Notes: GETTING CORPORATE TO ADVERTISE ON OUR WEBSITE

e-mail done. 3/9/99.

All Consultants

ccc: Nirmit)

Getting Corporates to advertise on our website

If more Corporates advertise on our website, more jobseekers will come to our site. Then some candidates may also feel like submitting their resume online.

So, we must get hundreds of Companies to come & post their job-advts. on our site. This is why we made this service free.

From Mar. 99 to Aug. 99, some 266 companies have advertised on our site. You can see monthly-graph as a screen-saver.

In addition, right from the day we launched our website (14 Nov. 97), we have been scanning job-advts from newspapers/magazines & uploading on our website.

By now, we have uploaded some 8527 job-advts belonging to some 2200 companies.

PTU

(2)

We have also divided these Companies amongst all consultants (remember my note dt. 26/7/99?).

The distribution (of Companies & Advts) appears as following:

| Total | 8527 | 2200 |

Earlier, in month of May (21/5 $\to$ 28/5) we had sent a letter to these Companies ("Keeping Score") telling them how we are scanning (uploading) their print-advts on our website. At that time there were altogether 1686 Companies. (Now this has grown to 2200).

In "Keeping Score", I had tried to persuade these Companies to come & conduct "headhunt" on our site, rather than spend lakhs of rupees on print-advt.

NOW, for sending to these 2200 Companies, we have printed another letter, titled "A job advt. that talks?"

CMT is trying to despatch this letter in the next 2/3 days.

In this letter, I am trying to persuade them to post their job-advts on our site by highlighting the feature of "View-Counter" which tells them "how many jobseekers clicked/downloaded their advt".

In the meantime, we are stepping-up our efforts to scan/upload many more job-advts from newspapers/magazines. By Dec. 99, I hope we can cover 3000 Companies (& may be reach 10000 advts).

But now that "you" are responsible for "marketing" 3P and its services amongst "your" Clients, I feel whatever is the next letter, must be drafted by you and sent-out by you. Your target achievement depends upon how successfully you are able to "promote/market" your services.

HGP

cc: Sajida

The enclosures which are to be printed $\&$ enclosed with "A job-advt. that talks?" must be ready by Monday morning latest.

Sajida urgent

e-mail done 2/9/99.

All Consultants

Ccc: Nirmit / Nirav / Sajida / RKA)

Ownership Master

The individual folder that I sent to each one of you along with my note dt. 26/7/99, contains a chart $\to$ "No. of Companies which you are managing/will manage".

In this chart, there is a column "Soma's 16000" (which actually added up to 14499).

NOW, Soma (Sajida), have tried to create a MASTER DATA SHEET for each of these Companies, which provides

Company Name / Address / Phone / Fax / E-mail
Contact Person's Name / Designation (2 persons)
Industry (to which the Company belongs)

Then they tried to distribute these Companies amongst all of you based on "what industries are alloted to you".

The situation looks somewhat as follows:

Consultant	Distribution of Companies
	As per folder
Thakur	1497
Shankar	725
Ketki	528
Suchitra	503
Maya (handled by HGP)	12
Sheetal	349
Manjiri	281
Pradeep	1120
Subtotal	5015
RKA $\to$ yet to be classify	9291
Industry-wise & further distributed	9484
Total	14499

You can find your own "Ownership Master" at $F: / Ownership\ Master / ketki\ (or\ your\ name)\ .xls$.

Please take a look - a close look.

Then try to get hold of whatever information is missing & enter it yourself. Then go all out and promote 3P and its services amongst these Companies which you "own"!

HCP

$\frac{Draft\ of\ E-Letters\ [HGP/Ketki/Order\ Booking]\}{To\ Consultants.\ Doc.}$

e-mail Sent- 27-8-99

To ALL CONSULTANTS

(ccc: NIRMIT)

"I repeat $\to$ ORDER BOOKING this hour"

You must have received my earlier notes on this subject (dt. 24th Aug. & 25th Aug.).

