supported by Arc
www.unswbsoc.com | Careers Guide 3

Message
from the Dean
Welcome to the BSOC Career Guide, an annual publication
designed to help you make informed educational, internship
and career decisions.
I would like to congratulate those of you who have completed

your degree and wish you the very best for the future. For
those of you who are still studying, I encourage you to start
researching your career options as it is never too early to start
this important step.
Australian School of Business graduates are highly regarded

by the business community, so many exciting opportunities are
ahead of you in Australia and overseas. I encourage you to
research these opportunities and seek out advice from a range
of people who can help you make important career decisions.
It is important to remain open-minded and pursue work

experience to discover the career path that best suits your
qualities, goals and lifestyle.
Best of luck to those applying for graduate and summer

vacation positions.
Regards
Professor Alec Cameron

Dean
Australian School of Business

From the President
Accounting isn’t counting beans, economists don’t predict through a magic 8-ball and
marketing isn’t subliminal advertising.
This is the purpose of the Careers Guide – to dispel any illusions of the business industry.
This publication gives you a snapshot into the professions that your degree may lead you.
Professions that are integral to all organisations. So when you graduate from university,
you’ll know what kind of work you’ll be getting into.
Whether you’ve just finished your first semester at university, or you’re one of our more
aged colleagues – you’ll find this publication a revealing read. Remember to peruse this
magazine when you’re applying for internship and graduate openings because there are
answers in here to the interview questions you’ll be asked.
What makes you different from me (and the 1,000 business students that are graduating
this year from UNSW)? When you graduated from high school in year 12, there would’ve
been, at most, 200 other students celebrating with you. There are over 5,000 students
studying for a business degree – right now! That’s just from UNSW alone; there are over 30
major universities in Australia.
So what makes you different from all these graduates? What have you done in your past 2
to 3 years, that’s shown them that you’re someone else, not everyone else?
Demonstrate that you are someone different. Join a club, manage group projects. This is
just one reason to get involved with campus life. That and you’ll meet lots of interesting
people and learn a whole boatload of things!
I would like to thank all our students who contributed to this publication, without you this
wouldn’t have been possible. Sitting in our meetings and putting in hours of extra research,
it is you who will be the leaders of tomorrow. Also a big thank you to our continuing
sponsors, Westpac Institutional Bank, Deloitte, Commonwealth Bank, Institute of
Chartered Accountants in Australia, Bain & Company and of course the Australian School
of Business and Arc @ UNSW – without your ongoing guidance and support, we would still
be at a loss of where to start.
I hope this publication helps you in deciding what career prospects there are for you.
Remember, it’s never too early to get started.
Robert Chan
President
UNSW Business Society
careers
guide 2010
EDITORS IN CHIEF CONTRIBUTORS
Yvonne Lam UNSW Actuarial Society
-Education Director UNSW Economics Society
(Special thanks to Christine Cheung)
Jessica Thiyavutikan UNSW Marketing Society
-Publications Director UNSW Careers and Employment
EDITOR DESIGN AND LAYOUT

Jack Zeng Pasha Rayan
- External Vice President - I.T. Director

How to Get a Job in the Business World | UNSW Careers and Employment
ARE
GRADUATE
JOBS STILL
OUT THERE
?
AFTER THE GFC
It might be safe to say that the worst of the economic uncertainty following 1. Be flexible!
on from the Global Financial Crisis is now over, so now is a prime time for There are not quite as many positions
students to wonder about how to best position yourselves to gain a graduate available as there have been previously so it
is important to be open to a broad range of
position during this period of economic recovery where companies are opportunities. Identify a few different sectors
looking for new people to take on jobs which were vacated during the GFC. that match with your interests and think
about the jobs within them where you can
use your skills. Don’t limit your applications
A
survey of 185 employers
conducted by the Australian to only four firms. Think outside the square!
Association of Graduate Employers A search of “business” on www.joboutlook.
in February indicated that graduate vacancy gov.au returns 41 possible occupations.
numbers decreased by 22 per cent for Make sure you are always checking Careers
2010, compared to the number of vacancies Online and other jobs websites to see what
on offer in 2009. Nearly half of graduate is out there but don’t limit yourself to an
recruiters expect their vacancy levels in online job search strategy! You need to take
2011 to be similar to those recorded in control of your job search and be directly
2010. Some sectors have been affected in contact with the organisations that you
more than others but there are definite signs would like to work for.
of recovery and many organisations are still Have you ever considered working
recruiting graduates. In the current economy interstate or even overseas? This could
the same principles still apply as they do in be a great way to kick-start your career
boom times. The most important thing to and gain highly sought after adaptability
concentrate on is differentiating yourself and cultural awareness skills. AUSAID
from your competitors. How can you do this? runs a great program called Australian
Below are some tips to help you stand out Youth Ambassadors for Development www.
from the crowd. ayad.com.au which involves 3-12 month

How to Get a Job in the Business World | UNSW Careers and Employment
community programs in third world countries. professional development events. If you skills and criteria in the job ad. You must
Professional employment overseas is want to impress at networking events, make remember that organisations will spend a
another option but make sure you have your own business cards and take them lot of time developing job descriptions and
done some research on job prospects, visa along. If you don’t want to make your own, criteria for a job advertisement. Make sure
requirements and the current economic the minicards at www.moo.com are great you give them the respect of reading and
situation for that country. www.goinglobal. and pretty cheap too! UNDERSTANDING the job ad. Tailor your
com is a useful resource for this. You could Online networks such as LinkedIn and application to what they want. This is how
also try the Careers service of the University LinkMe, as well as your own website or you will be selected.
in your chosen country or local jobs websites blog, Facebook and Twitter (if used the right It is vital that you research the
to gain more information. way) can be used to make connections and organisation and job you are applying for
market yourself in a positive way. They allow and use this information in your resume,
2. Do your research! you to build your online brand and make cover letter and the interview. Find out who
If you are reading this and thinking “I don’t connections with professionals who may will be interviewing you. You could even
know who I want to work for” or “I don’t know otherwise be hard to contact. Google your interviewer to find out about
what I want to do when I leave uni”, it’s time Once you have identified some potential more about them (but don’t tell them you
to start assessing your interests, skills and job titles and organisations, identify the did this of course!).
values and researching what’s out there. names of people in your network who could
UNSW Careers and Employment help you find out more about what it’s like 5. Monitor your online identity
deliver a Vocational Guidance workshop to work in that job or organisation. Contact It is important to think about how you
which will help you with this process and them via phone or email and organise a want employers to see you. While Google
websites such as www.myfuture.gov.au, meeting. Prepare a list of questions asking is a helpful tool to find out about the
www.graduatecareers.com.au and www. about their profession and advice on how to organisation and your interviewer, HR can
jobsearch.gov.au are great for researching get into it (See the Careers and Employment and probably will use Google to find out
different job titles and industries. Info Sheet on the “Information Interview” on about you. Although recruiters say they
UNSW Business Society is also offering Careers Online for more information). You won’t look you up online, a lot of them will. A
a brand new series of workshops running never know, they may be aware of an available recent article in the Sydney Morning Herald
from Weeks 2-5, Semester 2 called PIMP job or be able to refer you to someone who stated that “employers frequently search
(Peer Industry Mentoring Program) which does. 70% of jobs aren’t advertised so you for a prospective employee’s name through
will consist of 2 hourly workshops per week need to use these proactive strategies to tap Google and Facebook, rejecting those with
run by knowledgeable older students who into the hidden job market. seemingly inappropriate cyber profiles”.
have relevant and recent experience in job Google yourself right now! Does
applications. The workshops will cover topics 4. Market yourself! anything come up that you wouldn’t want an
such as application tips including resume Your resume and online applications employer to see? If you have a blog which
writing, cover letters and interview skills as are marketing documents. Their main covers controversial topics just remember
well as subject selection for popular majors purpose is to differentiate you from other that a future employer will probably look at
such as Accounting, Finance and Marketing. candidates. Make sure your resume is up to this and may not have the same opinion as
Come along to learn how to market date and highlights achievements, not just you do. There is also new software available
yourself to potential employers in the best responsibilities. Your resume should reflect which allows employers to search a name
way possible and ask our friendly PIMP things other than study – have you been across over 40 different social networking
workshop leaders any questions about job involved in any extra-curricular activities, sites. Although you may not intend to put
applications that you’ve always wanted to done volunteer work, joined a professional information online for professional purposes,
ask but haven’t found anyone to answer! association or worked casually? Don’t be this info is accessible to employers whether
See www.unswbsoc.com or our afraid to use this information to sell yourself. you like it or not. Is your online identity a true
Facebook group http://www.facebook. You can’t be modest on your resume. reflection of your skills and personality?
com/unswbsoc for more details regarding Focus, focus focus! Focus each resume
locations and times on each job you apply for. Use Careers and 6. Stay positive!
Employment workshops, Career Advice The current economic situation is outside of
3. Network! Appointments and other resources for your control - but relax, there are still jobs out
Networking is simply meeting as many people assistance with this. Register online at: www. there and more opportunities will open up
as you can and making a good impression. careers.unsw.edu.au. Make sure you are in the future as the economy recovers from
A good approach to networking is to think contactable and professional. If you have an the GFC. Remain positive and think broadly
about how you can help others that you email like iliketogetdrunk@hotmail.com or in your job search. Be proactive, target
meet, not how they can help you. Someone pimp69@gmail.com HR isn’t even going to your applications and utilise your careers
who you have helped will be more likely to look at your resume. Also, make sure your service. Remember that your first job out of
return the favour when they hear about a voicemail message is professional. university may not be your dream job but it
job vacancy that might suit you. Identify When you are applying for jobs in the is a step towards it. Your career path may
as many opportunities as you can to make business world it is vital that you think change many times just as your interests
these connections, they may be through about your application from the employer’s and values change throughout your life. The
events run by professional associations perspective. What do employers want? important thing is to be flexible and willing
or university clubs and societies, alumni, Employers want people who are genuinely to take on new challenges, you never know
friends, family, volunteering, lecturers, interested in working for their organisation, where they might lead!
tutors, fellow students, conferences and people who can demonstrate the key

It’s your potential
Are you ready to
realise it?
‘I could only have done it at Deloitte’. Our Summer Vacation Program

Would you like to join us in our vision to become the
most inspiring professional services firm in Australia?
When we hear this it means we’re The Summer Vacation program is your opportunity to
inspiring our people to achieve gain practical and paid work experience at Deloitte before
embarking on your final year of study. Spend four to eight
their potential. So how do we weeks from November to February gaining exposure to
client work, our award-winning learning and development
do this? programs, and social events, with the prospect of securing
a Graduate position with the firm. If you’re in your
Our seven Signals, our innovation, and our commitment penultimate year at university you are eligible to apply.
to a diverse and collaborative culture set us apart. You’ll be
joining a firm with a relentless drive and passion for world We have opportunities for students in our actuarial,
class client service and a sense of shared responsibility for audit, business services, corporate finance, economics,
our place in our local communities. finance, forensic, HR consulting, insolvency, IT consulting,
marketing, risk consulting, strategy consulting, taxation,
What we do and web design teams.
Deloitte is a leading advisory, audit, tax and consulting firm.
Our 4,500+ team of professionals serves 85 of the top 100 We look for excellent communication, leadership and
of Australia’s largest publicly owned companies, family and team working skills, the ability to problem solve and
private businesses, and all three tiers of government. think innovatively, as well as a strong academic record.
Globally, Deloitte is the largest professional services How to apply

organisation, with over 169,000 people, and generating Visit www.graduates.deloitte.com.au to apply.
revenue of more than $US26 billion in nearly 140 countries.
• BRW Great Place to Work, 2010

• EOWA Employer of Choice for Women, 2010 Follow @Green_Dot
(for the ninth year in a row)
• AAGE Employer with the Best Opportunities for
Graduates, 2009
• AAGE Top Accountancy Graduate Employer, 2009. www.youtube.com/DeloitteAustralia
Liability limited by a scheme approved under Professional Standards Legislation.

