Notes

Cyril

Master List of Public Limited Companies.

For getting MODULE #1 started, we gave you a Master list of Companies consisting of both Limited and "Private Ltd" Companies. Some 14000+ records. This was compiled from KOMPASS - 1993 directory.

Although most of the Companies mentioned here are "irrelevant" for us, we had to have SOME Master-List to start Module 1.

As each resume gets entered into Module 1, the "relevant" Companies' list will grow.

Independent of this, for the last $4/6$ weeks, we have been trying to compile a MASTER LIST OF (PUBLIC) LIMITED COMPANIES from various Source-documents.

These sources are listed in Annex: (A).

We are not using all of these sources but I have listed these to emphasize that there could be many-many sources.

How would such a MASTER LIST help?

What can we do with it?

I have shown this in Annex (B).

This is self-explanatory.

Because of the multiple "uses" envisaged in Annex (B), the CORPORATE DATABASE shown in Annexure, has a lot of "fields", for more than the Master List given to you for Module #1.

For the moment, even the Current list (of Limited Companies) being compiled has only

Company Name
Address (HO address)

But, we cannot compile a "new" Corp. database every 3 months, as we discover a "new" use for it!

It would be highly desirable, if we can, right now, devise a database "structure" which would take care

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of our needs for the forseeable future. Then, in such a structure, we may go on adding more & more data in an "Incremental" manner, as & when we get hold of such data.

This is the same concept as in the case of our NON-MEMBER EXECUTIVE DATABASE.

Companies can also be "Members" (i.e. Clients) or "Non-Members" (i.e. Potential Clients).

We, most certainly need to create such a MASTER CORPORATE DATABASE for our Module #2 (Order Execution). And, we must start creating this MASTER right now, so that it is ready by the time you are ready to install Module #2. Without this, we will simply not be able to implement Module 2.

I would, therefore, request you to take up on a priority basis, the design of the database structure & make it available to Sajida, so that she can start creating such a database and keep it ready within $2/3$ months.

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While developing the data-entry Software (for MASTER CORPORATE DATABASE), please ensure that whatever data-entry we have already done - can be directly migrated to the new structure and that we do NOT have to re-key in all the fields. This is very important.

For this purpose, you may even depute Lindsay to examine the existing database structures of several corporate databases which are floating around in our Network.

Then there is also a question...

Can we directly migrate to our MASTER, company databases from

Explore India CD
CII floppy
KOMPASS - 1996 CD (available from Hongkong for $ $ 1000)
Kothari CD (expected in $3/4$ months)
TATA PRESS? Directories
GETIT
SELPAGE
CAPEX / PRONESS online databases (Annual subscription of Rs. $40,000 / 50,000$ each)

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Databases being offered by VIPUL ZAVERI
MTNL Phone Directory CD
VSNL e-mail directory floppies
C 60,000 addresses which we recently obtained & trying to get 300,000. This contains $3000/4000$ Public Limited Companies.

Etc.

Our aim should be to obviate / eliminate manual data entry wherever such data (even in a truncated manner) is already available on electronic media.

With regards

[Signature]

cc: Nimit / Sajida.

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PUBLIC LIMITED COMPANIES

MASTER LIST.

(Companies ending with "LIMITED (LTD)")

SOURCES FOR COMPILATION

KOMPASS Directory (Printed) 1993
" CD-ROM 1996
Stock Exchange Directories (for all stock exchanges)
Directories such as KOTHARI / IRIS
Membership Directories of Various Professional Bodies such as

Chambers of Commerce (City-wise)
CII / FICCI / ASSOCHAM / NASSCOM
Institution of Engineers
" Plant Mgrs/Personnel Mgrs/Indl. Eng.
CA/CS Directories.

