Helping you put it all togetherPresenter: Vishwajeet Rajwaday

Topics Covered in this Presentation

• A brief introduction about me – Who is talking to you?• Our Basket of services – What do we offer?• An overview of our approach – What can we do for you?• What we bring to the table – Why us?• Next Steps – How do we take it from here?

A Little about me

• IIM – Ahmedabad – Management Development Programme January 2006

• Management Development Program for Mid Level Managers

• MMS (Marketing) – Symbiosis, Pune 1996-1999

• Finished in Top 3 in Class with Distinction and specialization in Marketing

• BE (Mech) – VIT, Pune 1987-

1991

My Academics and Education

A Little about me

1st Jan 2010 to Date

• Ligman / Endo / Artemide / Vectra – Director• Turnaround of Ligman India from accumulated

losses over of Rs. 3 Cr to a Profit over Rs. 1 Cr in first year with strong Cash flows

• Improved Cash flows• Set up Joint Venture Partnerships with Artemide –

Italy(Trading) and Endo – Japan(Manufacturing and Trading)

• Set up State of the Art factory in Pune for Endo

Work Experience

A Little About me

19 Oct 1999 to 31 Dec 2010

• Wipro Limited• A career spanning 10 years in Wipro – Lighting Division

May 2006 to Dec 2009

• Marketing Manager – Northwest Switchgear Acquisition• Worked on the Integration of the Northwest Switchgear, with

responsibility for Marketing, Ops, New Product Development

• Successfully developed Indigenous Range of Home Lighting Controls and

Launched Home Security Solutions

• Handled entire sourcing of Home Security components from China and

Taiwan

Work Experience

A Little About me

19 Oct 1999 to 31 Dec 2010

• Wipro Limited• A career spanning 10 years in Wipro – Lighting

May 2003 to May 2006

• Regional Manager (Luminaires Division) – West• Delivered growth of over 30% YOY for 3 years

• Reached Highest Sales productivity per person across India

• Highest employee retention across India

• Highest percentage margin contributions

• Strong and Stable Distribution Channel Development

Work Experience

A Little About me

19 Oct 1999 to 31 Dec 2010

• Wipro Limited• A career spanning 10 years in Wipro – Lighting Division

May 2003 to May 2006

• Product Manager (Luminaires Division) – Office and Pharma• Led Wipro’s Strong Foray in Office Lighting with innovative

marketing which eventually made Wipro the segment leader.

Delivered very strong growths in the segment – from 7 Cr in Year 1

to 26 Cr in Year 3

• Made “Softlite” one of the most successful products in the Office

Lighting

• Established Wipro as undisputed leader in Pharma segment with

over 60% market share

Work Experience

A Little About me

Oct 1996 to Oct 1999

• Baker Gauges India Limited• Strong Growth of over 50% YOY with very large breakthroughs in

Key accounts like Tata Motors

• Promoted to Take over Mumbai Branch and delivered 40% growth

within first year

Aug 1991 to May 1994

• Esab India Limited• Exposure of Working on Shop-floor for a year

• Increased Business of Pune Area from 3.5 Cr to 5 Cr within a year

• 2 Consecutive Club 100 awards for 100% target accomplishment

Work Experience

A Little About me

• Developing Winning Strategies• Converting to Operational Plans• Design of Tracking and Review Mechanisms• Implementing simple and workable Business solutions. • Strong focus on process improvement to get quantum

increase in output• Workflow analysis to improve team effectiveness and

increase Salesforce Productivity• Employee Compensation and Incentives Programs• Simplified Business analytics for SMEs• Recruitment of “Right-Fit” Candidates in SME Build – Mat

Space.

The Skills I learnt

Our Basket of ServicesAreas where we can extend Consulting Support

Busin

ess S

trat

egy • Making

Strategy Plan• Market

Segmentation• Playing to

strengths• Product Mix• Market Mix

Ope

ratio

nal P

lans • Team

Objectives• Performance

Measurement• Performance

Appraisals• Review

Mechanisms

Busin

ess A

naly

tics • Business Dashboards

• Spotting Trends and Opportunities early

• Pre-empting trouble

• Corrective Actions Sa

les P

rodu

ctivi

ty • Sales team tracking

• Enquiry Management

• Performance Measurement

• Incentivisation• Forecasting Co

mm

unic

ation • Vision Sharing

and strengthening

• New Product Updates

• Learning through Case Studies

• Corporate Blogs and Communities

The Process Of StrategyBest Discussed every Year to refine Vision and Goals

Define Vision / Mission

Discuss and Decide Strategy

Evaluate Resources required and plan

for the same

Prepare Operational Plan

for each team

Design Review Cycles

Implement Operational Plan

Review Implementation

and course Correct

Implementation and Review

Establish Goals set in Operational

PlansEstablish “As-Is” Define Current

Processes

Evaluate Current Processes against

vision

Identify opportunities for

improvement

Take up Improvement

Projects

Design Future Ready processes

Establish Review Cycle

Implement Measure Success / failure Course Correct

Simple Linear Process to Take us to our desired Outcomes

Desired Outcomes

• Entire Company aligned to the CEO’s vision• Closely Aligned Objectives• Improvement in productivity of each team

member• Well defined Roles and functions. Streamlined

work flow• Better tracking of your sales force • Better productivity of sales people – will control

attrition• Protection of Field data – Data Generated

remains with company even if employees leave

The Scenario we should expect after a year

Desired Results

• Company Regularly meeting Targets• Strong, Stable and predictable Cash Flows• Rapid increase in market share• Company meeting Top line and Profitability Goals• Becomes an Attractive company to work• Attracts the best talent

A CONSULTANT• Focussed on Process• No Operational Pressure• Brings in Experiences from many

companies• Responsible for Long term results

and course correction

• Focussed on Operations• Daily Operational Pressures• Strongly focussed on his / her own

company• Responsible for Daily and short

term results

YOUR TEAM

Why do you need us?Why get in a consultant when you have a fine team?

Importantly, the Consultant is the bridge between the company’s vision and its team members

• Spend a moment to internally discuss the areas you would like us to work

• Which parts of the puzzle should we solve?• What are the desired outcomes of the engagement?

• Once we hear from you, we will• Summarize the extent of the

engagement• Make a proposal for your

consideration• Start work after you consent

Next StepsIf the previous slides have interested you ………..

We would love to partner you in completing your picture

Thank you.Write to us at vishwajeet.rajwaday@gmail.com or call me at+91 9545077000