An open letter to India's graduating classes

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Dear Graduates and Post-Graduates,

This is your new employer. We are an Indian company, a bank, a consulting firm, a multinational corporation, a public sector utility and everything in between. We are the givers of your paycheck, of the brand name you covet, of the references you will rely on for years to come and of the training that will shape your professional path.

Millions of you have recently graduated or will graduate over the next few weeks. Many of you are probably feeling quite proud - you've landed your first job, discussions around salaries and job titles are over, and you're ready to contribute.

Life is good - except that it's not. Not for us, your employers, at least. Most of your contributions will be substandard and lack ambition, frustrating and of limited productivity. We are gearing ourselves up for broken promises and unmet expectations. Sorry to be the messenger of bad news.

Today, we regret to inform you that you are spoiled. You are spoiled by the "India growth story"; by an illusion that the Indian education system is capable of producing the talent that we, your companies, most crave; by the imbalance of demand and supply for real talent; by the deceleration of economic growth in the mature West; and by the law of large numbers in India, which creates pockets of highly skilled people who are justly feted but ultimately make up less than 10 percent of all of you.

So why this letter, and why should you read on? Well, because based on collective experience of hiring and developing young people like you over the years, some truths have become apparent. This is a guide for you and the 15- to 20-year-olds following in your footsteps - the next productive generation of our country. Read on to understand what your employers really want and how your ability to match these wants can enrich you professionally.

There are five key attributes employers typically seek and, in fact, will value more and more in the future. Unfortunately, these are often lacking in you and your colleagues.

1.You speak and write English fluently: We know this is rarely the case. Even graduates from better-known institutions can be hard to understand.

Exhibit No. 1: Below is an actual excerpt from a resume we received from a "highly qualified and educated" person. This is the applicant's "objective statement:"

"To be a part of an organization wherein I could cherish my erudite dexterity to learn the nitigrities of consulting"

Huh? Anyone know what that means? We certainly don't.

And in spoken English, the outcomes are no better. Whether it is a strong mother tongue influence, or a belief (mistakenly) that the faster one speaks the more mastery one has, there is much room for improvement. Well over half of the pre-screened résumés lack the English ability to effectively communicate in business.

So the onus, dear reader, is on you - to develop comprehensive English skills, both written and oral.

2. You are good at problem solving, thinking outside the box, seeking new ways of doing things: Hard to find. Too often, there is a tendency to simply wait for detailed instructions and then execute the tasks - not come up with creative suggestions or alternatives.

Exhibit No. 2: I was speaking with a colleague of mine who is a chartered accountant from Britain and a senior professional. I asked him why the pass percentage in the Indian chartered accountant exam was so low and why it was perceived as such a difficult exam.

Interestingly (and he hires dozens of Indian chartered accountants each year), his take is as follows: the Indian exam is no harder than the British exam. Both focus on the application of concepts, but since the Indian education system is so rote-memorization oriented, Indian students have a much more difficult time passing it than their British counterparts.

Problem-solving abilities, which are rarely taught in our schooling system, are understandably weak among India's graduates, even though India is the home of the famous "jugadu," the inveterate problem solver who uses what's on hand to find a solution. Let's translate this intrinsic ability to the workforce.

3. You ask questions, engage deeply and question hierarchy: How we wish!

Exhibit No. 3: Consistently, managers say that newly graduated hires are too passive, that they are order-takers and that they are too hesitant to ask questions. "Why can't they pick up the phone and call when they do not understand something?" is a commonly asked question.
You are also unduly impressed by titles and perceived hierarchy. While there is a strong cultural bias of deference and subservience to titles in India, it is as much your responsibility as it is ours to challenge this view.

4. You take responsibility for your career and for your learning and invest in new skills: Many of you feel that once you have got the requisite degree, you can go into cruise control. The desire to learn new tools and techniques and new sector knowledge disappears. And we are talking about you 25- to 30-year-olds - typically the age when inquisitiveness and hunger for knowledge in the workplace is at its peak.

Exhibit No. 4: Recently, our new hires were clamoring for training. Much effort went into creating a learning path, outlining specific courses (online, self-study) for each team. With much fanfare, an e-mail was sent to the entire team outlining the courses.

