The Most Admirable Mentors of the Year 2024 Oct2024

LOOK www.ciolookindia.com I N D I A Oct, 2024 Money in Consulting 7 Consulting Pricing Models to Maximise Your Earnings Ramp Up Your Business 5 Steps in Consulting Sales Funnel The Most Admirable Mentors of the Year 2024 Saurabh Agrawal TCS Saurabh Agrawal A Sought-A?er Mentor of the Current Era of the Indian Entrepreneurial Renaissance

The Most Admirable Mentors of the Year 2024

THE GUIDING DIVAS T his special magazine edition—The Most Admirable Mentors of the Year 2024—celebrates the impact that mentorship brings into personal and professional development. Mentors play a very relevant role in shaping futures, offering guidance, wisdom, and support to those in the journey of navigating. In this new era that is very much individualistic, the success of this edition reminds us of the importance of community and the benefit of guided input being absolutely tremendous. One will be inspired to ask about the mentors in your life as you read through these profiles of admirable mentors and consider how you might similarly be a contributor to others' growth. These honorees for this year all exemplify the spirit of mentorship- each having demonstrated a fierce commitment to others. They come in all shapes and sizes, crossing industries, but along the way, they find common ground: inspiring the next leaders on the floor. Whether seasoned executives or community activists, these mentors have not only transferred knowledge but also resilience, creativity, and confidence in their mentees. Most importantly, of course, ‘The Most Admirable Mentors of the Year 2024 is a tribute to those inspiriting role models who manifest through action and that will serve as an inspiring legacy throughout the generations. Have a well-read read! The edition highlights their stories by casting a sharp focus on the individual attitudes and philosophies that make them outstanding mentors. Inspired stories will be found in which readers will once again be reminded as to how work undertaken by these people has translated to large-scale transformations in other people's lives. Whether advising on career matters or helping out in personal development or entrepreneurship, their work really goes far beyond those which are mere traditional mentorship. - Gaurav PR Wankhade Managing Editor Editor's Note

Cover Story 08 Pro?les 18 The Auto-Impact Makers – Abhishek Chander Gupta and Hardeep Singh Realizing Your Automo?ve Dreams with the Power of NOVO Consul?ng Fostering Incrementors AI Solu?ons for Digital Marke?ng and Business Intelligence 28Shiv Gupta Saurabh Agrawal A Sought-A?er Mentor of the Current Era of the Indian Entrepreneurial Renaissance CONTENTS 14 24 Ramp Up Your Business 5 Steps in Consul?ng Sales Funnel Articles Money in Consul?ng 7 Consul?ng Pricing Models to Maximise Your Earnings

FOLLOW US ON www.twitter.com/ciolookindia www.facebook.com/ciolookindia/ LOOK The Most Admirable Mentors of the Year 2024 I N D I A www.ciolookindia.com WE ARE ALSO AVAILABLE ON Abhishek Joshi Editor-in-Chief CONTENT CONTACT US ON Managing Editor: Gaurav PR Wankhade Assisting Editor : Prajakta Zurale Email sales@ciolookindia.com For Subscription www.ciolookindia.com Company Featuring Brief Abhishek Chander Gupta and Hardeep Singh, two of India's most influential learning and development (L&D) consultants and admirable mentors, are playing a pivotal role in shaping the future of the automotive industry. Mathan is a self-taught web developer and designer with 15+ years of experience with a prolific team of 45+ professionals with exposure in the facets of business and technology, we're supporting 1000+ Businesses Globally. With experience spanning more than 25 years, Rajesh Velayuthasamy has continuously been on the cutting edge of technological developments and service-innovation in business outsourcing. Abhishek Chander Gupta, Founder and Hardeep Singh Co-founder DESIGN NOVO Consulting Visualizer: Sandeep Tikode Art & Design Director: Sarita Bhagat Associate Designer : Nagaraj Patil Copyright © 2024 CIOLOOK India, All rights reserved. The content and images used in this magazine should not be reproduced or transmitted in any form or by any means, electronic, mechanical, photocopying, recording or otherwise, without prior permission from CIOLOOK India. Reprint rights remain solely with CIOLOOK India. Mathan Vibranarayanan Creative Director CBRA SALES Rajesh Velayuthasamy Co-founder and Director Integra Global Solutions Corp Vice President : Swapnali Vasaikar Asst. Vice President : Tejaswini Whaval Sr. Team Leader : Suraj Gadekar BDE – Tushar Katkeraju Saurabh is a distinguished leader in the IT industry who has experience across functions and geographies. He has consistently demonstrated an ability to inspire teams and drive exceptional performance. Saurabh Agrawal, Head of Strategy & Growth Tata Consultancy Services TECHNICAL Shiv’s leadership encourages a shared vision process, linking individual goals to company objectives. When building teams, he focuses on analytical skills, creativity, and collaboration, valuing colleagues who challenge each other while maintaining empathy. Technical Head : Prachi Mokashi Technical Specialist: Rajeshwari Avhad Technical Consultant : Tanaji Fartade Shiv Gupta Founder & Head of Growth & Marketing Incrementors Web Solutions sales@ciolookindia.com Oct, 2024 SME-SMO Research Analyst : Renuka Kulkarni SEO Lead : Nikita Khadalkar Cover Price: Rs.300/-

Cover Story Saurabh Agrawal A Sought-A?er Mentor of the Current Era of the Indian Entrepreneurial Renaissance Saurabh Agrawal Program Director, TCS .

