Experiential Learning of a Business Consultant

My Consulting Experience with Bramma

Resistance to Change!

When we analyze the major roles of a consultant, every management book speaks the same language that consultants are organizational change agents! It also mentions that change is not an easy phenomenon to happen where lots of obstacles and hurdles are there on the way of change, which is to be cleared by a consultant. Among all obstacles, EMPLOYEE RESISTANCE to change acts as the major challenge in organizational change management as far as consultant is concerned, according to conventional management books. But here, I would like to share my personal experience in SME consulting arena, which speaks a slightly different story comparing to the conventional theories!

I do agree with the fact that employee resistance is a major challenge I faced in organizational change management process.  But when I analyze the consequences and level of impact in the change management process, I rate EMPLOYER RESISTANCE TO CHANGE as the most difficult and alarming constraint I ever faced in the process. It is quite surprising to see employer resist themselves in the change process. I am sure that it may not be the same scenario in large scale business, but in the case of SME, where 99% enterprises are promoter driven business, it is much visible. Let’s go deep into some real case examples.

As far as every change process is concerned, change should start from top to bottom. So, organizational change should start from organizational structure and management style. We used to analyze irregularities and interlinked communication process in organizations while conducting initial process study in an organization. Then we suggest structure revamp and try to bring professionals in the organization in order to drive the process. Most of the companies lack professionalism which pulls them back in the growth process, and that’s why professionals are much required on a long term basis. But as I mentioned earlier, here we face the major challenge, the EMPLOYER RESISTANCE TO CHANGE!

Most of the employers fail to assimilate the change happening in the management style. They are not able to gel with the new people come aboard.  Issues start from the point where they fail to understand the new roles and a consultant struggles to act as a lubricator here! A consultant needs to be diplomatic in such situations, but in some cases, we had to put our foot down where we see things move in the opposite direction.

For e.g.  In a company we brought a new professional as Head - Sales, and he was assigned to streamline the sales activities which were on a pathetic stage till then. Sales people were not following the reporting system and also they failed to generate the desired outcome. The new person implemented some reporting system and also he started tracking the system very strictly. But all of a sudden the key person started involving in the process and he started violating the system by himself. Communication process went scattered where he started spying and receiving communications from the employees directly where the Head was missing many! As a result of frustration, Head resigned the job and went out of the organization.

This is a simple example but we faced even extreme circumstances where the employer himself asked us to frame strategies to terminate new comer professional, only because he was not able to gel with him!

There are plenty of such cases available in our case files. But what could be the reasons? We tried to analyze the reasons and find out major reasons for such cases,

• ·         Most of the employer lack a well defined organizational vision
• ·         They fail to delegate authorities to employees
• ·         They fail to develop trust factor in their people and system
• ·         They fail to come out of self entrepreneurship to entrepreneurship

People force is the major driving force in every organization. It is a must that you have quality manpower in the front to lead the process, when an organization is looking for growth or business development with a professional approach. Nowadays it is not that difficult to get quality manpower in SME, as many of them are willing to work in Kerala. But the real challenge is to sustain them with the organization in a long run. It is purely depended upon how employer treats them and maintains them, without disturbing the new environment. And for that an entrepreneur should have good vision and broaden mindset to accept changes, unless the scenario never changes!

-          Deepesh M

Manager – Consulting

Bramma Learning Solutions Pvt. Ltd.

Mob: 9847896265

Phone: 0484 2705535

MARKET STRATEGY

How to Structure Your Market Strategy Report?

Type of Strategy: (mention the character of the strategy)

 For example strategy can be ‘Kiosk in the public’.

Why this Strategy: (explain the logical reasoning behind this strategy, like its objective and major benefits).

In this, we can mention our major objectives that we are aiming to achieve through this strategy. For example, if our strategy is to set ‘kiosk in a crowded place just before the inaugural day of the company’, the objective can be mentioned like ‘Give good awareness among local customers about our company’s products or services. Through this strategy we can easily grab the attention of our targeted customers.’

How it works: (Give every details of this particular strategy. Ask all possible questions that can arise and give answers to it).

If we are planning to set a kiosk, you have to give answers to the following questions. If we can brief this strategy with one or two sentences, that would be great. All the activity which is mentioned here should substantiate our objective. We can take the above example to brief this part.

1)   How should be the kiosk? The size and the design of the kiosk should be mentioned here.