Annual Reports
Quarterly/Annual Financial Results Advts.
Product Advts.
Job Advts. (Print Media)
" " (Posted on our website)
"Explore India" CD
CMIE / DART / DSJ / MATRIX INFORMER /
INFOUNDIA / INDIA INFOLINE Web site /
Indian Web Search Engines (Khoj-123 India etc)
Y 3 P executive-resume database
Conference/seminar Participant Lists
Mobile Phones/Credit Cards/Air-Hotel Reservations
Corporate Profiles/Industry Profiles
Telephone Directories/Yellow Pages

CORPORATE – DATABASE (JANAM–KUNDLI)

What data should it contain? To what USE can we put this data?
Annya – 4-6-2002

USES →

Mailers offering our services
Pre-active marketing
Letters inviting to visit our Job Site (for Recruitment / T&D / Evaluation / Succession Planning / Job Rotation / Promotion / Adoption)
Follow-up mailer re: Profile sent earlier
Follow-up mailer re: Candidates sent earlier
Follow-up mailer regarding Recruitment status
HR Appraisal & Succession Planning (Harm Quotient)
Conducting Recruitment Assignments (during Mandate execution)
Pop-up screen in our software (showing Company data / Executives to contact / Dates / Status / Remarks)

COMPANY DATA

Name of Company / Group Companies
HO Address
Branch Offices
Products / Services
Sales (Last 3 years)
Total Employees
Senior Collaborators / Key People
New Products
New Markets
New Projects
Group Companies' websites
Phone/Fax Numbers (HO + Branches)
Email IDs
Website Address
President / CEO
Vice-President
General Managers
Other Executives
Competitors
Consultants / Advisors
Trade Associations / Memberships

(Each row has ✓ marks showing relevance under each USE column.)

EXECUTIVES TO BE CONTACTED OR SENT LETTERS

HR Head
President
Vice-President
Department Heads
Functional Heads
Line Managers
Recruiters
Admin In-Charge
Others

(Again, ✓ marks under different USE columns.)

NOTES ON CONTACT METHOD

Only phone
Only email
Phone + Email
Only plant-level contact
Only direct mobile
Letters + Brochures + Resume sent (P&SI ONLY)
No CV unless asked (Service related)
NO PHONE unless required
Send only when asked
Follow-up by phone
Pop-up notes to guide action

Keeping Scope	If Company is a CLIENT (Correspondence with H.R.)	Conducting a Headhunt amongst Company's or Employees
	W.P. & W.R.
& & $\checkmark$ only Phone No?
	& $\checkmark$ only Phone No?
	& $\checkmark$ Preferably DIRECT PHONE/MOBILE
	As cor. may be
	Never use fax/email
	To the extent possible, use Regd. Phone only, or DIRECT or MOBILE No?	$\checkmark$ Letters $\rightarrow$ If any - should be sent to REGD. ADDR. ONLY.
		$\checkmark$

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[To] CYRIL / YOGESH $\quad 27-8-98$.

CORPORATE DATABASE

Module #1 requires creation of a Corporate Database.

What you have envisaged is

Name of the Company
Address " " (HO + Branches)
Phone " "

You have provided facility to create this database as a part of creation of EXECUTIVE DATABASE.

This would happen when operator does "drag & drop" of

Company Name / Address.

from a Scanned Resume.

So, the rate of building up the CORPORATE DATABASE would depend upon the rate of scanning & creating EXECUTIVE DATABASE.

This is going to take months!

On the other hand, we can create the CORPORATE DATABASE, separately,

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Independently, from sources other than candidate-resumes and quite FAST!

If we succeed in creating such a Corporate Database "in advance", it would also Save Sometime in the creation of Executive Database, since the "drag-& -drop of "Company Name/Address" is no more required to be carried out.

In order to create CORPORATE DATABASE "in advance", we have subcontracted this job to our neighbour DELTA. We have given them a book which contains names / addresses of approx 10,000 public limited companies listed on Bombay Stock Exchange.

In addition, over the last 8 years, we have ourselves, accumulated "names" of over 30,000 other companies in various databases as follows:

HHBP (40,000 executives' current & past employer)
Job-Advts. uploaded on Web (12,000+)
Picked from various directories (10,000+)
Explore India CD [Name (400,000)
CII floppy [Address (4200)
NASSCOM CD [ (3000)
KOMPASS Directory (200,000 + names only)

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Most of these contain

Company Name
" Address

We must find a simple method to integrate/consolidate all of this disparate databases into One, Single, Comprehensive database. While doing so,

we must eliminate "duplicate" entries
we must distinguish between HO/HQ/ Registered offices from

Branch Offices
Regional offices
Plants (factory)

and enter these addresses appropriately.