How many took the trainings? Less than 15 percent. How many actually read the e-mail? Less than 20 percent.

The desire to be spoon-fed, to be directed down a straight and narrow path with each career step neatly laid out, is leading you toward extinction, just like the dinosaurs. Your career starts and ends with you. Our role, as your employer, is to ensure you have the tools, resources and opportunities you need to be successful. The rest is up to you.

5. You are professional and ethical: Everyone loves to be considered a professional. But when you exhibit behavior like job hopping every year, demanding double-digit pay increases for no increase in ability, accepting job offers and not appearing on the first day, taking one company's offer letter to shop around to another company for more money - well, don't expect to be treated like a professional.

Similarly, stretching yourself to work longer hours when needed, feeling vested in the success of your employer, being ethical about expense claims and leaves and vacation time are all part of being a consummate professional. Such behavior is not ingrained in new graduates, we have found, and has to be developed.

So what can we conclude, young graduates?

My message is a call to action: Be aware of these five attributes, don't expect the gravy train to run forever, and don't assume your education will take care of you. Rather, invest in yourself - in language skills, in thirst for knowledge, in true professionalism and, finally, in thinking creatively and non-hierarchically. This will hold you in good stead in our knowledge economy and help lay a strong foundation for the next productive generation that follows you.

Together, I hope we, your employer, and you, the employee, can forge an enduring partnership.

What can CEO’s learn from Amitabh Bachchan ??

# POST 0049

The curious case of the legendary Big B remains my most favorite story. A case study just so fitting in management and day-to-day life and covering so vast dimensions I can probably write chapters.

This piece seeks to draw lessons and learning from his life’s highlights, incidents and trends. Despite being termed as a management case study the lessons would encompass more perspectives, hardly limited to just business or profession. They can help us in managing our lives and, more so, whenever we are in the middle of sorry state of affairs. 

How come a man who was almost being forgotten and completely written off, could spark everyone’s imagination once again? A legend whom banks had almost abused was writing cheques of One crore. Gosh!!! It was big money those days. It still is but, in those times, it was unheard of on telly. How could television make such a big star out of a sun almost set? All of a sudden, everything seemed to be not just alright but incredible. Producers were making beeline at his doorsteps. His cash boxes were ringing like never before. Amitabh is the most expensive and the busiest star again.

I’ll start with some lessons, learning and clues, covering diverse perspectives.

The first and most important lesson I draw from his days of ignominy when he was down and almost out. The learning is change becomes inevitable if you are resolved to turn things around you. No matter how much intimidation you face but, persist till you have the last laugh. You will (have the last laugh). And, whether or not you think you can achieve something you are actually right. A lesson for every individual.

Second I draw from his early days. This simple learning substantiates the old saying that most of the accomplishments in this world are credited to some tired persons who kept trying in spite of streak of disappointments. Dont Give up. You are not out untill you think you are out.

The third lesson relates to Marketing Management and refers to Product Life Cycle. Amitabh Bachchan’s life substantiates the PLC theory at times. At other times, it totally defies them all. The bottom line, however, is that if the product is dynamic enough, it can give the competition a run for its money. Such an old brand, Big B had his rough and tough times but has remained competitive for so many decades and has seen almost 4-5 generations (taking 10 years time frame for a new batch of actors entering). When he arrived there, it was the times of likes of Rajesh Khanna, Vinod Khanna and Dharmendra. His arrival on the scene was followed by the generation represented by Rishi Kapoor, Mithun Chakraborty. Then came the time of Sanjay Dutt, Anil Kapoor, Sunny Deol and Govinda. Then came the Khans. And, now we have the new blokes like Ranbir, Imran, Neil etc.

It was only during the times when a product re-look was required and he failed to match with the times, the sun started fading out for Amitabh. He went for bad films that didn’t either suit his aging persona or, were clichéd or, looked desperate to match with the new competitors at different times. He was mostly not being himself.

