====================================================================================
When I read any book, I scribble my comments / notes in the margins
Pg. No. XIX
·
Has Author
already started practicing CRM with readers?
·
(21-07-01)
·
We are quite so.
Pg. No. XXII
·
This will
happen to us when some output statement of OES become “accessible” to our
customers thru our website. These may not be our existing 82 statements. These
may be especially designed-keeping client’s needs in mind.
·
(21-07-01)
·
Pg. No.
XXIII
·
Pitch!
·
Our
Automatic conversion of a Shopping Basket (i.e. what our customer needs) into a
Job-Advt. (means to attract Jobseekers to respond), falls in this category.
·
But, our
ultimate goal should be to “broadcast”, each & every “Resume-Search
attempt” (if we can capture it), to every potentially suitable executive,
whether, he is our MEMBER or not.
Pg. No. 6
·
I have
repeatedly said, “The two wheels of our (business) chariot are – computers –
communications. (esp.: tale-)
Pg. No. 7
·
This i.e.
why, we have tried to STANDRDIZE” letters / proposals / responses in our OES.
Pg. No. 8
·
This is the reason;
I have repeatedly stressed the need for a Client History (Janam Kundli) which
pops-up on the computer screens of all employees who are, interacting with that
client, at that moment
Pg. No. 9
·
E.g.:
·
OES
accepting Shopping Baskets from our website.
·
Sanjeev
·
In OES, can
we simply enter client’s name & find all pending orders? Surely, no client
can remember SON!
Pg. No. 10
·
Nirmit
·
E.g.:
·
If we don’t
have the “right” candidate, we find one from our partner placement agent cites
or thru a tie-up with naukri.com jobstreet.com jobsahead.com etc. A
“smart-search” engine can search resume databases of several websites at
one-go!
·
A win-win
situation for everybody. (Provide all Resumes are anonymous)
·
This is What
VC – funded websites are doing!
Pg. No. 11
·
Our client
Janam-Kundli (concept) covers “Billing History” in OES & someday on our
website too.
·
Assignment
(order) History.
·
This is why
everybody should use OES!
Pg. No. 13
·
(22-07-01)
Pg. No. 14
·
On 25th,
we have invited “brand quiver” to tell us about their email mktg. package.
Pg. No. 15
·
Robin
·
When we are
trying to enter into Module 1 (Non-Member area), data about “head-hunted”
executives compiled by all our consultants, we, too, are trying to create-and
mine – a central data-base.
·
Module 1.
·
I hope,
someday soon, we will create an exhaustive CLIENT JANAM-KUNDLI in our OES &
then upload it on our website for “access” by our customers.
Pg. No. 17
·
We have done
this in our “Business Plan” which, we prepared for VC Funding in 2000.
·
Our BP includes
these too.
·
Our
“targets” are well quantified.
Pg. No. 19
·
Nirmit
·
We have to
“integrate”
Ø (Website)
Ø (Module 1)
&
Ø (OES)
·
By Dec. 2001.
·
Absolutely true.
Pg. No. 20
·
Nirmit
·
Sanjeev
·
Thru OES,
you should be able to provide to a client, more or less, the same info. Which
an individual consultant dealing with that client, is in a position to provide.
Pg. No. 21
·
We must have
SAME / COMMON, Customer – History (Janam-Kundli), in
·
Website
·
Module 1
·
OES
·
All of our
“Alliance-Partners”, are part of our Network – but for from integrated (so
far). Sure they can log-in and see their “statistics” – but that about all!
·
In our case,
each consultant is such a unit.
Pg. No. 22
·
Read covering
note of “QUO VADIS” report which I prepared for L & T in 1982.
·
This is before
arrival of E-mail!!
Pg. No. 24
·
Sanjeev
·
We all agree
that this is VITAL, but how often do we practice this? OK-SO, if shop. Basket
cannot be entered into OES – and a proposal sent out, using OES, hell with it!
·
Lotus send
“proposal” OUTSIDE of OES! But let us do it in 24 hours.
Pg. No. 28
·
For the moment
our Customers are able to “experience” our service at following levels:
·
Website
·
Personal
Meetings
·
Telecom (fax –
email – phone)
·
If we ever
decide to go for this, it must integrate into our website & OES.
Pg. No. 29
·
Venkat
·
We get a
limited info. (About our customers) thru
·
-Job Advt.
Posted on Site
·
-Shopping
Baskets Created.
·
We should
get Applitech to “migrate” these (info.) into (OES) (in V 2.0) – client “Janam
Kundli”
Pg. No. 30
·
OES
·
-Website
·
-Meetings
·
-Phone / Fax
·
-Email
Pg. No. 31
·
So “e” can
be dropped!
·
This is why;
a CLIENT-HISTORY (Janam-Kundli) should contain chronological record of all past
interactions with that client, by all of our consultants. Of course, they need
to enter these.
·
This is why,
in our meeting of 14th July, we decided that, to the extent
possible, only one consultant should deal with a client.