The Most Admirable Mentors of the Year 2024 Y business. However, you also have this constant thing at the back of your mind nagging you: Why is your business not successful? Why you are not a successful entrepreneur or a business leader? ou are a genius. You have talent. You have an innovative and disruptive idea. What is more, you established a startup that you have turned into a more widely and connect with like-minded professionals,” he adds. Through this platform, Saurabh has the opportunity to engage with individuals from diverse professional backgrounds, providing guidance and support across the ecosystem. “People approach me from various professional strata,” he notes, underscoring the broad impact of his mentorship. The Genesis of a Mentor Or you are a professional and you find yourself wondering, “Am I on the right track? Am I living up to my fullest potential? Can I become the next best inspiring professional leader?” You know you can, but you don’t know ‘How’. As fascinating as Saurabh’s credentials are, the making of this mighty mentor is also an enchanting tale. It began nearly two decades ago, when he first took on the responsibility of guiding his team in their professional development. “At that time, I was relatively young myself, but I was committed to helping each individual grow by leveraging their strengths and identifying areas for improvement,” he recalls. All you need to know now is Saurabh Agrawal, one of the most admirable mentors of the current era. A Visionary Thought Leader Saurabh is a distinguished leader in the IT industry, currently overseeing strategic growth initiatives for TCS's government clients. With extensive global experience across various business sectors, he has consistently demonstrated an ability to inspire teams and drive exceptional performance. Saurabh is known for his dynamic leadership, blending deep industry knowledge with a relentless drive for excellence. His exceptional interper- sonal skills make him a trusted and respected figure among clients, peers, and team members alike. Regularly invited to speak at national and international forums, Saurabh shares his insights on current industry trends, the future of business strategy, and other critical topics shaping the global business landscape. Through a series of one-on-one sessions - both formal and informal - he began to see tangible improvements in his team’s performance and outlook. The most rewarding aspect was their recognition of the benefits they were gaining from this guidance. What started as informal advice for a small group gradually evolved into a structured and mission-driven mentoring process. “Over time, our sessions became more formalized, and we started tracking progress with greater rigor,” Saurabh reflects. Insights from Experience A keen observer of the changing tides, Saurabh has witnessed the significant evolution of mentoring, shaped by factors such as the mentees’ backgrounds, age, profession, and gender. “In the past decade and a half, the way we connect socially and respond to various situations - be they financial, social, personal, or professional – has changed dramatically, largely due to the influx of information from social media,” he observes. Today’s mentees often come armed with pre-researched information and clearer expectations. Saurabh believes that a mentor’s role now includes managing and channeling this information effectively. Additionally, mentoring has expanded beyond the traditional one-on-one model to include group sessions, provided that the groups share similar goals and backgrounds. It is no wonder then with a track record of delivering innovative solutions that consistently exceed client expectations and achieve cost savings, Saurabh is an ‘Award-Winning Certified Mentor’. His expertise spans Business Strategy, Large Program Management, and Operational Excellence, making him a sought-after mentor in the industry. As a LinkedIn Top Community Voice across six key communities, including Strategy, Leadership and Mentoring, Saurabh's influence extends far beyond his immediate professional circle. “This recognition fuels my passion,” he says. This Invitation-only recognition is reserved for a select few LinkedIn members and for Saurabh, it adds a layer of credibility to his mentoring efforts. “Being acknowledged as a LinkedIn Top Voice in Mentoring and Coaching allows me to share my expertise Mentoring Start-Ups: A different Ball Game The startup ecosystem has evolved significantly over the years. Recalling his early days working with startups,