2)  Where to set the kiosk? Mention the suitable places which are appropriate for placing the kiosk, like shopping malls or some public areas (Private bus stand, ground etc).

3)  When to set kiosk? Mention the appropriate time for setting the kiosk. For example, we can say that kiosk operation should be started just five days before the inauguration day and should be ended just before the inauguration day.

4)   How long should it operate? We can mention operating time of this kiosk, like kiosk should be operated for continuous five days and the timing would be 4 pm to 7.30 pm in everyday.

5)  What all should be done in the Kiosk? Mention the major activities which we are planning to conduct in the kiosk. Like

One game called ‘Throw and win’: From 4.30 to 5 PM - Mention why this event?

Brochure distribution: Mention how to do it. How much brochure we need to distribute? etc.

Member prize coupon filling: Explain the processes and procedures of the same

6)   Manpower needed: Specify the manpower which will be needed for operating this Kiosk

Output to be expected: (Mention the expected output after implementing this strategy)

In the above case, we can mention the output expected as, Brand awareness level will be increased and through this we will be achieving 10% of additional sales in the month of November and December.

Budget: (Find out the approximate amount of budget, if we are able to split the expense part that will be good)

Marketing Expense
Particulars	Amount(Rs)
Electrical equipments rent	3,000
Coordinators wages	3,000
Space Rent	6,000
Stage/Kiosk	10,000
Expense for conducting games	5,000
Brochure expense	20,000
Total expense	47,000

Marketing calendar: After preparing the entire strategy we need to set a marketing calendar. It should give an overview of all the strategy which mentioned in the report and most importantly we need to set priorities for each strategy. For example, sometimes two strategies may not be suitable to implement simultaneously because of various reasons. So we need to set a priority based calendar, which will explain the appropriate time to implement a particular strategy.

Marketing calendar
Strategies	Period	Quick Over view	Expense (Approx)

- Mr. Vinu Narayanan

  Asst. Manager - Consulting
  Bramma Learning Solutions Pvt. Ltd.
  Mob: 09847795311
  Phone: 0484 2705535

TOP 5 Part Time Businesses

Want to earn some extra income????? Bramma Learning Solutions introduces TOP 5 Part time businesses! Just start ur business now

1) Second hand items seller - Just look around and clean your space.You will get the raw material to start ur business. Put it in ur blog, ebay, quikr, olx or any other platform..Enjoy great margins!

2) Jewelry designer- Start your own jewelry making by buying some basic things. Great business if you have a lot of girl friends!

3)Photographer- Buy a DSLR camera. Start clicking photos of objects and post in photo sites like alamy where you can sell your pictures. Web industry needs millions of photos a day!

4) Personalised tutoring- Think about yourself. If you are good at something start a tuition class on the same. If you are good at coconut tree climbing, start it!

5) Paper plate/cup/bag/envelope making- Its a small machinery. Buy it and start a business at home itself. All the shops nearby will start purchasing from you..

Business Vision Setting

Importance of Vision Setting

A businessman to a consultant: “I want my present branches streamlined properly...and my manufacturing unit too…and I want to expand my business to other districts...”

Consultant: “Well we can ...the fee will be Rs.2 lakhs per month.”

Businessman: “That's too much...I can't afford. Can you make it to 1.5 lakhs..?”

"Unless there is a vision for an entrepreneur, his business will end up nowhere. If you want more money invest more."

We can take an example of Vision achievement exercise of Honda Motorcycle and Scooter India Ltd. (HMSI)

Their vision: To become the No.1 two-wheeler company by 2020.

Major milestones achieved after unmerging from Hero-Honda (34 months):

·    23% growth since separation

·    HMSI now constitutes around 17%-18% of turnover of Honda Motor Corporation.

·    By 2015, target is set to be 5 million units of sales.

·    Overtaken TVS and Bajaj in sales

·    Became 2^nd largest two-wheeler company

·    9 zonal offices.

·    Hero has lost 2% of market share

·    Honda gained 3% of market share

·    Overtaken the sales of Hero's Passion by Honda's Dream Yuga in 2012.