We should create a COMPREHENSIVE DATA BASE STRUCTURE (DESIGN), now, so that we may immediately transfer to this MASTER DATABASE, the names/addresses right now and over next few months, go on

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incrementally adding the remaining data about each company as & when we can lay our hand on it.

In the next 4 pages, I enclose what the CORPORATE JANAM-KUNDLI should look like.

No matter what the "source", we should be able to SCAN/OCR & "drag-& -drop" the relevant data into the concerned "Fields".

If you could so organise that the data being captured (whether keyboard entry or drag & drop), gets instantly "encrypted", then I could even sub-contract this work to outside parties.

I would highly appreciate if Corporate data-capture is incorporated in MODULE #2 (Order Execution), for which, I hope, you will submit for our consideration

SYSTEM DESIGN DOCUMENT

latest by $31^{st}$ Aug. when we meet to install executive-data-capture of Module #1.

Regards

[Signature]

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CORPORATE DATABASE SCREENS

COMMON TO ALL SCREENS

Company Name: ---

Co. Number/Code: ---

Source of Info: ---

Screen No: ---

Date of Entry: ---

SCREEN NO: 1

CORPORATE DATA

Company Name: L&T Finance
"Group" which it belongs to: L&T-TATA (Perceived ownership or Management Control by)
Industry Category in which Active:

[Can it belong to 2 industries?]

Management Group

Chief of Personnel

Sales Turn Over (latest year) Rs. Million ($95/96$) \dots

[Profits & PBT margins only.]

SCREEN NO: 2

Physical Data

Level	Address (Pin, City, State)	Contact Person	Phone No/Fax No
1. Head office 1. or Reg. office	1. [Address fields]
2. Regional 1. or Branch offices: 2. 3. 4.	1. 2. 3. 4.
3. Factories 1. or Plants 2. 3. 4. 5.	1. 2. 3. 4. 5.

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SCREEN NO: 3

Product/Service Data

Products / Services

TECHNICAL COLLABORATIONS

SCREEN NO: 4

Senior Executive Data

Name of Executive	Designation	Function
1
2
3
4
\dots

Sources of Information:

Unabridged Annual Reports.
News media.
Membership Lists of Professional bodies.
Alumni Lists.
Telephone Directories.
Membership Lists of Visa / Diner / Citibank cardholders
Training Courses Participation Lists
\dots

Candidate & Corporate \

Members (Resumes with us) & - Corporate Profiles \
Non-Members (Resumes NOT with us) & - Industry Profiles \
Life Time Tracking & - "New Projects" Database \
Publisher/Prof. & - Collaborations " \
PAN = & - JV " \
PAN = & - Plant loc. \

& - Product \

& - Employee \

& - Market share \

& - Annual Reports / Employee Data ($>12000$/p.a.) \

\hline

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[Note: Module #2 is indicated next to the Corporate list.]

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CORPORATE DATABASE

INTEGRATION

ALL INDIVIDUAL

DATABASES

[Venn Diagram showing overlapping sets of data:]

Annual Reports (600 Cos) - ON
TOP 900 - ON
Score Board (2000 Cos) - READY ON
Co. Profiles (2500 Cos) - ON
Company Name $\downarrow \uparrow$ Product $\downarrow \uparrow$ Industry (6800) - READY

(1) Given "Age" Vs. Salary - 100,000 [Total]

(2) - by Industry - 5000

- by Function - 2000

- by Designation - 4000

- 5000

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Yogesh $\quad 12-1-98$

Corporate Database

Pl. see enclosed notes.

For about 2 weeks now, Sajida / Varsha etc. are filling in SCREEN #1 for various Companies by compiling data from various DIRECTORIES.

I expect this CORPORATE DATABASE to be ready by end of this month. It might cover $2000/3000$ companies.

As shown in enclosed notes, a Search-Software would be required.

I would like the database to be available on Internet / Extranet & LAN.

Pl. take up

[Signature]

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| GIVE/Click-on/Type | FIND |

| :---: | :---: |

| Alphabetical List of Company Names | Products/Services |

| VOLTAS [Dropdown] | Refrigerator, Air Conditioners |

| Name of Product | Companies Manufacturing that Product |

| TV | CROWN, Samsung, Videocon Electronics, \dots |

| Name of Industry | Companies in this Industry |

| Tractor [Dropdown] | TAFE, M&M, ESCORT, New Holland, Greaves |

This could be a very exciting/useful "Value-added-service" (INFO-SEARCH) to be loaded on our Internet/Extranet websites.