Saurabh says, “When I began mentoring startups around eight years ago, many entrepreneurs had brilliant ideas but lacked the essential knowledge to grow and manage a business.” Mentoring is my passion. I focus on the outcomes rather than adhering strictly to a template - my sessions are tailored to the par?cipants' needs. At the time, many startup founders were unfamiliar with fundamental concepts like finance, product positioning, demand creation, and marketing. “For many, marketing was synonymous with Instagram promotions and influencer collaborations—that was it,” he shares. Saurabh worked closely with founders to identify critical pain points and develop targeted solutions. “I leveraged my professional and social networks to assist these startups,” he notes. While today’s founders are better informed, Saurabh believes they still often lack practical exposure, underscoring the continued importance of mentorship. and social organizations. The secret sauce of success, according to Saurabh, is effective time management and his motivation for these affiliations. “I am actively involved with several professional and social organizations, which contribute to my growth and provide opportunities to give back,” he says. Mentoring Vs Coaching: A Nuanced Approach Saurabh’s approach to mentoring is both compassionate and flexible, tailored to the unique needs of each individual. He notes that while mentoring and coaching are sometimes used interchangeably in the corporate world, they differ in their approach, process, duration, and frequency. “Coaching is typically shorter duration with more frequent sessions, while mentoring is longer-term with more flexible,” he explains. Saurabh emphasizes that both disciplines rely on trust, confidentiality, respect, and effective communication to foster motivation, confidence, and performance. “My focus is on outcomes, rather than strictly adhering to a template. Purists may not agree, but I tailor my sessions to the participants' needs,” he asserts. For Saurabh, mentoring is pure passion driven by a deep commitment to seeing individuals succeed. As an elected member of the National Council of the All India Management Association (AIMA), Saurabh serves on the expert mentor panel, which includes several industry leaders. Through this platform, he mentors young professionals and entrepreneurs from around the world under the aegis of the Young Leaders Council (YLC). As a patron of the Computer Society of India (CSI), he engages with IT professionals, academicians, and students nationwide. Saurabh also sits on the advisory boards of several colleges and universities. “It’s incredibly fulfilling to work with these institutions and make a meaningful impact,” he says. His work with NGOs supporting underprivileged children brings him immense personal satisfaction, a passion that he attributes to his parents, who were dedicated social workers. The Message The Crucial Aspect Finally, his message to aspiring mentors is simple yet profound: “Be empathetic and listen.” These qualities, he believes, are not only essential for effective mentoring but also for becoming a better human being. He also emphasizes the importance of continuous learning. “Mentoring is a two-way street where both the mentor and mentee grow through the process. Embrace the diverse perspectives your mentees bring and use these experiences to expand your understanding and approach. Effective mentoring requires adaptability and a commitment to ongoing improvement,” he says. Saurabh concludes with a reminder of the significant impact that mentoring can have: “The guidance and support you provide can profoundly shape someone’s career and life, creating a ripple effect that extends far beyond the immediate mentoring relationship.” Saurabh also highlights the importance of employer support for mentors, particularly those who are full-time employees. “My organization, for example, provides a robust platform for mentoring and coaching, including access to interna- tionally recognized certification programs.Our online portal is a crucial conduit between the mentees and the mentors tracking progress in real-time, and enhancing overall outcomes,” he says. This supportive ecosystem is instrumental in amplifying the impact of mentoring efforts. The Secret to Success Apart from his mentoring, coaching, and everything in between, Saurabh also volunteers for several professional

5 Steps in Consulting Sales Funnel A clients who go through various stages designed to build trust and address their specific needs. Here are five crucial steps to effectively navigate the consulting sales funnel. Interest: Engaging Prospects good sales funnel serves as an essential input in consulting for its conversion of prospective users to loyal clients. In a sales funnel, you get potential Once the clients are aware of your consultancy, you need to grasp their interest. That requires giving them more information about your services and demonstrating the value you can add. Here, you want to nurture leads while bringing the decision closer home. Awareness: Attracting the Right Audience This could be the time when you're using email marketing to its limits. You could send highly targeted newsletters and personalized emails with case studies, testimonials, and all relevant resources that capture the value and the attention of the potential clients. You could also offer prospects a free consultation or discovery call to get more engaged with your consultancy by letting them experience your expertise firsthand. The first step to consulting sales would be awareness. Then, there is an interest in what you are offering. This can happen through different forms of marketing, including content marketing, engaging through social media, and networking events. Creating valid content such as blogs, white papers and webinars helps to position your consultancy as an authority in your area. This can attract prospects who are actively searching for help with common industry challenges they face. Social media allows you to connect with your audience, share your expertise, and promote your content, thereby increasing your visibility. The third approach is webinars and workshops. Such programs offer an interactive and great platform for prospects to learn about industry trends and challenges and subsequently support your consultancy solutions. Direct interaction with prospects helps in building a connection and creates a sense of trust. Here are some targeted advertising campaigns you may want to run further to sensitise your target. PPC and social media ads work miracles in forwarding messages to a targeted demographic and industries. Ensure you reach the right ears. Decision: Solutions to Present Ramp Up Your Business The decision stage is where the prospects compare your consultancy services to their needs and what else is out there. It is a very critical point in the sales funnel because you want to put forward your consultancy as the best solution to their difficulties. Oct, 2024 (14) www.ciolookindia.com Oct, 2024 (15) www.ciolookindia.com