© 2010 Deloitte Touche Tohmatsu. AM_MEL_06/10_042090
What is it really like
to be a vacationer?
The experience as a Deloitte vacationer will
contribute to my studies by… giving context to my
university courses and providing practical solutions that I
wouldn’t have otherwise encountered – the exposure to
the client environment has been very valuable. Constant
guidance and support from buddies and counselling
managers ensures there is always someone around who
is happy to answer questions. They help join up the dots
You might think that starting work as a vacationer between theory and practise.
with little real-life business expertise means tedious
tasks and no responsibility. Jeremy Smith, a Summer The main assumption I had before joining
Vacationer with Consulting at Deloitte in Sydney gives Deloitte was that… I would start in nothing more
an insight into how that assumption couldn’t be than a support role with limited input. Instead, you
further from the truth. are encouraged to throw yourself at every task, speak
up in the team and get involved. I learnt that being
Degree Commerce/Arts a vacationer is about relishing every opportunity that
University Sydney University comes your way and learning from the many new
Deloitte service line Consulting – Strategy experiences you are exposed to.
& Operations
My advice for others studying who might be
I accepted a vacationer job with Deloitte considering applying to Deloitte is… to be
because… Deloitte offered the most ‘hands-on’ enthusiastic. One of the most important qualities of
vacationer program, geared towards providing a Deloitte Consultant is enthusiasm. Deloitte has a
experience with clients and giving a full insight into fantastic work environment driven by passion for the
work as a consultant. Deloitte is devoted to bringing exciting work on offer. Being genuinely enthused will go
innovative solutions to the market and the Consulting a long way, so go for it!
line is supported by integrated solutions with other
service lines which really appealed to me.
I first got to work with clients… on my first Get to know Jeremy a bit better…
day! And by the third I was attending meetings with
executives. I found that vacationers are an integral part What is still on your must-do list?
of the team and the work they produce is vital to the Travel to Tibet and learn another language.
success of the project. I was given the opportunity to get
involved in team brainstorming sessions, work through What is your most treasured possession?
difficult problems with managers and interact with My 21 year old bottle of Penfolds Grange waiting to be enjoyed very soon.
everyone from fellow vacationers to partners.
What is currently on your IPod?
I’ve had the opportunity to work closely with a single Vampire Weekend, Phoenix, Florence + Machine, Miami Horror and Temper Trap.
financial services client across multiple engagements
and consulting lines – a strategic capability development How would your mum describe you?
piece and a human resources transformation project. Determined, competitive, fun-loving and definitely not doing enough around
the house.
The most surprising thing I’ve learnt has
been… that you are never pigeon-holed at Deloitte; How do you switch off after a busy day?
engagements span across various service lines and every Head to the park with some mates, go for a run or just sit down to watch
engagement brings new challenges. “How I Met Your Mother”.
AM_Syd_02/10_040900
Requirements for
an Accounting Major
Accounting. Students must complete:
48 units of credit from the Finance

Accounting is mainly involved with the provision of information relating to how
list to fulfil requirements for a single
a company manages their economic resources and how this information is
Major.
communicated. The benefit of an accounting career is that issues such as
taxes, audits and bookkeeping are core essential functions within almost 42 units of credit from the Finance
every business organisation. They are compulsory requirements not subject list to fulfil requirements for a double
to the state of economic conditions. In other words, a well trained accountant Major.
will always be in demand.
Required Course List
• ACCT1501 Accounting & Financial Mgt
1A (6 UOC)
So What Do You Do As An Accountant? • ACCT1511 Accounting & Financial Mgt
1B (6 UOC)
• ACCT2522 Management Accounting:
This will depend on which area of accounting you may decide to specialise in. Besides
(6 UOC)
dealing with financial statements, accountants, on one end of the spectrum, will
engage in computing costs of business processes while on the other end, may extend • ACCT2542 Corporate Financial
to developing tax strategy and ways to manage business quality. Reporting (6 UOC)
• ACCT3563 Issues in Financial
Some brief examples of what you will be required to do in an accounting major Reporting (6 UOC)
includes:
• Studying the financial accounting system and how financial data are used to
produce financial reports. Apart from the compulsory course, there
are six option topics to choose from. This
• Looking at financial statements, double-entry book-keeping and accounting for list has been revised for 2010 as some
cash, inventories and property plant and equipment.
courses are no longer available. The
• Examine the regulatory environment that oversees the production of financial available options are:
reports.
ACCT3583 Management Accounting
• Understand the definition and recognition of assets, liabilities, owner’s equity, 2 (6 UOC) - this course examines the
revenues and expenses.
relationship and competing interest
• Analysing cash flow, cost, volume and profit of firms and the budgeting process. between different stakeholders to a
business. It is relevant for those interested
• Explore how management accounting systems are designed and implemented to in management accounting.
support effective resource management and process improvement.
• Accounting for investment in subsidiaries, associates and joint ventures, foreign ACCT3585 E-Business: Strategy &
currency transactions, offshore operations, diversified operations and derivative Process (6 UOC) - the aim of this course
financial instruments. is to explore the growth of e-commerce
and unique strategic opportunities that
organisations are confronted with to remain
competitive globally.
Opportunities for Advancement
ACCT3610 Financial Statement
A degree in Accounting does not mean a graduate is restricted to dealing with balance
Analysis (6 UOC) - students will mainly
sheets and cash flow statements. Though the Big4 accounting firms are indeed a
launching point, it is by no means the only path. The skills an accountant acquires, be analysing financial statements with the
such as analysis, reporting and attention to detail are highly regarded by consultancy attention given to analysis techniques on
firms as well as various government organisations. equity (share) valuation decisions.
ACCT3708 Auditing & Assurance

Services (6 UOC) - this course looks at
the practice of auditing and the underlying
Additional Information
concepts, auditors responsibilities and
www.accounting.unsw.edu.au the audit environment. This course is very
http://www.handbook.unsw.edu.au/undergraduate/plans/2010/ACCTA13502.html useful if you are interested in CA or CPA.

What Kind of Jobs
Will There Be Waiting For Me?
The different specialisations or fields of accounting have skills or niches
which are sought after in the real world. Although it may be thought that
accounting yields a single job of number cruncher, the skills gained in
accounting yield a plethora of different jobs available for a graduate with a
wide range of employers:
Position Likely Responsibilities Potential Employers

Financial • General ledger management. • Government agencies and most large
Accountant • Statutory & tax reporting. corporations.
• Budgeting & forecasting. • Big 4 firms.
• Variance analysis.
• Monthly/Annual financial reporting.
• Reconciliations.
• Prepare accounts for trial balance.
Management • Budgeting & forecasting. • Most firms will require a management
Accountant • Project analysis. accountant. The options are endless.
• Process design, improvement &
• implementation.
• Variance analysis.
• Monthly management report.
• Financial modelling.
• Ad hoc reporting – usually on performance variance.
Tax • Tax reporting. • ASX-listed companies.
Accountant • Implement tax optimising strategies. • Government agencies (e.g. ATO).
• Tax effect accounting and management. • Big 4 firms.
• Provide taxation advice to CFO/client. • Tax specialists.
• General ledger reconciliation for tax-related accounts.
Auditor • Audit department spending. • Big 4 firms.
• Internal & external • Specialist firms.
• Risk management review. • Companies requiring internal auditing
• Review compliance. needs.
• Assurance services. • Government regulatory agencies (e.g.ATO).
• Operational analysis.
Financial • Operations planning. • ASX-listed companies.
Controller • Product costing.
• Review financial data and performance.
• Develop systems and procedures.
• Prepare management reports.
• Cost analysis.
• Budgeting.
Procurement • Cost reductions. • Any inventoried company.
Specialist • Product improvements.
• Securing acquisition of goods from external suppliers.
• Strategy development.
• Bidding.
• Negotiations.
• Performance monitoring.
Systems • Introduce new financial reporting systems. • Consultancy firms.
Analyst • Developing new costing systems. • Government agencies.
• Preparing test plans and life cycle testing. • ASX-listed firms and other large
• Assist with business queries. corporations.
• Develop ongoing reports. • NGOs.
• Research centres.

What Different Specialisations
or Fields of Accounting Are There?
Professional
Work Environment Types of Work Involved
Fields
Public Public accountants work in partnerships which Much of the services performed by public accountants are
Accounting facilitate accounting services externally to individuals, externally orientated and client focused.
corporations, various tiers of governments and
(sometimes sometimes non-for-profit organisations (NGOs). • Some of the prominent services they provide including
referred to (but not limited to):
as assurance This field provides potential advancement • External auditing.
services) opportunities to specialised roles such as forensic • Tax planning.
accounting or qualifications such as CPA and CA. • Tax return preparation and/or review.
• Consultation on financial transactions.
Most notable employers of public accountants in • Bookkeeping.
the professional services sector are the Big Four • Financial analysis.
accounting firms (PricewaterhouseCoopers, KPMG, • Account management services.
Ernest & Young and Deloitte).
Typically public accountants utilise historical data and
tackle financial problems in retrospect.
Management Management accountants, whose services are often Services performed by management accountants are
Accounting embedded internally within a firm, are responsible for generally internal and are concerned with the profitability
advising management in terms of financial decision- and sustainability of a corporation.
(sometimes making and resource allocation.
referred to Majority of the work performed by management
as private Management accounting involves the recording accountants consists of the following (but not limited to):
accountants, or and analysing of financial data obtained through • Budgeting.
cost, industrial key performance indicators including statement • Cost and asset management.
or corporate of financial performance, statement of financial • Performance evaluation.
accountants) position, and statement of cash flow. Ideally, the • Preparing reports for shareholders, tax authorities or
role of management accounting is not limited to • regulatory agencies.
interpretations of financial data within the firm, • Advising on tax obligations.
but also preparing them before investors and tax • Facilitate international transactions.
authorities.
As opposed to public accountants, management
The scope of this field can encompass a variety of accountants primarily scrutinise past and current financial
areas within the accounting departments, such as data in order to plan for the future.
planning and budgeting, cost accounting and financial
analysis.

Professional
Work Environment Types of Work Involved
Fields
Governmental Government accountants, who are employed by In the public sector spectrum, governmental accountants
Accounting the public sector, engage professional accounting may work at the local/state level or the Federal level,
services for government enterprises, public agencies providing services including (but not limited to):
and all levels of the government (Federal, State
and Local). Governmental accountants often • Administer and formulate budget across all levels of
also undertake auditing of private businesses government.
or individuals whose activities are subjected to • Cost and asset management.
government regulations. • Analysing financial viability and sustainability of
government schemes and programs.
Governmental accounting demands a sophisticated
level of understanding, interpretation and applications At the same time as an auditor of the private sector on
of laws and regulations as a significant amount behalf of the government, governmental accountants are
of work involves government revenue collection involved with:
and expenditure which are bounded by the legal
framework. • Revenue collection.
• Tax compliance of corporations and individuals.
In the public sector, this field of accounting can offer
career advancement at the Federal level including It is important to note that the services provided can have
the Department of Defence, the General Accounting high impact on the public good and is often very sensitive
Office and the Internal Revenue Service. to political and bureaucratic obstructions.
Internal Internal auditing accountants, as the name implies, To ensure the firm’s financial statements are accurate and
Auditing carry the sole responsibility of providing assessments legitimate, an internal auditing accountant would:
to internal financial records of the firm whom they
have been employed. This field of accounting is • Review the firm’s financial practices.
distinguished from management accounting as • Initiate controls to prevent fraud, waste, or
internal audit accountants facilitate monitoring and mismanagement of funds.
evaluating roles as opposed to the direct engineering • Evaluate the firm’s budgeting and management
of financial statements. systems and operations for performance, efficiency,
and compliance to laws and regulations.
Internal auditors undertake scrutiny to ensure the • Advise the firm on areas that need extra caution and
financial statements of the firm accurately reflect improvement.
its consequent financial performance. Under this
designation, internal auditing accountants may
specialize in areas such as IT auditing, compliance
auditing or environmental auditing.

Professional Recogition
Many firms now require their accountants to have a secondary accounting qualification for professional
recognition. This will mainly be in the form of either a CA or CPA. CA/CPA allows for further advancement in
your accounting career and allows you to access greater opportunities and employment. Every firm is different
and their preference for CPA/CA will differ as well. By no means is one qualification better than the other,
though when looking to advance your career after graduating, one should check what qualification their firm is
looking for. Below is a breakdown of what each qualification is about and how they are attained.
The Institute of Chartered Accountants
Steps to Undertake to Become a CA

“ ... Becoming a Chartered
1) Complete a undergraduate degree with a CA accredited course. Accountant opens doors.
(see http://www.charteredaccountants.com.au/A116945659) Whether it's in public practice or
commerce, a career in Chartered
• Single degree (e.g. BCom (Accounting), BEc (Accounting)). Accounting gives professionals the
• Combined degree (e.g. BCom (Accounting)/LLB). chance to work in key strategic
• BTax. role, all with great earning
• Other non-accounting degrees potential ... ”
(provided an accredited conversion course or entrance exam)
Note that Conceded Passes acceptable in a three-year Bachelor degree is restricted

to two and that no more than one conceded pass is acceptable for courses in the core
curriculum.
Why
2) Commence six months of work with a qualified institution. Chartered Accountants?
3) Pay fees, enrol and complete for Graduate Diploma of Chartered Accounting • Professional development
(GradDipCA) program. Each of the five module takes about 14 weeks. opportunities. Become part of an
elite professional network.
• Audit & Assurance
• Financial Accounting & Reporting • Recognition and rewards of
• Management Accounting & Analysis an internationally recognized
• Taxation professional designation.
• Ethics and Business Application
• Chartered Accountants are the
Eligible candidates are able to apply for one exemption in the "Taxation" or "Management only Australian members of the
Accounting & Analysis" module of the Chartered Accountants Program. This means Global Accounting Alliance (GAA)
candidates have the opportunity to complete the Program sooner and save costs. The (an international accounting
Chartered Accountants Program will only provide one exemption in the Program. coalition of the world’s premier
accounting bodies).
4) Complete the Practical Experience Program and accumulate three years(including the
6 month qualifying period from above) of experience with a mentor from a CA approved
organizatiom.

Our Chartered Accountants Networking Lunch held yearly during the applicatin period
CPA (or Certified Public Accountant)
Steps to Undertake to Become a CPA “ ... CPAs are sought after

because of the high standard and
1) Completed accredited bachelor degree with pre-requisite courses. content of their undergraduate
and postgraduate qualifications,
For full list of accredited undergraduate courses, visit http://www.cpacareers.com.au/ their commitment to ethical
apps/accreditedcourses/coursesearch.aspx?CPSSessionID=SID- 3F57FECB-18B70B04. standards mandated through
adherence to a comprehensive
• Single degree (e.g. BCom, BEc).
code of professional conduct, and
• Combined degree (e.g. BCom/Arts).
• BTax.
the technical support available to
• Other non-accounting degrees them ... ”
(provided a CPA graduate conversion course is complete).
2) Pay fees to become an associate member of CPA.
3) Enrol in CPA program and complete 6 segments.
• Required to complete three compulsory segments plus three elective segments within
six years.
• Total cost is approx. $4,440 to $5,040 for the whole program.
5) Complete 3 years mentored work experience.
5) Advance to CPA status within 6 years.

It will make you
not a number,
but number one
If you want a career that’s rewarding, become a Chartered Accountant.