By the late 1980s Big B was at the peak of the Maturity stage, in terms of the product life cycle theory. Like most other products, defending market share was a very difficult task by this stage. Not only that the new entrants had entered and occupied a lion’s share in the market but our product (Big B) was also exposed to the hilt. It was losing its sheen and aging. Amitabh tried several strategies to resurrect things as a marketer does in a bid to help his product survive this decline. But, a mere tweaking in his characterization would not help. That is why, his bid to re-invent himself did not work wonders for the next 8-9 years between Shahenshah and till the launch of ABCL. Some of the well-chiseled characters worked but its impact remained strictly limited on the entire prospects of the product in the market.

Agneepath, Shahenshah, Bade Miyan Chhote Miyan and Suryavansham were only some of the examples of this. Both offensive as well defensive strategies can be seen at work in the promotion planning of his films in this stage as compared to films before this. The larger-than-life positioning was normally made ostensible at this stage than before. Just like in history when kingdoms started getting diluted, the feudal lords as the remnants of those kingdoms started flaunting titles bigger than ever.

The problem with ABCL also had its root cause in the same market positioning of Big B. If it would have been a fresh startup or an unknown entrepreneur, maybe it would not have dwindled so much as ABCL was made to. I can safely cite the example of Satyam. Suppose, in its bid to regain its pride and positioning, if Satyam launches a new milestone venture in the near future, it would attract more cynicism than support. At the decline stage, if one has to diversify, the new product or venture is ideally preferred to belong to an entirely different domain and not have a direct connection with the existing product/brand that is declining. This is generally done with two objectives in mind: 1.to create alternate means of business and income while the previous product/brand is dying, 2. different domain/sector is suggested even preferably with a different brand-name so that the evils of the previous brand do not harm the nascent venture/brand. However, in the case of Big B, the biggest base was the goodwill of the name Amitabh Bachchan. His entire positioning at that point of time had no residual value, other than his name. It was an unavoidable decision he had to make if if he would have thought not to. Still, somewhere, he needed to draw a line and decide. He would have probably done better for himself. The evils surrounding the brand Amitabh Bachchan marred the prospects of his new ventures.

His entrepreneurship failed for a multitude of reasons. My take is that he was probably bit early, and initiated corporatization in Bollywood before Indian cinema was prepared for that. Though he was proactive, he also suffered for lack of earlier management experience and, more so, because he was individually on a downside. He was not bankable. Had he been bankable, his enterprise could have been saved. What was termed as huge debt could well have been prided as “credit line”. Further, as he was entering multiple new domains of production, events and lifestyle etc., it would have been better if he went little slow both in terms of the range of activities and also capital at stake. The markets were opening up, no doubt but, India was yet to see the kind of corporatization he was eying.

But, for Big B though, the best was yet to come. A product that has been leader for decades in the market knows the customer better than any new entrant. It’s only a matter of right initiative at the opportune time. He lagged. Was jolted. But, resurfaced to never fade again.

At the lowest ebb of life and time a superstar of his stature could have seen, Amitabh realized some of these nuances harder way. He realized that after so much of trauma and experiments, the older product wasn’t left with a future anymore. That the existing product must be killed and make way for a new product. TV was the right route. For, it helped him change his domain and positioning both. We saw Amitabh with grey beards that he didn’t prefer to dye but, flaunted with pride. It became his signature that he still carries. Maybe as his lucky charm.

For TV, he was the biggest star Indian television could ever have seen. This positioning he might not have got on the bigger screen. It was like when a product is old and trashed in the United States, it is launched in India with a huge success. Everyone lapped him up and watched him in awe on TV. TV was also born again, thanks to the Big B. It helped him regain his charisma and an altogether new positioning. The markets realized that the product had not died, only changed to a more effective and efficient version to suit the requirements of the time. With this new positioning, it was time again for him to mark his re-launch (in true sense) on the big screen. This time not as a shadow of yesteryear’s star trying hard to be what he used to be 20 years back. But, as a product that combined all the earlier features and was still the best in the marketplace. This was like the product phased out in the US, launched in India, then manufactured in India and, subsequently exported to US, albeit at a lower price (due to lower costs) and much of value addition. Amitabh, however, beat the marketing theorists here as this time he had got value additions but commanded an even higher price.