At this stage, clarity and transparency can be persuasive. This is presented in a tailored proposal that demonstrates your services, approach, and pricing; all working to demonstrate you understand what they want. The case studies and success stories work to demonstrate how your consultancy has assisted similar clients achieve similar results. client loyalty program to offer them front-end access to your services when they come out, which can motivate them to continue using the platform. It is essential to keep in touch with clients in order to determine where their needs evolve and serve solutions to them accordingly. Positioning yourself as a trusted advisor rather than a service provider, you can be sure your consultancy will be the top choice when future projects are considered to be outsourced. Be ready to counter objections or concerns they may have. Meaningful response to queries and additional information could clear their doubts and confidence building capacity with regard to your offering. Lastly, laying down a clear path to getting engaged in, a formal contract or trial period may motivate the prospect to take the next step. The Final Word Lead the prospect from awareness into retention through a sharp consulting sales funnel strategy that focuses on capturing the right audience to attract, engage, offer tailored solutions, close deals efficiently, and man long-term relationships for robust client bases and sustainable growth. These five steps sharpen your sales process even as it fortifies your reputation as a trusted partner in the success of your clients. Action: Closing the Deal Now, after convincing the prospects of your value, then now is the time to lead them in taking action. This deals with finally agreeing on having leads converted into paying clients. Effective communication in this stage becomes very essential. Always make sure to follow up promptly after the presentation of your proposal. At the same time, prepare the final questions they could be asking. A well-timed follow- up will make all the difference because it shows that you still care about working with them. Ensure the onboarding process, at closing the deal, is clear and seamless. The entire onboarding experience would set up the tone of that great client relationship. Announce the following: next steps, deliverables, and timelines, yet also help the client feel supported and kept abreast of what is going on during the transition in moving into the consulting process. Retention: Nurturing Long-Term Relationships Retention is the last stage of the consulting sales funnel: it's not enough to just sell a prospect into becoming a client but to maintain that relationship and foster it for the long term. Clients who are satisfied with the services will likely come back and also recommend your consultancy to other clients. Maintain communication lines with the client once the initial project has been delivered. Include follow-up surveys to get feedback and any other areas where you can help them grow their business. You can do this by sharing additional content that can add value to their business and providing continued support. You could even introduce a Oct, 2024 (16) www.ciolookindia.com

The Most Admirable Mentors of the Year 2024 The Auto-Impact Makers – Abhishek Chander Gupta and Hardeep Singh Realizing Your Automotive Dreams with the Power of NOVO Consulting Hardeep Singh, Co-founder NOVO Management Consulting Private Limited Y From Fast Track to Frontrunner: A Tale of Triumph ou can feel the momentum of a positive change in the automotive industry's heartbeats. The industry is undergoing a period of rapid transformation driven by technological advancements, changing consumer preferences, and increasing regulatory pressures. At the heart of this evolution are visionary leaders who are redefining the way businesses operate and succeed. In a trailblazing journey, Abhishek and Hardeep began their careers in the automotive industry, where they first crossed paths while working at a prominent automotive consulting and training firm in the country. United by their shared passion for both the automotive sector and L&D, they decided to leverage their combined expertise. In 2013, this shared vision led them to establish NOVO Management Consulting Pvt Ltd, embarking on a journey to transform and innovate within the L&D landscape. Abhishek Chander Gupta and Hardeep Singh, two of India's most influential learning and development (L&D) consultants and admirable mentors, are playing a pivotal role in shaping the future of the automotive industry. Their expertise in talent development and organizational learning is helping automotive companies navigate the complexities of the modern business landscape. NOVO Consulting’s emergence as one of India’s top L&D consultancy is an enchanting tale. A robust guiding philosophy drives its tremendous success. Abhishek shares it: “Our vision is to be the preferred business transformation partner for clients worldwide, empowering their people to deliver world-class customer experiences.” At the core of the company is Abhishek and Hardeep’s vision: “Help our clients deliver world-class customer experience through the trans formation of their people and processes.” “We believe the best way to achieve this is by fostering an inclusive community comprised of individuals from diverse backgrounds, where all contributions are valued, and every employee has the opportunity to reach their fullest professional potential,” adds Hardeep. Their service offerings drive the customer experience for their clients at the point of Sale or Service, through the people who work in their network following the processes that NOVO helps define and implement. That is why their client-first attitude, where they prioritize their clients' interests above their own, combined with a long-term perspective that guides the relationships both internally and externally, has been pivotal in building deep, lasting partnerships. “This approach has translated into ongoing engagements with the majority of our clients,” insists Abhishek. Abhishek Chander Gupta Furthermore, by fostering a culture of continuous learning and innovation, these L&D consultants are empowering automotive professionals to adapt to the industry's changing demands. They are helping companies develop the skills and competencies needed to succeed in a rapidly evolving market. Founder NOVO Management Consulting Private Limited Oct, 2024 (18) www.ciolookindia.com Oct, 2024 (19) www.ciolookindia.com