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[To:] Kaushik-Sajida-Michelle-Urmila-Sheetal-Thakur-Nimit [Date:] 29-12-97

One more membership directory is received as enclosed. Earlier, some $6/7$ have been received. Another $4/5$ are expected. All of these will be kept in library. Pl. feel free to refer & return by evening.

Those which are on a CD (e.g. NASSCOM) shall be kept with Sajida.

Kaushik consults these for giving "Industry-Names" to the Annual Reports (Employee-data) before handing over to Sajida.

Sheetal uses these to enter into RED-FILE. Company Name $\rightarrow$ Products $\rightarrow$ Industry. When this project covers some 5000 companies, we shall enter this data in our database. Once done, it will help us to carry-out online "Searches" as shown in enclosed page.

This would facilitate Head-hunting.

Let us make best use of these.

[Signature]

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CORPORATE DATABASE

SCREEN NO: 1

Name of Company
Products
Services
Industries (Under which to classify)

Nature of Industry

Core Strength

Source

Page No.

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[Flowchart/Data Linkage Diagram]

From HHSP	Data from Various Directories
30,000 execs. & their "Industry/Salary/Function" is not entered.
Exec. Name	His Current Co.
ABC $\rightarrow$	(XYZ) $\rightarrow$

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CORPORATE DATABASE

SCREEN NO: 2

Name of Company
Registered Office Address:

a. Address

b. Phone

c. Fax

d. e-mail

Other offices:

[Blank]

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Notes:

(1) Same company-name may appear in different "directories" (i.e. sources).

This could be because

a company belongs to more than one "industry" and therefore belongs to more than one Trade-body/Professional body
a company has many branch/regional offices/plant locations

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Notes

A company could have, both "products" and "Services"
For same "industry", different directories are giving different "industry-names"

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[To:] Samant / Sajida $\quad$ Module #2 $\quad 6-1-99$

Database on "Companies"

Some $1400+$ names/addresses have already been entered. When KOTHARI DIRECTORY-1996 arrives, we may be able to enter some more.
What we are entering at present:

Name of 1 or 2 executives (Chairman, MD, CEO etc.)
Their designations
Name of Company
Address of Company
Phone Nos?

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To the above-mentioned SCREEN, we need to add following "screens":

A - Industry Category

(In which industry does this company fall? belong to?)

B - Products (or Services) manufactured / marketted.

C - Plant location addresses.

D - Ownership group

e.g. Companies belonging to

Khaitan group
S.K. Birla
J.K. Singhania group
Hinduja Group
B.K. Mody Group
L&T Group

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E - Sales Turnover (Rs. Crores) for latest completed financial year.

F - Overseas "Technical" Collaborators (Name & Country & for which product.)

G - Financial Joint Ventures with Overseas Companies

(Name of company/country/product.)

H - Data on employees working.

There could be some more "fields" that may need adding in years to come - which I cannot think up today. So, in any case the program/software has to be flexible

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... enough so that we can go on adding extra information about each company as & when

felt necessary
available from some source (to be discovered as we go along).

All of these may take several years but a beginning has been already made.

Of course, if at any point of time, we could get all of these data

ready-made on a floppy
at a reasonable cost

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"Even today, this type of data is available ON-LINE by linking our computer to the CMIE computer under CIMM (Company Information on Magnetic Media). But it costs Rs. 1 lakh / year!! Till such time it becomes cheaper, we have to build up & use our own database.

I would like you to start with item A (listed above) i.e. Industry Category for each of the $1400$ companies whose basic details we have already entered, I would like you to [finish on next page].

enter the "appropriate" industry-category against each.

