Comments on: More for less http://www.vineetnayar.com/more-for-less/ In search of New Leaders Sun, 05 Sep 2010 14:50:03 -0700 hourly 1 http://wordpress.org/?v=3.0.1 By: fjbnheipsssf http://www.vineetnayar.com/more-for-less/comment-page-1/#comment-1093 fjbnheipsssf Sat, 31 Jan 2009 16:19:54 +0000 http://vineet.hclblogs.com/?p=49#comment-1093 <strong>fjbnheipsssf...</strong> Anyway, you should do your best ;)... fjbnheipsssf…

Anyway, you should do your best ;) …

]]> By: AlexanderGreat http://www.vineetnayar.com/more-for-less/comment-page-1/#comment-1092 AlexanderGreat Thu, 01 Jan 2009 00:05:32 +0000 http://vineet.hclblogs.com/?p=49#comment-1092 <strong>hi...</strong> wonderful... hi…

wonderful…

]]> By: sourcing http://www.vineetnayar.com/more-for-less/comment-page-1/#comment-1091 sourcing Thu, 28 Aug 2008 23:20:52 +0000 http://vineet.hclblogs.com/?p=49#comment-1091 <strong>sourcing...</strong> Information on this subject is not always as straight forward as it first appears. I know I used to just use a common sense approach, but now I do direct research before coming up with my next move. Keep the information coming.... sourcing…

Information on this subject is not always as straight forward as it first appears. I know I used to just use a common sense approach, but now I do direct research before coming up with my next move. Keep the information coming….

]]> By: Srivatsan http://www.vineetnayar.com/more-for-less/comment-page-1/#comment-1088 Srivatsan Wed, 30 Jul 2008 09:49:53 +0000 http://vineet.hclblogs.com/?p=49#comment-1088 It is always good to have a mix of both the side. Larger organization who can given you 100 M deal have to be more than 100 B companies and they are depleting fast. The emerging markets leaders are those who will become one of the them in the next 5 years and will get you the 100 M by then any way. Larger organization would give you this deal in 1 years after initial contact and patience and persistance is essential here, in that 1 year it is likely that you would have got at least 20, 5 M deals who have far more potential that the larger one. I am a sales person, and I target 1 large and 10 medium and 20 small customers in my basket and have been successful. The large one give that maximum adrenal, but the bottom line is the other 30 gives me bread. It is always good to have a mix of both the side. Larger organization who can given you 100 M deal have to be more than 100 B companies and they are depleting fast. The emerging markets leaders are those who will become one of the them in the next 5 years and will get you the 100 M by then any way. Larger organization would give you this deal in 1 years after initial contact and patience and persistance is essential here, in that 1 year it is likely that you would have got at least 20, 5 M deals who have far more potential that the larger one.

I am a sales person, and I target 1 large and 10 medium and 20 small customers in my basket and have been successful. The large one give that maximum adrenal, but the bottom line is the other 30 gives me bread.

]]> By: Rangaraj http://www.vineetnayar.com/more-for-less/comment-page-1/#comment-1087 Rangaraj Wed, 14 May 2008 09:55:30 +0000 http://vineet.hclblogs.com/?p=49#comment-1087 I partially agree with this, if your a growing organisation, you need to have different/ more clients to build your skills in a particular vertical. But if your a big organistion you have the capability to take up big projects and execute and grow, again if you are looking for something big in the area which your not an expertise you end up in high risk. i feel a balance of both big and small clients will help the organisation growth. I partially agree with this, if your a growing organisation, you need to have different/ more clients to build your skills in a particular vertical. But if your a big organistion you have the capability to take up big projects and execute and grow, again if you are looking for something big in the area which your not an expertise you end up in high risk. i feel a balance of both big and small clients will help the organisation growth.

]]> By: Palaniselvan http://www.vineetnayar.com/more-for-less/comment-page-1/#comment-1086 Palaniselvan Mon, 12 May 2008 10:00:09 +0000 http://vineet.hclblogs.com/?p=49#comment-1086 It can be argued both ways.. Ono one hand -  it will make lot of sense to go for the big-deals, show-case our capability in handling large engagements and rake int eh revenues with relatively simpler internal management overheads. On the other – doing lots of little deals will mean we pick up a wide array of experience and expertise and will be able to handle any requirement that comes up in the market.. we will be more insulated against market volatility and the like. In the end, it all boils down to what we do best.. what business model SUITS US. If can turn around and get clarity on our capability and strength, that will serve as a key driver in deciding what path we choose.. success can be achieved either way. It can be argued both ways.. Ono one hand –  it will make lot of sense to go for the big-deals, show-case our capability in handling large engagements and rake int eh revenues with relatively simpler internal management overheads. On the other – doing lots of little deals will mean we pick up a wide array of experience and expertise and will be able to handle any requirement that comes up in the market.. we will be more insulated against market volatility and the like. In the end, it all boils down to what we do best.. what business model SUITS US. If can turn around and get clarity on our capability and strength, that will serve as a key driver in deciding what path we choose.. success can be achieved either way.

]]> By: hcl emp http://www.vineetnayar.com/more-for-less/comment-page-1/#comment-1084 hcl emp Sun, 13 Apr 2008 05:22:57 +0000 http://vineet.hclblogs.com/?p=49#comment-1084 Thanks Vineet, I am avid reader of your blogs and a great admirer of you. I have some comments on this article. On a bigger perspective, this strategy looks great! As always, the devil is in the details. The company that gives you big contracts should be "bigger" :)   If we take the current scenario, bigger behemoths are facing deep cuts while and the companies / enterprenurs who rewrite the rules of the game and are finding new avenues to do business is ruling the roost. The only way a big company will go (if they don't innovate) is down. There has been ample precedence for this. All the quotes about fortune 500 companies that don't exist any more The small company has to innovate and grow to survive. It makes good business sense to target smaller companies in emerging markets. That is how lot of Indian IT companies has grown, like iFlex, Emphasis even satyam etc. They fly under the radar of big IT competition by concentrating on smaller deals, which can grow phenomenally. Isn't this a un / less contested space where the competition is not so fierce. HCL, I would say has harnessed the power of emerging smaller companies in the past. While the likes of TCS has always concentrated on big clients and has to scramble for business from new companies when the new guys become big. If we are ignoring the emerging small companies, are we not loosing the new market leaders ? Are we not targeting the big head where the competition is fierce ? What about the long tail where the competition is not fierce.   Regards hclemp Thanks Vineet,

I am avid reader of your blogs and a great admirer of you.

I have some comments on this article.

On a bigger perspective, this strategy looks great!

As always, the devil is in the details.

The company that gives you big contracts should be "bigger" :)   

If we take the current scenario, bigger behemoths are facing deep cuts while and the companies / enterprenurs who rewrite the rules of the game and are finding new avenues to do business is ruling the roost.

The only way a big company will go (if they don’t innovate) is down. There has been ample precedence for this. All the quotes about fortune 500 companies that don’t exist any more

The small company has to innovate and grow to survive.

It makes good business sense to target smaller companies in emerging markets.

That is how lot of Indian IT companies has grown, like iFlex, Emphasis even satyam etc. They fly under the radar of big IT competition by concentrating on smaller deals, which can grow phenomenally. Isn’t this a un / less contested space where the competition is not so fierce.

HCL, I would say has harnessed the power of emerging smaller companies in the past.

While the likes of TCS has always concentrated on big clients and has to scramble for business from new companies when the new guys become big.

If we are ignoring the emerging small companies, are we not loosing the new market leaders ?

Are we not targeting the big head where the competition is fierce ?

What about the long tail where the competition is not fierce.
 
Regards
hclemp

]]> By: John - Augen http://www.vineetnayar.com/more-for-less/comment-page-1/#comment-1083 John - Augen Wed, 09 Apr 2008 13:40:21 +0000 http://vineet.hclblogs.com/?p=49#comment-1083 This is my opinion too... I agree to disgree with the traditional wisdom, in the new flat World. This is my opinion too… I agree to disgree with the traditional wisdom, in the new flat World.

]]> By: Pavan http://www.vineetnayar.com/more-for-less/comment-page-1/#comment-1082 Pavan Tue, 08 Apr 2008 15:51:36 +0000 http://vineet.hclblogs.com/?p=49#comment-1082 Very much true, the client would be delighted when he gets total end to end solutions. but it is possibe for companies who have huge resources and talent to deliver such comprehensive solutions. Very much true, the client would be delighted when he gets total end to end solutions. but it is possibe for companies who have huge resources and talent to deliver such comprehensive solutions.

]]> By: ExHCL http://www.vineetnayar.com/more-for-less/comment-page-1/#comment-1081 ExHCL Mon, 07 Apr 2008 07:47:59 +0000 http://vineet.hclblogs.com/?p=49#comment-1081 For HCL it would bring lot of benefits managing less clients that generate more revenue. It would also help them leverage in future with repeat orders or another big client. For startups it make more sense to distribute the risk across customers, instead of putting all eggs in one basket. It should help them to not only gain domain knowledge but also access their strengths and weeknesses. After all Taj Mahal was built in 20 years and not 2 months.............(Google is an expection though) For HCL it would bring lot of benefits managing less clients that generate more revenue. It would also help them leverage in future with repeat orders or another big client. For startups it make more sense to distribute the risk across customers, instead of putting all eggs in one basket. It should help them to not only gain domain knowledge but also access their strengths and weeknesses. After all Taj Mahal was built in 20 years and not 2 months………….(Google is an expection though)

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