implementation of these processes. “The strength of our team and our ability to differentiate ourselves in the market are directly attributed to our people,” says Abhishek. At the same time, Hardeep joins him, “They are our greatest asset and the key to our continued success and innovation.” To foster this, they ensure their employees have access to the right knowledge, tools, and processes, empowering them to excel and deliver outstanding results. As the learning and development landscape evolves, technology plays a pivotal role. NOVO has been at the forefront of technological advancements with their proprietary Learning Management System, custom app development capabilities, and offerings in augmented and virtual reality. In essence, NOVO is dedicated to supporting its own and its clients' teams, enabling them to create exceptional customer experiences at the point of sale. By prioritizing the growth, skill development, and empowerment of their employees, Abhishek and Hardeep lay the foundation for continued success and excellence in all their customer engagements. Always a Client-First Approach The essence of future L&D and HR consulting lies in innovation, disruptions, and enhancing the end-user experience. Believing in this mantra, at NOVO, innovation is at the heart of all their client engagements. They adopt a customer-first approach, consistently generating new ideas and interventions tailored to meet specific needs. “Our commitment to doing things differently is evident in our use of the latest technologies to develop cost-effective and scalable solutions,” says Abhishek. By leveraging these advancements, they ensure their solutions are both efficient and aligned with their clients’ goals, thereby striking a balance between operational efficiency and customer satisfaction. Hardeep states, “Our ability to quickly turn around projects has been an integral part of our working culture.” These innovations and USPs position NOVO as a vibrant and dynamic company, continually adapting to meet its clients' needs and setting new industry standards. The Success Testament A Leadership of Love and Passion The result of all these things is NOVO’s client success ratio. Sharing an example, Abhishek reveals that in 2019, Furthermore, the compassionate leadership of Abhishek and Hardeep is recognized as the core factor behind team NOVO’s achievements. As Abhishek says, “We embrace the philosophy of ‘Do what you love and love what you do.” This passion for making a difference is the driving force behind their success. “We believe that enjoying one’s work and inspiring others through a commitment to excellence are foundational elements of our work culture,” says Hardeep. NOVOs Consulting goes beyond sales into a full-fledged after-sales service spectrum, including consulting, coaching, non-technical/soft skills and technical training, certification, content development, and eLearning. Techno-Powered Transition In short, their approach to leadership and team building is centred on allowing individuals to learn and perform at their own pace and in their own style while maintaining a high level of client accountability. This flexibility has enabled them to attract a diverse group of talented young professionals who share a unified vision. Abhishek furthers that digitalization and technological advancements are crucial aspects and key drivers of efficiency and engagement in the L&D ecosystem. At NOVO, they are committed to leading the way in adopting the latest technological advancements. Their suite of innovations includes a state-of-the-art Learning Manage- ment System, custom applications, user communities, and the integration of Augmented and Virtual Reality. Internally, they are driven by passion and innovation and a commitment to making a meaningful impact with every engagement they undertake. Over the past decade, NOVO Consulting has grown to become one of the largest and fastest-growing automotive consulting and training companies in India, actively engaging with most OEMs in the country. Leading India's L&D Revolution By exploring and implementing these cutting-edge technologies, NOVO is dedicated to providing its clients with state-of-the-art solutions that not only enhance their learning and development initiatives but also contribute to a technovative future in the industry. NOVO Consulting has established itself as a thought leader in the automotive consulting and training sector. It has a remarkable track record of conducting trainings for, on an average, one out of every two car launches in India. “Since our inception,” says Abhishek, “We have successfully managed over 200 launches, making us specialists in delivering launch training to thousands of individuals within our clients' networks in the shortest possible time.” . “NOVO Team: The Heart of Our Victory” Abhishek and Hardeep further say that at NOVO, they firmly believe that people are the cornerstone of achieving excellence in business, innovation, and growth. “We recognize that organizations with the right talent gain a sustainable competitive advantage.” Oct, 2024 The processes followed by its clients' networks are crucial in providing a world-class customer experience, and NOVO is recognized as an unparalleled expert in the creation and Oct, 2024 (20) www.ciolookindia.com (21) www.ciolookindia.com