Where will you find, which company belongs to which industry-category?

you will find this on page 60 to pg 102 of enclosed magazine (the white letters in black strips). Pl. start

DATA-BASES

[Flowchart showing the three main databases:]

Corporate Database (Module #2)	Executive Database	FPGN (Faster Partner Global Nature)
Contents: Name of Co., Address, Latest Sales/PAT, Plant locations, Collaborations, Joint Venture & JV Partners (Country-wise), Name of Senior Executives. (To be linked)	Contents: Name of Exec., Co. where working (Industry), Designation, Function. (To be linked)	Contents: Which Company from which country is - already working in India, - planning a Mktg / Info/Trading in India.
Purpose: To Send-out "Mailers" for purpose of building Client-base for Recruitment/Other Services, To send bio-data of suitable executives, To tap for finding suitable executives for competing firms who are our clients.	Purpose: To contact him for suitable openings with our clients (Headhunting).	Purpose: To systematically compile such data Country-wise & every month. Send to respective FPGN member company to follow-up.

CORPORATE DATABASE

In our business (as in any other business) Creating and updating / maintaining a client database is vital.

This is all the more important in our business because, for us, quite often, a "client" becomes a "candidate" and a "Candidate" may become a client.

And since every person, whether a client or a candidate works in a COMPANY, we need to create/maintain a COMPANY-DATABASE as well.

Scan_0034.jpg

With these COMPANIES (and with specific individuals within these companies) we need to correspond/dialogue for following reasons/purposes:

To market our Services (Mailing Campaign)
To forward bio-datas of specific "Candidates" who, we feel, could be of interest to that company (or a set of Companies), either for their

existing operations

their expansion/diversification projects.

Such "unsolicited" bio-data sending would focus on what "products/services" the company is already engaged in or expected to engage in, based on published information.

Normal business correspondence once a Company has already become our client.
Contacting (mostly by phone) a particular executive in a particular Company to find out his interest in changing.

Such contact would almost always be in the nature of "head-hunting" against specific requirement given to us by a client. In such cases, client has indicated his "search-parameters or preferences" in terms of

Type of industry/specific Companies
Functions/Designation
Product or Service exposure
Edu/Age/Salary etc. etc.

So we come across a situation where

COMPANY DATABASE

CANDIDATE DATABASE

[Venn Diagram showing a Company at the center, surrounded by executives from different sources]

We also have this situation where

a) Both Corporate Database and the Executive (potential candidate) Database are compiled from a large no. of diverse Sources

b) Both these databases are compiled piece-meal, partially, slowly over a long period of time

c) "Data" about both of them (i.e. the company and the candidate/Executive) are continuously changing

e.g.

For an Executive

Following data keeps changing:

Age ($\implies$ annually)
Edu ($\implies$ ocassionally)
Designation ($\implies$ ")
Salary ($\implies$ annually)
Function ($\implies$ ocassionally)
Responsibility ($\implies$ ")
Knowledge $\Biggr\}$ Continuously
Skills $\Biggrgr
Location ($\implies$ ocassionally)
Employer ($\implies$ ")

etc. etc.

$Important

For a Company:

Name ($\implies$ Rarely)
HO Address ($\implies$ ")
Directors/MD/CMD ($\implies$ ocassionally)
Plant location ($\implies$ Rarely)
Products/Services ($\implies$ Regularly)
Sales Turnover ($\implies$ Annually)
Collaborations ($\implies$ Ocassionally)
"Industry"/ "Group" ($\implies$ Rarely)
Executives working in the Company ($\implies$ 10% each year)
Financial/Mktg Parameters ($\implies$ Annually)

etc. etc.

So we come to realisation that

"Creating" corporate & Candidate databases is a SLOW process
Some parameters of both the databases keep changing FAST

Therefore,

Volumes involved are ENORMOUS.

Therefore, at best of times

Both Databases will be

INCOMPLETE

INACCURATE

By putting enough no. of RESEARCH / DATA ENTRY operators on the job, all that we can ensure is that these databases do not become completely OBSOLETE!

This will be an ever-expanding, continuous, constant effort.

But as long as we keep this up RELENTLESSLY (equivalent to BREATHING which never stops for even a second), we can live with inaccuracies which are MANAGEABLE.

It will happen that, on the basis of our databases

We send out a letter to an executive and find that it does not reach him because he has "moved" and not Updated his address in our data base
We phone an executive at a Company where he is working as per our database) and find that he has left that company One year back and no one can (or will) tell us where he has joined.
We send an executive's biodata to the Personnel Chief of XYZ Company and find that the chief has retired/resigned and gone away.

we would have to live with such "inaccuracies". In a fast changing world, there can never be an UP-TO-DATE database!

And if anything,

the "RATE OF CHANGE" will only accelerate.

