Smart Decisionmaking for your career planning and growth !

“SMART DECISION MAKING”
with constraints and tradeoffs
PERSONALITY DEVELOPMENT-To help
IIT/IIM/Engg/Management students to
improve Performance by upto 50% over their
Colleagues
Sanjeev Bahadur (Lessons 1 to 10)

What it can do for you!
• Upto Ten Smart decisions only in a lifetime
can make you a millionaire in India(in USD
terms or INR eqvt)
• Ten Smart decisions by all VP’s/GM/CEO per
year can make a company leapfrog into USD
1 billion plus category from USD 100 million
per year turnover in 5-7 years!
• Learn to help everyone who has helped you
in Life and every genuine deserving person!

Smart or Strategic Decisions
• “Strategy is about making choices, trade-off’s;it is
about deliberately choosing to be different.”-Michael
Porter.
Eg :Smart Decisions produce a Reward to Risk ratio
of 10:1 or more!
• They produce a force multiplier effect!.
• They produce a money multiplier effect and
profitable cash flows for a number of years!
• Examples: IPR’s, Exclusive Marketing Rights,
Invention, Mining Rights, First to Market ,Fuel
efficient technologies ,Smart City Technology,
Foreign Technology Tieup’s, Energy efficient
technologies ,Joint Venture companies etc

As Times change-Think ahead of
Time and Competition!
• “As Times change ,people change,
businesses change ,strategies change,
competition changes, business models and
business plans change, processes change.
• Therefore ,Think ahead of Time, Think ahead
of Competition .
• Give better value proposition to customers
before competition does! Offer solutions.
• Do more Research .Do more Innovation” !
• …….Sanjeev Bahadur

Strategy- John Christopher
• “The secret of success in battle lies often
not so much in the use of one's own
strengths but in the exploitation of the
other side's weaknesses.”

Smile, Personality and Experience!

Friction, confusion, underperformance
results from lack of smart leadership!

Michael Porter
Good Leaders need constructive agenda
• “Good Leaders need a positive
agenda ,not just an agenda of dealing
with crises.”

Good Leader!
1. A leader is best when people barely
know he exists, when his work is done,
his aim fulfilled, they will say: we did it
ourselves. —Lao Tzu

Remember, there are many ways
to decide and complete a task!
• Don’t argue but ask intelligent, sensible
questions after careful listening with
balanced unbiased thinking!

Gary Hamel-Leading the
Revolution
• “... all too often, a successful new
business model becomes the business
model for companies not creative enough
to invent their own.”

Theory PLUS PRACTICE
• THEORY PLUS PRACTICE (as
highlighted by former Indian PM Late
Rajeev Gandhi at IIT Delhi convocation)

Learning by Doing!
• Research of Late Dr Udai Pareek, leading
HR Professor of IIM-Ahd and expert with
250 research papers published showed
that the best way of learning or teaching
is” Learning by Doing”
• He also drafted CMC Ltd HR Policies (the
most modern till then!)

Management-Definition
• Management in Business Firms is the function that
coordinates the energy of people to accomplish
goals and objectives using available resources
efficiently and effectively.
• Management comprises planning, organizing,
staffing, leading or directing, making strategies and
controlling an organization or NGO to accomplish
business goals or stated objectives.
• Resourcing encompasses the deployment and
optimization of human resources, financial
resources( Equity ,Debt, Term Loans, Working
Capital ),IPR’s, Technological resources, and natural
resources.

Entrepreneurship!
• The capacity and willingness to develop, organize and manage
a business adventure along with accompanying risks in order
to make a profit.
• One obvious example of entrepreneurship is starting of new
profitable businesses.
• In economics, entrepreneurship combined with land, labour
,technology, natural resources,capital can produce sustainable
profit.
• Entrepreneurial spirit is characterized by innovation and risk-taking,
and is an essential part of a country’s ability to succeed
in an ever changing and ever increasing competitive global
marketplace.
• Anyone, even a school going child will tell you that 2+2=4,but
an entrepreneur can think ahead of time and competition to
produce synergy out of Rs 2 Cr (Term loan) and 2 Cr (Working
Capital) to produce Rs 22 Cr turnover@ 20 % net margins per
year!