The key for achieving the milestone: The pace of Transformation

Following are the factors which they thrived on:

1.  Research department relocated and linked  to Marketing and Sales department (main strategy)

2.  Kept on reworking strategies

3.  New model line up

4.  Spread their market to the interiors of the country.

5.  Widened the product range.

6.  Quick communication and decision making

7.  Responded to market needs and trends.

8.  Brand ambassador- Akshay Kumar (Bollywood actor)

9.  Focused on fuel efficient bikes like Dream Yuga and Neo to compete with Hero's Splendor and Passion.

- Jimish K. Joseph

  Asst. Manager - Consulting

  Bramma Learning Solutions
  Mob: 9746195297
  Phone: 0484 2705535

TOP 10 BUSINESS MOVIES

Top 10 Business Movies every entrepreneur should watch!
1. Office Space

This classic office comedy ought to be required viewing at all business schools. Nothing cures possessed copy machine-induced stress or a bad case of the Mondays faster than watching Peter spar with his dull and annoying bosses.

2. Wall Street

An iconic 80’s film about greed and morality. Michael Douglas is fantastic as Gordon Gekko, the apostle of the “greed is good” ideology. He may be on to something in terms of economic theory, though the SEC may not be so understanding, as the film depicts.

3. Working Girl

Harrison Ford and Sigourney Weaver are fantastic in this thoroughly enjoyable romantic comedy. Melanie Griffith teaches us a valuable lesson as Tess the precocious administrative assistant: Never take your secretary for granted.

4. The Shop Around the Corner

In this classic romantic comedy set in Budapest, Jimmy Stewart and the great Margaret Sullavan fall in love by mail, not realizing that they are co-workers in a gift shop. Re-made in 1998 by Nora Ephron as "You've Got Mail."

5. Gung Ho

This 1986 comedy stars Michael Keaton as a foreman at an American car factory that gets taken over by a Japanese manufacturer. Consider it a hilarious lesson on labor management and the importance of understanding different cultures.

6. The Hudsucker Proxy

The Coen brothers, Tim Robbins, and Paul Newman come together for a good old fashioned screwball comedy. It’s a funny flick that demonstrates the importance of looking for innovators in all levels of a company.

7. One, Two, Three

James Cagney plays the Coca-Cola Company's man in Berlin, and we get a delightful view of an American businessman coping in alien territory and trying, in this case, to prevent the daughter of his Atlanta boss from marrying a communist.

8. Other People’s Money

Danny DeVito shines as “Larry the Liquidator” in this smart, early 90’s drama. In this story we see a conflict as old as time itself: Love, or money? Which would you choose?

9. Boiler Room

Similar to Wall Street in theme, this 2000 drama uses the stock game to teach a valuable business lesson: Always be skeptical of deals that seem too good to be true. Giovanni Ribisi is great as a talented rookie broker.

10. Glengarry Glen Ross

Based on an excellent play by David Mamet, this Hollywood take features an all-star cast that includes, Ed Harris, Al Pacino, Alec Baldwin, Kevin Spacey, Jack Lemmon, and Jonathan Pryce. Required viewing for people looking to get into the real estate game.

Top 10 B-Schools in Kerala

Top 10 B-Schools in Kerala

Hi! Are you looking forward to join for a MBA course? If so find the list of top 10 B-Schools in Kerala (rating by Bramma)

1) IIM, Kozhikode
2) RAJAGIRI B-SCHOOL
3) SCMS
4) School of Management Studies, CUSAT
5) TKM, Kollam
6) IMK, Trivandrum
7) DCMS,Uty.of Calicut
8) MACFAST,thiruvalla
9) DCSMAT B-SCHOOL,VAGAMON
10) FISAT, Angamali

Mantras for Business Success

6  MANTRAS for SUCCESS in BUSINESS

1. Get your head in the game: As the leader of your company, you need to portray a winning state of mind and radiate positive energy. This is relatively easy to preach, but in live interactions, meetings and events, there’s no substitute for having your game face on. A good attitude is transmittable and inspires others. If you need to fake it until you make it, so be it. 

2. Narrow your objectives: Most of the entrepreneurs are constantly distracted by the newest shiny things. By nature, entrepreneurs seem to be idea people, so you’re good at identifying opportunities and finding ways to take advantage of them. That means it’s equally important to figure out which opportunities are irrelevant, and to ignore them completely. Pick up every shiny thing and you've got a collector’s nest, not a successful company. 

3. Steady your reactions: Steady as it goes. This is always of the most priority for essential entrepreneurial qualities. Passion, fire, and drive are at the core of many entrepreneurs. We all need those things. But it can be easy to let these attributes excessively influence your reactions to day-to-day events. Abrupt reactions and decisions that aren't well thought-out don’t do you or your company any good. To prevent them, try to plan proactively and keep the big picture in mind. 

