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Focal Concepts Programs

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Focal Concepts Programs

  1. 1. Creating Business Roadmaps
  2. 2. What we do           Sales Effectiveness Practical Sales Management Excellence in Proposal Writing Training Breakthrough Workshops Consulting Skills Training Executive Coaching Crisis Communication & Management Stakeholder Communications Social Media Strategy Development Business Writing Training It’s all about Communicating better!
  3. 3. Sales Effectiveness  Crafting a high-impact sales pitch using our simple but powerful P5 methodology  Get people interested  Pitch precisely what’s important  Learn how to economize on words and time for maximum impact
  4. 4. Sales Management  Learn about how to organize your sales efforts. Throw out the complex tools that eat into the time you could be selling.
  5. 5. Excellence in Proposal Writing •Intense •No-Nonsense •Workbook oriented
  6. 6. BreakThroughs – Accelerating your Collaborations! BreakThroughs leverage unique environments to solve tough challenges using a comprehensive set of data based on the “As-Is” situation of the client. The collaborative process allows a rapid and effective engagement of large audiences of diverse stakeholders with varying business priorities. Hence, BreakThroughs involve lower risk, greater collaboration, shorter coordination cycles and higher focus on value realization. The “BreakThrough” Approach is derived from the fundamental premise that environments which allow participants to relax and express themselves in an open way while challenging each other constructively, create a common purpose and collective determination to work towards a common goal. The actual event involves small sub-groups working in parallel on fragments of a large problem within such creative environments. The solution designed by each of these sub-groups has a deliberate focus on actions necessary to achieve the desired outcomes. Challenges 1. 2. 3. 4. 6 Complex issues and change require intensive reconciliation, consensus and commitment Involvement of Multiple Stakeholders Lack of clarity in achieving a common solution Time Consuming Approach 1. 2. 3. 4. 5. 6. Visualization of future states Iterative solution design Rapid testing of solution Knowledge Integration Focus on actions necessary for desired outcomes Collaborative working and decision making with diverse, multi-stakeholder groups Benefits 1. 2. 3. Significantly shortens coordination cycles and accelerates implementation Ensures “Buy In” of all and a best quality decision through profound analysis Guarantees broad alignment and commitment of each participant while creating enthusiasm for the solution designed
  7. 7. Benefits of BREAKTHROUGH WORKSHOPS Compression in decision making ● Transparency in thought process ● Collaboration in solution design ● Accountability established ● Money and Time saved ● Team Building & Identification of Leadership traits ● Strong contribution to organizational memory ● Strengthening of the strategic bond between the firm and its stakeholders ● (c) Focal Concepts Confidential
  8. 8. Case Study: A Collaborative Event designed to bring out the solutions that lie within . . . Client – Large Insurance Company 8
  9. 9. Case Study: A Resource Demand Portfolio Envisioning Workshop Client - Large Insurance Company Workshop Objectives  Develop a common view regarding the key challenges of resource and demand management  Begin Defining a way to address them: • Chunking the problems • Prioritizing them • Putting them on a timeline (Phase 1) • Indentifying possible solutions to the most critical problems  Creating alignment and buy-in for how to move forward Outcome Outcome  Reached a shared view of what needs to change  Key Stakeholders had a better understanding of the processes that have been approved by the CIOC  Reached agreement on the prioritization of issues  Got the inputs to create a strategic roadmap  Started to create evangelists who support an aligned approach to RD-PF  Gained understanding on how select critical issues are addressed by the approved RD management processes 9 Workshop Approach  Review of the In-flight RDPF Initiatives • The team discussed the various RDPF initiatives introduced by them such as OCTO RDP Process Improvement, BSA Collaboration Model, ITBM RDP Roadmap, etc • This was followed by a debriefing session where the participants were asked to identify three positive things about the organization and three things where it needs to step up  Our Findings • Four key challenges apart from 16 other challenges were identified; a group discussion followed  Work Session Breakouts • The participants were divided into teams and each team was given one key challenge • The team was asked to take the challenge to the next level of refinement by addressing a given set of questions and then presenting their findings  Group input to remaining challenges • Both sets of participants were asked to rate the remaining 16 challenges  Interactive review of prioritized challenges • The ratings given by participants were correlated and all were found to be in sync except for 4 challenges • A scope discussion took place where scope of improvements was explored