a visionary Global OEM recognized the immense potential of the Indian market and made a bold move to enter the landscape. individuals and teams. Our advice for aspiring entrepreneurs entering the L&D space—or any field—is to seek opportunities that offer scalability and long-term growth.” In L&D, which is inherently people-centric, having a strong founding team is crucial for success. They sought a partner who could navigate the complexities of the Indian automotive industry and help them create a competitive advantage through the people who work in their network. The Indian government's focus on skill development presents significant opportunities to make a meaningful impact while building a successful business. Embrace these opportunities and aim to create solutions that not only address current needs but also have the potential to grow and evolve over time. “They chose us,” he shares. NOVO, the company renowned for its strategic acumen and network development capabilities, proved that the Global OEM's choice was perfect. Led by Abhishek and Hardeep, team NOVO played a pivotal role in chalking out the learning strategy and implemented it in record time. Turbocharging the Tomorrow As they look towards 2024, both the founding partner’s vision for NOVO includes scaling its operations and expanding into new geographies. This natural progression will allow the company to reach a broader audience and amplify its impact. Hardeep shares, “Our expertise in network capability development proved invaluable.” Over the next five years, NOVO supported the Global OEM in launching over eight successful models of its premium cars, solidifying its position in the competitive Indian market. “Simultaneously, we are committed to staying at the forefront of technological advancements,” says Hardeep. “We will continue to explore and integrate the latest innovations, bringing cutting-edge solutions directly to our clients.” Beyond product launches, NOVO created comprehensive processes to streamline the OEM's network operations. An innovative Learning Management System (LMS) was developed to upskill and engage the network partners, ensuring they were equipped to deliver exceptional customer service. “This dual focus on growth and technological excellence will enable us to make a significant and lasting impact on India’s L&D landscape,” concludes Abhishek. When the COVID-19 pandemic struck, like every business, this Global OEM faced unprecedented challenges. How- ever, their partnership with NOVO proved to be a strategic advantage. FADA recognized the global OEM brand as the best at engaging its network during these difficult times. Today, the Global OEM stands as one of the top-five automobile brands in the Indian market, a testament to the successful collaboration with NOVO. The successful automobile brand’s rapid growth and market penetration with its network being one of its key enablers is a direct result of NOVO's strategic guidance, network development, and unwavering support. Empowering Individuals, Igniting Innovation Businesses are a way for the Indian industry to pace up its economic potential and capacity. In their advice to other budding entrepreneurs who aspire to venture into the L&D space, Abhishek and Hardeep say, “Entrepreneurship is a powerful concept that can truly unlock the potential within Oct, 2024 (22) www.ciolookindia.com

7 Consulting Pricing Models to Maximise Your Earnings P structure your price will affect how much you earn and what your client engagements become. Here are seven best consulting pricing models that can be used to maximize your earnings. means a clearer revenue forecast-the total compensation once the project is completed. ricing indeed makes a big difference in the consulting industry in terms of earnings and the relationship with clients. What model you use to For the client, such fees determine the total cost of the undertaking and ensure adequate estimation in budgeting and financial management. Therefore, it is best suited to projects whose scope is more explicit. However, this model sometimes triggers dissatisfaction from consultants due to scope creep which might have been avoided if they had well-defined project deliverables and timelines. 1. Hourly Fees The most common and simple price model used in consulting charges hourly. Under this model, the consultant charges a set rate for work completed per hour. Both the consultant and the client gain from this simplicity: hours worked may easily be tracked, billed, and verified. 3. Value-Based Fees The value-based fee is therefore the paradigm shift in how consultants quote for their services. Consultants will no longer charge a fee based on time or effort exerted, but they will instead charge based on the value of the work perceived by the client. This allows the consultant's incentives and the client's incentives to align so that the client and the consultant maximize their success to produce better results. Money in Consulting For consultants, an hourly fee model provides openness and clarity in billing where each hour spent on any project can account for the work done clients like the model since they will effectively get to monitor the actual work being done and pay for actual services rendered. Even though this model is quite easy to implement, consultants should be careful not to overcommit time without proportionate compensation because excessive hours sometimes result in diminishing returns. For instance, if a consultant can prove recommendations will save a client $100,000 annually, charging in terms of percentage value is a win-win. In the best position, value- based pricing captures higher earnings for consultants once such impact can be well demonstrated. Yet, if and when the value delivered can be properly measured, this can be provocative work coupled with a keen understanding of a client's business. 2. Project-based fees A project-based fee occurs when a consultant charges a specific amount for the completion of just one specific project. This fee structure provides a sort of predictability and simplification for both parties. For the consultants, this Oct, 2024 Oct, 2024 (24) www.ciolookindia.com (25) www.ciolookindia.com

