Creating Business RoadmapsCreating Business Roadmaps

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 BusinessWritingTraining

It’s all about Communicating better!

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 BusinessWritingTraining

It’s all about Communicating better!

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

Crafting a high-impact sales pitch using our simple butpowerful P5 methodology Get people interested Pitch precisely what’s important Learn how to economize on words and time for maximum

impact

Sales Management Learn about how to organize your sales efforts. Throw out

the complex tools that eat into the time you could be selling.

Excellence in Proposal Writing•Intense•No-Nonsense•Workbook oriented

BreakThroughs – Accelerating your Collaborations!BreakThroughs leverage unique environments to solve tough challenges using a comprehensive set ofdata based on the “As-Is” situation of the client. The collaborative process allows a rapid and effectiveengagement of large audiences of diverse stakeholders with varying business priorities. Hence,BreakThroughs involve lower risk, greater collaboration, shorter coordination cycles and higher focuson value realization.

The “BreakThrough” Approach is derived from the fundamental premise that environments whichallow participants to relax and express themselves in an open way while challenging each otherconstructively, create a common purpose and collective determination to work towards a commongoal. The actual event involves small sub-groups working in parallel on fragments of a large problemwithin such creative environments. The solution designed by each of these sub-groups has a deliberatefocus on actions necessary to achieve the desired outcomes.

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BreakThroughs leverage unique environments to solve tough challenges using a comprehensive set ofdata based on the “As-Is” situation of the client. The collaborative process allows a rapid and effectiveengagement of large audiences of diverse stakeholders with varying business priorities. Hence,BreakThroughs involve lower risk, greater collaboration, shorter coordination cycles and higher focuson value realization.

The “BreakThrough” Approach is derived from the fundamental premise that environments whichallow participants to relax and express themselves in an open way while challenging each otherconstructively, create a common purpose and collective determination to work towards a commongoal. The actual event involves small sub-groups working in parallel on fragments of a large problemwithin such creative environments. The solution designed by each of these sub-groups has a deliberatefocus on actions necessary to achieve the desired outcomes.

1. Complex issues and changerequire intensivereconciliation, consensus andcommitment

2. Involvement of MultipleStakeholders

3. Lack of clarity in achieving acommon solution

4. Time Consuming

Challenges Approach Benefits

1. Visualization of future states2. Iterative solution design3. Rapid testing of solution4. Knowledge Integration5. Focus on actions necessary

for desired outcomes6. Collaborative working and

decision making with diverse,multi-stakeholder groups

1. Significantly shortens co-ordination cycles andaccelerates implementation

2. Ensures “Buy In” of all and abest quality decision throughprofound analysis

3. Guarantees broad alignmentand commitment of eachparticipant while creatingenthusiasm for the solutiondesigned

Benefits ofBREAKTHROUGH 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

● 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

Case Study: A Collaborative Event designed to bring outthe solutions that lie within . . .Client – Large Insurance Company

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Case Study: A Resource Demand PortfolioEnvisioning Workshop

Client - Large Insurance Company

Workshop Objectives 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 RDPRoadmap, etc

• This was followed by a debriefing session where the participants were asked toidentify three positive things about the organization and three things where itneeds 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 keychallenge

• The team was asked to take the challenge to the next level of refinement byaddressing 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

Develop a common view regarding the key challengesof 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

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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

Outcome

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 RDPRoadmap, etc

• This was followed by a debriefing session where the participants were asked toidentify three positive things about the organization and three things where itneeds 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 keychallenge

• The team was asked to take the challenge to the next level of refinement byaddressing 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

Develop a common view regarding the key challengesof 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

Summary Preparation Phase

Data Collection Internal Event Branding and communication

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

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

1

Actu

al W

orks

hop

(c) Focal Concepts Confidential

Preparation Phase Data Collection Internal Event Branding and communication

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

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

2

3

Actu

al W

orks

hop

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

Training of entry level consultants on fundamental skillsneeded to thrive and be effective Simulation, role-play and presentations Proposal development Role expectations Team dynamics Client complexities Account planning and Financials Career Planning

Executive Coaching Confidential counseling, coaching and mentoring of

identified individuals with leadership potential outside theconfines of the organizational boundaries

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

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

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

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

Social Media Strategy Development Identifying Social Media objectives Base-lining organizational Social Media maturity Competitive positioning Social Media policy creation Social Media messaging consistency

Identifying Social Media objectives Base-lining organizational Social Media maturity Competitive positioning Social Media policy creation Social Media messaging consistency

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

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

Curriculum – Entry Level Phase 0: Analyze current writing strengths and weaknesses – structure,

grammar (active/passive voice, apostrophes, subject-verb agreementetc.), tone, understandability, core messaging, adherence to writingetiquette, reading habits

Phase 1: Fundamentals of communication, self-assessment exercise,crafting of relevant documents and instant feedback, three types ofwriting, basic editing, eliminating common mistakes, writing and editingusing the FOCUS Filter method, comprehension and rating ofdocuments of varying complexities

Phase 2: six monthly assignments with a mentor

A FINAL REPORT WILL BE WRITTEN FOR EACH PARTICIPANT ANDSHARED WITH THE SPONSOR. THIS WILL LOOK AT OVERALLPROGRESS AND RECOMMENDATIONS FOR SUSTAINEDPROGRESS.