While his old fans were gleaming with joy again, the new fans were being born everyday. Amitabh was reborn. Scripts were again being started to be written exclusively for Amitabh. He was the lead actor in films even if where had just 5 scenes. His silence in many films sounded more powerful than the howls of Gabbar Singh in Sholay. Amitabh was a new product, in a new package, combined with the strength of the old. Like Surf Excel.

In this phase, however, he had learnt that this was the age of McDonalds and fast food joints. That this was the age of the “impatient”. That he must maximize his business, visibility and gains because, you wink and someone else may be at the helm of affairs. Competition was there as never before. And, he was oddly pitted against actors half his age. Unfair. But, who said business was a fair game! Amitabh meant business. It was coming his way more than he would have even anticipated in the 70s.

Marketing and Product strategy again at play. Amitabh preferred the strategy of “rapid skimming”, common to markets with high competition. This strategy suggests high promotions and high price. Had it been the same old Amitabh, he could not have been able to command a price higher than the most of the top stars of this time. But, it was a new Amitabh Bachchan. Suddenly, he was everywhere. It was in this phase that Amitabh did the higher number of films per year. And, he featured in the highest number of TV commercials at times. Events. International tours. He still is the busiest of the celebrity brand ambassadors and would endorse from a chocolate to the cement and cosmetics.

Having seen and been on the top and also bitten dust, Amitabh became tough enough to sustain the second coming and surmount any challenges. He has not aged, just become seasoned and weathered. His eyes look ripe but still gleam like a young man at the sight of sunshine and rain. 

We are sure to see him giving us too much to learn and implement in our lives and profession.

How to enhance your executive presence - Shine out !!

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Executive presence is easy to spot, yet tough to define. Clearly, leaders seem to have this quality in abundance. Having a better executive presence is closely linked to rapid promotions and attracts positive attention and inspires others around you. While it may seem hard to acquire, focusing on the following will help enhance your executive presence:

Appearance: At work, your physical presence conveys both professionalism and confidence. Besides clothes, neat work habits add to your visual appeal.

Body language: Direct eye contact, firm handshake and swift body movements enhance visual impact. Posture helps too, as walking and sitting upright conveys authority with a dash of dignity.

Maintaining Calm: Leaders know that remaining calm in the eye of a storm highlights their ability to manage interruptions and work-related stresses with ease.

Communication: As words add weight, good communication skills are extremely important. Leaders are able to present to diverse audience, connect with their listeners at a personal level and command respect.

Listening skills: Leaders know that displaying good listening skills shows genuine interest and humility and helps make an emotional connect. Also, it shows their ability to hear conflicting views and listen to feedback.

Voice: Conveying your message with conviction and clarity is found in abundance in both business and political leaders. Varying the tone, volume and pace to captivate their audience, effective use of pauses and emphasising important words, all help maintain audience interest

10 Mistakes to avoid in your First Job !!

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Your first job is what gets you set for a long and fulfilling career ahead. Fresh out of college, eager to race ahead and make it big, you often overlook some small but nevertheless important items. Some mistakes can be costly some not. Here are some of the most grievous mistakes that young Indians make on their first job.


1. Don't run after money

It is easy to get starry eyed with your pay package and dream about all the things you would be able to do with the extra money. No more asking for pocket money from parents, the independence, the freedom. But in this don't forget your long term objectives. The job which pays you the most right now might not be the best thing for you.

So think from a long term perspective. Once you have spent enough years doing one kind of work (not necessarily in the same company), you will be type casted and your next job will be in a similar setting unless you get another degree or start again at the bottom rung. So for your first job don't go after the job which pays you the most today, but think about what suites your skills, capabilities and interests. Go for the job with the maximum learning potential that complements your capabilities and skills and the money will follow.

2. Learn to climb the ladder of success slowly and patiently

In most cases, your first assignment will not be rocket science! You will not be researching the next wonder drug or developing the next smartest smart phone or cracking a huge deal. You will in all probability spend your initial days doing tit bits of routine, low end work. Your desk will be the magnet for all grunt work! This is a big let down for a lot of people. You would have been a topper of your class, but in the corporate world you are still a newbie.