4. Consulting Retainers 7. Productized Consulting SUBSCRIBE TODAY For instance, a consulting retainer posits a contractual commitment with clients who pay a recurring fee for the services a consultant provides during a specific time. This model provides stability and predictability for consultants so they can really manage their finances more effectively and make plans for further economic growth in the future. Because services are standardized into fixed-price offerings often delivered in a repeatable way, productized consulting is highly scalable because services can be served to many clients with minimal customization required, hence, different from standard products. It makes it possible to ensure consultants can package their expertise with clearer, defined services, such as workshops, assessments, and other forms of training. In this way, the delivery process is streamlined. Clients like fixed pricing and also the simplicity of their offerings; for consultants, such productized services can speed up efficiency while promising greater revenue opportunities by serving a greater number of clients with less effort. A retainer motivates the consultant and the client to enter into a long-term relationship in which they would meet regularly. Often, this provides higher client satisfaction because clients feel supported and cared for because of continued access to information. Retainers are commonly useful where consistent support is required in industries such as marketing or strategic planning. Conclusion 5. Pay-for-Performance In the pay-for-performance model, compensation is directly attached to the achievement of results or milestones. It is a method that establishes an extremely strong linkage between consultant compensation and the client's objectives and may thus build strong incentives for joint work toward objectives. Knowing what business model to use in your consulting business involves considerations of areas of speciality, client requirements, and financial aspirations. An appropriate pricing model not only brings high revenue potential but also helps further build relationship ties and long-term success. Being adaptable and therefore willing and able to change pricing strategy when necessary can position you for even greater success in a competitive market while meeting your own professional and financial aspirations. For instance, a consultant may charge low upfront fees but receive a bonus if the agreed-upon performance metrics are exceeded. That model can increase customer satisfaction since it shows that the consultant is committed to delivering tangible results. It does, however also require careful planning to define measurable milestones clearly, with both parties agreeing on the criteria for success. 6. Consulting for Equity Equity consulting is a type of consulting where ownership positions in a client company are given as compensation for work done. This equity consulting model can potentially be capitalized to achieve major returns over the long term, especially if there is a good boom in the client business. Stay in the known. Subscribe to CIOLOOKINDIA CIOLOOKINDIA Magazine www.ciolookindia.com Although this pricing model will bring along more risk, it is one where high returns are possible if the company is successful. Consultants using this model must have the capacity and desire to dedicate the time and resources not only to traditional consulting but to the client's business, since their results are now synergistically linked with company performance. This model may also communicate to clients that the consultant is truly interested in their success. Oct, 2024 Get in print and digital on LOOK (26) www.ciolookindia.com I N D I A

The Most Admirable Mentors of the Year 2024 Shiv Gupta Fostering Incrementors AI Solutions Founder & Head for Digital Marketing and Business Intelligence Shiv Gupta of Growth & Marketing Incrementors Web Solutions T more than the Founder of Incrementors Web Solutions. His expertise as an SEO, SEM, and Digital Marketing Strategist allows him to also Head the Growth and Marketing division of the company. As an influential leader in the AI industry, could you take us back to the beginning of your journey? What motivated you to step into this dynamic ecosystem? ruly admirable mentorship is always humble and grounded in core values, which are the defining characteristics of leaders like Shiv Gupta, who is I've always been passionate about technology and staying on the cutting edge of innovation. When AI made significant strides through advances in machine learning and neural networks, I recognized its potential to be a game-changer across industries. However, it was observing struggling business owners and entrepreneurs trying to figure out how to grow amidst fierce competition that truly motivated me to bring AI solutions for marketing and business intelligence. Showcasing his modesty, Shiv says, “I'm honoured that my leadership style has been recognized as contributing to the company's success. However, the credit really belongs to our talented team and hardworking culture at Incrementors.” He emphasizes leadership through empowerment and accountability, fostering an environment where team members feel ownership of their roles. Rather than micromanaging, he provides clarity of purpose and the tools needed for success and sets clear performance benchmarks. These tools could provide data-driven insights that were previously inaccessible, levelling the playing field. Our goal with Incrementors has been to enable companies to focus more on their core offerings and strengths rather than getting bogged down fighting over basic channels and recognizing growth opportunities. We've now completed diverse AI projects across ecommerce, digital advertising, and other areas that highlight the immense possibilities for transforming businesses through this technology. Shiv’s leadership encourages a shared vision process, linking individual goals to company objectives. When building teams, he focuses on analytical skills, creativity, and collaboration, valuing colleagues who challenge each other while maintaining empathy. This approach promotes constructive tension and innovative outcomes without conflict. “The team energy and quality of output are points of pride for me as a leader, as I only take on clients where I’m certain the company has the bench strength to deliver results,” adds Shiv, who spoke in an exclusive interview with CIOLook India, the highlights of which are given herein. Oct, 2024 Incrementors has emerged as India's leading AI company in its niche. Could you share the guiding philosophy that has propelled your organization's success? We've become a top AI company in India by staying relentlessly focused on customer value and tangible (28) www.ciolookindia.com