4. Know and stick to your moral compass: It's easy to get influenced by great opportunities or quick fixes. Set yourself and your company up for success by knowing your boundaries. What are you willing to do to achieve your objectives, and where do you draw the line? This is one area where going outside of your comfort zone will do nothing but get you in hot water. 

5. Perception is King: Your reputation is here to stay. Protect your personal reputation and brand, as well as that of your company, by building an image that's meant to last.  

6. Get your fight on:  The best athlete doesn't always win. The one with the most fight and determination always wins out. Someone else may be bigger, faster, or temporarily ahead of the pack, but you will come out on top if you fight smart and stick it out. 

Need some more inspiration? Dream big. Be disruptive. Color outside the lines. Decide what these phrases mean to you, or create some of your own mantras that will keep your compass pointing north.

3 Reasons to Hire a Consultant

3 Reasons to Hire a Consultant

Many companies turn to consultants when they don’t have the staff to handle a particular need, but there are many other solid reasons to consider hiring an external consultant.  Hiring a consultant could be just what your company needs to recharge, think outside the box or explore a new approach.

Here are 3 reasons out of many to hire a consultant:

1. Fresh Thinking - Bringing in someone new who hasn’t lived and breathed your business every day is bound to give you a new perspective. A consultant is going to ask questions and look at your business from a different lens. A consultant also brings learning and knowledge from other client work and other categories that just may lead to that out of the box idea you have been seeking. Hiring a consultant to lead a brainstorming session for your employees is a great way to recharge and excite your team and break out of a rut of ‘same old’ thinking. If you are looking to launch a new campaign or product, a consultant could help you uncover a brand new approach while also getting your team inspired and onboard.

2. Relieve your Overworked Staff – If you are like most companies these days, you’ve had to layoff staff, eliminate positions or freeze hiring.  You’ve kept your best and brightest stars, but you are also asking them to work more and in some cases do the job of several employees. Over time you run the risk of burnout or running off the very people you want to keep. Bringing in a consultant to help out with a project or take on some work for a period of time is cost effective and a good way to show your employees that you respect what they do and realize sometimes they need a break! Letting your staff take a vacation, reclaim their weekends, or just leave work at a normal hour again will go a long way to building good morale and acknowledging their extra effort.  Good employees often leave jobs when they don’t feel appreciated.  Bringing in a consultant to help out is one way to show your appreciation during a particularly busy time.

3. Special Project – As a company you may be curious about trying out a new form of marketing or maybe a ‘new to your company’ way of working. Hiring a consultant to lead and possibly teach your employees about a different expertise is a great way to ‘try it’ before you make a full investment.  You may decide to utilize a consultant to set up and manage a blog for your department or to define a new target and create a plan to reach this new audience. Using a consultant allows your staff to continue to pursue their work while exploring a new possible area at a low risk and low expense.  The results, however, could pay off handsomely!

These are just three reasons out of many to consider hiring a consultant. Working with consultants can be a low risk, low investment option that yields a high return. Next time you find yourself stuck, understaffed, or wanting to try something new – consider bringing in a consultant like Bramma Learning Solutions Pvt. Ltd.

New Initiatives for Student Entrepreneurs

Startup Village’s milestone achievement of securing 1,000 applications in 15 months took on added shine on Independence Day this year as the State Government announced the rollout of its flagship Student Entrepreneurship Policy to schools in the second phase. Chief Minister Oommen Chandy in his Independence Day speech cited the example of Startup Village, India’s first telecom technology business incubator, as a testament to the success of the policy which was announced by the State Government at the Emerging Kerala Global Connect in September last year and offered a number of incentives for college students wanting to set up business startups. In its second phase, the Student Entrepreneurship Policy, which is designed to encourage innovations by youngsters, will be extended to school going students.

Around 10,000 bright school students from classes VIII to XII will be chosen through an online examination and provided computers and other learning material to improve their technology skills as part of the new project. “Young people are going to provide the strength for Kerala’s forward march, and our duty is to provide them with the opportunities here at home,” the Chief Minister said. “It is very clear that employment and growth opportunities around the world in the next 50 years are going to be based on technology,” he said. He declared that September 12, the anniversary of the Emerging Kerala meet, would be celebrated in the state as Entrepreneurship Day.

(Courtesy: Passline Magazine)

Work Culture @ Bramma Learning Solutions