You have to do the rounds, learn the tricks of the trade before you get the cream. A lot of people get disappointed by this and switch to a new job instead of sticking it out. Trust me, your next job will be no different. You can't escape this. You have to go through the grind once. Stick it out for at least one annual cycle if not longer. That is the minimum it takes you to figure out the real deal. By switching too soon, you miss out on the opportunity to get to the real work besides having nothing really worthwhile to show on your CV

3. Dont be Afraid to ask for Help

No matter how much you know and what your background is, there will invariably be instances when you get stuck and don't know how to proceed. There may be things you don't know how to do, where to start even. The biggest mistake new comers make is to keep going at it without asking for help.

Don't be afraid to say 'I don't know' don't be shy of using the two words 'Please help'.

Remember you only have to ask and ye shall receive. Your seniors, team mates, work colleagues will be willing to lend you a helping hand if only you ask. Trust me, you will not be perceived as dumb or stupid. Everyone understands that you may not know everything so ask for help. So don't struggle alone, find mentors, ask for help. 

Moreover, everyone (even your enemies) gets an Ego boost, from helping someone...They feel superior. Let them feel superior.

4. Your Online Profile

In today's increasingly digitized world, it is easy to share every minute detail with your contacts via status updates and tweets. Even though you have not added your boss as a friend, but you don't know who is going to read it. Anything that goes online, stays online (residing in someone's cache or some server's backup) even if you delete it later.

So if you have to rant about your boss, or think you are stuck in a shitty job, refrain from posting it on social networking sites. Your boss may not read it, but your potential employers might or some friend of yours might like or share your update and you never know who it reaches. So be careful of what you share or say on public forums, social networking sites and your own blog.

5. Reach out to people. Don't isolate yourself

The biggest asset you will develop while at work besides the monetary kind is your network. The people you work with, the clients you talk to, the vendors whom you employ are all potential doors to your next job, your next assignment. So while you are fighting it out with your colleague in the next cubicle to get that A or 5 on your appraisal, don't forget to forge good relationships.

Don't be an island.

Network and cultivate not only good working relationships but also genuine friendships. In the rat race, we often forget about this aspect and end up isolating ourselves. So while a little competition is good to heat things up and get you in the flow, don't be too competitive. And don't forget the gatekeepers, the assistant, the office boy, the liftman. They can open more doors for you than you can think.

6. It's easy to miss the point. Don't

While you are too focused on getting your job done, don't miss the big picture. Take time to ask how what you do fits in the grand scheme of things. Don't be too rigid about your job description. If occasionally you have to do work that goes beyond your job description, do it with enthusiasm.

This is your opportunity to show case your other skills and talents to your superiors. This is your chance to get some diversity on your CV, to get some experience that goes beyond your routine work and a good chance to get noticed. At the same time don't go overboard with it. Don't do everything extra that gets thrown your way at the expense of your regular responsibilities. Know where to draw the line.

7. Watch what you say before you end up in a soup                                               Whether you like it or not, office politics is a reality. The extent differs from office to office but its there at all levels. And whether you like to play it or not, you are in it. So failing to understand when you are being taken for a ride and not being able to cover your ass (CYA) when put in a spot for no fault of yours is one mistake you don't want to make.

Don't get me wrong. I am not saying you cover up your mistakes. If you make a mistake, own up, take a rap, correct it and get moving but don't be a scapegoat for someone else's mistake. Document your work, have approval emails saved, be careful what you put in writing.

Mind your water cooler conversations, be careful what you say to whom and use your own common sense before taking any grapevine seriously and acting on it. Seen the movie Corporate? Need I say more?

8. Figure out where your interests lie 
It's your first job, you still haven't seen enough, but that shouldn't stop you from planning your career. You may like to wing it, and take things as they come. This will seem a very good strategy now, but 5 or 7 years down the line you may regret it or if you are lucky maybe not. But why leave it to luck alone?

Understand your capabilities, your skills, your strengths and weakness. Figure out where your interests lie and take a call on your dream job. Then work towards it. Not to say that this plan has to be set in stone, it can and will change as you progress but have a broad outline in place. This will help you work towards getting the right kind of experience, building the correct skill sets and most importantly keep you alert to the right kind of opportunities which will get you where you want to be.