Looking ahead, what is your vision for Incrementors? How do you aspire to continue making a significant impact on India's transformational AI-powered innovative future landscape? business growth. Our philosophy from day one has been that artificial intelligence and advanced data analytics must enable clear financial returns—not just technological novelty. We only take on client engagements where we've identified how our proprietary AI strategies can drive leads, boost conversions, or increase retention at impressive ROI levels. they showcase tech-driven innovation as a means to achieve real business returns through cutting-edge digital experiences. “ The ROI we deliver has portfolio of over 3000+ “ driven strong word-of- satis?ied customers. At Incrementors, digitalization facilitates transformation by integrating proven technologies with imaginative new applications. This commitment contributes to a truly innovative future, matching operational efficiency with human-centric creativity for clients. mouth, allowing us to The vision is to become India's leading name in AI-powered marketing, driving measurable growth for over 500 enterprises while setting ethical standards in applied AI. With proprietary AI activation frameworks, Incrementors aims to achieve 2-5x industry performance benchmarks. Their integrated analytics and partnerships in emerging technologies, like augmented reality, will enhance customer loyalty. Beyond business, they focus on human-centred AI for societal benefits in areas like supply chain, healthcare, and financial inclusion. The goal is for Incrementors to be a global role model in inclusive, ethical AI innovation. organically grow our Too often, businesses get distracted by vanity metrics that don't impact the bottom line. Our philosophy is to avoid that trap by keeping our clients focused on faster revenue growth, bigger average order sizes, higher LTVs, and lower customer acquisition costs. The ROI we deliver has driven strong word-of-mouth, allowing us to organically grow our portfolio of over 3000+ satisfied customers. Better yet, it allows those customers to accelerate growth sustainably, using strategic insights and impactful AI capabilities tailored to their needs by our talented data scientists and engineers. We don't claim to have all the answers upfront, but this philosophy ensures continued success for our clients and our company alike. As a leader in India's AI sector, you have likely faced your share of challenges. Could you share an instance where your team's resilience and ingenuity triumphed over adversity? As a service-driven company, our team’s determination ensures success even during challenges. When a leadership change occurred at a scaling startup client, their new focus shifted to go-to-market readiness over innovation. The Incrementors team swiftly adapted, finding quick wins while aligning with new priorities. By recalibrating strategies and emphasizing foundational elements, we delivered revamped digital campaigns and AI-driven analytics. The team's agility and resilience not only salvaged the engagement but strengthened the client relationship, demonstrating their ability to bridge innovation with practical solutions. The client remains a strong supporter today. In essence, we stand out by using AI to eliminate guesswork and build intelligence into everything we execute. This ensures outsized returns on marketing spend even as platforms and consumers get more complex. The industrial landscape is continually evolving. Please brief our audience about Incrementors’ USPs and how you are currently positioned as one of the best transformational companies in your sector. Digitalization and technological advancements are crucial aspects of the modern AI ecosystem. How do Incrementors integrate these principles into their core functioning and contribute to a technovative future? Our unique edge as a marketing agency is how we've woven artificial intelligence into the solutions we build for clients. In an industry still reliant on intuition and guesswork, we stand apart by basing our strategies on concrete data and insights unlocked by AI. This ensures our clients get scientifically validated ideas tailored to their business, not generic approaches. Evolving capabilities to match technological shifts are essential for driving real transformation for clients in a rapidly digitizing world. By integrating cutting-edge innovations into their solutions, firms can help clients capitalize on opportunities rather than merely play catch-up. Businesses are a way for the Indian industry to pace up its economic potential and capacity. What would be your advice to other budding entrepreneurs who aspire to venture into the AI space? On a functional level, core operations leverage process automation, generative AI, and machine learning-enabled business intelligence to enhance efficiency. Strategists collaborate through digital whiteboarding and virtual workshops, while account managers coordinate campaign assets across platforms. Continuous monitoring of advances in marketing technology, platform integrations, and data analytics improves the foundational infrastructure, enabling seamless campaign execution and optimization based on performance data. India has a vast opportunity to lead in AI by focusing on three essential areas for budding entrepreneurs: For example, we combine machine learning with our proprietary marketing activation platforms to optimize bid pricing, ad targeting, landing pages, and messaging on a per-user basis across channels. This builds granular consumer profiles that respond better to personalized experiences. Our always-on analytics dashboards then track micro-conversions powered by AI, guiding refinements that boost sales, retention and lifetime value. ~Solve real customer problems: Focus on practical use cases, even on a small scale, to provide immediate value. ~Prioritize accuracy and ethics: Ensure AI models are transparent user-friendly, and consider privacy and ethical concerns. ~Foster diversity in teams: Emphasize interdisciplinary collaboration and inclusion to drive innovation and creativity. The result is Incremental but sustainable growth month- over-month, not short bursts and wasted budgets from campaign to campaign. With tailored AI integration, we can find and focus on each client’s growth levers one by one for continual improvement. This reliable approach to marketing transformation keeps our clients ahead regardless of how crowded their market gets using traditional methods. Oct, 2024 To visibly demonstrate their commitment to clients, firms relentlessly expand the array of technologies implemented within engagement strategies, aligning functionality with growth opportunities. By leveraging conversational interfaces and interactive content to boost engagement and building automated customer journeys augmented by AI, By scaling AI responsibly, India can strengthen its economy and global reputation while ensuring societal impact. (30) www.ciolookindia.com Oct, 2024 (31) www.ciolookindia.com

Your mentors in life are important, choose them wisely

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The Most Admirable Mentors of the Year 2024 Oct2024

The Most Admirable Mentors of the Year 2024 Oct2024

Presentation Transcript

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