Warren Buffet
(World famous Investor)
• “It takes 20 years to build a reputation
and five minutes to ruin it.If you think
about that,you’ll do things differently.”

Warren Buffet
• “Rule No 1: Never lose money.
• Rule No 2: Never forget rule No.1”

Bill Gates (Owner of Microsoft)
• “Technology is just a tool .In terms of
getting the kids working together and
motivating them, the teacher is the
most important.”

Bill Gates
• “It’s fine to celebrate success but it is
more important to heed the lessons of
failure”
•
Ref:http://www.brainyquote.com/quotes/authors/b/bill_gates.html#WGxW7AZqh
klxOlcF.99

Mahatma Gandhi
• “It is health that is real wealth and not
pieces of gold and silver.”

EDUCATION.EXPERIENCE.EXPOSURE
• Try to learn to work independently
• Visit Car/Motorcycle/Computer/Mobile
• /Jewellry/FMCG showrooms/malls to understand
how products are displayed, sold, packed ,delivered
with documentation, warranty service done and cash
collected ,database created!
• How Customers/Prospects are classified.
• Go to banks, check their policies, interest rates,
collateral, Letter of credits.
• Check stock markets, mutual funds. Filter A grade
• Know your Duties! Everyone knows his/her Rights!
• Ask intelligent questions after listening/observing.

POSITIVE WINNING ATTITUDE
• Involve others in decision making
according to needs, passion and priorities
of your team members within the overall
framework of Employers Mission, Vision,
Quality policies, Customer service!
• Adjust, Adapt and Change yourself
according to evolving situations. Be
flexible.

SMILE.GUIDE.WIN
• India is a price sensitive market and branding
may or may not yield additional price premium.
Branding gets you recognition and recall in the
Market place!
• See the examples of Vento, Skoda.
• The combined sales of Luxury cars Mercedes,
Audi, BMW is 30,000 units per annum in India!
Majority of this market is company to
company(B2B sales).Compare this with over a
million sold every year of other models/brands!

MISSION.VISION.QUALITY
POLICY
• Majority of Fortune 1000 companies have
these displayed on their websites
• Know your employer ,its policies ,do’s and
don’ts, procedures ,technology,
• Management style, competition ,products,
• costing, taxes, duties, core competency ,
customer service quality before making
any comment!

Mahatma Gandhi-Importance of
Customers to Business!

C’s of Business
• CASH FLOWS FROM CONTRACTS
• CASH FLOWS FROM INVESTMENTS
• CUSTOMER SERVICE
• CONTACTS
• CREATIVE CONCEPTS/INNOVATION
• COMPETITION
• COMMUNICATION

4 P’s of Goods Marketing
• PRODUCT Specs.
• PLACE/Distribution channels
• PRICE incl taxes
• PROMOTION incl Advertising, Branding,
Sales Promotion, Direct Mailers

Min Requirements of Smart
Decision making
• A Person must have a”
CALM,CONTROLLED,FOCUSSED MIND”
• Expanded Conciousness
• Learn from others mistakes!
• Balance between IQ and EQ!
• Should be able to” Think” and “ Feel” from
others point of view!
• Anticipate problems ,solve them beforehand!
Be futuristic and ahead of Competition.