Not only will you earn good money, you’ll also be able to work in
diverse and interesting roles in almost any industry and any country
you like. For many, becoming a Chartered Accountant opens the door
to a world of international travel opportunities.
Chartered Accountants live and work in over 119 countries around the
world and are among the most respected of all business professionals.
Register today at charteredaccountants.com.au/students and find
out how you can become number one.
0110-35 UK
JOURNEY OF AN ASB STUDENT
by BORIS CHEUNG
I
n some walks of life three years is a helping hand available, whether it be trying even general help in relation to respective
rather long stretch of time, yet in others to find a classroom or even general career subjects. Throughout my three years at
it passes by before we can grasp a help, if someone didn’t know the answer, UNSW I’ve developed an ever growing circle
single memory. Throughout my time as an they knew someone that did. of friends who have helped me, and also
ASB student at UNSW I’ve not only come My first word of advice to those roughly enabled me to help others. In comparison to
to learn a multitude of knowledge in the following my steps would be to attend social high school, scaling is minor and not used to
area of business but also gained a group events. Whether it be respective faculty rank students and hence it is beneficial for
of friends who I will hold well and truly into society camps or peer mentoring programs, each individual to help one another.
my professional life. I believe that it is the the social and academic benefits far outweigh In line with notion of assessments,
notion of university life which is the most those achieved through hours spent on I believe all students should realise that
important and one that runs through all my Facebook and Hotel City. Although I did not no university degree is one straight road.
experiences at UNSW. attend these events as a first year student, I Although within a single school, many
I began my Bachelor of Commerce was fortunate enough to experience them as students may be vying for the same final
degree at UNSW in 2008 and will be sadly leaders in later years and with the beauty of degree, a bird’s eye view will show students
completing my final semester in the second hindsight, highly regret not attending them sailing from different areas of interest and
half of 2010. Summarising three years of earlier. These social events allow students hence all taking different paths to the same
experiences within one informative article is to develop a highly useful social circle which destination. With this in mind, no student
a near impossible task, as the opportunities in a university environment, are highly should be worried or even upset in the event
and experiences offered at UNSW are unique beneficial especially in times of assignments of failing a subject. Personal experiences
to every student that walks the plethora of and assessments. have allowed me to learn that after the dust
steps offered throughout the Kensington As I have experienced, a good social has settled, a simple talk to knowledgeable
campus. From the first day I walked into group enables students to effectively parties will easily reset one in the right
UNSW, I found that there was always a obtain relevant past papers, notes and direction. A failed subject should not be

seen as a failure as such, but rather a completing as many applications as possible are applying for both Summer Internships
short term detour towards the long term all important lessons which I have learnt, all of and Graduate positions, my WAM floated
benefits of university study. which would have been beneficial to know prior to around the 63 mark. In stating so, I
Study and social aside, I have found commencing my applications for professional firms. would like to enforce the importance
that a good work life balance is essential In stating so, like other aspects of university life of academic studies and in hindsight
in not only progressing through university, applying for professional positions should be about my applications may have been more
but also aiding in professional internship balance and whilst completing 30 applications successful if I had maintained a higher
and graduate position applications. may increase your chances, the applications are WAM. Although I may not have spent as
Despite popular sentiments echoed by often around assessment times and hence should much time as others studying, I ensured
parents in general, out are the days where not compromise university results. that my time was securely spent in
professional firms only assess candidates Furthermore, careers fairs and also specific areas such as work and extra-curricular
on their academic standings. After career events (such as those often held by the activities (such as being a part-time
completing a multitude of professional UNSW Business Society) are highly beneficial in DJ); all of which were crucial factors in
applications and interviews, I have obtaining relevant information about respective developing a strong all-rounded personal
discovered that although professional firms and also their selection processes and profile which definitely aided me in
firms still appreciate a good academic what the look for. These events are often a great gaining professional positions.
standing, they now place an equal opportunity for networking; a term which I initially Looking back, I am proud of what I
weighting on work experience and extra- struggled to understand, but learnt to appreciate have achieved and also highly grateful for
curricular activities. Furthermore, work as I progressed throughout university. Surprisingly, the opportunities UNSW has presented.
experience does not have to be industry networking in the professional sense, is similar The knowledge and skills that I have learnt
related. Throughout my three years at that which is gained through social networking throughout my degree will be crucial and
university, I maintained a retail position websites such as Facebook and Twitter. Personally, highly relevant to my professional future,
which ironically was the determining I have come to understand networking as simply with a UNSW Bachelor of Commerce
factor and the strongest aspect in my the process of meeting new people; and in an being a very highly sought degree. My
applications in allowing me to gain both ever growing professional world, it helps to know a only regret would be spending too much
a Summer Internship at Deloitte Touche number of people who have once walked a similar time outside of university and not enough
Tohmatsu and a Graduate Position at road. time enjoying university life which I have
PricewaterhouseCoopers. As a point of reflection, I understand that the come to really appreciate over my final
My experiences with applying for common (yet not definite) purpose of completing a year.
professional positions have taught me degree is to gain professional employment; and as
many lessons which hopefully others will such I have often been asked how I have managed
learn prior to starting their applications. to secure professional positions. Many often
Starting early, saving answers, learning iterate the sentiment that my WAM must be very
from experiences and most importantly high, however that is not always the case. Whilst
Boris is one of UNSW Business Society’s Peer Industry

Mentoring Program Leaders and will be running careers related
workshops on Mondays 5-6pm and Wednesdays 12pm-1pm in
Weeks 2-5 of Semester 2, 2010.
If you are interested in asking him or our 3 other PIMP Leaders

further questions about how to land a job after you graduate,
feel free to drop in on the workshops which are open to all ASB
students.

ACTUARIAL
STUDIES
An actuary is a business professional who analyses and manages the risks
of financial contracts. An actuary’s work is intellectually demanding but
greatly rewarding, and actuaries often play a key role in management.
An actuarial career is more accurately depicted as a business career

with a mathematical basis than as a technical mathematical career.
As such, the common stereotype of actuaries being glorified human
calculators who work with arcane statistical models and ridiculously large
Excel spreadsheets boasting convoluted formulas does the profession a
huge disservice. As business professionals and consultants, actuaries
need the ability to communicate their results. Actuaries are employed
by organizations that need to manage financial risk, such as insurance
companies, consultancies, banks, government departments or hospitals.
Is Actuarial Studies For You?
If you’re interested in assessing or quantifying risk, then this is the profession for you.
Perhaps you want to model future claims from possible future natural disasters in order
to properly price property insurance. Actuarial models have even been used in non-
traditional areas, such as in criminal sentencing guidelines in the US, where variables
such as the type of crime, age, educational background and offender ethnicity are used
to predict the chance of re-offending.
Persistence, critical thinking and a strong background in mathematics are essential.

Given a problem, an actuary must be able to use the aforementioned skills to design
a solution to it, and clearly communicate this solution to clients who may not have the
same mathematical competence. The actuarial courses are without doubt challenging
and often unforgiving. If you’re willing to put in the effort and keep motivated, then a
rewarding university degree awaits you. The skills that you will gain from an actuarial
degree are extremely highly regarded within the banking and insurance industries, and
can be applied within virtually any other field imaginable.
The Actuarial Profession
The actuarial profession is demanding and challenging, yet it is vital to ensuring the
stability of the global economy. The industry is small in size, with an estimated 30,000
qualified practicing actuaries worldwide. Actuaries engage with risk, usually in a financial
context, and assess how to manage and control that risk. As such, actuaries are in high
demand for insurance companies, investment banks and other financial institutions.
The majority of the profession is split up into either corporate or consulting practices:
• Corporate actuaries work in large corporations, such as banks and insurance

companies. These firms constantly deal with risk, and employ actuaries to manage
the risk they encounter and improve business performance.
• Consulting actuaries perform actuarial activities for external clients - companies

that don’t have an actuarial team, but have risks to be managed, such as airlines
and pharmaceutical companies.

Professional Body
Possible career paths include:
The professional body for actuaries in Australia is the Institute of Actuaries
of Australia (IAAust). In order to practice as an actuary, one must first • Corporate firms: life insurance,
become accredited with IAAust. IAAust also provides courses, business general insurance, health
networking sessions and aims to set and maintain professional standards. insurance, reinsurance (e.g.
Zurich, IAG, Suncorp)
There are many other bodies of actuaries around the world, including the
Institute of Actuaries based in England, and the Society of Actuaries in
North America. All of these offer similar qualifications to the IAAust. Being • Consultancies: working on
qualified with the IAAust will generally allow you to work as a qualified projects with different clients (e.g.
actuary overseas, although this may vary slightly between countries. Finity Consulting, Towers Perrin).
• Investment and Retail Banks:
varied work such as financial
modeling
Professional Qualification (e.g. Macquarie Group, Westpac).
Becoming a qualified actuary is an arduous but rewarding process. Three levels of • Public Sector: projects are
qualifications (known as Part I, Part II and Part III) must be obtained from IAAust before generally focused on actuarial
becoming qualified as a “Fellow of the Institute of Actuaries of Australia”.
and risk regulation (e.g.
Part I is covered in courses at UNSW within the Actuarial Studies major. To obtain this Australian Prudential Regulation
qualification, students are required to obtain at least a credit grade (65+) in each actuarial Authority)
course as well as certain non-actuarial courses such as first year economics, finance and
accounting. • Academic Fields: university
employment in teaching and
Part II can be completed by students in their fourth or honours year of studies in Actuarial
Studies at UNSW, through their postgraduate degree or externally through IAAust research.
Part III is completed with IAAust while working full time. There are four subjects that
must be completed and passed for a Fellowship to be awarded. Two of these subjects are
compulsory, while the other two are options chosen from four specific actuarial-related
fields.
Career Opportunities
A degree majoring in Actuarial Studies leads to career opportunities in many
sectors of the workforce, as the skills learned are relevant across a diverse
range of fields. Furthermore, there is great potential for an international
career, with many graduates finding jobs overseas.
The UNSW Actuarial Society (ASOC)
The UNSW Actuarial Society (ASOC) is the student association for actuarial studies at
UNSW and provides support and encouragement for actuarial students while at the same
time enhancing the university experience. ASOC’s activities include peer support, academic
support programs, careers events, and social events such as the ASOC Camp and the
ASOC Ball.
For more details please visit

www.asoc.unsw.edu.au.
For queries regarding Actuarial Studies courses and curriculum, please contact the School
of Actuarial Studies directly:
http://www.actuarial.unsw.edu.au.

Advice from the Actuaries
Some common career-related questions, answered by currently-working members of the
industry
Advice for first year students:
“The transition from high school to university can be challenging and from my
experience, it took time to figure out how much effort was required. My advice
would be to stay on top of your work during the semester.”
- Richard Maunder; Finity.
“Don’t get too wrapped up in life balance until you have reached a point
where you have choices. Be inquisitive, work and play hard.”
“There’s no substitute for hard work and long hours. You can’t get through the
courses without taking the time out preparing. It could be a couple of hours, a
weekend, or the whole weekend.”
- Robert Sorbello; Trowbridge Deloitte.
“Your marks are the first thing that get you in

the door. From there in, it’s all about personality,
Advice for students communication skills, team work, leadership
applying for graduate potential and how well you fit in with the existing
jobs team.”
- Mathew Ayoub; PwC.
“Get specific about where you want to go and find out everything you
possibly can about your future employer before the interview. Impress
them not so much with your knowledge but the effort you have expended in
getting it.”
Question and Answer
Q: How do you balance work and life?

A: “I’ve heard this can be a bit of a problem for all those popular actuarial students
trying to fit in work with their demanding social lives. I try not to lose sight of the fact
that we work to live, not the other way around.”
- Tim Spiteri; Finity.
Q: How do employers value exemptions?

A: “Hmm, I’d say it helps, but only to an extent. We have a guy here who doesn’t
have any exemptions but works in our field. It’s also about hard work and a good
attitude. It might not directly impact the employer but let’s face it; if you’ve got
someone with the exemptions and another without and they’re very similar, you’ll go
with the exemptions. It helps the firm to have qualified people.”
- Robert Sorbello; Trowbridge Deloitte.
Q: Advice for actuaries aspiring to be management consultants?

A #1: “My advice would be to build up your communication skills as well as your
analytical skills. A HD average alone is unlikely to get you into consulting. We look
for students who have demonstrated exceptional academic performance and
strong analytical, interpersonal and leadership skills, often through extracurricular
activities.”
– Matt Robinson; Bain & Co.
A #2: “First of all, actuaries are really respected but be aware that you need
to be doing other stuff. It’s handy to keep up to date in the business press. In
management consulting they want the top students who need to settle in by day 1.”
– Christian Sutherland; Bain & Co.

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Economics
The concept of economics has existed since the dawn of time, because
resources have always been limited. Now in its modern form, it deals with a
variety of important issues, such as:
• Economic growth and development

• Causes and effects of unemployment and inflation
• Income distribution
• Industrial organization
• Management of the environment
• Ways to improve overall efficiency and living standards
What are the Fields of Economics?

Unlike other Commerce graduates who are mostly demanded within the private sector,
Economics graduate positions are readily available both in the private and public sector.
Being an economist requires good research and analytical skills along with being able
to communicate effectively. Economists provide advisory services and forecasts for
governments and businesses on issues such as unemployment, inflation, interest rates,
exchange rates, etc. Within the private sector, economists observe the impact of domestic
and international market movements on businesses and industries.
Job Titles
Econometrician – Economic theories, statistical methods and forecasting techniques
are used to model and predict the results and implications of possible future economic
situations.
Environmental Economist – Studies the environmental impact of projects and advises on

environmental and natural resource management regulations.
Financial Economist – Advises on investment and lending policies by studying economic

trends and policy. Financial models and budget plans are used to evaluate the economic
and financial aspects of investment projects.
Labour Market Economist – Studies the economic aspects of proposed government

policy and its possible effects on the labour market. They study matters such as labour
legislation, unemployment benefits, industrial accident provisions, education, collective
bargaining, trade unions and industrial factors, and their impact on the labour market.
Resource Economist – Analyses policies and issues related to natural resource industries
such as minerals, fisheries and forestry.
Taxation Economist – Studies sources of government income, the methods of expenditure

and the effect of taxation and fiscal policy upon national income and overall business
activity.
Quantitative Analyst – Works in the financial markets developing and implementing

mathematical models to assist the activities of traders and risk managers within
investment banks, hedge funds and other financial institutions. They often implement
methods derived from econometrics, game theory, probability theory and time series
analysis to achieve their outcomes.