As stressed in both notes, in the matter of order booking, we need to become very "AGGRESSIVE". Then only we will be able to achieve our Annual Target of Invoicing ($\&$ Collection) of Rs. 170 Lakhs. In turn, this will depend upon each of you ensuring that you meet (try to exceed) your own individual targets.

To meet your own individual targets, you will need to be "flexible" while quoting your "TERMS/PROFESSIONAL FEES" against each "INQUIRY / SHOPPING BASKET". An inquiry can be written (as in case of a shopping basket) OR oral (as in case of a phone-call).

But being "flexible" does not mean quoting a "rock-bottom" price to book an order at "any cost"!

If you do this, the "returns" may be disproportionately "low" compared to your "effort/cost-to-Company". You may

even get flooded with orders which you are not in a position to execute! And, at the end of this, your annual billing may still fall below your "target"!!

So, the trick is to quote "flexibly" and "sensibly". In fact one "determinant" which I have (almost) missed-out to list in the enclosed tabulation is $\to$ "Your Current Order Backlog". Please add this to the tabulation.

Obviously, if you are already "flush" with orders, you can afford to be more "choosey" while picking-up your next order! You can "pick & choose" - although I do not think any (except may be CMT) of you is in such a lucky position right now.

But always remember:

No matter how busy/flushed you are, you must never be "arrogant" to any Customer/any inquiry, however small. NO organisation can afford to adopt a "holier-than-thou" attitude either to its customers or to its business-partners!

There are any number of "polite" methods to "regret" an Inquiry. Use these and

always leave an "impression" with each prospective client that

he is most welcome to return to us with his future requirements
we are most anxious to serve him at the very first opportunity
we are most disappointed/unhappy that we are unable to serve him in this particular instance.

Remember, the "name-of-the-game" is building life-time relationship with each Customer/prospective customer.

In the meantime, start $\&$ copying $\&$ filling-up the enclosed tabulation for all your pending/current orders. Then, based on the "total score", find out

what terms you should have quoted
what terms you actually quoted.

Such a "post-mortem" would generate a lot of debate amongst you when you share your "findings" with your colleagues on Saturday. Then jointly "refine" the process and start using $\to$ on future "inquiries". Again discuss the "outcome/results" in Saturday meetings.

Good luck.

HCP

CLIENT "SCORE CARD" WORK-SHEET FOR COMPUTING TERMS.

CLIENT NAME:
CONTACT PERSON:	DESIGNATIONS:
Phone:	Fax:
Search Inquiry No:	How Received:
Position to be Searched:
Wt.	DETERMINANT

20%	CLIENT-RELATED
	(1) Co. Size (Annual Saks-Rs. 5-50-100-500-7500 cr)
	(2) Nature (City-Regional-National-Continental-Global)
	(3) Ownership (Proprietary-Partnership-Pvt Ltd-Ltd.)
	(4) Management (Adhoc-Semi Prof.-Professional)
	(5) Market Image (Poor-Fair-Good-Excellent)
	(6) Our Past Relations (MANY-Problems-Follow up-Excellent)
20%	SEARCH-RELATED
	(7) Salary Offered (Rs./yr) 5/10/15/20/25
	(8) Position (Sup = Officer = Mgr = GM/VP = CEO/MD)
	(9) Effort Required (Extraordinary-Moderate-V. Little)
	(10) Interviewing (By our experts-None by 3P)
	(11) Documentation (Detailed Report-email feedback-phone)
20%	MARKETING / SELLING RELATED
	(12) Effort Required (Great = Moderate = None: Shopping Basket)
	(13) Lock-In (New Customer-Past Customer-Regular client)
20%	TERMS RELATED
	(14) Competition (Severe-Reasonable-None: Exclusive)
	(15) Committment (None-Willing to enter in Ann. Contract)
20%	DATABASE RELATED
	(16) Resume Availability (None $\to$ Plenty of ideal candidates)
	TOTAL SCORE $\to$
Prepared By: - - - - Date Terms Sent: - - - - How?: - - - -

HCP's file copy (1) 9-7-99

Anjana:

Your task is to ensure that every Resume in our database (on LAN or on INTERNET) is correctly "coded" for

Industry (Category) Name
Function (") Name
Designation (") Name

For each of the above, I have created MASTERS (MASTER LISTS) which you should thoroughly study before you start work.