  10. 10. Summary  Preparation Phase  Data Collection  Internal Event Branding and communication 1 Actual Workshop  Scan the complete set of issues raised by the participants  Create an ambience of trust and energy and get people to talk freely  Encourage participants to speak up and capture their viewpoints  Sponsor to identify 3-5 buckets/streams of issues where the problems are likely to reside  Focus on a practical prioritized set  Use methods of consensus building to zero in on the top 3-4 in each bucket  Then work on solutions for them and present back to the group for ratification 2  Act on the solutions created by the group  Create a realistic action plan for each stream across defined time periods  Post-Workshop Phase  Sponsors program manage the action plan (c) Focal Concepts Confidential 3
  11. 11. Consulting Skills  Training of entry level consultants on fundamental skills        needed to thrive and be effective Simulation, role-play and presentations Proposal development Role expectations Team dynamics Client complexities Account planning and Financials Career Planning
  12. 12. Executive Coaching  Confidential counseling, coaching and mentoring of identified individuals with leadership potential outside the confines of the organizational boundaries
  13. 13. Crisis Communication & Management  Understand and create workable crisis communication plan  Understand how and why people react to incidents  Understand how and why Media react to incidents  Identify key stakeholders and create appropriate messages  Learn about the variety of media available and use them effectively  Build strategies to protect Government reputation in crisis  Gain skills to handle media and brief colleagues and stakeholders in crisis
  14. 14. Stakeholder Communications  Understand the various stakeholders in your environment  Understand the importance of engaging stakeholders  Create a plan to engage the stakeholders effectively  Implementation of stakeholder communications plan
  15. 15. Social Media Strategy Development  Identifying Social Media objectives  Base-lining organizational Social Media maturity  Competitive positioning  Social Media policy creation  Social Media messaging consistency
  16. 16. Business Writing  Three-phased approach  Analysis of baseline competencies  Two day workshop with the FOCUS Filter Method  Six month engagement to ensure continuity  Three levels  Entry level – drill basics with contextually relevant writing exercises  Managers – dealing with subordinates, senior management and clients  Senior Managers – organizational messaging and client communication
  17. 17. Curriculum – Entry Level  Phase 0: Analyze current writing strengths and weaknesses – structure, grammar (active/passive voice, apostrophes, subject-verb agreement etc.), tone, understandability, core messaging, adherence to writing etiquette, reading habits  Phase 1: Fundamentals of communication, self-assessment exercise, crafting of relevant documents and instant feedback, three types of writing, basic editing, eliminating common mistakes, writing and editing using the FOCUS Filter method, comprehension and rating of documents of varying complexities  Phase 2: six monthly assignments with a mentor A FINAL REPORT WILL BE WRITTEN FOR EACH PARTICIPANT AND SHARED WITH THE SPONSOR. THIS WILL LOOK AT OVERALL PROGRESS AND RECOMMENDATIONS FOR SUSTAINED PROGRESS.
  18. 18. Curriculum – Managers  Phase 0: Analyze current writing strengths and weaknesses – structure, grammar (active/passive voice, apostrophes, subject-verb agreement etc.), tone, understandability, core messaging, adherence to writing etiquette, reading habits  Phase 1: Fundamentals of communication, self-assessment exercise, persuasive writing , crafting of relevant documents (including bad news messages, status reports, white papers and proposals) and instant feedback, three types of writing, basic editing, preventing common mistakes, creating clear and unified paragraphs, writing and editing using the FOCUS Filter method, comprehension and rating of documents of varying complexities, using different sentence types for variety and emphasis, avoiding business-writing habits that cloud comprehension and frustrate readers, writing executive summaries, avoiding politically-sensitive phrases.  Phase 2: Six monthly assignments with a mentor A FINAL REPORT WILL BE WRITTEN FOR EACH PARTICIPANT AND SHARED WITH THE SPONSOR. THIS WILL LOOK AT OVERALL PROGRESS AND RECOMMENDATIONS FOR SUSTAINED PROGRESS.
  19. 19. Curriculum – Senior Managers  Phase 0: Analyze current writing strengths and weaknesses – structure, grammar (active/passive voice, apostrophes, subject-verb agreement etc.), tone, understandability, core messaging, adherence to writing etiquette, reading habits  Phase 1: Fundamentals of communication, self-assessment exercise with an emphasis on written executive presence, persuasive writing , writing to inspire, organizational communication, crafting and review of relevant documents, writing to an international readership, preventing common mistakes, writing and editing using the FOCUS Filter method, avoiding business-writing habits that cloud comprehension and frustrate readers, writing executive summaries, speed reading tips, avoiding politically-sensitive phrases.  Phase 2: Six monthly assignments with a mentor A FINAL REPORT WILL BE WRITTEN FOR EACH PARTICIPANT AND SHARED WITH THE SPONSOR. THIS WILL LOOK AT OVERALL PROGRESS AND RECOMMENDATIONS FOR SUSTAINED PROGRESS.