DECISION MAKING with open
unbiased mind
• DIAGNOSE BUSINESS PROBLEMS
• FIND ALTERNATIVE SOLUTIONS
• FIND BEST IMPLEMENTABLE SOLUTION
• TEST MARKET THE PROCESS
• If SUCCESSFUL EXPAND REACH or go to first
step.
• Our decision making should be free from
Ego, Anger, Jealousy, Fear, Greed, Lust!
….Lord Krishna in Bhagavad Gita”

BUSINESS GOALS
• INCREASE INCOME by 20% approx per annum
• CUT COSTS by 5-10% per annum by improving
productivity ,e-procurement
• Improve Quality of goods/services
• Improve Customer Service standards
• Improve Processes
• Improve Applied Research, IPR’s, Innovation
• Improve Products, Packaging
• Monitor Rival Products and Services
• Improve Branding, Digital Marketing ,website

THINK SMART.WORK SMART
• “Think Smart. Think Original. Think applied
Research
• Think Innovation. Think IPR’s.
• Think Customers .Think Customer Service. Think
Cash Flows.
• Think Synergy. Think Profits and EPS.
• Think Productivity. Think Quality.
• Think Safety. Work Smarter than Competition. Feel
for others. Work Selflessly .Just 9 hours a day every
Quarter !Monitor Collective or Team Performance…”
• It is a simple enjoyable task..Sanjeev Bahadur

How to Learn!
• OBSERVE
• LISTEN
• Thru Consultation with experienced people
• THINK
• Problem solving
• BENCHMARK
• INTERNET RESEARCH
• MARKET RESEARCH
• By asking intelligent Questions and listening to
those answers carefully.

Oscar Wilde
• “Always forgive your enemies; nothing
annoys them so much.”

Sleep with your dreams or Chase
them!

TEAM SELECTION
• IDENTIFY PEOPLE WITH COMPETENCE,
PASSION and Integrity
• GIVE THEM SIMPLE TASKS and GOALS
• Give FREEDOM, Assign Resources and
discuss Goals.
• GIVE CREDIT TO OTHERS FOR SUCCESS!
• TAKE RESPONSIBILITY FOR FAILURE? And
Improve “ Process” checklist/Try again!
• Do your own duties diligently

Warren Buffet-3 Qualities in a
person!

Jack Welch-GE’s famous CEO
• “Good business leaders create a vision,
articulate the vision ,passionately own the
vision ,and relentlessly drive it to
completion”.

Jack Welch
• “An organization’s ability to learn, and translate that
learning into action rapidly, is the ultimate
competitive advantage”.
• Eg: An Engineering Company and FMCG are
substantially different in terms of Processes, Goals,
Standards, Quality ,Product specifications,
• Manpower ,Design tools, Marketing, Sales
methodology, Customer service standards,
Technology, R&D. Manpower from one environment
may not be successful in the other!

Field Marshal Sam Manekshaw
on Leadership and Decision making
• “What is the next thing you need for leadership? It is the ability to
make up your mind to make a decision and accept full responsibility
for that decision. Have you ever wondered why people do not make
a decision? The answer is quite simple. It is because they lack
professional competence, or they are worried that their decision
may be wrong and they will have to carry the can.
• “ Ladies and Gentlemen, according to the law of averages, if you
take ten decisions, five ought to be right. If you have professional
knowledge and professional competence, nine will be right, and the
one that might not be correct will probably be put right by a
subordinate officer or a colleague.”
• But if you do not take a decision, you are doing something wrong.
“An act of omission is much worse than an act of commission.
An act of commission can be put right. An act of omission
cannot.”

Field Marshal Sam Manekshaw
• “What are the attributes of leadership? The first, the
primary, indeed the cardinal attribute of leadership is
professional knowledge and professional
competence.
• Now, you will agree with me that you cannot be born
with professional knowledge and professional
competence even if you are a child of Prime Minister, or
the son of an industrialist, or the progeny of a Field
Marshal.
• Professional knowledge and professional
competence have to be acquired by hard work and
by constant study. In this fast- moving
technologically developing world, you can never
acquire sufficient professional knowledge.”

Jack Welch-Strategy
• “A strategy is something like, an innovative
new product; globalization, taking your
products around the world ;be the low cost
producer.
• A Strategy is something you can touch; you
can motivate people with ;be number one
and number two in every business.
• One can energise people around the
message.