Major Employers
Management and economic consulting firms employing Economics graduates include:
• Allen Consulting Group (www.allenconsult.com.au)

• NERA Economic Consulting (www.nera.com)
• BIS Shrapnel (www.bis.com.au)
• CRA International (www.crai.com.au)
• Access Economics (www.accesseconomics.com.au)
• Accenture (www.accenture.com)
Within the public sector, economists may assist in developing government economic
policies. Proposals are put forward on how governments should regulate markets. Financial
and policy organisations and various government departments employ economists and
policy advisors within the public sector, which include:
• Reserve Bank of Australia (RBA) (www.rba.gov.au)

• NSW Treasury (www.treasury.nsw.gov.au)
• NSW Department of Environmental & Climate Change (www.environment.nsw.gov.au)
• Department of the Prime Minister and Cabinet (www.dpmc.gov.au)
Opportunities for Advancement

A reputable degree in economics is excellent preparation for a range of careers. Some graduates may choose to pursue careers in
the financial sector, for example in banking and financial services, analysis and trading, mergers and acquisitions. Others choose to
join international organisations; become professional accountants and auditors, or to take up positions as economic or management
consultants. A significant number choose to go on to academia, not only in economics but also in finance, management and development.
Opportunities within government organisations include:
The Australian Government Treasury: Graduates are responsible for providing advice for sound macroeconomic policy, including monetary
and fiscal policy, labour market issues, taxation, retirement income policies, and promoting competition in markets for financial services
and other goods and services.
• The Reserve Bank of Australia: Graduates contribute to formulating and implementing monetary policy, maintaining financial system
stability and promoting a safe, efficient payments system.
• The Productivity Commission: Graduates undertake research on economic and social infrastructure, competition policy and
regulation, trade, environmental matters, and general economic policy.
• The Australian Bureau of Agricultural and Resource Economics: Graduates undertake research and analysis into Australia’s
agricultural, fishing, forestry, energy and minerals industries.
• The Australian Competition and Consumer Commission: Graduates are responsible for monitoring and enforcing the Trade Practices
Act 1974 and regulating national infrastructure services to promote competition and fair trade.
• The Australian Fair Pay Commission: Graduates undertake research to set and adjust federal minimum wages.
There are also international opportunities for Economics graduates. Economists can gain employment overseas throughout the world in a
number of prestigious organisations such as:
• International Monetary Fund: IMF is an organization of 185 countries, working to foster global monetary cooperation, secure currency
stability.
• The World Bank: WB is a vital source of financial and technical assistance to developing countries around the world.
• Asian Development Bank: Headquartered in Manila, ADB is an international development finance institution whose mission is to help
its developing member countries reduce poverty and improve the quality of life for their people.
• Organisation for Economic Cooperation and Development: OECD brings together the governments of countries committed to support
sustainable economic growth, boost employment, raise living standards, maintain financial stability, assist other countries’ economic
development and contribute to growth in world trade
Further Information
UNSW Handbook: www.handbook.unsw.edu.au/undergraduate/programs/2010/3543.html

What are the Requirements for an Economics Major?
For BCom students, the following core course are required for a Business Economics major:
• ECON1102 Macroeconomics 1
• ECON1202 Quantitative Analysis
Another 5 courses are required from the Options Course List to satisfy both the single major and double major requirements with Business
Economics.
For BEco students, the following core courses are required for a pure Economics major:
• ECON2101 Microeconomics 2
• ECON2102 Macroeconomics 2
• ECON2206 Introductory Econometrics
• ECON2207 Econometric Methods
Another 4 courses are required from the Options Course List to satisfy the single major requirement. Only 2 more courses are required to
satisfy a double major with Economics.
Different Economics majors are available within different undergraduate programs.

The following majors can be obtained by BCom students:
• Business Economics - deals with the use of economic data and trends to make effective business decisions.
• Business Strategy and Economics Management - deals with issues relating to the strategic behaviours of firms and provides tools for
effective business decision-making.
The following majors can only be obtained by BEco students:

• Economics – a specialist study in economics.
• Econometrics - involves the development and application of statistical methods in order to model and understand economic
situations within markets. It requires strong mathematical skill.
The following majors can be obtained by both BCom and BEco students:
• Financial Economics – involves understanding how financial instruments are priced in markets and how individuals and firms manage
financial risk.
The UNSW Economics Society (EcoSoc)
UNSW EcoSoc has developed a proud history since its inception in 2005/2006. We regularly hold
the mantle of being Australia’s largest and most respected Economics Student Society. We have
also achieved many accolades within our campus, winning the Arc Constituent Club of the Year
award in 2008, as well as receiving many Dean’s awards for our services to the ASB.
EcoSoc holds a variety of educational/networking/social events, such as information sessions,

dinners, sports days and social drinks nights, to strengthen interest in the field of economics
amongst our peers. Our two flagship projects are the UNSW Economics Careers Day and the RBA
Economics Competition.
EVENTS
• UNSW Economics Careers Day: annual careers fair geared towards students of economics with
information stalls and individual sponsor firm presentations.
• RBA Economics Competition: an annual national essay competition sponsored by the Reserve
Bank of Australia.
http://ecosoc.digeratisolutions.com.au/ • Central Bank Visit: EcoSoc organises a visit to the Reserve Bank of Australia in Sydney for
first-year macroeconomics students, giving students the exclusive opportunity to learn about
monetary policy from the experts!
• Social Networking Party: more than merely a drinks night, this event provides students the
opportune moment to kick back, relax and converse with peers, postgraduates, academics/
staff and industry partners.
• Economics & Development Information Session: with speakers and representatives from the
World Bank, Asian Development Bank, AusAid, NGOs, academia and more, this is the premier
event for those interested in economics and its application to development.
• Economist Evening: is a networking event. It is a session where students and industry
representatives partake in facilitated discussion about economic issues. The focus for the
evening is ‘Economics in the Public Life’ and will include representatives from different forms of
media, whether it is radio, television or print media.

CAREERS
Unparalleled Opportunities | Industry Mentoring Program | Business Buzz www.unswbsoc.com/careers

Westpac Institutional Bank
Westpac Institutional Bank (WIB) delivers a broad range of financial services to commercial,
corporate, institutional and government customers either based in, or with interests in, Australia and
New Zealand.
We operate through dedicated sales industry teams, supported by specialist knowledge in financial
and debt capital markets, transactional banking, margin lending, broking and alternative investment
solutions.
Where could you be working?
Corporate & Institutional Banking

We are focused on understanding our clients and their industry better than anyone else. Our
specialist relationship management teams have the expertise, insight and specialised research
analysis to provide clients with solution-based approaches in a broad range of sectors; for example,
Infrastructure & Utilities; Education & Government; Consumer, Retail & Technology; and more
Debt Capital Markets

As a leading provider of debt capital in the AUD/NZD market, we offer clients innovative solutions in
the following:
 Syndicated loans  Project & infrastructure finance

 Hybrid securities and structured finance  Structured and portfolio asset finance
 Equipment finance  Public debt securities
 Securitisation  Leveraged and acquisition finance
Financial Markets
Our team of experts provide sound advice, precise execution and accurate derivatives settlement to
meet our clients’ foreign exchange, interest rate and commodity exposure needs. Areas of expertise
include foreign exchange; interest rate derivatives; commodities; fixed interest/debt securities
Equities
We provide a dedicated sales distribution and service offering for our business partners in the geared,
structured, and alternate managed investments market. Our aim is to leverage off the capabilities of
our wholesale banking arm to help us to focus on the needs of our clients’ business and, therefore, to
provide a complete suite of financial solutions for the licensee, the adviser and the client.
Westpac Equities is committed to facilitating client wealth solutions through an innovative range of
new product developments, and continued superior service on current product offerings.
Your opportunities
You can join us in one of our above businesses on our graduate program, rotating through a number
of different teams in a highly supportive environment. You will also be assigned a buddy and a senior
mentor to assist you with your development and find the career path best suited to you. Or, you could
start with us as an intern during our summer program, to get some practical experience while you’re
still at university of what banking is really like.
Visit www.westpac.com.au/graduates or www.westpac.com.au/summerinternship

Interview with Daisy Correa
Graduate, Financial Markets
The Financial Markets Graduate Program involves…
Six rotations through a wide range of areas on the Westpac dealing room floor. The
program caters to a wide variety of interests and gives graduates the opportunity to
experience sales, trading and research roles across Foreign Exchange, Fixed Interest,
Commodities, Global Capital Markets and Treasury business units.
I have so far completed rotations in...

Commodities, Currency Strategy, Treasury and Corporate FX Sales
....and I’m scheduled to go to Credit Sales & Trading as well as Rates Trading.
A typical day in my current role in Corporate FX Sales includes...
7:30am Get into the office and catch up on what has happened overnight in London and New York. Write
the daily ‘Overnight Wrap’ report to send out to internal stakeholders from other teams.
8:45am Weekly team meeting with the bank’s chief economist for an update on economy wide happenings.
9:15am: Assist a salesperson with pricing various hedging strategies for a client. Strategies range from
simple forward and vanilla option scenarios to more structured solutions. Liaise with forwards and
options desks to get relevant pricing and construct presentation.
12:30pm Step out for lunch and some fresh air.
1:00pm Work on an ongoing mini-project which involves doing some correlation analysis between different
asset classes. Liaise with currency strategists/economists/commodity traders to develop a macro
perspective of different asset classes and their respective benefits.
2:30pm Head out with members of the sales team to present possible hedging strategies to a client. Watch
the experts in action!
4:30pm Get back to the office and run end of day procedures. Review material sent out by Strategy and
Economics teams to stay informed. Do some reading for accreditation exams that are coming up.
6:00pm Call it a night and catch the ferry home.
Describe a task that has defined your time in Financial Markets...

A defining moment for me was when a research piece I had worked on was distributed by the currency strategy
team. It involved analysing a momentum trading strategy and back testing it to see whether there was merit in the
idea. It stretched my lateral thinking and analysis skills and I found it immensely rewarding.
What challenges have you faced...?

Moving interstate for the grad program has brought with it unique challenges. Living in a new city has been both
exciting and daunting. Westpac provided relocation assistance to help with the move which was great.
Another challenge I have faced is getting out of the mindset that I am ‘just the grad’. I’ve been given the
opportunity to work on meaningful tasks and have added-value to the teams I’ve been in. I’ve found that your
attitude and how proactive you are really determine what kind of experience you have.
What is the best thing about working for Financial Markets in Westpac?
The dealing room floor is such a unique environment to work in. It is always bustling with activity and can get
quite hectic. The best thing about starting your career at Westpac is that it has a very supportive culture. People
are friendly and approachable and are willing to answer your questions. There is a steep learning curve and I’ve
found that Westpac provides the ideal environment to be able to both learn and contribute.
How is Westpac supporting your career aspirations...?

Westpac provides its graduates with a great deal of support and opportunities. By the end of the program you
have had the opportunity to meet people working right across the dealing floor as well as people from other
areas within the institutional bank. This enables you to understand your strengths and aptitudes as well as what
areas you’d like to work in. Working for such a large organisation you quickly find that there are a multitude of
possibilities. It’s up to you to make the most of them.
Requirements
for a Finance Major
Finance $ Students must complete:
Required Course List

FINS1612 Capital Markets & Institution
(6 UOC)
In the post Global Financial Crisis world a career in Finance might seem like
a dangerous path - but fear not, stock market crashes and recessions have • FINS1613 Business Finance (6
happened before and instead financial corporations grew larger and bonus UOC)
compensation schemes became more lucrative. • FINS2624 Portfolio Mgmt (6 UOC)
• FINS3616 International Business
A career in finance is usually quantitative. Positions revolve around financial
Finance (6 UOC)
markets and instruments, and the risk and strategies surrounding them.
Even though financial positions usually suggest stressful long hours and
no life behind the walls of the financial institution, most people working These courses must be taken to fulfil the
in the financial field find that these positions in the long run are extremely requirements for a minor.
rewarding.
See http://www.handbook.unsw.edu.au/
undergraduate/plans/2010/FINSA13502.
html for list of electives for Finance majors.
Check out our sponsors who offer amazing opportunities for you in finance:
What are the Fields

of Finance and What Jobs Await Me?
INVESTMENT BANKING
Investment banking involves itself with the more traditional role of the investment bank Major Employers: Westpac Institutional
which includes trading in securities and advising firms on transactions. Investment Bank, Goldman Sachs JBWere, Morgan
bankers experience intense work- hours whilst being exposed to clients and facilitating Stanley, Macquarie Bank
processes such as raising capital and mergers and acquisitions.
Investment banking divisions are generally separated into industry sectors, such as Starting Salary: approx. $78,000 –
resources, consumer products and energy, and product sectors such as mergers and $94,000 + bonus.
acquisitions, equity and fixed-income (debt).
Related Electives:
Skills & Abilities FINS3625 Applied Corporate Finance,
FINS3641 Security Analysis and Valuation,
• Ability to synthesize information. FINS3640 Investment Mgmt Modelling.
• Investment modelling skills.
• Excellent ability to analyse material.
• Strong communication skills.

