Key Account Management

APR – JUNE 2014 VOLUME 18 HEALTH CHECKUP ... 2

GRAVITA IN NEWS... . 4 GRAVITA focus

Benefits of key account management:-

“Account managers are huge informational resources for their own firms. They can provide feedback, tailor services and products, and create awareness of all services for their account.”

“It’s tough to find the right people for key account manager positions within organization. They often just don’t get out of the box of traditional thinking and are always looking for architectural or engineering solutions to problems: not all problems have its solutions! Also, organization tends to be introverted and clients want to partner with a peer. A bright & someone, who understands business and organizational structures, will be great for leading organization.

Standard forms of contract do not allow for account management as an integral part of the design or construction process. As a result, some firms claim that they cannot afford the position of account manager. But to add another individual at a high level is not a high priority when the relationship between the firm and its client is already adequate or appears so. Yet careful management of an account relationship on a proactive basis reduces marketing expenses over time, plus acts as a defense against a client’s straying to a rival firm.

Feedback of different firms:-

Most firms that have tried it have found that a well-oiled relationship may take years to develop. Given the complexity of two organizations acting in opposing roles buyer & seller elapsed time is a necessary ingredient for the trust that underlies mutual self-interest. That, after all, is what Key account management is all about.

Key account management is a very pioneer art, which helps growing firms to lead with advanced firm principals, managers & marketers who have tried it swear it can deal successfully with serious challenges. It was plainly stated recently by highly rated Indian management institutes that “People are just sick and tired of being sold to.” This simple statement reflects what developed industries have learned from its on-going analysis of how clients think. Marketing & initial attentions must change in style, content and approach & there should be an urge to have a chance of reaching potential clients with any sort of credibility.

Neeraj Sharma

Asst. General Manager Sales & Marketing (Projects)

VISION & VALUES ..... 3

There may be a place for the usual practices of socializing with potential clients, making cold calls and responding to RFP’s; but to get heard, professional services firms of all types must infuse client contact with content and build relationships over time.

Account Management:-

One response a firm can make is to develop an account management system in relating to clients. The difference between that and business as usual is that our firm manages accounts—as opposed to merely dealing with the client’s organization on individual projects. This story is focused on key account management. Key accounts are highly valued clients who can be expected to generate work over time. This creates a unique set of protocols and behaviors. Product and services businesses have operated on this basis for decades: companies such as Xerox, IBM, AT&T, FLSmidthand more recently Sun Microsystems and Oracle have accepted key account management as a critical part of their marketing strategy so thoroughly that the term has morphed into tailored programs supported by an entire industry of so-called CRM (customer relationship management) tools provided by such vendors as People-Soft and Seibel Systems.

Editor’s Note: As Am writing you once again , I would like to express my sincere thanks to each one of you for putting splindid performance in 2013-2014 which has brought many new milestones for GRAVITA . I owe this success to each one of your sheer commitment to raise the performance bar and even surprise ourselves with tremendous improvement in all operational areas . Let me share my way forward journey with you with a small story which I heard long time back . Once an individual ask Gurudev Ravindranath Tagore '' Guredev what is being more worst than being Blind '' and Gurdev as usual replied with calm '' an individual having eyes but no vision '' . Visioning much higher than we capable to do is going to we our way forward in 14-15 . We will revisit on our existing vision and will delebrate on making it more challenging , exciting , funfilled and even satisfying as we march ahead . I have no doubt on each one of your capability and Am sure the complete Senior Leadership Team will drive the redefined vision with fairness and tenacity.

Participation in the Management Development Program (MDP)

Parinda - Save Bird Campaign

Health Check-up Camp at Head Office (HO)

Coffee with HR “Reveal what you Feel”

Be a Winner

Health Check-up Camp

As a part of our company’s CSR initiative, a health check-up camp was organized at ‘Phagi’ plant. This was in collaboration with Narayana Hrudayalaya Hospital which brought together doctors specializing in the fields of gynecology, physiology and pediatrics. This complete event was missionized by our beloved Managing Director, Sh. Rajat Agarwal, who continues to inspire us to serve humanity.

The plant head at Phagi, Mr. Ajay Gupta inaugurated the camp and it was supported by the very diligent cross-functional team from Phagi plant and head office with Mr. Purushottam Matta as the Project Leader from the HR & Admin team.

We are proud to share that around 644 people in 1st Quarter from varied age groups got themselves registered for the check-up and were benefitted. Free distribution of medicines also took place simultaneously to the patients who were also provided with refreshments in the form of tea and cookies.

“What is crucial in

dealing with loss is

not to lose the

lesson. That makes

you a winner in the

most profound

sense.”

– Dayananda Saraswati

During summers, with temperature rising to 45-47 Degree, thousands of birds die due to lack of drinking water and grains to eat. Save birds campaign in association with Danik Bhaskar was aimed at motivating the Employees and the nearby residents toprovide food and water to the birds during the summer.