Jack Welch-Management
• “Management is all about managing in
the short term while developing the
plans for the long term.”

Sun Tsu, The Art of War
• “Victorious warriors win first and then go to
war, while defeated warriors go to war first
and then seek to win”.
• “All warfare is based on deception. Hence,
when we are able to attack, we must seem
unable; when using our forces, we must
appear inactive; when we are near, we must
make the enemy believe we are far away;
when far away, we must make them believe
we are near.”

Mukesh Ambani,Chairman-RIL
• “I think that our fundamental belief is that for
us, growth is a way of life and we have to
grow at all times.
• “You have to manage money. Particularly
with market economies .You may have a
great product but if your bottom line goes
bust, then that’s it.

Dr APJ Abdul Kalam on “Beauty”!

Ratan Tata, Ex Chairman, Tata
Group-Life’s ups and downs!

Work for people who believe in you!

Beware of Employees/Employers
who?
• “What they say, they do not mean,
• What they mean, they do not say!”

Be happy with the distance
covered!

Treat your Employees like best
customers!

Great daughters and great Dads!

Be open minded, be large hearted!

20% Outstanding ,balance 80% are
average !Here Management is reqd
• Only 20% people are trustworthy ,loyal
,honest and competent
• Only 20% people are A grade performers
• Only 20% investments are A Grade
• Only 20% decisions are A Grade/Futuristic
and produce profitable cash flows
• Management is the art of managing the
balance 80% to produce A grade
performance through Innovation,
Motivation,Appreciation and Incentives!

Possibilities, Probability and
Certainity !Thomas Edison

Be original, innovative after doing
Research!

Your work is your introduction!

Bill Gates
•
“
The first rule of any technology used in a business is that • The second is that automation 90
applied to an inefficient operation ”
80
70
60
50
40
30
20
10
0
1st Qtr 2nd Qtr 3rd Qtr 4th Qtr

Mahatma Gandhi
• Power is of two kinds:
• One is obtained by the fear of punishment
and the other by acts of love.
• Power based on love is a thousand times
more effective and permanent then the
one derived from fear of punishment.

Steve Jobs-American entrepreneur, marketer, and
inventor, who was the co-founder, Chairman, and CEO of Apple
Inc.
• Innovation distinguishes between a
leader and a follower.

William Pollard-Change
• “ Without change there is no
innovation,creativity,or incentive for
improvement.
• Those who initiate change will have a
better opportunity to manage the
change that is inevitable.”

Bruce Lee-Practice and Perfection

Warren Buffet
• When a management with a reputation
tackles a business with a reputation for
bad economics,it is the reputation of
the business that remains intact.

Bill Gates
• “Everyone needs a coach .It does not
matter whether you are a basketball
player, a tennis player ,a gymnast or a
bridge player.”

Difference between School and
Life!
• Difference between “ school” and “ life”
• In school, you’re taught a lesson and then
given a test.
• In Life you are given a test that teaches
you a lesson.!

Multiple ways of solving problems!

Always verify facts, figures and
cross check!

Barack Obama-Reservations and
Talented Indians

Take care of your employees and
team!

Brand Identity
Brand Extension
Brand Hierarchy
Prof Sanjeev Bahadur

Lakshmi Mittal
• This is a learning in the business life
that first of all you need to have
commitment, dedication and passion
for what you are doing.”

Savings and Investments
• Save 20% per annum from your takehome
salary.
• Invest in appreciating assets after seeing
their 10 year cycles.
• Don’t BUY fancy gadgets, fancy brands at
fancy prices. For eg a mobile needs
replacement in 3 years, computer needs to
be replaced every 4 years and Cars every 6
years.Concentrate on Needs and not Desires!
• Remember that Inflation in India is 10% per
annum so therefore your investments should
yield 15%-18% per annum net after expenses.