CORPORATE BANKING
The role of a corporate banker involves managing the different banking services that Major Employers: The Big 4 Banks (CBA,
large companies, governments or other institutions need in order to function daily. If you NAB, ANZ, Westpac). Overseas institutions
are good with numbers, treasury management may be a crucial and rewarding role as such as HBOS and HSBC would provide
you will be helping companies cope with their cash flow. As well as front-line jobs dealing even more opportunities to work in the
with clients, corporate banks also have an array of operational positions, including international market.
technology and human resources.
Starting Salary: approx. $70,000. After
Skills & Abilities 3 to 5 years of experience – starting at
$85,000. Management roles – around
• Combination of finance and accounting skills. $160,000 with bonuses range 50%–100%.
• Strong numeracy skills – so make sure you attend and learn the basics during those
early math-intensive courses (QMA and QMB)! Related Electives:
FINS2622 Emerging Capital Markets,
FINS3625 Applied Corporate Finance,
FINS3630 Bank Financial Management,
FINS3650 International Banking.
STOCKBROKING
Stockbrokers are regulated professional who buy and sell shares on behalf of clients Major Employers: Employed by financial
for a fee. They may also offer investment advice regarding traditional investments institutions, stockbroking firms, and for
such as shares, debentures, government bonds, listed property trusts, and even cash investment and merchant banks (e.g.
managements trusts and property and equity trusts. They can even plan, implement and Macquarie Bank, ComSec).
monitor your entire portfolio.
Starting Salary: approx. $45,000.
Skills & Abilities
Related Electives:
• Stockbroking is stress-intensive and involves working under pressure. FINS3641 Security Analysis & Valuation.
• Good analytical skills.
• Attention to detail.
FINANCIAL PLANNING
This specialisation involves helping individuals plan their financial future – how much to Major Employers: Banks (Westpac, CBA,
save, spend, and invest. It takes into account their short-term and long-term goals (such ANZ, NAB, etc.), wealth management firms
as a comfortable retirement) in order to determine how to utilise their wealth efficiently. (e.g. MLC and AMP) insurance (e.g. GIO) and
investment companies, accounting and legal
Skills & Abilities firms, financial dealers and stockbrokers.
There are also many self-employed financial
• Good interpersonal skills to build and maintain a relationship of trust with the client. planners but they need a large network
• Moderate amount of maths involved. of clients and extensive experience in the
• Need a broad knowledge of the finance industry – taxes, insurance, investment, industry. It is not a good idea to start by
superannuation, etc. yourself but this can be an option later on.
Job Titles: Starting Salary: approx. $40,000 but

• Financial planner or wealth manager. increases to over $150,000 for more
experienced members of the profession.
More Information: Self-employed planners can easily earn
www.fpa.asn.au - the key organisation is the Financial Planning Association of Australia more.
(FPA) which offers professional recognition.
Related Electives:
FINS2643 Wealth Management, FINS3637
Wealth Management Advice.

FOREIGN EXCHANGE TRADING
A career in foreign exchange trading involves hedging or speculating upon changes in Major Employers: Westpac, Deutsche
the exchange rate of currencies. It can be compared to that of equity trading where the Bank, Goldman Sachs, CBA, ANZ, NAB.
strategies are based on the news outflow and future expectations. The markets are
highly liquid and fast moving. If you are confident in your trading skills then this just Starting Salary: approx. $65,000 + bonus.
might be the perfect career path for you.
Skills & Abilities
• Knowledge of the global economy.

• Good understanding about the economic impacts of news on the market.
FUNDS MANAGEMENT
Funds (or investment) management involves managing an array of funds including Major Employers: AXA Services, Suncorp-
mutual, pension, trust or hedge funds. Fund management consulting is a related Metway, Merrill Lynch Investment Managers,
occupation offered by some institutions and firms, mostly specialising in personal cash ING Australia, Allianz, BT Investment
management. Management.
Fund managers seek to help their clients maximise their returns and add to their wealth Starting Salary: approx. $40,000
by providing investment recommendations, alternatives and advice. They oversee a
fund’s investment scheme and portfolio trading plan. Related Electives:
FINS2643 Wealth Management, FINS3635
Skills & Abilities Options, Futures & Risk Mgmt, FINS3640
Investment Mgmt Modelling.
• High educational and professional credentials.
• Suitable experience in this area to achieve consistent long term performance.
Australia (FPA) which offers professional recognition.
GOVERNMENT DEPARTMENTS
Work in government departments includes important roles in budgeting and collecting Major Employers: ARBA, State Treasury.
data in different fields and which require the worker to respond well to changing
economic conditions. Reserve Bank of Australia (RBA) provides valuable working Starting Salary: approx. $50,000
experience for those who are interested in playing a crucial role in the bank’s role of
maintaining effective monetary policy, with an eight-week cadetship. Related Electives:
Most relevant: FINS3626 Int’l Corporate
Employment at the RBA may include roles in: maintaining financial system stability, Governance, FINS3636 Interest Rate Risk
the safety and efficiency of the payments system, currency creation and distribution, Management.
managing Australia’s foreign exchange reserves and providing banking services to the
Commonwealth Government. More exciting roles involve preparing briefing papers on Others:
daily market activity and meetings with business and community groups. FINS3630 Bank Financial Management,
FINS3631 Risk and Insurance, FINS3634
Skills & Abilities Credit Analysis and Lending, FINS3650
International Banking.
• Strong numeracy skills.
• Good knowledge of the state of the economy.
• Understanding of the impacts of economic events.
• Obtaining an Honours degree would be highly regarded, as roles are highly
competitive.

PRIVATE EQUITY
Private Equity might be regarded as a type of strategy of a hedge fund, which means that Major Employers: Lazard Carnegie Wylie,
a private equity acquires a company, restructures it and either re-sells it privately or sells KKR, Castle Harlan, Pacific Equity Partners.
it to the public through an Initial Public Offering (IPO).
Starting Salary: approx. $80,000 + bonus.
Skills & Abilities
Related Electives:
• Previous work experience in the business industry. FINS3625 Applied Corporate Finance.
HEDGE FUNDS
Hedge funds activity was heavily blamed throughout 2008 and most people assume Major Employers: Platinum Pacific
that a hedge fund’s main purpose is to hedge investments, thus decreasing volatility of Partners, Cantillon Capital Management,
the portfolio and its downside risk. However hedge funds actually do not have much to Barclays Capital, Cerberus Capital
do with hedging nowadays. Instead they promise to provide a much higher return for the Management.
investor than typical wealth management institutions through effective management of
portfolios and clever trading decisions. Starting Salary: approx. $80,000 + bonus.
Skills & Abilities Related Electives:

FINS3640 Investment Mgmt Modelling,
• Strong numeracy skills. FINS3625 Applied Corporate Finance.
• Good knowledge of the state of the economy.
• Understanding of the impacts of economic events.
• Obtaining an Honours degree would be highly regarded, as roles are highly
competitive.
Job Title: Hedge fund analyst.
COMPLIANCE
Compliance officers implement policies for public and private corporations that comply Major Employers: ING, AMP, UBS,
with related laws and regulations and monitor adherence to these policies. They also Goldman Sachs, Deutsche Bank, Colonial
identify risks, provide guidance on the management of these risks and actively seek First State, State Street, JP Morgan.
to mitigate legal, reputation and regulatory risks through preventative measures. In
Australia, regulatory bodies are the Australian Securities and Investments Commission Starting Salary: approx. $50,000.
(ASIC) and Australian Prudential and Regulatory Authority (APRA).
Related Electives:
Skills & Abilities FINS3626 Int’l Corporate Governance
FINS3636 Interest Rate Risk Management.
• Interest in keeping up to date with relevant local legislation and practices.
• Ability to communicate with staff at all levels, including members of the Board.
• Attention to detail and ability to multitask.
• Ability to write concisely for the purposes of reporting to the Board on compliance
matters

INVESTMENT CONSULTING
Investment consultants advise the trustees of corporate and public retirement plans, Major Employers: GMercer Investment
pension funds, and other organisations with a sizeable investment capital, on what Consulting, Watson Wyatt and Russell
to do with their money. They have a similar goal to that of financial planners but on Investment Group.
a completely different scale as they tend to deal with corporations more often than
individuals. Starting Salary: vary greatly depending
on experience and quality of candidates.
Skills & Abilities With 2-3 years of experience, an investment
consultant can earn approx. $60,000.
• Good interpersonal skills to build and maintain a relationship of trust with the client.
• Moderate amount of maths involved. Related Electives:
• Need a broad knowledge of the finance industry – taxes, insurance, investment, No specific finance electives will help –
superannuation, etc. acquire a broad range of knowledge.
INSURANCE
Major fields are motor vehicle insurance, health insurance, life insurance and property Major Employers: AAMI, AMP, CGU, IAG,
& casualty insurance. The main tasks involve helping individuals protecting themselves MBF and NRMA.
by identifying and managing foreseeable life-threatening events. They also ensure that
customers understand their requirements and clarify all choices available to help them Starting Salary: approx. $68,000
come to decide on correct insurance policies.
Related Electives:
Skills & Abilities FINS3631 Risk and Insurance.
• Oral presentation skills.

• High order analytical skills as they are applying statistical and mathematical
analysis.
• Communication skills as they are liaising with workplace representatives or people
seeking insurance.
Job Title: Underwriter, agent and broker, asset manager and customer service
representative.
MERGERS AND ACQUISITIONS
Mergers and acquisitions activity has been growing dramatically in the last 7 - 8 Major Employers: BS, Deutsche Bank,
years due to the impact of globalization and heavily growing economies. Mergers and Goldman Sachs, Credit Suisse, ANZ
acquisitions is a part of corporate finance dealing with the analysis of company value in
case of merger or acquisition. It has various sub-branches such as: Starting Salary: approx. $75,000 + bonus
• Due diligence - calculating value of the company and assessing the M&A impact. Related Electives:
• Transformation/implementation consulting - efficiency and economies of scope FINS3625 Applied Corporate Finance.
analysis in order to increase the efficiency of the business.
• Post merger integration analysis - strategic analysis of the integration and
assessment of implemented strategies.
Skills & Abilities
• Strong quantitative skills.

• Strategic and creative thinking

RISK MANAGEMENT
Having a successful risk management sector within any firm is pivotal to its financial Major Employers: Big 4 Banks (CBA, ANZ,
wellbeing. A role in this field would require assessing, quantifying and mitigating risks for NAB, Westpac) and Macquarie Bank.
the firm. You may work in the following areas within risk management: credit, prudential
capital and markets operational risk, internal compliance. Your main responsibility is to Starting Salary: approx. $80,000
take an independent view on all the material risk acceptance decisions for your company
both within and outside Australia. Related Electives:
Provide strong mathematical and statistical
Skills & Abilities knowledge: FINS3626 Int’l Corporate
Governance, FINS3634 Credit Analysis and
• Risk modelling skills. Lending, FINS3635 Options, Futures & Risk
• Strong analytical ability. Mgmt.
Job Titles Others

• Risk analysts. FINS3637 Wealth Mgmt Advice
FINS3640 Investment Mgmt Modeling,
FINS3641 Security Analysis & Valuation.
VENTURE CAPITAL
Venture capital associates itself with private equity capital – that is, raising money Related Electives:
for firms that are at an early stage of inception with high-growth potential but also FINS3623 Small Business Finance,
associated with high-risk. The need for venture capitalists results from the inability of FINS3634 Credit Analysis and Lending,
such firms to raise funds traditionally through an IPO on a listed stock-exchange. Venture FINS3635 Options, Futures & Risk Mgmt
capitalists play an integral role in facilitating economic development in various regions of
the world, facilitating the financing process in situations where firms are unable to obtain
bank loans – this is particularly true for small to medium sized firms.
Skills & Abilities
• Managerial and technical expertise.

• Experience in the industry.
CORPORATE FINANCE
Corporate finance is about a firm’s decisions of capital budgeting, financing and dividend Major Employers:
policy. It aims to harmoniously combine these decisions to achieve the greater goal of PricewaterhouseCoopers, Macquarie Bank,
maximizing shareholder value whilst managing and minimizing the financial risks of the UBS.
firm. Working within corporate finance involves the use of many forecasting, valuation,
and modelling techniques and strategies that are initially taught within many finance Starting Salary: Analyst/Executive
courses at UNSW. (Graduate entry) approx. $75,000 -
$125,000.
Skills & Abilities
Related Electives:
• Able to work well under pressure. FINS3625 Applied Corporate Finance,
• Enjoy solving problems. FINS3626 International Corporate
• Strong grasp of Excel. Governance, FINS3641 Security Analysis
and Valuation.

Professional Recogition $
There are a number of professionally recognised qualifications that can be obtained
within the finance industry relevant to finance majors. Whilst professionally recognised
qualifications are not absolutely necessary for employment, generally speaking they
result in higher salaries and more positive employment outcomes.
Chartered Financial Analyst (CFA) Charterholder

The CFA Institute is the accreditor of this qualification and also awards the CIPM (Certificate
in Investment Performance Measurement). Both of these accreditations are valued by the
financial services industry.
More information about membership for the CFA Society of Sydney can be found at
www.cfas.org.au/membership/requirements/default.aspx.
Australian Securities and Investments Commission (ASIC)

and Chartered Financial Planner (CFP)
The UNSW BCom (Finance) program has been approved by ASIC authorised assessors
as meeting the training requirements for the RG 146 Tier 1 qualification. The RG 146
qualification represents the minimum requirements for an individual to complete in order
to provide financial planning advice regarding a range of financial products.
In order to meet the above training requirements, individuals must complete the following
courses:
• FINS1612 Capital Markets & Institutions

• FINS2643 Wealth Management
• FINS2624 Portfolio Management
• FINS3637 Wealth Management Advice
Accreditation of FINS courses with the RG146 and the Financial Planning Association will
further assist graduates to find employment and begin the path to become a Certified
Financial Planner (CFP). CFP certification represents the highest professional accreditation
that can be achieved by a financial planner and is offered by the Financial Planning
Association (FPA).
More details involving the CFP Certification process can be found here:
www.fpa.asn.au/files/CFPGuideCFPCertification.pdf
Financial Services Institute of Australia (FINSIA)

FINSIA is the leading membership organisation for all individuals working within the
financial services industry and is open to all individuals within the industry – accountants,
bankers, economists and consultants alike. There are no specific academic requirements
for membership, though it is advantageous to be undertaking, or holding, a Bachelor of
Commerce or Economics which would facilitate employment within the financial services
industry – this is a primary requirement for admission to membership.
More information about student membership can be found at

www.finsia.com/Content/NavigationMenu/Membership/Studentmembership/default.htm

SOCIAL
The University Experience | Modern Romance Ball | Orientation Camp | Cruise www.unswbsoc.com/social
Be first to the top with
our Summer Program.
Be guided on the path to the top with the Commonwealth Bank’s
summer internship. It’s the perfect opportunity to get some real work
experience and your foot in the door at Australia’s Bank of the Year.
Plus it’s a great chance to impress us, making your route into our
highly competitive graduate program an easier one.
To find out more visit commbank.com.au/summer
Commonwealth Bank of Australia ABN 48 123 123 124. CBAB0157

The Commonwealth Bank’s Summer Program could be the start of something big
for you. The Summer Program is offered to university students in the second last
year of their undergraduate degree an opportunity to gain an insight into working
in the Financial Services industry.
Over 10 weeks you’ll get a taste of what we do, so you can decide if you’d like to
join us after you graduate. Some of the things you’ll be doing are:
Working closely with your manager and contributing to the team from day
one.
Receive ongoing guidance and feedback, which will be complemented with
formal training.
Team up with a graduate buddy for advice and insight into the Bank and
the Graduate Program.
Throughout the program we have networking opportunities and social events to

help you start building relationships across the Bank.
Key dates
2010
July 5 Applications open
15 Applications close*
August
mid Online testing
1 Assessment centres commence

September
mid-late Reference checks and offers
December 6 Commence Summer Program 2010/2011
For further information and to submit your application, please go to:

www.commbank.com.au/summer.
INFORMATION
SYSTEMS
The Information Systems major is about the combination of people,
processes, technology and data. It is a blend of business and
computer science which requires understanding of both areas in
order to communicate the strategic needs of management. With
the growth in the use of technology in organisations, information
systems majors are becoming more necessary to the point where
there is yet again a skills shortage in the information technology
sector.
What are the Fields of an Information Systems Major?