Some small MASTER-LISTS did exist when we started HH3P database created by Mr. Nagle, but I explained to you how the present problem arose because, the data entry operators, whenever they could not find appropriate MASTER, simply left the Industry / Function / Designation FIELDS blank $\&$ proceeded with the remaining data-entry!

This is why our current Internet-based database of 51000 + resumes contains (may be)

Some 20000 + resumes without "Industry"
Some (same/other) 20000 resumes without "Function"

Similar No. of resumes without "Designation".

There can be a lot of "overlap" in these numbers, because a given resume may have -

Only "Industry" missing
"Function" "
"Designation" "
any permutation/combination of above.

When CYRIL designed MODULE # 1, (Data-Capture $\&$ Query) Software, we vastly enlarged the MASTER-LISTS (you must see these first).

Even now, these LISTS may not be exhaustive enough to take care of 95% of the resumes.

This fact (of incompleteness) is borne out by the fact that, while recently entering 5000 web-forms ($\sim$ resumes received over web), the Operators faced some problems, or rather, problems with respect to some of the web-forms. These are listed $\&$ the list is with Sajida.

So, the first job is to solve these problems so that these 5000 web-forms

get properly transferred to Module # 1.

Sajida can open each of these Resume, (on the screen), tell you what is the problem, you give correct answer (by reading the resume on the screen) and Sajida complete the entry.

When this is done, you can turn your attention to ENLARGING THE MASTER-LISTS wherever data-entry operators are facing maximum problems.

I have an intuitive feeling that the

Designation Master List $\&$
Function Master List

are fairly COMPREHENSIVE and may not need much enlargement/addition. Most likely, it will be the COMPANY $\leftrightarrow$ INDUSTRY NAME MASTER which may be posing problem.

This is obvious because, even if we

take LTD $\&$ PRVT. LTD. Companies of India, the list could run into 500,000!

And our Candidate-member (who has sent his resume by typing $\&$ e-mail) could be working NOW, or could have worked in past, in any of these Companies!

So we need to know

to what "INDUSTRY-CATEGORY" do each of these 500,000 companies belong to?

Once, we have found these answers - and created

$$COMPANY\ NAME \leftrightarrow INDUSTRY\ NAME\ MASTER\ LIST$$

for these 500,000 Companies and entered the same in MODULE # 1, we would have solved 99.99 % of the operator's problems.

The moment he highlights $\&$ clicks on a COMPANY-NAME appearing in a Candidate's resume, against his

Current Employment
Past Employment

Module 1 will automatically pick-up $\&$ enter the correct INDUSTRY-NAME from the MASTER-LIST.

Creating/enlarging MASTER is a ONE-TIME job and your focus must be that.

Focus has to be on PREVENTION (of an data-entry error) rather than CURE!

Of course, one Company may be active in several industries, simultaneously. In such a case, you should, in the MASTER list all such "Industries" against that Company's name. This can be done by simply adding a comma, between the names of these industries. Sajida will show you how this is done.

As far as

structured Web-form $\&$
Floppy

is concerned, the candidate himself selects

Industry
Function
Which are most "relevant" to himself $\&$ enters into appropriate "FIELDS". So we have nothing to do/worry! It is

his funeral if he makes wrong choices!

The problem arises only in "typed" or "e-mailed" resumes, where there is no structured "field". This is why we are discouraging this method of submission of resumes.

For covering as many COMPANIES (LTD $\&$ PRVT. LTD) into your INDUSTRY MASTER, you may wish to discuss $\&$ find a solution (of MERGING into one, Single, Master-list of Companies) with help from Sajida, Soma, Nirav, Cyril etc.

from the following Sources.

16494 Companies (LTD) - List compiled by Soma
32000 " (LTD $\&$ PVT. LTD) " from KOMPASS 2
100,000 " in EXPLORE INDIA CD
Several printed directories
CII Membership Floppy (Already with us)
ASSOCHAM " List (to be obtained) $\sim$ 60,000 Cos.
Normal Adit. database
Corpo. "
Several other databases on our hard disk
Several India-related Search Engines/websites on Internet (I have a list).

Although, in itself, such an objective of creating a MEGA MASTER-LIST of COMPANIES Vs. INDUSTRIES would be highly desirable (from the "prevention of error" angle), the question that we must answer is - how long will it take you to create such a MEGA MASTER?

If it takes one month - or more, it may not be worth to attempt to create such a list in ONE-GO!

In such a case, it may be much better to take-up the list of (Say) 20000 resumes where INDUSTRY-NAME is missing, take up one at a time, and go on adding to INDUSTRY MASTER.

Such an approach has the advantage of

Solving our immediate problem (of making that resume COMPLETE $\&$ therefore SEARCHABLE)
gradually/simultaneously enlarging the MASTER.

I feel you should take this approach but any case, discuss your strategy with CMT/consultants/Sajida/Nirav first.

9/9/99

cc: CMT

cc: Sajida

cc: Nirav / Cyril.

cc: Nirmit / Thakur

cc: Sajida file.

Chetan 15/07/98

Compiling 97-98 Unabridged Annual Reports Containing Employee Details

As already mentioned to you in my earlier note, sent to you 2/3 weeks ago and as subsequently discussed with you/Sajida in person,

"Compiling 97-98 Annual Reports" is your main job for the next 2/3 months. Your performance will be evaluated on this basis.

If this requires you to go out of the office, even daily (mornings or afternoons), you must feel free to do so and decide yourself. Frequency $\&$ duration of your Outside visits shall be decided by you.

All that expect you to do is

You must come to the office, for at least 2/3 hours daily to report to me / Sajida what you have been able to Achieve on the previous day.
At all times/everyday, Sajida must

be kept informed whether you are going to be away in the morning or in the afternoon.

Since we cannot reach you when you are away from office, you must ensure to call-up Sajida from wherever you are once everyday. We have a pager and by this note I am asking Nirmit to "Activate" it and give it to you so that we can page you in case of emergency.

For your travel/lunch expenses, you will be reimbursed as per our rules for which contact Mr. Thakoor. You shall travel by bus/train. Pl. discuss with Mr. Thakoor re: taking out a 3 monthly train pass.

If you have to strike a "deal" with any peons/clerks anywhere and pay them some "token" amount for giving you entire Annual Report or for xeroxing and giving you "Employee Detail" pages, then, in that case, pl. consult me in advance before committing anything.

I enclose a partial list of "sources" from where you can get annual reports.

Good luck

SOURCES FOR GETTING ANNUAL REPORTS 15/02/98

Company itself (although I have drafted a letter for sending to the Company Secretaries, I have yet to decide whether to release it yet).
Senior Executives in Our Database (at their residential addresses)

I have already drafted this letter - in connection with sending to them Resume Builder Floppy. These letters will get despatched over next 5/6 months in batches, so we must not depend on this as any important source.

Stock Brokers
Bombay Stock Exchange
NBFC's (IDBI-ICICI-IFC etc)
Merchant Banking Companies
Credit Rating Companies
Insurance Companies
Wealthy individual investors
Share Holders Associations
R $\&$ T Agents (Registrar $\&$ Share Transfer)
IIMs
Management Institutions } Libraries
Commerce Colleges.

CFA (Chartered Financial Analysts) Institute Hyderabad
Capital Market Institution ( New Bombay)
Financial Newspapers/Magazines (See INS Book in our library for complete list)

Dalal Street Journal
Investor
Money Market etc. etc.

Research Bureaus of

Eco. Times / Fin. Times / Busi. Standard.
Busi. Today / Busi. India / Busi. World etc.

Printing Presses which print these reports e.g.

Tata Press
Hindustan Thomson Press
Vakils. etc. etc.

Postmen
Courier - Companies (DHL-DTDC-TNT-Bluedart. (See enclosed newspaper cutting).
Institute of Chartered Accountants.
" " Cost $\&$ Works "
" " Company Secretaries.
Bombay Management Association

26. Bombay Chamber Of Commerce

27. Stock Holding Corporation of India Ltd.

28. Major Management Consultancy firms

KPMG Peat Marwick

A.F. Ferguson

29. Raddiwala / Pustiwala

(These may be your easiest $\&$ best bet if properly organised $\&$ vigorously followed up!).

This is, by no means, a comprehensive list. Feel free to locate other sources.

THE ONLY LIMITATION IS YOUR OWN RESOURCEFULNESS $\&$ INGENUITY!

Cheetan 14-07-98

$$\rule{5in}{0.5pt}$$

ATTN: CORPORATES - COURIER SERVICE ANNUAL REPORTS

$$\rule{5in}{0.5pt}$$

PLEASE NOTE WE ARE HAVING THE LARGEST COVERAGE IN COURIER INDUSTRY, COVERING AROUND 950 DESTINATIONS IN ALL OVER INDIA, INCLUDING SMALL TOWNS. WE ALSO HAVE 20 CENTRES IN ALL OVER BOMBAY $\&$ SUBURBS TO DISTRIBUTE ALL YOUR ANNUAL REPORTS, REGULAR DOCUMENTS $\&$ PARCELS AT COMPETITIVE RATE. PLEASE CONTACT MR. MADHU:

CITY LINK MARKETINGS $\&$ COURIERS PVT. LTD. TEL.: 2050992, 2061549

WE ALSO COVER 85 LOCATIONS IN NEPAL

NIRMIT - UDAY 8-8-98

Sub: Enclosed proposal for Advt. Campaign.

I suppose proposed advt series is targeted towards CANDIDATES - to get them to send us their resumes.

I have drawn actual size ($10\ cm\ \times 6\ cm$) in Red block. After discount, it will cost Rs. 17500/=. It is hardly visible. It will remain on an executive's table for 3/4 days - max: one week (till next issue arrives).

As against this CHIP CD, costs Rs. 17500/= ($\sim$ Rs. 15000 for banner/crawling animation on CD's 'home-page' $\&$ Rs. 2500 for $1\ Mb$ advt. space). If we negotiate for repeating on 12 Issues, we may get even better price.

Advantages:

A recipient will preserve CD for a long time since it also contains some other Software Utilities/Tools $\to$ long life.
Everytime he loads it, he will be obliged to see our Crawler Animation on CD's home-page. He can proceed to other "sections" only thru homepage.
Crawler Animation is in COLOUR and also interactive in as much as you can "click" on it.
We can also change the "ticker-tape" messages every month if we like.

Crawler Animation is almost same size as our proposed print advt i.e. $10\ cm \times 6\ cm$.
Almost 70,000 CDs are distributed.
CDs are being "borrowed" by several software guys - those who may not be subscribing to CHIP magazine. So the ultimate "readership-viewership" could be 300,000 or more.
$1\ Mb$ advt. space already contains our Resume Builder. This will ensure that, if the executive is interested in sending us his resume, we will get it in "web-ready" $\&$ "Searchable" format.

As against this if a Software guy, after reading our print advt, sends us his "typed" paper resume, we will need enormous resources to convert it into proper searchable "database".

Whereas we can easily handle 100 resume-builder floppies per day, we simply CANNOT handle 100 typed resumes per day!

Again, SEARCH-PARAMETERS in our resume-builder floppy are VERY SHARPLY defined - and at 4 levels of exposure (i.e. Intense-Good-Reasonable-Cursory).

Then, there must be around 100 search-parameters on our resume-builder floppy and a person will click on each of this (at 4 levels of exposure).

This is something that a person sending us his "typed" resume will never do!

Within $1\ mb$ of advt-space, there is almost $300\ kb$ of "scaled-down" resumes of some 300 software guys. This is done to attract the attention of PERSONNEL MANAGERS.

Next time, we could use this $300\ kb$ of space to display real or imaginary "job-postings/executive search requests" that we have "on-hand" for which we are currently working. Each of these can be given a UNIQUE Serial Number and arranged in a "DROP-DOWN" box.

A candidate filling-in resume on floppy (CD), can click on one-or more of these job-positions, which will, then, simplify our process of "SORTING-OUT" $\&$ calling for interviews.

This is something we can never do in a $10 \times 6$ print advt!

If advt. tariff (for CD) for PC-Quest magazine is about the same, we could divide as

6 CD-Advt/year in PC-QUEST
6 " " CHIP

This way we will get an enormous coverage.

"Resume-Builder" can be copied from CD to Floppy. We have given this instruction explicitly on the CD. Once copied on a floppy, I suppose it can be copied again $\&$ again. This can have a tremendous MULTIPLIER EFFECT, something which a print magazine can never do!
Since "getting business" is not a problem, I suppose, our Advt. is not targetted towards Personnel Managers. There is no dearth of "DEMAND". And in any case, there are only a few EXECUTIVE-SEARCH AGENCIES dealing in Software guys - and all of these (few) agencies are, in any case, known to every Personnel Manager!

And, if we are not known, to these personnel managers so far, it will be much faster, better, cheaper to simply make a phone-call directly!

He will listen to you and will carefully note down your phone no./fax no./email no. in his diary.

A print advt / circular letter can never convey your "warmth" to a Personnel Manager.

Even if you decide to send-out a circular letter (individually printed on mail-merge) to Personnel Managers, by way of "introduction", it should, always be followed-up by a telephone call to "re-inforce" our desire/keenness to serve his organisation. This could be followed by a personal visit to create a "bond".

If Video-conferencing facility can be had for less than Rs. 2 Lakhs - and if we succeed in installing one within next 2 months - then, we would get a tremendous COMPETITIVE ADVANTAGE over our competitors! Our American/overseas clients can interview our candidates over VIDEO, live. This would be a far more powerful tool as far as "marketing" is concerned. No amount of print-advt (and its cost) can get you as much mileage as a VIDEO-CONFERANCING facility, with your clients.

HGP's file copy (1) 31/02/98

Tasneem:

Resume Builder Floppy

Enclosed find a rough cost-estimate of the floppy. In some cases, covering letter (item $\# 11$) could be a single page.
We plan to send-out apprx. 10,000 floppies over next 6/8 weeks. Approx distribution will be as follows:

Recipient	Approx. No
Principals of Eng. $\&$ Mgmt Colleges	7,50
Personnel Managers of large, Public/limited Companies $>$ Rs. 50 cr.	5,000
Computer Training Institutes/Classes	2,400
Distributors ($150 \times 10$)	1,500
Associates	500
	10,150

At apprx. Rs. 25 per piece, we are talking of an expenditure of about Rs. 2.5 Lakh.
It is, therefore, very important that

we negotiate best purchase prices for each item [Responsibility: CMT]
we receive, check quality, check order quantity/challan quantity, enter into STOCK RECORD, physically store properly $\&$ issue when required to [Responsibility: Tasneem]

RESUME BUILDER FLOPPY.

$$\rule{5in}{0.5pt}$$

COST - ESTIMATE.

	Cost-Element	Rs/Piece
1.	Cost of floppy	14.50
2.	Floppy Label	0.60
3.	Instruction-chart (inhouse)	0.12
4.	Bubble Pouch	0.85
5.	Print Envelope (100 gsm)	0.55
6.	Printing on envelope	0.20
7.	Label on envelope	0.18
8.	Cost of printing label (notional)	0.03
9.	Sealing of bubble pouch (")	0.02
10.	Stamp	4.00
11.	Covering letter (2 pages)	1.30
	Grand-Total	22.35

You develop - with help from CMT - proper systems-procedures-forms-records for each item of purchase and then maintain these records, so that at anytime you are able to MONITOR / AUDIT $\&$ RE-CONCILE, for each item

Quantities purchased/ordered
" received
Balance (to be received)
Issued/consumed
remaining in stock.

WITH

No. of floppies despatched.

I don't think, we need to computerise any of these records, because, I consider this (operation), a ONE-TIME affair which is unlikely to be repeated. This operation should be over within 2/3 months.

However, receiving back, duly filled-in floppies will be a perpetual, life-time operation, since each floppy serial number may get multiplied hundreds of time.

It is for this reason that we need fully computerised records/datalist of

$$FLOPPIES\ RETURNED/RECD.\ BACK.$$

And it is for this purpose that I have sent 2 notes (dt. 9th $\&$ 9th July) to Yogesh for getting necessary Software ready in 2/3 weeks time.

Not only you should thoroughly understand

what Software is required
Why is it required/what will it tell us
How it is to be used

but, You should personally follow-up with Yogesh and ensure that you get all of these Software and install it on your computer and master its usage, well before hundreds of floppies start arriving everyday.

Never hesitate to ask questions and never allow work-backlog to pile-up.

cc: Thakoor / Nirmit

cc: Sajida

Chetan 2-7-98

Pending Assignments

Balance of job-advts scanning

(This is an ongoing assignment.)

Scanning of

Corporate Profiles
Industry Profiles.

} also "ongoing"

Correcting "Old" Corpo Profiles

At one time, there were as many as 600 titles where nothing appeared (blank) when you "clicked". Either we have to find and "upload" the concerned files OR we should remove the titles altogether! It is very embarrassing if nothing appears when you click!

Score Board (a.k.a. also known as "3P 2000")

This database was created $\&$ uploaded some 3 months back - using Hindu BUSINESS LINE, appearing each Monday. Since then, it is not up-dated.

There are also some "mistakes" in the data uploaded last time.

It is high time, we enter fresh/latest data into the database $\&$ then upload. I enclose todays BUSINESS

LINE which contains latest SCORE BOARD.

Important things to remember while creating 'FRESH' DATABASE:

a. For a given "Company", if there is no change what-so-ever in the data, leave it alone (i.e. retain it as it is).

b. For some Companies, "half-yearly" results for 97-98 might have, by now, become "Full year 1997-98" (i.e. April 1997 – March 1998). But, "half-year 1998-1999" (i.e. April 98 - Sept 98) is, obviously, not available.

c. Some companies might have been altogether "dropped-out" / disappear from today's SCORE BOARD. we should "keep" them.

d. Some altogether "New" companies (which were not there in the old database) might have been carried in today's SCORE BOARD. These must be added.

Grammatical mistakes on our Website

Print-outs of all "static" pages were taken on which I had made corrections and given to Raju to carry-out the corrections on the website. Pl. check that these have been done.

DAILY-LOG Register

Carefully go-through entire register and make a list of pending web-related "assignments". If any of these are simple "uploading", sit with Raju $\&$ get done.

Some like "Daily Arrival of Resumes on Internet/Extranet" etc, require writing - simple software - which Raju is working on. Follow-up: Once ready $\&$ uploaded, you must ensure that these figures are "updated" DAILY. This is critical.

No. of Visitors on this Site

You must ensure that this counter too is updated DAILY on both the sites. Same figure must appear on both sites.

"No. of Resumes on this Site" $\&$ "Positions" $\&$ "No. of Job-Advts on this Site"

It is your responsibility

that these "Counters" are up-dated every Saturday. Must be done on both sites i.e. Internet $\&$ Extranet.

Counters for both are

Industry-wise
Function-wise
Designation-wise

So full statistical break-up will need to be uploaded for both the counters.

Company $\leftrightarrow$ Product $\leftrightarrow$ Industry Database

Data about some 9000 Companies has already been entered $\&$ a database has been created. The correctness must be checked. Correctness may not be much of a problem since data is entered from various published DIRECTORIES.

But this (data-entry) has been done without application of mind. So, it is possible that long, long "descriptions" (Sentences or even paragraphs) are entered against

Industry (Industries) Name
Product (Services) Name.

We have to cut-down on these long descriptions and retain only a few words (with comma, in between) to denote industries/products.

Check the total no. of "characters" that the Software allows us to enter for each. I have already corrected some printouts.

Employee Details from Annual Reports

As explained to you in person, these reports for (97-98) will start coming-in within next few weeks, at Raddiwala shops. You must arrive at clear "understanding" with 20/25 Raddiwala re: outright purchase. After entry, we will sell these out again as Raddi $\&$ recover most of the Cost.

Last year (96-97) we could get barely 1000 reports/16000 employees.

For 97-98, our target should be 5000 reports / 100,000 employees.

We should seriously consider

Subcontracting data-entry work or
Start a full Second Shift
or both

In no case, this data-entry project should extend beyond Dec. 1998. So plan-out accordingly what "resources" you would require $\&$ get before July end.

Anticipated Problem

When an executive has resigned/left (e.g. "Voltas" and has joined "L&T"), in the annual reports of both the companies his name will appear under

"Employees employed for part of the year" - as a separate section

there will be an asterisk * in front of their names with a footnote.

Under our present data-entry system, we totally ignore such persons. If managerial turn-over is 10%, this would mean 10,000 executives out of 100,000!

This is a large figure. Cannot be ignored. We must find a solution with help from Yogesh / Cyril.

We must find a solution especially because we want to keep track of each $\&$ every executive for his entire working career - no matter how often he moves from one company to another.

Again, When an executive resigns $\&$ leaves one company, a "Vacancy" is created. We also wish to keep

track of

all the "Vacancies" created in 5000 Companies
Vacancies created "function-wise" $\&$ "Designation" wise.

Of course Vacancies do get created due to "retirement" / "death" also.

We are not concerned with the "cause". We are concerned with the "Effect".

Again, there may be many "sources" for filling these Vacancies, e.g.

Recruitment from outside
Promotion/horizontal movement from within.

But knowing - Who has left which Company is a good "lead" for our marketing consultants to follow-up.

$$\text{(\#2)}$$

If an executive continues to work in the same company for many years, we will keep on getting his salary-data (from Annual Reports) for many years (although his age $\&$ salary will change every year).

Even if we decide (and I think, we should) to delete his last year's data from the Current year (97-98) database, we must not totally "erase" last year's data.

we must store it in the "Archive" file against his name.

And each year, we must repeat this process, so that after 5/6 years, we are able to draw a graph as follows:

$$\text{(11)}$$

Job-Advertisements Database

Ensure that those which are older than 6 months get removed promptly. Check with Cyril that the software takes care of this automatically.
But, even such "removed" advts.

must remain in our "Archive/Datawarehouse" file. We will be carrying-out a lot of historical analysis on these data over next 5/6 years e.g.

Who advertised
how often
for what "functions"
" "designations" etc. etc.

Such analysis (datamining) would be an invaluable help for our marketing guys.

Talking of job-advt. (scanning $\&$ creating a database), Uday wants to introduce some additional fields as far as Software advts. are concerned.

To-day, we are merely entering,

$$Industry = IT\ or\ Software$$

$$Function = Software\ Development$$

$$\} in\ all\ advts$$

The function here is too broad. Software industry has "Super-speciality" (as in case of doctors).

As mentioned in our printed EDS (for Software guys), the MAIN "specialties" are:

(1) Hardware

Platforms (16 super specialties)
Processors ( 7 " )

(2) Software

Databases (18 " )
Op. Systems (14 " )
Higher Languages (18 " )
Lower " (11 " )
Dev. Environment ( 8 " )
Methodology $\&$
Architecture } (14 " )

(3) Communication

Protocols ( 10 " )

116

This list is continuously growing - and fast.

If you work out permutations/combinations of these 116 super specialities, the total could be in "BILLIONS"!

Hence, it is simply impossible to manually enter/key-in the "exact - combination" that a particular advertiser wants.

For this reason, the Search-Software developed by Cyril (for Internet/Extranet $\&$ very soon LAN),

is based on locating a particular "string" of keywords which a head-hunter would enter as his desired "Search Parameters" when he is conducting online headhunt.

The Software will pick-up all those resumes, where these "key-words" occur.

So, if Uday, wants to treat each Software-related job-advt. as a kind of "SEARCH - QUERY", he must discuss this with Cyril.

In the "PRO-ACTIVE MARKETING", Cyril could incorporate this feature (the feature of treating a job-advt. as a kind of internal "Head-hunting" query on our Resume Database).

(12) From $6^{th}$ July, both yourself $\&$ Sajida will attend Training Sessions at MICROPRO, on Monday/Wednesday/Friday, between 5 pm - 6:30 pm. This training will last 6/8 weeks.

For both of you, the training - will cover