The Jaipuria Institute of Management organized a very enlightening Management Development Program on 19th April, 2014 which emphasized on Competency Based Recruitment System.The discussions were based on topics which included mapping competencies, importance of hiring Talent, role of interviewer in behavior interviewing. This workshop turned out to be extremely fruitful for our three colleagues Varsha Sharma, Jayati Shah and Krishan Choudhary.

As a part of the Employee Engagement Initiative by Team Hr & Admin, our team conducted one such activity to support the need of Preventative Health Check-up in the premises of our Corporate Office on 10th of May, 2014. The camp was supported by a versatile team which constituted of experts from all fields of Medicine, including Ortho, Internal Medicine, Ophthalmology, ENT, Dental, Dietician and Physiotherapist.

The camp was inaugurated by Mr. Rohit Mathur, DGM (HR). Furthermore, it was efficiently organized by the passionate HR & Admin team from the HO. We are pleased to share that around 86 employees, from different age groups, registered themselves for the health check-up and took benefits from it.

Adapting in a completely new office environment can be as daunting a task. Here, at Gravita, a small interactive and ice-breaking session for the new entrants was organised in order to make them feel at home. This session not only acts as an orientation for the new members of Gravita but it also provides them with a platform to give their own initial experiences of the company without any hesitation, thereby enabling our HR team to analyze the organization’s positive as well as negative aspects. The meeting was conducted by Head HR on the 9th of May, 2014 wherein the new joiners talked about their post-joining experience in the Gravita India Ltd.

Labor Day Celeberation at Mozambique: Gravita Mozambique celebrated the Labor Day on 1st of May, 2014 with much enthusiasm and zeal so as to ensure our integrity in the community. A gala function was organized at the Mozambique plant where in all our colleagues congratulated the eminent work-force and joined them in the celebrations. We intend to continue participating in such events in order to build a strong association with the local community and project brand of Gravita as the principal employer on international platform.

The Green Cup – Cricket Fever Work life becomes mundane, in absence of some fun and games. Green Cup" Corporate Cricket Tournament which was initiated by 'Shristhi' to spread awareness about greenery and environment safety while encouraging sportsmanship among different corporate sectors.

To rejuvenate and get rid of the mental pain, the inter company cricket tournament was organized at Neerja Modi School wherein Gravita Cricket Team participated and has reached to the level of Quarter final, In our endeavor to make this event bigger and better with every passing tournament, this time we will have new faces performing at their fullest. During both the matches Mr. Rajeev Surana / Mr. Rohit Agrawal & Mr. Ashok Mal done tremendous job. Mr. Surana got Man of the Match Award for his wonderful performance.

Vision and Values Workshop: A one day workshop was organized on 27th of May, 2014 to conduct an insightful and an inter-active session with Mr. Sandeep Grover, an external faculty at Fortune Belecasa, Tonk Road Jaipur. The whole session intended to provide a base line for further deliberation on drafting the Values and Vision of our company. The creativity, innovation and enthusiasm demonstrated by each one of participant fulfilled the purpose of the workshop which helped evolve many dimensions of the Gravita as a Group.

Mata Ka Jagran at Phagi Plant This devotional program was done at our Phagi plant on 7th April 2014 from 9:30 am till 6 am ( 8th April 2014).The Jagran started with Ganesh Vandana, Navgrah and Mataji's pooja Abhishek, Then the Akhand jyoti was lightened up all the employees, staff and workers at plant and the family members were the party to the event, At the end Mataji's Aarti was done and then Prasad was distributed to all. Everyone was blessed with the divine blessings

Health Tip: We have introduced this new section in our news-letter so as to ensure the best of health for our valued employees. And here goes our first tip to all our colleagues. Get up from your desk every 45mins or so, walk around, grab some water, have a stretch!’, after all An Active Mind cannot exist in an In-Active body!

Editorial Board Dr. M. P. Agrawal, Chief Editor

Design by- Kamal Kumawat Content Editing by- Varsha Sharma, Jayati Shah, Rohit Mathur

Gravita India Ltd., Gravita Tower, A-27B Shanti Path, Tilak Nagar, Jaipur- India 302004 Ph: 91-141-2623266, Fax: 91-141-2621491

www.gravitagroup.com www.gravitaindia.com www.gravitatechnomech.com

New Admin Block Inauguration & Holi Milan Celebration

Gravita In News: At Gravita, we believe in expanding our horizons. We have constantly progressed since the time of inception and so we have our goals set for long and short term. Our growth and success has been noticed as well as broadcasted by some of the prominent News-breakers! At the end of the financial year on 31st March 2014, the 21st Annual Report was presented by the Directors of the company. We are proud to announce that our company’s cumulative income has seen a rise of 29% from 399.58 crores to 517.17 crores.

World Recycling Convention & Exhibition, Miami, USA

Bureau of International Recycling (BIR) organized an event “2014 World Recycling Convention & Exhibition” which took place in Miami, U.S.A. on 2nd to 4th June 2014. This Event provided young delegates with a unique opportunity to network and to learn more about each other’s organization and business prepositions. GRAVITA participated in the event with the worldwide delegates.

Employee Testimonials