Information systems majors are versatile in many different business sectors such as
energy companies, hospitals, sports teams, government, consulting groups, and not-for-
profits. You may also work in various functional areas such as marketing, sales, accounting,
and finance. In all of these jobs, you can draw from your business and technical training
to help firms operate and compete more effectively. This is achieved through the strategic
use of information technology in team-based, project-oriented environments involving high
degrees of personal interaction with various stakeholders.
The Good Universities Guide lists the Australian School of Business as having the highest
starting salaries in Australia for Business & Management graduates ($55,005), Accounting
graduates ($48,786) and Computing & IT graduates ($56,950).
What Jobs Awaits Me?

Possible Occupations
Applications Developer, Computer Programmer, Database Administrator, Internet
Programmer, Network Administrator, Project Manager, Software Developer, Systems
Analyst, Technical Sales Representative, Technical Support, Technical Writer, Web Master,
or Web Security Administrator.
Possible Employers
Accenture, Atlassian, Canon, Campbell Arnotts, Coca-Cola Amatil, Commonwealth Bank of
Australia, CSC Australia Pty Ltd, Deloitte, IBM, Investec, News Limited, NSW Department
of Commerce, Oracle, Perpetual, QBE Insurance, Salmat, SAP, Zurich Financial Services,
Unisys and Westpac Banking Corporation and Security.
Professional Recognition Why Obtain Professional Recognition with the

Australian Computer Society?
• Although the Information Systems major will automatically meet the requirements
of the recognised association for Information & Communications Technology (ICT),
professionals attract a large and active membership from all levels of the ICT industry.
• Become a member of the Australian Council of Professions, the ACS is the public voice
of the ICT profession and the guardian of professional ethics and standards in the ICT
industry.

What are the Requirements for an Information Systems
Major?
There are FOUR core subjects that gives BCom students qualification with the Australian
Computer Society (ACS) for its provisional membership at the professional level.
• INFS1602 Info Systems in Business

• INFS1603 Business Data Management
• INFS2603 Systems Analysis and Design 1
• INFS2848 Info Syst Project Management
For an Information Systems major there are several options you can do. You need 3
electives if it is a double major and 4 electives if you are doing a single major.
No prerequisites INFS1602 and/or INFS1603- INFS2603 and/or INFS2848
Supporting Business Infrastructure and Security - INFS2607 Systems Analysis & Design 2 -
Management - (IT infrastructure in a business environment, INFS2611 (refine analytical skills for the
INFS3604 (strategic, tactical including inter- networked data communications evaluation of business systems users
and operational decision and and distributed data processing) needs and requirements)
business management issues
and the information systems and Supporting Business Operations - INFS2685
applications that underpin them) (the management and application of business Implementation Workshop - INFS3605
systems in the supply/ service chain as well (Students conduct a project to implement
as essential concepts and technologies which an information system using a commercial
underpin business operations) object-oriented programming language eg.
Java in a workshop environment.)
Systems Delivery and Implementation -
INFS2609 (The delivery and implementation of any
new business system involves significant change
to an organisation and this course covers these
techniques)
Data and Information Management - INFS3608

(understanding database application design/
management; practical experience using formal
database design in systems development; and
understanding technological issues of databases in
modern IT infrastructure)
Business Systems Security - INFS3774

(developing critical thinking/awareness skills in the
review of concepts and techniques, undertaking
case study exercises to better understand
computerised security techniques of a rapidly
evolving field)
Business Systems Auditing - INFS3805 (learn

what business systems audit is and how it’s
performed, computer forensics, and computer
abuse/fraud auditing)
Further Information
UNSW Handbook:
www.handbook.unsw.edu.au/undergraduate/specialisations/2010/3502InformationSystemsInformation Technology.html

INTERNATIONAL
BUSINESS
International Business is a rapidly growing field dealing with the
development, strategy and management of multinational organisations.
People are no longer islands separated from the rest of the world, and
doing business nowadays is becoming increasingly an international
exercise. Business leaders and professionals of the future can almost
inadvertently be expected to deal with the problems of doing business
and managing organisations in a complex and uncertain global business
environment. The International Business major provides you the
opportunity to study:
• The globalisation of business.

• Cross-cultural management.
• The development and management of multinational enterprises.
• International business strategy for both large and small organisations
operating internationally.
• International entrepreneurship.
• Business in the Asia-Pacific region.
• International human resource management.
What Jobs Await Me?
Due to the versatile nature of the major, International Business graduates are employed
across a spectrum of corporate activity ranging from manufacturing, through to financial
and professional services and government agencies. Industries that have employed
International Business graduates in the past include:
Industries Examples of Companies

Management consulting firms Accenture, Booz Allen Hamilton Inc,
McKinsey & Company
Australian based companies Qantas Airways Ltd, Sydney Water
Foreign based multinational firms Procter & Gamble, American Express

Company, Xstrata plc, Siemens AG
Telecommunication companies Telstra Corporation Ltd
Financial and professional services Citigroup Inc, Deutsche Bank AG, HSBC
Group, PricewaterhouseCoopers, Macquarie
Bank Ltd, Towers Perrin
Government The Department of Foreign Affairs and
Trade, Australian Trade Commission
Travel and tourism Hilton Hotels Corporation
Technology IBM Australia Ltd, Sony Australia Ltd

International Business graduates have gone on to take up various positions, both
managerial and operational, in multinational or trans-national organisations. Graduate
positions include:
• Asset Management Trainee • International Equity Officer

• Business Analyst • International Marketing Officer
• Cross-Cultural Advisor • International Trade Officer
• Export and Import Officer • Policy Advisor
• Global Product Coordinator • Purchasing Officer
• Government Official • Purchasing Support Coordinator
• International Business Strategist • Research Analyst
Sample program Electives
Bachelor of Commerce – double major At least one option must be chosen from List A
(International Business and 2nd business major)
• MGMT1001 Fundamentals of Management
Year 1 • MGMT2105 East Asian Business Enterprise
• MGMT2106 Comparative Management Systems
• 4 core commerce courses in Semester 1 • MGMT3702 International Hrm Practice
• 4 flexible core commerce courses
Options List B
Year 2
• MGMT2002 Managing Business Communication
Semester 1: • MGMT2703 International Employment Relations
• MGMT1101 Global Business Environment • MGMT2725 Career Planning & Management
• 1 elective International Business course • MGMT3708 Research Methods in Empl& Mgmt
• 2 courses for 2nd business major • MGMT3721 Negotiation Skills
Semester 2:
• MGMT2101 International Business and
• Multinational Operations
• MGMT2102 Managing Across Cultures
• 1 elective International Business course
• Courses for 2nd business major
Year 3
• MGMT3101International Business Strategy

• MGMT3102 Asia-Pacific Business
• 3 courses for 2nd business major
• 2 elective courses from the Australian School of Business
• General Education course/s
Honours is optional and is done in Year 4.
Note:
Students may count relevant courses offered in the Faculty of Arts and Social Sciences as
List B options with the prior approval of the Head of School.
Electives include international law, international accounting and finance, and international
marketing as well as modern language studies.
All courses are worth 6 units of credit.
Further Information
UNSW Handbook:
www.handbook.unsw.edu.au/undergraduate/specialisations/2010/3502InternationalBus
iness.html
www.international-business-careers.com
www.worldwidelearn.com/business/international-business

Management
Management involves planning, delegating, monitoring, organising,
and budgeting. This ensures that organisations are kept up to date
in a dynamic business environment, and on track to achieve their
goals. Management is multi-disciplinary, given that graduates are
expected to solve problems and operate in a variety of environments,
especially ones that are constantly changing.
What Jobs Await Me?

Management graduates can find positions in occupations such as Business
Analyst, Client Service Officer, Corporate Planning Officer, Human Resources Officer,
Management Consultant, Strategic Planning, Operations Manager, Operations
Manager, and Project Manager.
Fields Management consulting Human Resources Operations Management Project Management

Tasks • Studying an • Advertising job vacancies • Directing a company’s • Planning, executing and
organisation’s systems • Executing selection operations closing projects
• Assessing work processes • Budgeting • Managing the cost, time
methods • Determining any training • Ensuring compliance with and scope of projects
• Improving productivity requirements regulations • Maintaining the mutual
and efficiency • Maintaining a skilled • Assessing a company’s interaction of relevant
• Interpreting work force • products parties
information in reports • Facilitating personal and • Maximising operational • Recruiting teams, and
& records career development efficiency allocating tasks
• Writing reports • Organising pay and super • Seeking to lower costs of
and making • Ensuring a fair and safe production
recommendations workplace • Monitoring production &
• Introducing new distribution
systems and • Gathering sales
procedures information
• Researching customer
trends
Skills • Organisational • Interpersonal • Leadership • Leadership

• Comprehension of • Motivational • Research
business processes • Confidentiality • Numeracy
• Balancing competing
claims of stakeholders
Skills in common: Problem-solving, Communication, and Negotiation.
Starting
$65,000- $75,00 + sign on $40 000 $35 000 (in the hotel industry) $56 000 (in the IT sector)
Salary
Main • Consultancy firms • Property and business • Hotels • IT organisations
Employers such as Accenture, services • Commercial organisations • Health services
Eemployers Bain & Company, • Government
McKinsey (see our departments
separate Management • Health & community
Consulting section on services
the following pages for • Retail organisations
more information)

Professional Recognition
The professional bodies that represent the management profession include the Institute of Management Consultants and the Australian
Institute of Project Management.
Institute of Management Consultants Australian Institute of Project Manage-

Name
(IMC) ment (AIPM)
Description The IMC is the professional body represent- The AIPM is the peak national body for the
ing management consultants in Australia. It project management profession. It awards
provides professional development pro- certification through the Registered Project
grams and promotes the profession of man- Manager Program.
agement consulting. It awards the Certified
Management Consultant (CMC) designation.
How does it help? A CMC designation gives the person interna- Successful candidates receive recognition
tional, formal, and independent recognition from AIPM and its organisations for their
of their competency and experience for the project management and technical capabili-
profession of management consulting. Such ties. They are also included in the Register
a designation is highly respected by clients, of Project Managers. Certification has three
since the person is presupposed to have a levels: Certified Practising Project Practitio-
great level of professional competency. ner, Certified Practising Project Manager,
and Certified Practising Project Director.
These help the candidate focus their career
goals.
How to become professionally recognised? To become a CMC, the candidate must have Candidates must have membership of AIPM,
a relevant professional academic qualifica- and evidence of experience in projects that
tion, three years experience as a manage- satisfy the Competency Standard (PCSPM)
ment consultant, experience in all elements statements. Candidates must complete the
of the consulting life cycle, clients that will RegPM online application form, contact and
endorse them, and membership of the Insti- work with an assessor, and complete an
tute of Management Consultants. assessment.
The candidate then has to fill out an ap-
plication and attend an interview. Finally
reference checks with the candidates’
nominated clients will be conducted.
What are the Requirements of a Management Major?

This major can be studied under the UNSW program ‘Management - MGMTA13502’ as part
of the Commerce and Economics degrees.
Required Course List Options List

• MGMT1001 Fundamentals of • MGMT2102 Managing Across Cultures
Management • MGMT2106 Comparative Management
• MGMT1002 Manag. Organisat. Systems
Behaviour • MGMT2718 Human Resource
• MGMT2001 Manag. Innovat. Management
Organis. Chang • MGMT2725 Career Planning &
• MGMT2002 Managing Business Management
Communication • MGMT3702 International Hrm Practice
• STRE3101 Intl Business Strategy • MGMT3708 Research Methods in Empl
& Mgmt
• MGMT3721 Negotiation Skills
• MGMT3728 Managing Pay and
Performance
• MGMT3729 Managing Workplace
Training

Management
Consulting
Management involves planning, delegating, monitoring, organising,
and budgeting. This ensures that organisations are kept up to date
in a dynamic business environment, and on track to achieve their
goals. Management is multi-disciplinary, given that graduates are
expected to solve problems and operate in a variety of environments,
especially ones that are constantly changing.
What are firms looking for?

Firms take graduates from any background, including non-business backgrounds. This
is good if you don’t want to be restricted by you major, but means that the application
process is very competitive. The graduate attributes each firm seeks varies slightly,
however the following are common to most firms:
• Strong problem solving skills – Management consultants are only called in when
a company is not achieving the results it expects. As a result the central role of a
management consultant is to solve problems for their clients.
• High achievement – Management consultancy is a results-driven business, and so

firms look for graduates who have demonstrated a drive to achieve results in their
activities.
• Strong communication/interpersonal skills – Graduates will have a mix of

independent workloads and team based work but will spend a majority of their time
working with clients. Firms are looking for people who will work well in a team with
other consultants and with clients.
• Leadership - Firms highly prize initiative and consultants even in lower levels of the
firm will be given significant responsibility.
• Curiosity – Every client’s business is different, and consultants work in a broad range
of industries, so firms are looking for graduates who are willing to re-learn everything
each time they meet a new client.
Employers
The big names in Management Consulting firms are:
• Booz & Company

• McKinsey & Company
• The Boston Consulting Group
Starting salaries for these firms are approximately $60,000 + bonuses depending on
firms and market conditions.

What are the differences between the firms?
There are several important differences between the approaches of different

management consultancies.
Operational / strategic focus

While there is always some overlap between these areas (strategic changes must be
implemented in the firm’s operations, and operational changes can create new strategic
opportunities), some firms will tend to focus more on the operations of their clients, while
others will do more high level strategy work for their clients.
Client facing / office based

Most consultancy firms have adopted the 4 and 1 model. Their consultants spend 4 days
per week at the client site, working closely with the client, and return to the office for a
common ‘administrative’ day. In this type of firm, you will get to work in a team which
includes several consultants as well as employees from the client. Other firms tend to do
a majority of the work at the office, travelling to the client only when needed.
Government work
For some firms, one of their largest clients is the government. All government
departments, at all levels of government, look to consultants to improve efficiency
and streamline processes. Consultancy firms can also be actively involved in providing
advice on restructuring and reform. For some, getting a chance to be actively involved in
government policy is an attraction, but others may not wish to be so familiar with their
Canberra hotel room. However some firms also have a policy of not accepting government
work, feeling that it is too difficult to achieve lasting results in this area.
Career paths
As a graduate you will start your career as an associate consultant or business analyst.
You will be actively involved in client teams, and will generally get a chance to work across
a broad range of industries. After about three years most firms may provide you with the
option to take a sponsored MBA at one of the top business schools. Other firms also
encourage their staff to undertake a secondment in another company. After graduate
school you will likely return as an associate to lead areas of the engagement. However
a large number of consultants also choose to go and work for other companies at this
stage. There is significant demand for consultants to move back into commercial line
management roles after several years experience.
Interview Process
The interview process for management consulting is quite unique. The interview process
is based on a case, which you are required to work through in the interview. These
cases are based on real world business problems, and will involve both qualitative and
quantitative questions. Examples include calculating the revenue of a hotel, or working
out the costs of a new line of beer.
All firms will offer example case studies for you to try before your interview, some also
offer practice days where you will have the opportunity to get some tips before the
interview.
Further Information
UNSW Handbook:
www.handbook.unsw.edu.au/undergraduate/specialisations/2010/3502Management.
html

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Marketing
At UNSW a major in Marketing exemplifies the banner of energy
and creativity that one word inspires. Marketing encapsulates
diversity and this extends to the potential career paths that could be
taken. Career paths can range from stopping traffic with billboards
promoting the next designer fashion show, to stopping people in
their tracks with the opening of the newest fast-food joint. It all
comes under the one umbrella of ‘marketing.’
Being a marketer, your responsibilities can vary; examples including

the managing public relations by handling the media frenzy in the
face of major events and designing visual merchandise in retail
outlets. Further examples include the delivering products such as
nappies and dog food to the consumers and researching why exactly
people prefer Starbucks over Gloria Jeans. The key aspects of
marketing are understanding consumer needs and how to transform
these into consumer satisfaction, value and profits to build lucrative
relationships with customers, suppliers and distributors.
Marketing is offered to students who enrol in a Commerce, Economics, Services

Marketing or Social Sciences degree. This proves its versatility in complementing your
tertiary studies because marketing is applicable across all sectors in a global context,
from telecommunications to the tourism industry. A major in marketing will particularly
complement business studies in Finance, Management, International Business and
Information Systems.
The UNSW School of Marketing offers the following undergraduate programs:

• Bachelor of Commerce or Bachelor of Economics in Marketing.
• A combined degree entails taking courses from two schools in different faculties,
which may be included in the following:
Course Typical Duration Opportunities for

Materials Science/Commerce 3136 5.5 years Advancement
Social Science 3420 3 years
A major in Marketing is a multifaceted and
Commerce 3502 3 years resourceful asset across a diverse range of
Commerce/Economics 3521 4 years industries and professions, from managing
Commerce/Arts 3525 5 years airlines and international hotel chains to
marketing consulting and development at
Economics/Arts 3526 5 years different government levels.
Commerce/Social Science 3527 5 years
Economics/Social Science 3528 5 years One of the notable achievements from
fellow marketing alumni took place back
Commerce/Science 3529 4 years in 2005 when Hilton Hotels hosted the
Commerce (International) 3538 4 years national “Elevator Graduate Program.”
Commerce (Liberal Studies) 3539 4 years This was designed to recruit top graduates
and fast-track these candidates to senior
Economics 3543 3 years leadership and management roles within
Services Marketing- Tourism 4 years 6 years of graduation, cutting more than
and Hospitality 3571 half the time it traditionally takes for
Software Engineering/Commerce 3653 5 years graduates to work from the bottom. Of the
four candidates that were selected, three
Engineering/Commerce 3715 5.5 years were graduates from UNSW, which verifies
Science 3970 3 years the lucrative opportunities that a knowledge
Computer Science 3978 3 years and experience in marketing can provide.
Commerce/Law 4733 5 years

Bachelor of Commerce in Services Marketing – Tourism and Hospitality.
This is a 4-year double major degree program, which allows you to undertake an optional
3rd major, which may be within the Australian School of Business or the School of
Languages and Linguistics in the Faculty of Arts and Social Sciences.
What are the Requirements of my Major? Compulsory courses:

• MARK1012 Marketing Fundamentals (6 UOC)
• MARK2051 Consumer Behaviour (6 UOC)
• MARK2052 Marketing Research (6 UOC)
• MARK2054 Market Analysis (6 UOC)
• MARK2055 Service Marketing & Management (6 UOC)
• MARK3082 Strategic Marketing Management (6 UOC)
Note: Only students enrolled in BCom (Services Marketing in Tourism & Hospitality)
are required to complete MARK2055 Service Marketing & Management. For all other
students the course is an elective.
Electives:
List A
• MARK2053: Mark. Comm. & Prom. Management (6 UOC)
• MARK2055 Service Marketing & Management (6 UOC)
• MARK3071 International & Global Marketing (6 UOC)
• MARK3084 E-Marketing (6 UOC)
List B
• MARK3072 Advanced Consumer Behaviour (6 UOC)
• MARK3081 Distrib, Strat & Retail Channels (6 UOC)
• MARK3091 New Product & New Service Dev (6 UOC)
• MARK3092 Brand Management (6 UOC)
Note: Students enrolled in BCom (Services Marketing in Tourism & Hospitality) are
required to complete one elective from List B only. For all other students one elective
must be completed from each list.
Elective Topics and Skills Would complement

with....
MARK2055 Service encounter, failure Services Marketing in
Services Marketing and and recovery Servicescape Tourism and Hospitality
Management Customer service major
Service quality Customer
satisfaction Yield
management
MARK3071 International marketing MARK3084 E-Marketing
International and Global strategies Global branding MARK3092 Brand
Marketing Marketing management Management
across borders
MARK3072 Consumer choice Attitude MARK1014 Customer
Advanced Consumer formation Learning Relationship Management
Behaviour Consumption experience
MARK3084 Technology innovation MARK3071 International
E- Marketing Communication strategies and Global Marketing
Marketing positioning and
segmentation
MARK3091 Innovation and MARK3092 Brand
New Product and New Entrepreneurship Product Management
Service Development Markets Market research
techniques
MARK3092 Brand Launching new brands MARK3091 New Product
Management Brand and line extensions and New Service
Product life- cycle Brand Development MARK3071
alliances International International and Global
branding Brand metrics/ Marketing
audits

What are the Different Fields
of Marketing?
Advertising and Public Relations
You are responsible for using your skills and innovation to create promotional campaigns
that will get people excited about the product. We’re talking about the “WOW” factor –
when you can’t seem to turn to the next page of a magazine and/or keep your eyes on
the road when you’re driving past a billboard. On the PR side, you help to manage the
perceptions of brands and their products, from arranging speeches to liaising with the
media. Companies in this field include Saatchi & Saatchi, Ideaworks, BMF Advertising,
Trendhaus and Vertical Leap Marketing.
Market Research
You are to provide the means of an answer to a question. Market researchers strive to
discover the reasons that drive our consumer choices, such as why we choose to satisfy
our morning caffeine cravings from Starbucks over Gloria Jeans. They apply methods
including surveys, mystery shopping, focus groups and new product demonstrations
to help understand the behaviour of the target market. Market research companies
and advertising agencies include Clemenger BBDO, Roy Morgan Research, Chieftain
Marketing, Ninedots Marketing, Digital Cadet, Accenture and The Communications Group.
Product Management
Your role is to market and develop products from luxury goods to basic amenities. This
occupation requires you to be both the tactical and strategic core of the business in order
to strengthen the brands and build a connection with the customer’s mind. Consumer
goods companies include Unilever, Arnott’s, Canon, Kellogg’s and Nintendo.
Retail and Customer Services
Do you thrive on interacting with people in a fast-paced environment? If you have ever
shopped and/or worked in David Jones or Myer during the Christmas rush, then you will
understand the importance of this service-oriented profession. When you walk into one
of these stores, you are not just paying for the bag you’ve been eyeing for the past month;
you are also expecting a pleasant service experience. Retailers and service organisations
are ultimately responsible for fulfilling that ideal. Consumer services and retail
organisations include Qantas, Coles-Myer, McDonalds, Tourism NSW and hotel chains like
the Hilton and Novotel.
Non-Profit
Marketing is not restricted to working for companies to promote and sell their product.
There are many non-profit organisations that require your skill and expertise as well.
You are usually given the opportunity to perform all the responsibilities found in other
marketing professions, allowing you to really make a difference and boost your marketing
experience while you are at it. Companies include RSPCA, World Vision, Unicef Australia
and The Smith Family.

What Sort of Jobs Awaits Me
in My Major?
Advertising Managers create, plan and execute advertising strategies by Further Information
communicating with agencies to develop a product or brand. They are also responsible UNSW School of Marketing:
for allocating budgets, managing specialist staff and developing sales support material. www.marketing.unsw.edu.au
Brand/Product Managers administer the marketing of a company’s brand and products
by creating new products, determining the types of suitable promotion, the price of the UNSW Handbook
products and coordinate the brand image in the market against competitors. www.handbook.unsw.edu.au/
undergraduate/specialisations/2010/350
Marketing Managers coordinate the activities across all departments of the company 2Marketing.html The Australian Institute of
that are directed towards marketing. They are also in charge of creating corporate Marketing: www.ami.org.au
marketing plans to propose potential campaigns, as well as working with specialists
such as production managers, accountants and technical experts. UNSW Marketing Society
www.unswmarksoc.com
Marketing Service Managers provide supervision and support to the team of sales
specialists by supplying sales material, processing customer enquiries and planning
promotional events.
Market Researchers try to unveil why customers buy the products they buy, by
observing trends, products and the market in an attempt to increase sales or improve
customer satisfaction. This is done by combining primary and secondary research to
provide the means in providing answers to managerial questions.
Market Research Analysts organise, examine and interpret market research findings
in order to answer the questions of who, what, how and why.
Sales Managers coordinate the activities and tasks of the company’s sales team,
and responsibilities like in the product distribution, sales targets/budgets, training/
rewarding staff and sales forecasting.
Electronic Commerce Managers coordinate the marketing activities that project

the company’s image over the Internet and other electronic media. Tasks may include
online advertisements and customer communication.
Tourist Information Officers/Tourism Managers are in charge of managing a

tourism information centre, from training and developing staff members to the provision
of tourist services. They may also communicate industry information and initiatives to
the media and community groups, as well as implement tourism marketing strategies.
Media Planners/Publicity Officers plan, organise and purchase advertising space

that strategically matches the company’s marketing objectives and reaches the
intended target audience, such as placing ads on TV, magazines or on billboards.
Professional Recognition
Australian Marketing Institute Member benefits include:
Professional development in the marketing profession through national and state programs. The Certified Practising Marketer (CPM)
qualification, which is a professional industry benchmark and verifies that you are a professional marketer with extensive experience and
formal qualifications. It defines excellence and promotes the profession of marketing by acknowledging qualified marketing practitioners.
• Exclusive access to industry marketing metric resources.

• Annual AMI awards for marketing excellence, including the Sir Charles McGrath award, the highest honour bestowed by the
profession.
• Comprehensive range of marketing events and government seminars.
• The UNSW Master of Marketing program is an advanced program that matches a research-based approach to learning with
contemporary marketing issues, and fulfils the educational requirements in order to apply for the Certified Practising Marketer
qualification.