  20. 20. WRITING WITH ENERGY for High-Potential Leaders  Creating the right framework for energised business communication  Constructing concise, lucid and effective business artefacts.  Presenting information, facts and opinions in simple, correct and easy-to-grasp formats. Communication is the key to personal and career success. - Paul J. Meyer • Phase Zero • Phase One Analyse current writing strengths and weaknesses Pre-assessment Workshop with FOCUS FILTER* Method. Learning Centre • Phase Two Six month Mentorship to sustain learning Post-program Focal Concepts
  21. 21. STRATEGIC WRITING  Creating the right framework for strategic business communication for Business Visionaries Writing to inspire and give directions. • Phase Zero  Media Management and Public Communication. Assess needs of participants.  Crisis Communication - External and Internal. Pre-assessment  Risks and their mitigation in Digital Communication  Handling Strategic ClientCommunication channels. Communication is the key to personal and career success. • Phase One Learning Centre Strategic Communication Workshop with the FOCUS FILTER* Method Paul J. Meyer Focal Concepts • Phase Two Six month extended program : communication consultation on call.. Post-program
  22. 22. Focal Concepts
  23. 23. Vasudev Murthy  Managing Partner, Focal Concepts www.focalconcepts.in  Former Senior Practice Partner and P&L Head, Functional Consulting (HR,       OCM, Finance, Supply Chain & Social Media), Wipro Consulting Services Former Head of Shared Services at WCS – Training, Research, Knowledge Management, MBA recruitment (selection, induction, assimilation), Consulting Operations. Master Facilitator, with the ability to guide large groups of people in a common direction in a structured manner, emphasizing decision-making through consensus-building. BE – IIT Roorkee, MS in CS Florida State University, MBA, Southern Methodist University Visiting Professor of Management Consulting at Indian Institute of Management, Bangalore Vast international consulting experience Organizations: NEC America, AT&T, Deloitte & Touche, Wipro Consulting
  24. 24. Books by Vasudev Murthy The senior priest at Kinkaku-ji temple is found dead in mysterious circumstances Dr John H. Watson receives a strange letter from Yokohama. The quiet, distinguished Mr Hashimoto is murdered inside a closed room on a voyage from Liverpool to Bombay. In the opium dens of Shanghai and in the back alleys of Tokyo, sinister men hatch evil plots. Professor Moriarty stalks the world, drawing up a map for worldwide dominion. In a seriocomic Missing Years novel that radically ups the ante, Sherlock Holmes and Dr John H. Watson find their match in more than one man (or indeed, woman). A thrilling chase that will leave you breathless. HARPERCOLLINS 2013 This useful book demystifies a very important part of formal business practice writing a quality proposal. It helps the reader put together a comprehensive and professional document that will be taken seriously. Covering all elements that are crucial for writing an effective business proposal, the book also spells out when and under what conditions a proposal should be submitted, the information required, and the ethical business issues involved. Vasudev Murthy provides useful tips for producing a professional proposal that will enable the writer to establish the credibility of his organization and persuade the reader to accept it SAGE 2006 This set of thirty powerful short stories takes the readers on a journey from the absurd to the sublimely sensitive, from the mundane to the esoteric and from the depths of extreme sorrow to the heights of humour. It explores the boundaries of imagination and holds the attention of readers with unusual storylines, tight and subtle language and a unique narrative style. Read a story a day from this collection. Liberate yourself LiFI 2013 Mysteries of the spiritual world brought home to us through various raags... the narrator sits in meditation, his spirit on a mission to bring back the secrets of the raags to him. His spirit ushers in images and diverse personifications of Bhairavi, Kamod, Puriyadhanashri and many others,over a period of time, and covering a gamut of emotions reflection, meditation, sorrow and joy. Lyrical, absorbing - this book is one of its kind! RUPA & CO 2004
  25. 25. Recent Articles  Social Media and the CIO: Be the Gas Pedal, Not the Brake CIO Insight 26-February 2012  Five Ways to Help Your Annual Strategy Succeed Chief Executive Magazine 27- March 2012  6 Things Every Consulting Candidate Should Know –Vault Magazine 20-April 2012  B-school profs need industry experience – EducationWorldOnline July 2013 www.focalconcepts.in vasudev.murthy@focalconcepts.in +91 99866 80400
  26. 26. Ganesh Kollegal  Head – Customer Acquisition & Strategic Account Management,        Focal Concepts www.focalconcepts.in Public Affairs, Public Relations, Branding, Marketing and Corporate Communications Expert. Has vast experience covering crisis communication, change management, stakeholder communication and branding Has a strong consulting and research track record and has been part of the consulting team on a UNDP project in India. Was also associated with the Urban Solid Waste Management research team of the University of Amsterdam. He has published various research papers Writes often for leading Indian publications viz. The Times of India, Business Line, CIOL, MiDDay. Organizations: Novo Nordisk India, BATF, Mudra Porter Novelli, 2020 Media
  27. 27. Thank you Vasudev.Murthy@FocalConcepts.in +91 99866 80400

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