Pg. No. 34
·
A “Client
History” pop-up screen can be the only collective consciousness!
·
Everybody
must look at this screen, while talking to a customer on phone or when sending abs
email.
·
It will take
a lot of time & effort to create / keep up-to-date such a HISTORY, but it
is worth the effort.
·
We are
discovering this with our OES – and of course, our website!
·
(22-07-01)
Pg. No. 37
·
As a matter
of fact, on our website, we do NOT have a “product-advantage” because we NOT
reveal the identity of our “products” Viz: (Jobseekers & Recruiters). In
fact, our competing websites have this “product-advantage” over us-since, they
do reveal the identities! Which means, in our case, good customer-relationship
is all-the-more important.
Pg. No. 38
·
Sanjeev
·
Shopping
Baskets getting converted into Purchase Orders (SON in OES)
Pg. No. 39
·
(incl.
mass-mail)
·
E-Mail
·
OES
·
TELLY
·
Web-site
Pg. No. 40
·
------------
------------- ------------------ -------------
·
------------
------------- ------------------ -------------
·
Venkat
·
(25-07-01)
·
Incrementally
Building-Up a “Customer History” from
Ø Web-site (Job Advt. Posting & Shopping Baskets)
Ø OES (Client Master)
Ø Telly (Invoices)
Ø (Proposals)
Ø Trade Body Directories / CDs (e.g. DCA CD of 5.5 L companies)
Ø Phone-calls emails reed by Sanjeev, from companies
Ø Databases purchased from Vipul Azeri
Ø CAPEXL PROWESS of CMIE.
Pg. No. 43
·
In a manner
of speaking, our Resume-Search Engine “recommends / shortlists” resumes to a
online recruiter, based on hi Search-Criteria. Next step should be to store /
aggregate all of his past searches, to be in a position to “recommend”!
·
FAQ.
·
TERMS.
Pg. No. 49
·
Venkat
·
Job-Search
in Jobs Database Resume Search in Resume Database.
Pg. No. 50
·
Sanjeev
·
This is
exactly what happens when Shopping Baskets are not replied to within 24 hours.
·
Customer
interaction (with our site) result into “Shopping Basket” our response to that
interaction is our that interaction is our “Proposal”.
·
“Proposals”
are sent thru traditional channel of OES
·
Before you
took over, this was what was happening!
Pg. No. 53
·
Venkat
·
3pjobs.com
·
In our case,
these are
-
OES
-
Module 1
-
Telly
-
Post Master
-
Mailing
Pg. No. 54
·
Our OES is &
that is why, in course of time, it is possible to migrate OES to www.3pjobs.com
·
Our staff Customers
/ Partners / Experts
·
For our OES we
have elaborate “authorization” control.
·
We want our
clients to be able to “access” some parts of our OES directly on 3pjobs.com
& “service” themselves – But I don’t think, our HR Mgrs. are ready for this
yet! They still prefer to phone.
Pg. No. 55
·
Consultants
·
HCP
·
Sanjeev
·
-OES
·
-Module 1
·
This could
happen only if we insist that only “registered” members can conduct online
Resume-Search.
·
Then we can
compile “Resume-Search History” – even if search docs not result into a
“Shopping Basket”.
Pg. No. 56
·
In V3.0
Admin Tool, there is, now a facility, to send identical mass-email to dozens of
“Target” groups. We have, so far, not created & uploaded such databases
(mailing lists) to take advantage of this handy feature.
·
Putting OES
on website for client “Access”.
·
See my
diagram DT. 14-11-1997.
·
Janam-Kundli
·
We have to
develop.
·
Each Channel
Partner (i.e. a franchisee) accessing / operating thru OES & Module 1, just
like any other consultant, sitting in our office.
Pg. No. 57
·
Nirmit
·
We would
need these modules when we implement “franchisee-program” (instead
of having our own branches / offices in various metros)
·
(27-07-01)
·
And “Franchise
Route” will enable us to rapidly expand & cover the entire country without
much investment in capital or manpower – the way APTECH & NIIT have grown.
Franchisees will be our Channel Partners.
Pg. No. 58
·
Venkat
·
This (Single
Customer History Depository) means, all our franchisees contribute to create
this unified database of clients across the country – AND all franchisees are
able to “Access” this info / database, irrespective of “who” created it.
·
We have this
feature in our OES. That makes OES, our e-business engine!
Pg. No. 59
·
To some
extent our “Super Menu” will help here-thru clickable SEARCH-MATRIX
·
We have
succeeded in integrating Module 1 (a legacy enterprise application) with OES.
We have yet to integrate our website into this.
Pg. No. 62
·
Venkat
·
We should
add these features in V 2.0 of OES.
Pg. No. 67
·
Due to huge
advt. cost (online & offline in print media) – but this kind of “Brand” –
image faces from memory as soon as those advts. Stop!
·
The “ease”
of posting an our website is unmatched by any other Indian website – but still
recruiters are not switching over to our website perhaps due to
-
Our 8.33%
fees
-
Lack of
awareness.
·
Nirmit
·
Our “fees”
are a fixed % of salaries & if salaries are moving-up by say 15% each year,
then, at least, our “Sales Revenue / Consultant”, has to go up by this %
year-after-year (signifying no increase in staff productivity!)
Pg. No. 69
·
“Pending
Inquiries” in OES.
Pg. No. 70
·
Customer History
Pg. No. 71
·
Venkat
·
We have
following options:
·
# 1 – Buy
& install a “Ready-made” SFA Software package & ask Applitech to
integrate it with OES
·
# 2 – Get
Applitech to modify OES (V 2.0) to incorporate these features
·
(28-07-01)
·
Of Couse,
first we should allow V 1.0 to stabilize for 6 months.
Pg. No. 73
·
Seems like
these readily available are tailored for “Product-Selling” and may not be
suitable for a “SERVICE” like ours.
·
Of course,
this applies equally well to our Service.
Pg. No. 74
·
For us, each
& every news-report of
-
Appointment
-
Resignation
-
Retirement
-
Death
·
Of any
executive, in any company, is a “Lead”.
·
All news
reports re: new projects / expansions / diversifications / mergers & acquisitions
/ investments / buyout / collaborations / JVs / MOUs / etc. are also “Leads”.
Pg. No. 76
·
Nirmit
·
Have we
stored all of our “standard” proposals in OES?
·
8.33%
·
12.5%
·
16.6%
·
20%
·
Etc.?
·
Can we
modify these on a case basis? I.e. flexibility
Pg. No. 78
·
Our future
“franchisees” could be treated as our “Field Salespeople”.
·
Venkat
·
We may use
leased lines or VPN to connect our franchisees to HQ.
Pg. No. 79
·
Abhi
·
Even if our
consultants were to carry laptops while visiting clients, I suppose they can
log into our website (most certainly) and our OES too!
·
Why do we
need “lo callused” data no laptops? And since, all consultants are not
“out-in-the field at same time, 2/3 laptops should suffice.
Pg. No. 80
·
“Real Time”
is unlikely to be an issue in our business. A few hours “lag” should be
acceptable.
·
In OES, we
started with this – then gave up in favour of STANDARD reports (82) which cover
95% of our needs.
Pg. No. 81
·
Abhi
Pg. No. 82
·
Abhi
·
Nirmit
·
Like our
“Targets” & “Incentive Schemes” for consultants.
Pg. No. 83
·
In OES, we
have planned a summary of all “Pending Assignments” – of course; these are not
apportu – nities. This is the stage after “opportunity”
·
We have – 7
or 9 “stages”
·
Inquiry /
Proposal / SON.
·
We have
nothing in this
·
Not
applicable in our case.
·
In OES, we
will have a Customer Profile.
Pg. No. 84
·
Thru OES we
can “print” “proposals” – but cannot “email” same! This has to be corrected.
·
(31-07-01)
·
I have drawn
some for inclusion in V 2.0 of OES.
Pg. No. 86
·
Abhi
·
We should
remember this, if we are planning integration of OES, Module 1, and website,
into one momoth & complex package.
Pg. No. 87
·
At one time.
Web forms (i.e. resumes) & Shopping Baskets were getting automatically
distributed to our diff. consultants, based on the criteria of “Industry”. I
don’t know what is happening now.
Pg. No. 88
·
I have
designed a chart / table to calculate, what price / terms to “quote” to any
client based on several parameters. This is done by scoring on a scale of 1-5.
This tool was circulated to all consultants in year 2000. It included
“weightages”.
·
We have, in
OES, “Pending Inquiries / Pending orders customer – outstanding” for each
consultant.
·
(31-07-01)
·
Nirmit
Pg. No. 89
·
Venkat
Pg. No. 93
·
They may,
also close down at any time with-out notice!
Pg. No. 95
·
Abhi
·
If this
means we could directly “pull & integrate” into our own website, “CAPEX”
& “PROWESS” services offered by CMIE online, then it would be a great deal!
·
(01-08-01)
·
Of interest
if DCA CD of 5.5 L regi. Companies can be uploaded on our website (in “Ind. vs.
Company vs. Product” Triangle).
Pg. No. 96
·
Salem
·
Abhi
·
Of great
interest to us, considering that we use ORACLE database.
·
Not of immediate
interest to us.
·
Nirmit / AMB
Venkat have developed a formula for this.
Pg. No. 97
·
We are
trying to allot a specific industry to a specific consultant
Pg. No. 104
·
We have a web-based
application (in ADMIN TOOL) to send emails to target groups. No one has used it
in last 3 months!
·
(01-08-01)
Pg. No. 105
·
As a
cigarette should.
·
E.g.:
·
“Compensation
Comparison” tabulations (as emails) for any particulate “Ind. / Func. / Desig.”
Combination of his choice.
Pg. No. 106
·
Our “Curriculum”
(i.e. a series of emails) could be:
·
-Job alerts
/ Compensation Tabulations / College-Admission alerts / candidate alerts (to
recruiters) / job-broadcasts (to colleges) / resume-broadcasts (to re cruisers)
/
·
Abhi
·
I think what
Menon of Brand quiver gave us a demo, was falling in the category of an EMA
tool.
·
In what
respect does TALISMA (of Aditi Technologies) differ from an EMA? I believe, we
received 9 quotations in April 2001.
Pg. No. 107
·
I feel Rs. 3
lakh for FALCON (package offered by Brand quiver) is high!
·
Brand quiver
has not sold a single copy as of today!
·
See my notes
on “Operation Lock-In” in website V 4.0 specification File.
Pg. No. 108
·
Concerned
Consultant
·
Menon spoke
of these
·
For us, this
= database of all job-advts. Released by a comp. in last 5 years.
·
Brand
quiver’s FALCON has all of these. Menon has promised to send screen-printouts
Pg. No. 110
·
Abhi
·
Only 3 days
back, I sent to you & Salem 4 tabulations (A-B-C-D) for analysing all
job-advts. Posted on our website, so far (numbering more than 4000). One
tabulation analyses, “Industry-Wise”. These would provide “leads” to
Consultants who are handling those industries. They can, pro-actively, carry-out
a mailing-campaign to advertisers, belonging to this industry.
·
(01-08-01)
·
Every
“job-advt. data” of every advertiser
·
(e.g.:
·
Co. –
related Info.
·
Job –
related Info.
·
Man –
related Info.)
Pg. No. 111
·
And, for our
Consultants to conduct such “e-mail marketing campaigns”, V 3.0 of our website,
already has a tool! (ADMIN) All that we need to do is to “insert” the email
address database (of a particular Industry’s job-advertisers) into this tool –
then type not a “message” & click (“SEND”). As simple as that!
·
We, already
have at our disposal, most of the software tools, recommended in this book. We
have to only start using them!
·
Our website
has captured detaled data no 4000 job-advts. (-1000 corporates?) We need to
analyse it.
·
One analysis
requested, is “Company-Name” wise.
Pg. No. 112
·
Email / fax
/ letter / phone
Pg. No. 113
·
Abhi
·
Definition
of e-marketing.
Pg. No. 114
·
Sanjeev:
·
Your
grouping & analysing emails sent by clients & candidates can help us to
design specific (tailor-made) direct mail campaigns to each such group.
·
If we
succeed in uploading (from DCA CD), database of 5.5 lakh companies on our
website, we could use “Permission Marketing” to “broadcast” resumes of their
choice.
·
(02-0801)
·
See, OES
·
How ast we
respond to Shopping Baskets.
Pg. No. 115
·
Abhi
·
To
investigate
·
I seriously
about if any HR Mgr. will conduct a resume-search on our database (online) for
sake of such promos. They will do so only if our resume database is so large,
that he is bound to find several “good” resumes-even in a sharply of cussed
searcg.
Pg. No. 116
·
Further an
HR Mgr. will conduct an online resume-search on our website, if this process of
e-recruitment sharply reduces his “Lead time” to fill a vacancy. He is anyway
saving lakhs of rupees in print advt., so he is not going to be bothered if we
charge him 8% or 12% or 16% - if success can be guaranteed.
·
SALIM
·
We propose
to introduce “registration” for accessing databases such as
-
Colleges
-
Schools
-
Comp. Inst.
-
Labour Laws
-
Stat.
Returns
-
Statistics
of India
-
Ind VS. Co.
Vs. Product
o Etc. etc.
·
We also plan
to tie-up with Prof. Bodies like CII / NIPM / Inst. Of ENG. etc. & host
their MEMBER SHIP-FORM on our website. In rectum for this data, we will allow this
Bodes, to publish on our site, news about their Events / Activities.
Pg. No. 117
·
For “broadcasting”
of resumes to corates under our “Operation Lock-In”, I have suggested, we
incorporate “Subscribe” / Unsubscribe features.
·
We
introduced this in May 2001 (V 3.0)” (Edit resumes)
Pg. No. 118
·
Sanjeev
·
This, I
hope, you are doing.
Pg. No. 124
·
Just as in
case of OES, we would have to develop our EMA turn a local developer or
In-house.
Pg. No. 126
·
Our focus
will be here & our assessment will be intuitive.
Pg. No. 128
·
“Employee
Details” in annual-reports, could tell us, which executives are close to
retirement-and therefore the vacancies likely to be created in near future.
·
The surest
way of predicting our (potential) customer’s manpower requirement is to create
a database of its past job-advts. & analyse it in different ways. We don’t
need very sophisticated software for this.
·
Salem
·
Your
Assignment-Schedule contains “MASS CONTACT MAILING”.
Pg. No. 129
·
Salem
·
Pl-study
Octane 2000.
Pg. No. 130
·
Salem
Pg. No. 133
·
Only if we
go beyond shopping baskets and start capturing (thru registration?)Data about
each resume-search conducted by each HR manager, can we build-up such data-
(Past shopping experience). He might have abandoned a search because he got
zero or poor results! But we don’t even know!!
Pg. No. 134
·
Our “online”
resume-search returns to tally “customised” results (as per search-parameters
specified by the recruiter), which are completely “anon mouse”.
·
(02-08-01)
Pg. No. 135
·
Robin
·
All our
consultants, put together, have compiled data on prospective candidates, in 34
folders.
·
These are
“headhunted” executives, against specific “Search” assignments. Total may be
3000+ in another 10 days, we will start entering these data (manually)
one-by-one in Module 1 (Non-member area). We have a long way to go!
·
(02-08-01)
Pg. No. 136
·
Abhi
·
Long before
we attempt any “Personalization” we should master the art – and science (i.e.
Software) to, at least “CATEGORIZE” the data that we capture from various
sources, so that we can begin to target a particular “Category”
·
e.g.:
·
Industry
·
Function
·
Design.
Level
·
Age
·
Exp.
·
Edu. Level
·
Salary
·
City
·
Skills Etc.
etc.
·
Then target
all persons in that “category” with identical message.
Pg. No. 138
·
“If you
appointed a GM, surely you would need a steno-secretary or an
executive-assistant for him.”
·
Abhi
·
This is like
saying” “The executive we appointed in your company must have left by now-if
so, we are here to help you once again!” – Except that we have to couch this in
a very diplomatic language!
Pg. No. 143
·
Salem
·
Hopefully
our “Job-Alerts” could be such a killer-application for mobile-phone owners:
Mr. Mehta Job Alert, Look-up Your Personal Page on 3pjobs (50 characters).
Pg. No. 144
·
Salem
·
“Booking a
flight” is equal to sending a message / instruction to the server of Airline.
In our case, we could empower a jobseeker to “instruct” our webserver (using his mobile-phone) to forward his resume against XYZ job-advts
ABC company! Wearer empowering him to apply online, from anywhere / anytime –
and may be to anybody!
·
(03-08-01)
Pg. No. 145
·
His Mobil
no. will be his username / password / PEN!
Pg. No. 184
·
For us “channel”
has to be our franchisee.
Pg. No. 150
·
In Bangalore
/ Hyderabad, we would need franchisees that are strong in “IT” Ind
Pg. No. 151
·
Remember:
Customer wants and-toned service from ONE party only.
·
Nirmit
·
e.g.
·
A shopping
basket arrives from website. Sender is a Bangalore-based company so, we would
want our Bangalore Franchisee to handle it & forward it to him BUT
candidates shortlisted are from Pune & Mumbai, so we want Pune Franchisee
to interview 2 guys & have a local HQ based consultant to interview 2 other
guys. So who rises “invoice” & how much share (%) each gets?
Pg. No. 152
·
Nirmit
·
E.g.:
·
If we tie-up
with an HR consultant (i.e. make him some sort of a Partner), he would
recommend appointment of “our” candidate with “his” client-as it happened in recent
case. So we need to tip-up with as many HR consultants as possible.
Pg. No. 154
·
E.g.:
·
With just a
little bit of info. Any website can now become our “Partner website” in
minutes!
·
None-in case
of any of our Partners:
·
Colleges
·
Cyber cafes
·
Placement
Agencies
·
Websites
·
Comp. Insti.
·
We must not
appoint a Franchisee without monthly Targets.
·
3P HQ will
be hub – partner.
·
Franchisee
may get shopping Baskets from us (for execution) but they must also “book”
prders on their own (which cannot be executed without our knowledge!)
Pg. No. 155
·
E.g.:
·
Order-booking
·
Invoicing
·
Collection
·
From own
leads
·
From S. B.
recd. From HQ hyb.
·
Separate
targets for each “type” of leads.
·
Of prof.
Fees
Pg. No. 156
·
We should
make a list of the “Lessons” we learnt while implementing OES (a kind of “DO”
& “DONTS”)
·
This would
help us when we try to migrate OES to our website.
·
Venkat
·
This is
equally true of our OES.
·
(03-08-01)
Pg. No. 158
·
All our
“Partner Programs” are on our website from the time these were launched in Oct.
2000 (V 2.0). In V 3.0 (May 2001) we automated registration as far as “Partner
Websites” are concerned. By end of 2001, we will automate registration by
·
Colleges
·
Comp. Insti.
·
Placement
Agencies
·
Cybercafés
·
Also. This
is an item in your schedule.
·
3P
·
We should
modify software to allow our FRANCHISEES to send us LEADS in the form of
Shopping Baskets. & also allow us to FORWARD shopping carts to them.
·
One simple
rule:
·
In which
city (or region) is client located? (Not posting city for vacancy). Concerned
Franchisee should “execute” that order.
·
For use of
OES from remote location.
Pg. No. 159
·
Since “Terms
/ Proposal” against resume-search / Shopping Basket is STANDARDIZED (@12%),
there is no difficulty in sending this “automatically” & directly thru our
webserver. However, at the moment, OES is responsible for this PROCESS.
·
Our
franchisees must enter “INQUIRIES” & send-out “PROPOSALS” & create SON
(and so on & so forth) thru OES only. In couple of years, if inter-city
leased lines become really cheap, a franchisee must conduct all transactions on
HQ server only!
·
Local
hard-disk only to download “results”. I suppose, franchisees will be able to
conduct “Search” in Module 1 also-remotely.
Pg. No. 160
·
Salem
·
Suggest you
study & thoroughly understand how our OES transaction compares with
Application-Services offered by
·
6P!
·
Resume
Database in Module 1
·
Inquiry / Proposal
screen of OES
·
Scheduling
& other Project Mgmt. screens of OES.
·
Our
franchisees should be focusing on these 3 domain & conduct transactions
remotely on our server.
Pg. No. 161
·
Venkat
·
We use web
(our site) for our SUPPLY-CHAIN MANAGEMENT partners (who supply resumes) = we
have yet to figure-out how we are going to use our website for our
DEMAND-MANAGEMENT (I.E. “Shopping Baskets” generated by our “franchisees”.)
Pg. No. 162
·
Nirmit
·
Venkat
·
Some 30
placement agencies have already become our (SUPPLY) Partners (i.e. Send
Resumes). But in their own limited local geographic region, they must have many
clients. And in many cases, they would want US to become their resume-supplier
to fulfil their local orders. They would be happy to have, with us, a TWO-WAY
relationship, by becoming our FRANCHISEES as well. We should welcome such 2 way
arrangement-except, we need to write-down RULES for sharing of fees, for
different scopes of “Work”.
·
(03-08-01)
·
CRUX
Pg. No. 166
·
We know
RESUMIX have been offering specialised software to executive-search companies
for over 5 years now.
Pg. No. 174
·
Abhi
·
Salem
·
Sanjeev
Pg. No. 176
·
Abhi
·
Salem
·
Sanjeev
Pg. No. 179
·
POP-UP
Screens.
Pg. No. 180
·
Salem
Pg. No. 183
·
www.zabaware.com (Rs. 7000 for CD but free download
Pg. No. 241
·
In our case,
if a particular consultant is responsible for both, the front office (Sales /
Mktg) AND the back office (Order Execution), then this integration in natural
& automatic.
·
(04-08-01)
Pg. No. 142
·
Abhi
·
Sallm
·
Module 1
·
OES
·
Applitech +
Vxceed
Pg. No. 243
·
Abhi / Salem
·
We cannot
afford!
Pf. No. 245
·
Abhi
·
Salem
Pg. No. 247
·
Venkat
·
Sanjeev
·
We have to
implement our own “Limited” version of CRM, on a “shoe-string” budget, using
our own in house resources.
·
(05-08-01)
·
I suppose,
largely, “our” CRM would evolve by incorporation of some more “Customer-Facing”
sales / mktg. features in V 2.0 of OES & V 4.0 of our website.
Pg. No. 248
·
Everything
revolves around “CUSTOMER” so, “CORPORATE NAMES”, must be the starting point of
our search SUPER-MENU everything else follows.
·
Main
“OBJECT” is customer-name (or any corporate Name)
·
Abhi
·
Salem
·
For this,
the first step is to create a CLIENT “JANAM-KUNDLI” (just recently in corporate
in OES in a limited fashion). Then enlarge it in V 2.0 of OES, and when stabilised, upload it on our website, where client’s HR Manager
can “access” it & see “full history” of all past
·
Jobadvts
posted on our website
·
Resume-searches
conducted
·
Shopping
Baskets sent
·
Orders
placed & executed by 3P.
Pg. No. 249
·
To begin
with, let us forget future projections. In the first instance, it would help us
to see a tabulation which tells us
Ø How much “billing” we did to each customer in a given year (in
descending order) & % of total billing.
Ø How much “cumulative” billing we have done so far to each
customer (% & descending order).
·
Does OES
provide this data?
·
Venkat
·
Past client
“billing-history” does not necessarily mean that we can continue to get more
& more business (orders) from that client automatically BUT, such a billing
history clearly shows-up where, business opportunities lay.
·
(A/B/C
analysis)
·
Viz: 20% of
customers give 80% of orders (by value).
Pg. No. 250
·
Nirmit
·
This is a
very sensible suggestion & could be most revealing.
·
E.g.:
·
Did we first
meet Mr. Bankrupt Mishra at Royal Palm seminar?
·
A
“Wish-List”
·
Rough
Guidelines
Ø If they have 10% separation-rate & we know their
employee-strength, then we know how many “replacements” they need each year
Ø How many “Job-Advts.” do they release each year? For what
“level” of recruitment?
·
We many
continue sending mass-emails for keeping our brand alive in the minds-no more!
Pg. No. 153
·
Most of our
“customer interaction” is offline-not thru our website.
·
E.g.: what
relationship do “Prize job” have with Vxceed?
·
Job Street /
Jobsahed / Naukri are quite a lot in the press, although their technology
(features) is just about as good as ours.
·
I agree.
·
Job-street has
Liana & Siva.
·
To us, cost
of adding new features to our website IS quite critical because, very few HR
managers are even aware of these features! – Despite great utility value.
Pg. No. 254
·
Venkat
·
I would not
be surprised, if initially for 3/4 months, our consultants get a feeling that
entering all that data in OES, does not return “Commensurate” benefits or make
it any easier for a consultant to execute an order. But after using OES for 6
months, they would wonder, how they ever managed without it!
·
(05-08-01)
·
KEY ISSUE for
success of OES.
·
Shall we try
by April 2002? We have 8 months.
·
If OES does
not enable us to execute orders FAST, we have no competitive advantage!
Pg. No. 255
·
Abhi
·
Salem
·
Job-Advts
& Resumes posted on our website, meet all these 4 criteria
·
Although, we
thought of, Job Alert / Candidate – Alert, 2 years (or may be more) ago, jobsahed
/ Naukri introduced it at about the same time we did, in Oct. 2000 (V 2.0)
(there are still hieups in Aug. 2001)
·
OES
·
Sanjeev
·
Repetitive
type of client inquiries can be answered thru FAQ on website.
Pg. No. 256
·
Sanjeev
·
See my email
of yesterday with a diagram illustrating “Capture & Use” of corporate
database (Janam Kundli) – not confined to current clients but all large
companies of India (5000?). One item of use is a “Corporate Personal Page” on
our website that only authorised HR Mgr. can view. It should contain full
history of that client as described on p=248. You should take initiative in
design of this database with help of Abhi & Salem.
·
(05-08-01)
Pg. No. 257
·
In our
business, HR Mgrs. are not the ultimate “decision-makers” in appointments of
candidates. These “decision-makers”, are the Dept. Heads (the final BOSS) under
whom that candidate has to work (to whom he will report). Dept. Head conducts
FINAL interview & his opinion counts.
·
Q:
·
What
“service” can we provide to Dept. Heads? & how? – A database of “Job
Description”? a database of “Objectives / Targets” that each BOSS can fix
(download from our site) for his Subordinates?
Pg. No. 258
·
Venkat
·
(Will V 3.0
of OES, incorporate) Aug. 2002?
Ø Order Execution Targets of all consultants
Ø Measure a actual achieve-ments against those targets?
·
This will
require integrating financial system with OES.
·
(05-08-2001)
Pg. No. 259
·
Abhi / Salem
·
This is why;
we must ensure that OES succeeds.
·
“FALCON” of Brand
quiver does not fall in this category but TALISMA may.
Pg. No. 260
·
Even
cutting-edge technologies (Voice Recognition / IVRS / Video-Conferencing / SMS
etc.) are of no use, unless these are easy to “use and adapt” by ourselves and
our clients AND improve our efficiency & client’s productivity.
·
Salem
·
This refers
to your website improvement schedule – List (D)
·
Salem
·
As you
implement each item on your List (D), you must give a demo to all consultants.
Pg. No. 262
·
Venkat our
consultants are not spending much time for “selling” so, hopefully, they can
concentrate on “learning & implementing” OES.
Pg. No. 264
·
Fortunately
for us, while implementing OES, there were no other major LEGACY Systems to
dismantle. Yes, we did have some problems of transferring “Search-Results” from
Module 1 to OES.
·
Generally
true in our case as well. We, too, are self-funded, so controlling costs is
always a matter of concern, but, executing an order fast, is of much greater
concern because benefits are much greater.
Pg. No. 265
·
Once our consultants
become experts at using OES / Website / Module 1, they would not want to work
in any other environment.
·
Nirmit
·
This is what
Karen told you in regard to “research” projects for sapient.
·
800 hrs. In
India.
·
As with us!
Pg. No. 266
·
Faster
execution / faster turnaround to take-up the next assignment.
·
With 82
output reports, we too, now, have the tools to learn fast, how things are
moving – and if not, why.
Pg. No. 268
·
Although we
may expect Applitech to do “hand-holding” to some extent, we will have to
implement OES on our own.
Pg. No. 269
·
In India,
perhaps, such skills are even scarcer.
Pg. No. 271
·
If there are
any good prof. Service Providers in India, for implementing CRM, I think, the
would be very expensive.
Pg. No. 282
·
Line us for
the moment.
·
Fortunately
our users of OES / Module 1, are young / curious / adaptable. Of course, they
need to be trained.
Pg. No. 283
·
Even for OES
implementation, we are, by now, struggling for 3 months!
·
(06-08-01)
·
We released
order for OES on Applitech in Sept. 2000 so; it is close to one year, by now!
Pg. No. 284
·
Our OES is
web-based
·
This was the
reason Mr. Nagle forced me to draw all 82 output statements & give to
Applitech as our “requirement” before they started developing OES
·
(07-08-01)
Pg. No. 285
·
Altogether,
Applitech Team must have spent around 5/6 weeks with us to understand our
“needs”. Cnot implementation need but software development “needs”.
Pg. No. 286
·
Venkat
·
Our “Core
Team” was Venkat, Mitchell; Usha as far as OES was concerned. Earlier CMT was
involved.
·
Abhi?
Pg. No. 287
·
Abhi?
·
Reena?
·
Anagha?
Pg. No. 288
·
salaam
·
Abhi
·
It is your
job to educate all our staff on what OES / Website / Module 1 cannot do! &
closely listen to what they would like it to do!!
Pg. No. 289
·
OES took
many weeks!
Pg. No. 290
·
Salaam
·
Abhi
·
See my note
& diagram on Corpo. Database (Dt. 05-08-01).
·
In our case,
OES, itself becomes “Legacy-System”
Pg. No. 291
·
Abhi / salaam
·
Most of the
problems we faced with website V 3.0, was that Harshad did not prepare-show-get
my approval of these “mock-screens” (except 6 Resume Forms)
·
(08-08-01)
·
Our In-house
Team must get my approval of every single screen / display / output.
Pg. No. 294
·
Abhi
·
Salaam
·
For our in
house team, I am the customer! So, I expect that both of you meet me every
morning-for no more than 10 min – and give me status Report (Progress) on each
assignment.
Pg. No. 295
·
This is a
must while dealing with external vendors like Vxceed or Applitech.
Pg. No. 296
·
Abhi
·
Pl. makes
sure that our consultants (+ Robin / Sanjeev / salaam etc.) have fully understood
the use of OES (thru personal practice) before Applitech team goes back or you
end-up being a trainer yourself!
·
(09-08-01)
Pg. No. 297
·
Abhi
·
Vxceed
recently gave us douc. On website. We must ensure that Applitech does the same
in respect of OES. The INPUT-Screens & the OUTPUT statements reports given
by Applitech do NOT constitute full documentation.
Pg. No. 299
·
Venkat
·
We should insist
that Applitech Team stays with us for 2/3 days of “hand-holding” as our
consultants put the OES to full usage
·
(09-08-01)
Pg. No. 304
·
This is also
the reason, to locate (or collocate) serve at a Data-centre.
Pg. No. 305
·
IBM 1401, we
used at L & T in 1968 had 16K memory! & occupied a large hall. In those
days, IBM did not “Sell” computers – but only “tented”. This was 33 years ago.
Then when I went to France in 1982 & bought Honey-well BULL DPS-7
mainframe, a 200mb HDD, was the size of washing machine! We bought 4!! With
removable hard disks!
Pg. No. 307
·
Penalty-clause
Pg. No. 309
Rs. 1-2.5 L/yr. OR Rs. 8000-20000 per month.
Pg. No. 310
·
I suppose,
we can purchase a good, Indian, Application Package in the crea of Human
Resource Management, then integrate it with our job advts posting /
resume-search applications & offer it as a Value-Added Service to India
Corporates, thru our website
·
(10-08-01)
·
No one (no
jobsite) has done this so far – or does Liana / Siva of jobstreet.com fall in
this category?
Pg. No. 311
·
Abhi / salaam
·
Maybe Liana / Siva
fall in this category.
·
Like our
“Partner Website” program?
Pg. No. 312
·
Venkat
·
May be worth
exploring.
·
I suppose by
just taking “ONE-USER” account, all our consultants can log-in using same
password-at different times.
Pg. No. 313
·
Venkat
·
If there is
no “one-time activation” fee (as in aces of instantCRM.com) we can afford to
experiment-and learn – by spending $ 50/ month, for a few months-and then
decide, whether there is sufficient benefit / advantage to continue with this
service.
Pg. No. 323
·
Abhi / salaam
·
This would
be great for millions of jobseekers in India who have telephone access but not
internet access (or even a PC). They can “Search” for specific jobs thru phone.
Pg. No. 325
·
Abhi
·
Salaam
·
See my not
(5-8-01) re: unified Corporate Database (Janam-Kundli)
·
We too, must
figure out, what “screens” (about itself), a Corporate (HR Mgr.) can EDIT.
·
I have made
this point.
·
We want
Corporate Master Data to be put to many “USES” – so we must transport this data
to many applications (see diagram accompanying my note)
·
Cyril
·
Keeps
talking about Biz Talk.
Pg. No. 328
·
Abhi / salaam
·
The DCA CD
of 5.5 L Indian companies have very few fields of data on each co.
·
Only!
Pg. No. 329
·
Abhi / salaam
·
E.g.:
·
In
“Operation Lock-in” we will seek permission from Corpo. HR Mgrs. to send to
them (email) resumes of their choice-and they can modify or “unsubscribe” this
service by fax / email / phone etc.
·
My form
shows “conditions” which corpo. HR Mgr. will specify _____
Pg. No. 330
·
We, too,
have decided to create a “Personal Page” for each client (may be 500 corporates
to start with, even if they are not our client). If we wish to permit HR Mgrs.
to “edit” their corporate profile, online, we must do a very thorough check
before allotting Login name / Password. How do other websites, manage this?
Pg. No. 333
·
Abhi
·
Salaam
Pg. No. 334
·
Venkat
·
(16-08-01)
No comments:
Post a Comment