So, if we are to depend upon traditional methods of updating these databases

(Viz. Research & Data Entry on our own - using our own resources),

then,

we are fighting a LOSING BATTLE !

Because,

Our Resources (of research & data entry) Can never Keep-up with

growing volumes

[thousands of Companies and millions of Potential Candidates/Executives]

and

accelerating "changes of status" (of dozens of parameters about each executive and each company).

We could lick this problem in only one way.

Get these Companies and these executives to continuously update their own databases THEMSELVES !

Put the ball in their court.

Get them to do the dirty work.

Place the Onus on them.

Well Said!

But HOW do we get them to do this?

And WHY should they do it?

And WHAT benefit do they/ will they, get by doing it?

HOW ?

Give them "remote-access" to our database (only their own) and ask them to

Create

Alter/Modify/Delete/Add/Update

from their own computers

Get them to phone our "head-set wearing" data entry operators and give instructions about changes to be carried-out.

Deposit their "change-instructions" in our VOICE-MAIL box.

till

(3) "Voice-recognition" takes over

WHY :

Corporates & Executives will do this (initial entry & subsequent updates) only if they stand to (personally) benefit from doing it.

Time is the most precious resource on earth and everyone tries to prioritise its USE based on the perceived benefit to himself or to the organisation that he is working for.

Therefore,

Unless we introduce in our System, a strong element of

BENEFIT

(to the individual concerned - acting for himself or on behalf of his employer-company),

he is unlikely to take the trouble (and waste his time) of updating the database on his own.

But he will do it if the BENEFIT is

Considerable/Great
Immediate
at no EXTRA-COST

WHAT ?

That brings us to the question of "what" benefit can we offer him for taking this trouble?

Let us list the benefits that we could possibly offer:

TO THE COMPANY (Who becomes a MEMBER)

Remotely shoot "queries" to our database and "locate" suitable candidates against their recruitment requirements. (most of whom were required "yesterday" - hence the urgency).
"Value-Added-Services" such as

Job Descriptions for thousands of unique jobs
Remote "drafting" of recruitment advertisements
Compensation Surveys
Organisation Charts
Corporate Data of any other Company / Industry
Labour Union Agreements (scanning & OCR)

Names / addresses of Engineering & Management Colleges/Institutions all over the Country, listing the courses being offered
Campus Recruitment (student data of graduating class at each college - replacing effort to go thru dozens of Placement Brochures received each year)
(If we can succeed in integrating into our own Database), DART / CMIE / DALAL STREET JOURNAL data bases on 10000 companies)
VRS (Voluntary Retirement Schemes)
Standard Letters

appointment
Confirmation
Termination

Personnel & Administrative Practices of diff. companies.

There can be many more Value-Added services. Again, to begin with, most of these BENEFITS are aimed at the PERSONNEL-MANAGERS!

Aim is to make them our SPOKESMEN and let them

push the idea (of 3P club membership) within their organisations.

we have to Convince them that

for a reasonable ONE-TIME effort to create their own database on our server - either by

filling in forms
entering in floppy
remote log-in

and

for a very little REPEAT effort annually to update their database,

they could get an free access to a vast array of Personnel-function related information, just for the asking ! Using this info, they could "leverage" themselves in the corporate hierarchy, as never before!

BENEFIT

FOR THE CANDIDATE :

For a Candidate who undertakes to

fill in a floppy

Remote log-in entry

to create his database - and

further undertakes,

to keep it updated every year,

following "Value-Added Services" can be offered (free ?):

Job Bulletin Board (Remote Login)

Non 3P clients
3P clients

Compensation - Trends (Industry - Function - Location - Age - Designation - Edu. Quali. - Wise)
Organisation charts
Job Descriptions
Key Words

ARGIS

Automatic Resume Generating Intelligent Software

to help him write a Resume.

Corporate Database

to prepare himself before appearing in an interview with a given company.

Interview Tips
Mailing - Campaign (PAID SERVICE)

Under this, after scanning "non-3P client" job bulletin board, an executive may instruct 3P to send out his bio-data to $10/15$ companies of his choice.

Several other value-Added-Services can be thought of.

Following points must be noted:

At no point/time, our service should enable

a candidate to contact client
a client to contact candidate

directly.

This must always be thru US.