Cut Costs
• Don’t waste:
• Time
• Electricity
• Internet
• Water
• Mobile
• Use fuel efficient vehicles
• Reduce cost of capital
• Paper
• Don’t Reinvent the wheel!
• But Reward and appreciate good performance!

Organization Politics
• “The pursuit of individual agendas and self interest
in an organization without regard to their effect on
the organizations efforts to achieve its goals.”
• 50% of Indian B2B Organizations suffer from this
malaise and consequent high attrition!
• Avoid Groupism
• Don’t indulge in Loose talk/Controversies/Rumor
mongering
• Communicate precisely
• Maintain email records and delete needless mails every
week. Keep trusted people around you. Keep changing
passwords every fortnight!

Qualities of a good Manager
• Good Organizing skills
• Good Relationship Management skills
• Efficient Time Management-Short meetings
• Good Communication skills ( both verbal/in writing)
• Futuristic/Smart decision making capability
• Good Team Management skills and Leadership produces A grade Team
Performance!
• Thinking ahead of Time and Competition
• Good Reporting/Documentation skills
• Managing Priorities Quarterwise /Weekly basis
• Think of Team’s growth and training
• Be graceful, dignified, energetic and charming
• Open ,unbiased mind with positive winning attitude
• Managing Cash and Concepts
• Good techno commercial skills
• Benchmarking with best five fortune 500 companies in that sector.

Physical, Mental and Spiritual
fitness! (Most important slide!)
• Physical Fitness- Eat what is necessary
• Controlled Diet, Less salt,less sugar ,less fried stuff,no
hard drink, less soft drink,Pref Fruit and Vegetables
• Mental Fitness-Don’t worry- Let’s control our desires
• Spiritual Fitness-”Action is better than inaction”—
Lord Krishna.
• Thoughts and habits determine our destiny. Selfless
action is better still!
• “The more you give, the more you get-Swami
Vivekanada”
• “Sense Pleasures lead to suffering-Guru
Paramhansa Yogananda”

A Company has many
departments!
• Marketing, Sales ,Advtg, PR, Customer Service,Dealers(B2B&
B2C)Contracts,Rewards/Incentives
• Legal Department (Company Law, Litigation)
• Finance Department (Banks, Term loans, Cash
Flows,Investments ,Income Tax, Costing, Pricing,Billing,M&A)
• MIS/IT/Telecom (Website, SAP, Oracle, Internet, Video
Conferencing, Hardware Networking, Business Enquiries)
• Applied Research, Development, CAD/CAM and Innovation
• Procurement and Supply Chain Management (SCM)
• Human Resources Development (Hiring, Trg/Development,
Appraisals ,Policies)
• Maintenance Department (Repairs and Maintenance)
• Manufacturing/Quality Control/Testing
• Shipping/Logistics/Administration
• All report to CEO/MD thru respective GM’s or Vice President ‘s

Trading, Manufacturing, Services
• In Trading Business, margins are 5-10%
• In Manufacturing ,Margins are 10-15%
• In Services sector, Margins are 20%.
• “ To be a successful SME business
,critical mass is Rs 20 crores @ 10%
Margins, annual turnover in Goods and Rs
10 crores in Services@20% margins”

Sri Sri Paramhansa Yogananda
• “LIVE EACH PRESENT MOMENT
COMPLETELY AND THE FUTURE WILL
TAKE CARE OF ITSELF.
• FULLY ENJOY THE WONDER AND
BEAUTY OF EACH INSTANT”

Thank you for reading, listening !
• Any Queries please!
• Lessons 11-20 of Personality
Development shall deal with Job
Description of different positions/Problems
,Challenges ,Solutions and Innovation
possibilities!

Bee and Butterfly (One conserves
energy other wastes energy!)
• ( Left one conserves
energy ,the other on your right flits, wastes
energy !)Think Smart .Work Smart .Live
Smart.
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Smart Decisionmaking for your career planning and growth !

Smart Decisionmaking for your career planning and growth !

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