9. Not delivering is the worst mistake 

In the workplace, timing is everything. There is no excuse for incompetence. 'Sorry the dog ate my homework' kind of excuses won't work. If you have been given a deadline, take it seriously and get it done well in time. If it means putting in extra hours, do it. Remember that unlike in grad school, a low grade on one assignment matters here.

Don't expect to get a free lunch. If you think the deadline is unrealistic, by all means approach your boss and seek guidance but do it in a professional manner. If you have too much on your plate and can't prioritise, don't be afraid to ask you boss to help you prioritize but not getting your work done in a timely and professional manner is not going to get you far.

10. Seeking Immediate Success

Unless you are very lucky or born with a silver spoon, chances are that you will not instantly become a top shot. There is no shortcut to success and the long cut is often filled with potholes and speed bumps. So be patient and give it time. Give it your best shot but be prepared for failure.

Set your expectations right! Very often, it is the first job which is an eye opener. Fresh out of college, we have high hopes and expectations which is good, by the way, but becomes a dampener when things don't go as we had hoped.  So set your expectations right and be prepared for a few let downs. And if you do become a big success overnight, do remember to be modest and, don't burn bridges. You never know who you will need on your way down.

The Monkey Story - Pictorial Decription

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The Monkey Story - Pictorial Description - courtesy Anuj Daga

How cultures are formed, and why we should learn to question

#POST 0035
THE MONKEY STORY

There was this cage containing five monkeys. Inside the cage there was a set of stairs leading up to a bunch of bananas hung on a string.

Now the monkeys, when they saw banana’s hanging at arm’s length in front of them, tried to run towards it and grab it. However, whenever the monkeys went up the stairs and tried to grabs the banana, chilling ice-cold water was poured on all the other monkeys in the cage.

This happened every time a monkey ran to grab the bananas. Very soon, the monkeys begin to associate touching the banana with being sprayed with ice-cold water on all of them. Thus whenever any of the monkeys tried to go towards the bananas, the others prevented him from trying to get the banana by pulling him back and beating him up.

After some time when one of the monkeys died, he was replaced in the cage with another monkey, who didn’t know anything about the cold water. This new monkey inevitably tried to get the banana, but the other four monkeys attacked him to stop him from doing so. Tired of getting beaten up, he stopped trying to get towards the banana, without bothering to know the real reason.

Sometime later another of the old monkeys died and was replaced with a newcomer; this newcomer also tried to grab the banana. Again all the monkeys including the previous newcomer also gladly took part in beating him in order to prevent him from climbing the stairs to the banana.  Neither the previous new comer knew the reason for beating up, nor the new monkey. It just became a custom to beat any monkey who tried grabbing the bananas.

Again, a third old original monkey was replaced with a new one. The new tries going to the stairs and is attacked as well. 

Two of the four monkeys that beat him have no idea why they were not permitted to climb the stairs, or why they are participating in the beating of the newest monkey. 

Slowly, all the original old monkeys died and were replaced with new monkeys in this manner

After the cultural prohibition against “going for the banana” had been established the cage owner put away the cold water. He now did not plan to shower the monkeys with cold water to prevent them from grabbing the bananas

But, the cage is now totally filled with monkeys that know nothing about the ice-cold water.

No monkey ever again approaches the bananas. Why Not? Because as far as they know, that’s the way it’s always been around here.  

They will all not try to get the banana and continue to attack any monkey that tries to do so.

And that is how a company’s culture is formed: Acceptable and unacceptable behaviors are initially established in response to important external events but, over time, all that remains are strongly-held notions about what is and what isn’t acceptable behavior. The origins of these beliefs vanish with the departure of the members of the group who were present when the patterns and standards were initially established. In a long-lived organization, there might be no members left who know why a given behavior is considered acceptable or unacceptable. Yet all members of the organization are quick to enforce whatever the cultural standards might be.

It is always necessary in any given circumstance to ask the question “why?” before doing or not doing anything.

Don’t be a monkey. Challenge all assumptions.”