This article was orignally published on the 1st of June 2010, at: http://knowledge.asb.unsw.edu.au/article.cfm?articleid=1121
Leadership Question
Who’s in
the Fast lane?
Developing leaders is critical but choosing who should take the high-potential fast track
is tricky. Strategies for identifying high-potential employees – HIPOs – include recruiting
bright, young things, monitoring long-term performance and cherry-picking smart outsiders
to groom as the company’s next leaders. But what happens to the 90% of employees
who aren’t hit with the HIPO stick? Research suggests a broader approach may be more
beneficial – and Australian companies are listening.
E
mployees are the engine of any company; without “everyone wants to work with a [HIPO]”.
staff an organisation cannot function effectively. HIPOs also like to be “stretched” and to help them
But it’s that slice of the employee population achieve mastery in each new role, they are supported
known as high-potential employees that provides the through company-sponsored training, mentoring
engine’s turbo booster. High-potential employees are and coaching; in return they’re expected to deliver
an elite group of workers who are regarded as the superior performance.
future leaders of their firm. Variously called HIPOs or “In most large organisations like ours, the matrix
MVPs (most-valued employees), this small group of system is used to identify those people who are
employees is characterised as well educated, flexible, performing so well that they’re hitting the ball straight
adaptable, agile and resilient. They are hard workers, of the park,” says Karen Lonergan, executive manager,
fast learners, good problem solvers and natural performance and culture at Australian airline, Qantas.
leaders. “High-potential employees are the sort of people
“In any organisation, about five to 10% of people whose performance excels no matter how complex
in the workforce deliver extraordinary value to the the project or how challenging the stakeholder
organisation – in many cases, two to three times more relationships; they continually out-perform their
value than their less-gifted colleagues,” writes Margaret peers. They have the ability to learn quickly and to
Butteris in her book, Coaching Corporate MVPs. “High- take the lessons they’ve learned and apply them in
potential employees are the people who constantly other parts of the business. They also have the ability
seek to improve their own performance and that of the to be well connected through relationships throughout
organisation, who aren’t afraid to challenge existing the business and have a reputation as being someone
ways of thinking and acting, and who live by the values with whom people want to work again. “In short,
of the organisation and do all they can to achieve its high-potential employees are the people we identify
vision.” Characteristically they are team players who as being the right sort of people to be groomed for
become talent magnets, attracting other high-potential leadership roles in the company.”
individuals from the outside, writes Butteris, because

Student Benefits of Knowledge@
Australian School of Business
The Australian School of Business has recently launched

a new website called Knowledge@Australian School
of Business. This online information portal is a very
valuable tool for students; it will help you in the lead up
to your first step on the career ladder and it will be very
valuable throughout your career.
Identifying HIPOs engaged the Australian School of Business to provide

The ‘x-factor’ that makes one person a HIPO and tailored, high-level and intensive programs designed
another a technical specialist, a professional for small cohorts of 15 senior employees who have
operative or a middle manager is often apparent at been earmarked for key leadership roles. Programs
the recruitment stage. Companies such as Macquarie such as those offered through the Accelerated
Group use exceptional educational achievements Learning Laboratory effectively ‘hothouse’ these
as one indicator of leadership potential. These select employee groups over a period of two years of
employers make it clear that only job candidates part-time study. The program combines theoretical
who have achieved a high level in their secondary or and practical components with mentoring and self-
tertiary education need apply for a position. A battery directed learning. “The students come from a diverse
of psychometric tests and interviews further culls this range of business units and functions within the
highly specialised group of people into a shortlist of company – it’s never a homogenous group of people,”
candidates with clear potential to lead. says Accelerated Learning Laboratory research
Other companies, such as Australian airline director Professor Jens Beckmann. “By keeping the
Qantas – employer of 34,000-plus people – students to their own company group, their employers
continually search their employee populations for can expose them to different insights within their own
high-potential candidates. “Our managers are looking company.”
for performance over a period of time,” says Lonergan. The students are taught systems thinking, project
“They seek out people who achieve success by fighting management, change management and how to form,
to meet the challenges of a situation or who have been manage and motivate teams, as well as intensive
able to garner results where others haven’t before.” personal development. “The main objective of the
This means the search is conducted company-wide. program is to accelerate their leadership capabilities
“The easiest place to look for talent is in the corporate and to accelerate their development in order for them
functions, but our focus on identifying emerging to become an expert in their field,” says Beckmann.
leaders is across the business, including functions “We don’t employ a one-size-fits-all approach because
where employees are working with customers, or in we can afford the luxury of accommodating individual
technical roles working in our aircraft.” differences. We teach students to understand certain
Qantas also uses its graduate recruitment drivers of performance and what are the reasons
program as another pool for identifying high-potential not only for failure, but also for success, and the
employees. “Historically, the graduates program has conceptual relationships between the two.”
been fertile ground for identifying emerging talent,”
says Lonergan. “A number of our senior people today What Happens to the Other 90%?
came through that pipeline.” It goes without saying that talented leaders cannot
Traditionally employees who have been identified operate without followers. In any organisation, high-
as having the potential to be future leaders are potential employees will account for only a small
developed through on-the-job training, especially proportion of the population – so what about the rest?
through job or project rotation. According to one “A well-designed, employee development program
academic study 84% of firms reported job rotation will provide opportunities for all staff to maximise
as the primary strategy used to develop HIPOs. “Even their potential,” says Amcor’s Jones. “Your people are
though a high-potential employee has a lot in common everything – they are your value proposition and your
with like-minded employees in the same group, it’s still competitive advantage. So there is an obligation to
very important to look at each person individually,” develop everyone. Nevertheless, when we introduced
says Qantas’s Lonergan. “Each individual person the program and hired outside for the first cohort,
will have different development needs and so their we were concerned about how our other employees
development is either through formal training or would feel. But we’ve now just had the third cohort
education, or rotation through different projects, or complete their program and because of the success,
mentoring and coaching.” the program is seen broadly within the company as a
Increasingly, companies such as Qantas, real opportunity and something to aspire to.”
Amcor, insurance group IAG, the ANZ Bank and the At Qantas, one of the company’s values,
Australian Broadcasting Corporation send their high- “professionalism” underlines all of its development
potential employees back to school. All five have programs. “Our biggest and most important group of

Student Benefits of Knowledge@Australian School of Business
• Get a career head start: Employers look favourably upon interviewees • Fortnightly bulletins: You will receive the latest
who can demonstrate an understanding of current, real-world issues. business knowledge and research delivered
You only need to spend a few minutes every fortnight reading the straight to your inbox.
Knowledge@Australian School of Business bulletin and you will ingest
information about important global issues. By the time you sit your first • Access to the archive: You will receive access
career interview you will have a wealth of relevant knowledge that will to the back catalogue of articles, interviews,
give you the edge over your peers. podcasts and videos.
leaders are our staff who work on the frontline with our on either basic skills or engineers and scientists. In
customers,” says Lonergan. “One of the reasons why terms of growth, our estimates suggest that developing
we opened our Qantas Centre of Service Excellence basic skills and highly talented people reinforce
was because it’s important that our in-flight crews each other. Moreover, achieving basic literacy for all
continue to be able to develop their existing skills may well be a precondition for identifying those who
and to acquire new ones.” One initiative is Sommelier can reach ‘rocket scientist’ status. In other words,
training for cabin crew in order to understand wine tournaments among a large pool of students with
and to converse intelligently and informatively with basic skills may be an efficient way to obtain a large
passengers. share of high-performers.”
This egalitarian approach to employee Adopting a more open approach to staff
development is supported by the findings of a World development – and one that allows for the unexpected
Bank policy research paper, ‘Do better schools to occur – is often witnessed in microcosm in
lead to more growth’ by Eric Hanushek and Ludger the Accelerated Learning Laboratory. “We’ve had
Woessmann, recently presented at an Australian occasions when some people who have been sent
School of Business conference. “Our data … allows here by their company were not expected to be quite
us … to illuminate one important issue: whether up to the challenge but have instead excelled,” says
to concentrate attention at the lowest or at the Beckmann. “It’s not uncommon for us to find, to use
highest achievers.Some argue in favour of elitist an analogy, a ‘diamond in the rough’. But in the main
school systems that focus on the top performers as the people who gain the most from development
potential future managers of the economy and drivers programs for high-potential employees are the high-
of innovation. Others favour more egalitarian school potential employees themselves.”
systems to ensure well-educated masses that will be Which raises that old chestnut: is past
capable of implementing established technologies. In performance a predictor of future performance? The
other words, should education policy focus on forming trend in organisations today tends to be to take a bet
a small group of ‘rocket scientists’ or are approaches each way; to continue to identify and develop HIPOs
such as the Education for All initiative (UNESCO 2005) while simultaneously searching for the unexpected. “I
more promising in spurring growth?” think it’s a dangerous thing to limit yourself only to
The paper raises the point that focusing solely those people who have performed well in the past,”
on gifted and talented stvudents and employees is says Beckmann. “What you should also look for is
important, but not organisationally sustainable unless consistencies and inconsistencies in performance
coupled with a development focus on the whole over time. It’s important to find a balance.”
employee population.“Many countries have focused

Membership is a 100% free!
Don’t miss out on this opportunity, subscribe now for FREE at http://knowledge.asb.unsw.edu.au/signup.cfm
• Networking opportunities: You will be able • Networking opportunities: You will be able to tap into the large
to tap into the large network and engage in network and engage in discussions with a great number of business
discussions with a great number of business minds globally.
minds globally.
• Gain insight into topical and important issues: Knowledge@Australian
• Information to help shape your career choices: School of Business is a source of easy to read, enjoyable and topical
Discover new career opportunities. information. Knowledge provides you with digestible information on
the issues that matter (issues that aren’t covered in your textbooks).
This article was orignally published on the 18th if April 2010, at: http://knowledge.asb.unsw.edu.au/article.cfm?articleid=1114
Learning and Development
How to discover
diamonds in the rough
Intelligence is not always a pre-requisite for success in the
business world. Problem-solving is an important skill, as well as
mental flexibility, the ability to adapt to change and to break out
of routine ways of thinking. Jens Beckmann of the Accelerated
Learning Laboratory (ALL) at the Australian School of Business
heads a program that’s helping employees from leading Australian
corporations to meet those challenges. In an interview with
Knowledge@Australian School of Business, he says a one-size-fits-
all approach to training and development, oddly enough, won’t suit
everyone.
An edited transcript of the interview follows. Knowledge@Australian School of Business:

How do you accelerate leadership capabilities?
Knowledge@Australian School of Business:
Jens, what is the most common attribute of a Jens Beckmann: There are two main ways to identify
high potential employee? potential or to accelerate development. One way
is to look for high potentials within your company’s
Jens Beckmann: That’s not easy to answer because criteria – it’s often called the competency framework.
often what is discussed is the notion of talent – You select people and send them to a development
whether someone has talent to accelerate or to program. Those high potentials, or already highly
develop – and the problem is that notion often comes skilled people, wouldn’t be expected to accelerate at
with the connotation that it’s an innate trait or skill, a very high speed – you tend to make more of what’s
either you have or you don’t. I would rather focus on already there.
potential. We could probably keep up the optimism
that there is much more potential out there than The other way is to focus on ‘the diamonds in the
we actually utilise. That puts the ball back in the rough’. You should not only focus on your selection
employer’s court, making it his or her responsibility criteria [for high potential employees when choosing
to identify this potential. This is what we are trying people for development], because they might just
to help to facilitate. We’re helping industries to get a be inappropriate. Some employees may not excel
better perspective on the identification of potential so because the learning environment provided does
that they can use it in a much more efficient way. not suit them. But, if you send those employees to a
training program that tries different approaches and

methodologies of learning, you might be surprised by Knowledge@Australian School of Business:
the outcome. From your years of research into the study and
assessment of intellectual abilities, how crucial
What we are doing at the Accelerated Learning is intelligence to business success?
Laboratory is a compromise between both. Firstly,
we are not involved in the selection process of the Jens Beckmann: It’s necessary, but not a sufficient
employees who are sent to us, and this is intentional. pre-condition. You need a certain level of information
We want to try to establish the notion of a learning processing capacity, which may sound a little bit
environment, and if the first contact with them is technical but it probably avoids the connotation
through a selection procedure this would send mixed that comes often with IQ (intelligence quotient). You
messages. So we leave the decision about who to have to have a certain level of capacity to process
send to us to our industry partners. Then the wide information because the challenges in the workplace,
variety of learning methodologies and approaches we such as decision-making and problem-solving, involve
employ can help to further accelerate these talented information processing.
individuals – and to unleash potential that has not To read the
been identified before. What’s more crucial though is how this capacity is used.
When it comes to the development of your employees,
rest of the
[The ALL] is not just about providing a learning and there are three main ways: one is you have a certain interview
proportion of formal teaching or training programs
development training program, mostly importantly, it
is a research program. We conduct research as we within companies; then there is often a mentoring
visit
go, and constantly refine and validate our approach program, and; there is learning by experience. I believe
so that we learn from our participants. On the way, we the focus on learning by experience is too strong, and
find out what actually works with whom. This puts the the reason why it doesn’t work well comes back to the Knowledge
focus on individual differences in learning, and means capacity for processing information. This is actually @
we can avoid a one-size-fits-all approach. What’s good limited. We know this from lots of different research in
about it is that we have a lot of small groups of highly this domain, and we have to find ways to overcome it. Australian
motivated people, so that we can actually afford to do When we are exposed to situations in the workplace, School of
that. often this is linked to the demand to solve a problem
or to make a decision. All our cognitive resources Business
might be absorbed by this task...
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ONE

For more information and to apply, visit www.westpac.com.au/summerinternship

Applications close 3 September, 2010.

Are Grad A lot can change in the space of a year and

Lastly, I would like to thank our sponsors

Make the most of your degree. As you throw your

This Student Club publication is proudly supported by Arc

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I would like to congratulate those of you who have completed

Australian School of Business graduates are highly regarded

It is important to remain open-minded and pursue work

Best of luck to those applying for graduate and summer

Professor Alec Cameron

www.unswbsoc.com | Careers Guide 4

EDITOR DESIGN AND LAYOUT

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www.unswbsoc.com | Careers Guide 6

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‘I could only have done it at Deloitte’. Our Summer Vacation Program

Globally, Deloitte is the largest professional services How to apply

• BRW Great Place to Work, 2010

Liability limited by a scheme approved under Professional Standards Legislation.

Accounting. Students must complete:

48 units of credit from the Finance

ACCT3708 Auditing & Assurance

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Position Likely Responsibilities Potential Employers

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www.unswbsoc.com | Careers Guide 12

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The Institute of Chartered Accountants

Steps to Undertake to Become a CA

Note that Conceded Passes acceptable in a three-year Bachelor degree is restricted

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CPA (or Certified Public Accountant)

Steps to Undertake to Become a CPA “ ... CPAs are sought after

2) Pay fees to become an associate member of CPA.

3) Enrol in CPA program and complete 6 segments.

5) Complete 3 years mentored work experience.

5) Advance to CPA status within 6 years.

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If you want a career that’s rewarding, become a Chartered Accountant.

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Boris is one of UNSW Business Society’s Peer Industry

If you are interested in asking him or our 3 other PIMP Leaders

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An actuarial career is more accurately depicted as a business career

Is Actuarial Studies For You?

Persistence, critical thinking and a strong background in mathematics are essential.

The Actuarial Profession

• Corporate actuaries work in large corporations, such as banks and insurance

• Consulting actuaries perform actuarial activities for external clients - companies

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The UNSW Actuarial Society (ASOC)

For more details please visit

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Advice for first year students:

- Richard Maunder; Finity.

- Richard Maunder; Finity.

“Your marks are the first thing that get you in

Question and Answer

Q: How do you balance work and life?