Aarumbh

Aarumbh in partnership with Chanakya University is proud to offer a Management Development Programme which equips software professionals with top-notch #consulting skills to excel in client-facing roles. Through interactive workshops, case studies, and practical exercises, participants gain insights into becoming #trusted advisors to customers. https://lnkd.in/g2_fqW2J This is special and significant for us since Chanakya University emerges as one of India’s premier institutions dedicated to nurturing transformative leaders. We thank Dr. Anilkumar Garag & Dr. Poonam Purohit for driving this initiative at the university and helping us put this program is place. Thanks to Jay Srinivasan for introducing us to Dr. Anilkumar Garag and opening doors to this fruitful relationship. Thanks to many of our well wishers,clients and mentors for believing in us and making this Milestone possible last couple of years. Aarumbh Nagabhushana Urala K Devarajan Ramachandran Arvind Jayakar Mastan Sab Sanjeev Narsipur Shyam Gopalakrishnan Ipshita Ghosh Mukund Moorthy Shiv Kumar MN Lokesh Nagaraja Smruti S. Shashank Woontakal Akamai Technologies Accenture Oracle Bazaar247 MCommerce Pvt. Ltd. etranz Valtech

Currencies customers value Your company's strategy isn’t necessarily your client’s strategy !!. During a pitch to an existing #ERP customer, a few years ago by an inexperienced product sales rep, the client raised a common and sensible question: “I’m happy with my current software. WHY should WE move to the cloud NOW?” Instead of addressing the client’s specific needs or concerns, our sales rep responded with a stock answer: “Because #Cloudfirst is our #strategy, and we’re asking all customers to move to the #cloud.” And then the threat” #support is being discontinued for the old product!! 😒“The conversation quickly veered into a generic pitch about operational expenses versus capital expenses and other standard benefits. As a services head, I felt sorry for the product sales rep digging a hole for herself 😢. This encounter highlighted a significant gap in the approach of the sales rep. At the company level, we may champion cloud solutions and emphasize the benefits of transitioning to the cloud. However, this broader strategy doesn’t always align with the immediate concerns and values of our clients. What CURRENCIES do customers value ?                                                                                                         At a company level, they’re interested in: Reduced Costs, Increased Efficiencies, Improved Revenue, Better Customer Retention: On a more personal level, clients value: Expertise, Availability, Responsiveness, Commitment, Support, Comfort, Predictability, Recognition, Anxiety Reduction. To truly capture a client’s attention and move the needle, your pitch should address these CURRENCIES. Instead of just defaulting to your company-centric pitch, take the time to understand the client’s specific needs and align your solution  with their values and goals. Happy selling. Nagabhushana Urala K Aarumbh

The Long Haul to Trust: Insights from Aarumbh's "Becoming a Trusted Advisor" Program It’s a marathon, not a sprint ! Thanks to Mukund Moorthy & his #consulting team,over the past three weeks, we’ve had the pleasure of guiding enthusiastic participants from #Oracle through Aarumbh's transformative program, "Becoming a Trusted Advisor." Outcomes of the program were designed for practical situations, participants were facing in their jobs & frameworks to help them move forward on specific accounts. Reflecting on some key messages that resonated throughout the program. 1. No Shortcuts to Trust Trust is earned through consistent actions. Every interaction counts. 2. Myth that decisions are rational Decisions are made emotionally, while justifications are provided rationally. Understanding the underlying interests is crucial. 3. Years to build minutes to destroy ! Don’t Take Trust for Granted. Trust can be fragile. 4. Myth about relationships & help Having a good relationship or providing help during a crisis is enough to secure future business. Its more than just being there during tough times. It’s about being proactive consistently. 5. Price is the last reason you lose a deal, silly,however much sales wants you to believe. 6. Its not "either or". You need to tick all boxes.deep relationships, emotional and intellectual connect, and the value you bring to the table. 7. Currencies client's expect keeps changing. What resonates with a client today may not be the same tomorrow. Its anxiety reduction or predicatability today but its transparency or Innovation tomorrow. 8. More importantly Trust is built on Intentions not on outcomes. As participants from #Oracle move forward, we hope they carry these lessons with them and see tangible benefits in the weeks to come. Nagabhushana Urala K Hirak Kayal Sunitha Natarajan Rajesh Baliga Atonu Biswas

Overcoming Anxiety in C-Level Conversations Last week, during a session of our program “Becoming a Trusted Advisor” at one of the #top five global #cloudtechnology companies, an interesting remark from a participant caught my attention. The participant, a seasoned and confident #technicalarchitect, said, “I am comfortable in my conversations with a CIO, but whenever it’s a conversation with a CFO or a CEO, I get anxious.” Hearing this from a highly experienced professional is not surprising at all. At Aarumbh, our program focuses on the #skills,#frameworks, and #behaviors required to become a #trustedadvisor. However, we also delve into the #limitingbeliefs that can hinder this journey. While thorough research on the client and their business, along with other preparations before a client meeting, is crucial, mental preparation to address anxiety is equally important. Self-Reflective Questions to Overcome Anxiety When faced with anxiety in high-level conversations, consider asking yourself these reflective questions: 1. What is the frequency of you feeling anxious? Understanding how often you feel this way can help you address it more effectively. 2. What are the reasons why you feel anxious or what worries you? Write them down to gain clarity. 3. Which of these concerns are within your control, and which are not? Focus on what you can control. For instance, worrying about what the CEO will think of you is beyond your control, but preparing for potential questions is within your control. 4. Any time spent worrying about things outside your circle of control is unproductive. 5. Analyze concerns within your control. Consider what happens if you remove certain concerns from your focus. Strategies to Improve Outcomes To manage anxiety and improve the outcomes of high-level conversations, consider the following strategies: 1. Seek Evidence for Negative Thoughts: Are your fears based on facts or assumptions? Often, one negative experience is exaggerated compared to many positive ones. 2. Build Confidence Incrementally: Work on your skills gradually and take small risks to build confidence over time. 3. Learn from Resilience: Look at examples of resilience and recovery from failures to stay motivated. 4. Rational Risk Analysis: Perform an impact and probability analysis of risks. Risks can be mitigated even if they cannot be entirely avoided. For instance, speaking to a mentor or a subject matter expert outside your area of expertise can provide valuable insights. 5. Practice Meditation: Before important meetings, meditate to visualize positive outcomes. This practice can significantly reduce anxiety and enhance performance. Good Luck for your next client meeting ! Aarumbh Nagabhushana Urala K

Opposite traits You are meeting with the client CXO to present a new idea to them. The company has been your customer for many years. You are very excited about the impressive & visionary slide deck that talks about the emerging and innovative products you have on offer and how they can completely transform their business. Lo and behold when the meeting starts, you are completely stumped by the way the meeting progresses!. The CXO is not impressed with the presentation and seems to be focusing more on their immediate challenges, disinterested in all the new things you want to talk about and gives the impression that they are not ready to take any risks, at least for now. The fact that the CXO seems to be low on #openness needs to be recognized . People low on openness are realistic, practical, straight forward, look for something familiar and not interested in theories. How would you approach the meeting with the CXO who is of an opposite trait? Let’s talk about one trait of Openness. People who are low in Openness have brains where tasks and concepts are kept relatively distinct. One concept is considered in isolation and does not lead to connections to other concepts. In contrast, people high in #Openness have highly networked brains. Asking them to think about one concept touches off a web of activation in the brain, leading them to think about many freely. The process may seem a bit difficult and slow for you but, I would take an incremental approach to the meeting, offer him/her some proof points, offer to do a pilot project, let them see some small successes and avoid fancy presentations. I would talk about more facts, data and let them speak to an existing customer to get their doubts clarified. Key is to understand yourself better before you try to understand others. What are your #traits? What do you like about yourself? What is that you need to change to be successful? Are you ok to step out of your comfort zone if there is something you do not like about yourself to be effective? Well, you have no option but to step out of your comfort zone in this case! Aarumbh Nagabhushana Urala K

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Go Beyond Where You normally Go !   15th Sept is celebrated as #Engineers’ day by the world & its also Sir M.Visvesvaraya's(Sir MV) birthday today in whose honor we celebrate the Engineers’ day. I myself never knew this until recently. Sir MV was an administrator and statesman from Karnataka who was awarded the Bharath Ratna as one of India's foremost civil engineers. Its apt that I quote a real life incident involving Sir MV & there is a lesson for all,more importantly #consultants .Sir MV had a very close friend D.V.Gundappa (DVG). DVG was a renowned Kannada poet, writer and philosopher. He received the Padmabhushan for his literary masterpiece, Mankuthimmana Kagga (Dullard’s rigmarole), published in 1943.     Theirs was a friendship built on intellectual companionship and mutual respect. Sir MV frequently sought DVG’s counsel on matters of state policy and administration, which helped bring about radical changes in the governance of Mysore State. Recognizing the value of DVG’s insights, Sir MV proposed compensating him for his intellectual contributions. DVG promptly declined.   They stopped meeting each other for sometime. Missing the intellectual stimulation, DVG eventually accepted Sir MV’s formal #consulting engagement to restart their scholarly interactions. This arrangement worked like a charm and greatly benefitted both men and the State of Mysore.   Sir MV died in 1962. On DVG’s passing in 1975, his trunk revealed a hidden treasure – several uncashed cheques, issued by the Mysore State Treasury. The treasure spoke volumes of their enduring bond and the true value of their intellectual exchange.   Whether in business or personal life, #relationships that are transactional are short lived and those built on trust and respect are lasting. Simple acts can demonstrate this to both parties and benefit an entire community.   1.    Go beyond the Service Mentality: Offer value and insights beyond the expected. 2.    Cultivate Positive Experiences: Create a journey of positive experiences that leave a lasting impact on the other person. 3.    Educate Instead of Selling: Focus on educating & learning by listening to others rather than pushing products or services. 4.    Consistently Walk the Talk: Establish trust by consistently aligning your actions with your words. 5.    Adopt a Long-Term View: Shift your perspective from short-term transactions to building lasting relationships. 6.    Discover Common Interests: Find shared passions and interests to deepen the connection and foster understanding. 7.    Give More Than You Take:Embrace the principle of reciprocity, offering assistance and support without expecting immediate returns. 8.    Be Authentic and Sincerely Caring: Approach problem-solving with authenticity, genuinely caring about the other person's needs. Nagabhushana Urala K  #consulting #trustedadvisors Photo credit-Rise for India content reference https://lnkd.in/geayazmA

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