Phase 0: Analyze current writing strengths and weaknesses – structure,grammar (active/passive voice, apostrophes, subject-verb agreementetc.), tone, understandability, core messaging, adherence to writingetiquette, reading habits

Phase 1: Fundamentals of communication, self-assessment exercise,crafting of relevant documents and instant feedback, three types ofwriting, basic editing, eliminating common mistakes, writing and editingusing the FOCUS Filter method, comprehension and rating ofdocuments of varying complexities

Phase 2: six monthly assignments with a mentor

A FINAL REPORT WILL BE WRITTEN FOR EACH PARTICIPANT ANDSHARED WITH THE SPONSOR. THIS WILL LOOK AT OVERALLPROGRESS AND RECOMMENDATIONS FOR SUSTAINEDPROGRESS.

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 writingetiquette, reading habits

Phase 1: Fundamentals of communication, self-assessment exercise, persuasive writing , crafting of relevantdocuments (including bad news messages, status reports, white papers and proposals) and instant feedback, threetypes of writing, basic editing, preventing common mistakes, creating clear and unified paragraphs, writing andediting using the FOCUS Filter method, comprehension and rating of documents of varying complexities, usingdifferent sentence types for variety and emphasis, avoiding business-writing habits that cloud comprehension andfrustrate 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. THISWILL LOOK AT OVERALL PROGRESS AND RECOMMENDATIONS FOR SUSTAINED PROGRESS.

Phase 0: Analyze current writing strengths and weaknesses – structure, grammar (active/passive voice,apostrophes, subject-verb agreement etc.), tone, understandability, core messaging, adherence to writingetiquette, reading habits

Phase 1: Fundamentals of communication, self-assessment exercise, persuasive writing , crafting of relevantdocuments (including bad news messages, status reports, white papers and proposals) and instant feedback, threetypes of writing, basic editing, preventing common mistakes, creating clear and unified paragraphs, writing andediting using the FOCUS Filter method, comprehension and rating of documents of varying complexities, usingdifferent sentence types for variety and emphasis, avoiding business-writing habits that cloud comprehension andfrustrate 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. THISWILL LOOK AT OVERALL PROGRESS AND RECOMMENDATIONS FOR SUSTAINED PROGRESS.

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 writingetiquette, reading habits

Phase 1: Fundamentals of communication, self-assessment exercise with an emphasis on written executivepresence, persuasive writing , writing to inspire, organizational communication, crafting and review of relevantdocuments, writing to an international readership, preventing common mistakes, writing and editing using theFOCUS Filter method, avoiding business-writing habits that cloud comprehension and frustrate readers, writingexecutive 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. THISWILL LOOK AT OVERALL PROGRESS AND RECOMMENDATIONS FOR SUSTAINED PROGRESS.

Phase 0: Analyze current writing strengths and weaknesses – structure, grammar (active/passive voice,apostrophes, subject-verb agreement etc.), tone, understandability, core messaging, adherence to writingetiquette, reading habits

Phase 1: Fundamentals of communication, self-assessment exercise with an emphasis on written executivepresence, persuasive writing , writing to inspire, organizational communication, crafting and review of relevantdocuments, writing to an international readership, preventing common mistakes, writing and editing using theFOCUS Filter method, avoiding business-writing habits that cloud comprehension and frustrate readers, writingexecutive 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. THISWILL LOOK AT OVERALL PROGRESS AND RECOMMENDATIONS FOR SUSTAINED PROGRESS.

WRITING WITH ENERGYfor High-Potential Leaders

Creating the right framework forenergised business communication

Constructing concise, lucid andeffective business artefacts.

Presenting information, facts and opinions insimple, correct and easy-to-grasp formats.

• Phase Zero

Pre-assessment

• Phase One

Analysecurrentwritingstrengths andweaknesses

Workshop with

FOCUS FILTER*Method.

Learning Centre

Creating the right framework forenergised business communication

Constructing concise, lucid andeffective business artefacts.

Presenting information, facts and opinions insimple, correct and easy-to-grasp formats. Pre-assessment

• Phase Two

Learning Centre

Six month Mentorshipto sustain learning

Post-program

Communication is thekey to personal andcareer success.

- Paul J. Meyer

Focal Concepts

STRATEGIC WRITINGfor Business Visionaries Creating the right framework for

strategic business communication

Writing to inspire and give directions.