For this reason, we shall never do what INTELLIMATCH and many other companies are doing

Viz:

allowing candidate to "post" their resumes on the server.
allowing companies to post their "jobs" on the server

and then permitting them to contact each other directly.

Like a newspaper (advt-space), they only collect a RENTAL for use of electronic-space, for a given period.

Both the Companies and the Executives MUST update their own database once-a-year (we can specify dates - staggered to reduce load).

They will be permitted FREE access to the value-added-services, only for a period of ONE YEAR from their last update.

After that the access may be totally banned / denied or made available for a FEE.

Only such stipulation can keep database reasonably up-to-date.

No executive will be allowed to "access" database of any other executive.

Software may allow each executive to create his own secret PASSWORD, so he is assured of data-security.

HOWEVER, irrespective of this PASSWORD, all databases will be accessible / searchable / manipulatable by 3P.

Both the Companies and the Executives MUST update their own database once-a-year (we can specify dates - staggered to reduce load).

They will be permitted FREE access to the value-added-services, only for a period of ONE YEAR from their last update.

After that the access may be totally banned / denied or made available for a FEE.

Only such stipulation can keep database reasonably up-to-date.

No executive will be allowed to "access" database of any other executive.

Software may allow each executive to create his own secret PASSWORD, so he is assured of data-security.

HOWEVER, irrespective of this PASSWORD, all databases will be accessible / searchable / manipulatable by 3P.

CORPORATE DATABASE

COMMON TO ALL SCREENS

Company Name:

Co. Number/Code:

Screen No:

Source of Info:

Date of Entry:

SCREEN NO: 1 CORPORATE DATA

Company Name: L&T finance
Group" which it belongs to: L&T-Tal (Perceived ownership or Management Control by)
Industry Category (in which Active) 1, 2, 3, 4, 5, 6, 7. Can it belong to 2 industries?
Management Group

Designation: Name of Person Tel. No. Res.
Chairman
CMD
MD.
President / CEO / COO / CFO
Director
"
"
"
Chief of Personnel

Is this flexible can be added dynamically?

Sales Turn over (latest year) Rs. Million (95/96) - Profits? T.K. only.

SCREEN NO: 2 Physical Data

| :--- | :--- | :--- | :--- |

| 1. Head Office or Regd. Office | 1. MP | | |

| | | | |

| 2. Regional or Branch Offices | 1. MP | | |

| | 2. | | |

| | 3. | | |

| | 4. | | |

| 3. Factories or Plants | 1. | | |

| | 2. | | |

| | 3. | | |

| | 4. | | |

| | 5. | | |

SCREEN NO: 3

Product / Service Data

Products / Services

4. P4

TECHNICAL COLLABORATIONS

| Name of Foreign Company / Country | For which product/service |

| :--- | :--- |

| 1. C9 | P4 |

| 2. | |

| 3. | |

| 4. | |

| 5. | |

JOINT VENTURES

| Name of Indian JV Company | Name of Foreign Company / Country | For which product/service |

| :--- | :--- | :--- |

| 1. | | |

| 2. | | |

| 3. | | |

| 4. | | |

SCREEN NO: 4

Senior Executive Data

| Name of Executive | Designation | Function |

| :--- | :--- | :--- |

| 1. | | |

| 2. | | |

| 3. | | |

| 4. | | |

Sources of Information:

Unabridged Annual Reports.
News media.
Membership Lists of Professional bodies.
Alumni Lists.
Telephone Directories.
Membership Lists of Visa / Diner / Citibank / Gulf-Cards.
Training Courses Participation Lists.

(Table illustrating data source reliability)

| Source | Database Says "Executive" is working in | Probability of "Correctness" |

| :--- | :--- | :--- |

PREPARING TO LAUNCH 3P EXECUTIVE SEARCH.

Building Senior Executive Database:

we need one full-time person for this activity.

His entire time should be spent scanning newspapers / business magazines / directories / annual reports etc. to pick out information about senior executives and enter into computer. Or he could just spend all of his own time "highlighting" such information and handover to EDP Room for data-entry. This alternative may be better.

To begin with we could start with a "clerk-level" person who is intelligent or even a retired person, but I feel a young, junior person would be better.

In most cases, executive data picked up from newspapers & magazines will give us, only: