Hi Friends,

Even as I launch this today ( my 80th Birthday ), I realize that there is yet so much to say and do. There is just no time to look back, no time to wonder,"Will anyone read these pages?"

With regards,
Hemen Parekh
27 June 2013

Now as I approach my 90th birthday ( 27 June 2023 ) , I invite you to visit my Digital Avatar ( www.hemenparekh.ai ) – and continue chatting with me , even when I am no more here physically

Thursday, 22 April 2021

ADDITIONAL PRAISE FOR CRM AT THE SPEED OF LIGHT - PAUL GREENBERG





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When I read any book, I scribble my comments / notes in the margins


These reflect my views / opinions about what the author is saying – including my disagreement

Often, my comments are in the nature of telling myself :

Hey ! We should try out this idea in our own business ( Head-hunting / Online Recruitment )

Following are my comments re :

  ADDITIONAL PRAISE FOR CRM AT THE SPEED OF LIGHT - PAUL GREENBERG 

                                                                                                          
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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)




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