Media Management and PublicCommunication.

Crisis Communication- External and Internal.

Risks and their mitigation in DigitalCommunication

Handling Strategic Client-Communication channels.

• Phase Zero

Pre-assessment

Assess needs ofparticipants.

Creating the right framework forstrategic business communication

Writing to inspire and give directions.

Media Management and PublicCommunication.

Crisis Communication- External and Internal.

Risks and their mitigation in DigitalCommunication

Handling Strategic Client-Communication channels.

• Phase One • Phase Two

Learning CentreSix monthextendedprogram :communicationconsultation oncall..

Post-programCommunication is the

key to personal andcareer success.

Paul J. Meyer

Focal Concepts

StrategicCommunicationWorkshop withthe FOCUSFILTER* Method

Focal Concepts

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), ConsultingOperations.

Master Facilitator, with the ability to guide large groups of people in a commondirection in a structured manner, emphasizing decision-making throughconsensus-building.

BE – IIT Roorkee, MS in CS Florida State University, MBA, SouthernMethodist University

Visiting Professor of Management Consulting at Indian Institute ofManagement, Bangalore

Vast international consulting experience Organizations: NEC America, AT&T, Deloitte &Touche, Wipro Consulting

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), ConsultingOperations.

Master Facilitator, with the ability to guide large groups of people in a commondirection in a structured manner, emphasizing decision-making throughconsensus-building.

BE – IIT Roorkee, MS in CS Florida State University, MBA, SouthernMethodist University

Visiting Professor of Management Consulting at Indian Institute ofManagement, Bangalore

Vast international consulting experience Organizations: NEC America, AT&T, Deloitte &Touche, Wipro Consulting

Books by Vasudev MurthyThe senior priest at Kinkaku-ji temple is founddead in mysterious circumstances Dr John H.Watson receives a strange letter from Yokohama.The quiet, distinguished Mr Hashimoto ismurdered inside a closed room on a voyage fromLiverpool to Bombay. In the opium dens ofShanghai and in the back alleys of Tokyo, sinistermen hatch evil plots. Professor Moriarty stalksthe world, drawing up a map for worldwidedominion. In a seriocomic Missing Years novelthat radically ups the ante, Sherlock Holmes andDr John H. Watson find their match in more thanone man (or indeed, woman). A thrilling chasethat will leave you breathless.HARPERCOLLINS 2013

This set of thirty powerful short storiestakes the readers on a journey from theabsurd to the sublimely sensitive, from themundane to the esoteric and from thedepths of extreme sorrow to the heights ofhumour. It explores the boundaries ofimagination and holds the attention ofreaders with unusual storylines, tight andsubtle language and a unique narrativestyle.Read a story a day from this collection.Liberate yourself LiFI 2013

Mysteries of the spiritual world broughthome to us through various raags... thenarrator sits in meditation, his spirit on amission to bring back the secrets of theraags to him. His spirit ushers in imagesand diverse personifications of Bhairavi,Kamod, Puriyadhanashri and manyothers,over a period of time, andcovering a gamut of emotions -reflection, meditation, sorrow and joy.Lyrical, absorbing - this book is one of itskind! RUPA & CO 2004

This useful book demystifies a very importantpart of formal business practice writing a qualityproposal. It helps the reader put together acomprehensive and professional document thatwill be taken seriously. Covering all elementsthat are crucial for writing an effective businessproposal, the book also spells out when andunder what conditions a proposal should besubmitted, the information required, and theethical business issues involved. Vasudev Murthyprovides useful tips for producing a professionalproposal that will enable the writer to establishthe credibility of his organization and persuadethe reader to accept it SAGE 2006

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 ExecutiveMagazine 27- March 2012

6 Things Every Consulting Candidate Should Know –Vault Magazine20-April 2012

B-school profs need industry experience – EducationWorldOnline July2013

Social Media and the CIO: Be the Gas Pedal, Not the Brake CIOInsight 26-February 2012

Five Ways to Help Your Annual Strategy Succeed Chief ExecutiveMagazine 27- March 2012

6 Things Every Consulting Candidate Should Know –Vault Magazine20-April 2012

B-school profs need industry experience – EducationWorldOnline July2013

www.focalconcepts.in vasudev.murthy@focalconcepts.in +91 99866 80400

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

Head – Customer Acquisition & Strategic Account Management,Focal Concepts www.focalconcepts.in

Public Affairs, Public Relations, Branding, Marketing and CorporateCommunications 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 theconsulting team on a UNDP project in India.

Was also associated with the Urban Solid Waste Management research team ofthe 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

Vasudev.Murthy@FocalConcepts.in+91 99866 80400

Thank you

Vasudev.Murthy@FocalConcepts.in+91 99866 80400