EVOLUTION NOT REVOLUTION

Nirmit

Sri Ram

Raju

Abhi

Kartavya

Priti

Dec. 31, 2002

“Evolution, Not Revolution”

by

John R. Logan.

This book is in my personal library – just finished reading. Like all other books in my library, on this one too, I have made Comments in the margins of some pages – whenever I came across an observation of the Author, which had some “relevance” to our business/what we did/what we are currently doing/what we should be doing etc. I have listed those pages in the enclosed sheet.

Whereas you may not find time to go thru the entire book, it may be worth glancing thru the “underlined” paras \& my remarks on these “Learning Pages”. You may borrow the book from me but do return fast so that others too can benefit.

Regds

[Signature]

 

For Comments on	Look Up page Nos.
OES	XII/70 – 78 – 110 – 111 – 123 – 125 – 139 –
Tech Team	XIV/XV/
Advanced Technologies	XVI/162 – 170 – 188 –
Vision/Kal chakra	5/53 – 108 – 109 – 117 – 129
Reaching Customers Marketing	7/71 – 76 – 77 – 84 – 85 – 89 – 97 – 130 – 139 – 200 – 211 –
JAWS – LOCK IN – Manhattan – Octopus	12 – 14 – 18 – 20 – 45 – 55 – 56 – 59 – 60 – 61 – 70 – 72 – 73 – 88 – 89 – 95 – 99 – 102 – 103 – 118 – 134 – 137 – 140 – 155 – 169 – 187 – 197 – 223 –
Global Recruiter	12 – 13 – 19 – 41 – 54 – 57 – 61 – 69 – 72 – 74 – 75 – 90 – 113 – 114 – 143 – 204 –
email Converter (Module 2)	13 – 71 – 96 – 138 – 143 –
Pricing	17 –
Corporate Strategy	38
Sri Ram / Raju	193 – 195 –
Abhi	Chapter 8 / 184 – 192 – 210 – 221 – 224 – 227
Priti	192

 

Nimit

Raju

Sri Ram

Mitchelle

Kartavya

Abhi

25/01/03

Labour Output Ratio

Enclosed chart shows Labour Output ratios for various industries. If one of you knows Mr. Pradip Dey (Financial Express), you may want to obtain similar data for

Service Industries

Software Companies

Consultancy Firms

You may also manage to get such analysis from

• Eco. Times Research Bureau.
• Busi. Standard \gg
• CMIE
• NASSCOM
• CII/ASSOCHAM/FICCI etc. etc.

Q : Are very Senior Candidates (GM/VP) aware of what exactly is this ratio for their industries?

[Signature]

 

INDUSTRY	2000-01 (%)	2001-02 (%)
Cigarettes	7.06	6.42
Diversified	5.61	4.31
Refineries	2.27	1.46
Pharma	8.16	8.14
Alu \& Products	7.05	7.47
Cement \& Products	6.5	6.65
Chemicals	6.07	6.45
Computers	12.85	13.38
Electrical Goods	8.4	8.54
Engineering	11.62	12.3
Fertilizers	4.62	4.97
Food Products	4.37	4.4
Paper \& Products	8.6	8.77
Steel \& Products	7.39	8.35
Sugar \& Breweries	6.2	6.97
Textiles	7.31	7.9
Tyres \& Tubes	7.95	8.11

\fracCOST OF LABOURVALUE OF PRODUCTION = LABOUR OUTPUT RATIO  \%

Source: Pradip Kumar Dey

F E Research Bureau.

25/01/03

Mr. Salil Gandhi

Dear Salil :

21-11-2000

Financial Management System Module

Enclosed find a proposal/quotation received from APPLITECH.

They have quoted Rs. 11.25 lakhs for this module which seems quite high.

But "high/low/fair" are relative terms. These can be judged only in relation to the AMOUNT OF WORK INVOLVED.

In turn, this (Work involved on part of Applitech), is directly related to NO. OF OUTPUT STATEMENTS INVOLVED.

For the ORDER EXECUTION MODULE, we (Applitech \& Ourselves) jointly framed-up approx. 83/84 output statement. For this, they quoted Rs. 8.25 lakhs (originally Rs. 12.09 lakhs – negotiated).

This complete set of 83/84 Output statement is available with me

in a bound volume. Next time (as soon as you can), when you are here, take a look at this volume. That will give you some idea of the work involved.

All of these 83/84 Output statements were “**drawn-up**” by our consultants first. Then discussed with Applitech before framing-up.

For FINANCE MODULE, you should do the same. You should draw-up all the statements that you would want to see on your computer-screen.

These Output statements will need to be broken-up as

statements required for taking day-to-day “**Operating Decisions/Actions**”

Historical statements required for taking long-term “**Policy/Strategy**” decisions

(Monthly/Quarterly/Annual Statistics of Various types)

statements required to be Submitted (as part of returns/supporting documents) to STATUTORY AUTHORITIES (IT/S.Tax/Prof Tax etc)

Budget Vs Actual Performance (Individual/ Branch/Company)

Statements required for calculating/computing performance of various staff Members (e.g: Consultants/ Program Managers etc) and working-out INCENTIVES payable to each staff member (who are covered by different incentive schemes) at the end of the month/quarter/ year etc

Only after we have drawn-up such Output statements handed over to Applitech for their study AND then obtained their confirmation that the FINANCE MODULE envisaged by them WILL make available to us all these statements, can we talk about the PRICE!

Then only we know, WHAT is it that we will get for WHAT price!

Otherwise, we may think that we will get the MOON and then we may end-up getting a **MARBLE**!

This would be very undesirable.

This is, therefore to request you

---

Scan\_0008.jpg

to start preparing these statements as soon as possible. I am out of town between 26 NOV. to 4^th Dec.

I would appreciate if you can keep these statements ready by 4^th Dec, so that we can finalise our order immediately upon my return.

We must show all the statements to Mr. Nagle and get his **OK** before forwarding to Applitech.

with regards

Hemandra.

[Signature]

cc: Mr. Nagle (with Copy of Applitech Proposal)

cc: Nimit (with original Proposal)

APPLITECH SOLUTION

www.applitechsolution.com

20 November, 2000

To

3P Consultants Pvt Ltd,

Lok Bharti Complex,

Marol, Andheri (E)

Mumbai

Kind Attention : Mr. H. C. Parikh

Dear Sir,

Sub : Proposal for the Financial Management System Module

This refers to our discussions and the Pre - System Requirement Study done by our Mr. Neeraj Rathi for your requirement of Finance Module.

Please find enclosed our offer for the Finance Module System - custom made as per your application. This module will be integrated with the software for Order Execution Module.

Please go through the offer and let us have your valuable Purchase Order with us at the earliest.

Thanking you and assuring you our best services at all times

Yours truly,

K. Sudhakar

Manager - Sales

Encl: As above

Applitech Solution Limited

102 Rock Garden, 1st floor, Opp. Laxmi Industrial Estate New Andheri Link Road, Andheri (West) Mumbai - 400058 Tel: 91 (22) 632 7119 / 6310142

email: aslbmv@bom3.vsnl.net.in

An ISO 9001 Company

 

Applitech Solution Ltd

3P Consultants Pvt Ltd

Applitech Solution Limited

Proposal For

Integrated Financial

Management System

TO

3P Consultants Pvt. Ltd.

Applitech Solution Limited

Enterprise Wide Computing Group

701, Shikhar, Netaji Marg, Navrangpura

Ahmedabad - 380013

Tel: 91(79) 6568205, 6568709, 6568797

Fax: 91(79) 5568489

Mumbai Office:

102, Rock Garden,

New Link Road Andheri (W),

Mumbai 400 053

Phone: 91 (22) 6327119 / 6310142

E-mail: aslahd@vsnl.com / aslbmv@bom3.vsnl.net.in

WebSite: [www.applitechsolution.com](https://www.applitechsolution.com)

ISO 9001

November 2000

 

Applitech Solution Ltd

3P Consultants Pvt Ltd

INDEX

Executive Summary 3

Company profile of Applitech Solution Ltd 4

Details of Director 5

Company Background 6-7

Scope of work 8

Commercial offer 9-14

ISO 9001

November 2000

 

Applitech Solution Ltd

3P Consultants Pvt Ltd

Executive Summary:

3P Consultants Pvt Ltd, is a leading Human Resource solution providing organisation having leading industries and companies as their clients. The exploitation of the latest technologies in communication and IT by 3P consultants has provided them a cutting edge in their field of operation. The innovative schemes offered by them to the various sources of collecting the resource (the information of the candidates) have accelerated the reach to the grass root levels and are poised for a leaping growth with the explosion of IT and convergence technology growth in the coming years.

3P Consultants Pvt Ltd, having visualised the growth potential, would like to have an Financial Management System, which would allow them to address the present and future demands.

We, Applitech Solution Ltd, a leading IT solution provider specialising in providing customised applications, discussed with 3P consultants about their requirement of the Internal Order Processing Management System. Having conducted a Pre - System Requirement Study at 3P Consultants, we propose the following solution for the Internal Order Processing Management System.

A broad overview of the Internal Order Processing Management System is given below:

It would be a Client - Server based solution with web enabled components for the future expansions and integration using the web technology.

The system would be implemented in the Mumbai office of 3P Consultants Pvt Ltd

All Branches

ISO 9001

November 2000

 

Applitech Solution Ltd

3P Consultants Pvt Ltd

Company Profile

Name of the company	Applitech Solution Limited
Year of Establishment	1993
Reg. Office address	503, 'Paritosh', Usmanpura, Ahmedabad 380 013, Gujarat, India.
Locations of office with address	Ahmedabad 503, 'Paritosh', Usmanpura, Ahmedabad - 380 013, India Tel: (079) 7550683 / 7550685 701, 'Shikhar', Netaji Marg Navrangpura, Ahmedabad - 380 009, India Tel: (079) 6560243 / 6565787 Vadodara 55, Kamlesh Park, Near Karelibaug Water Tank, Harni Road, Vadodara - 390006. Tel: (0265) 442843 Mumbai 102, Rock Garden, New Link Road, Andheri (West), Mumbai - 400 053. Phone (022) 6310142 / 6327119 USA 1501 Ben Crenshaw, Austin, Texas 78746 Phone 1(512) 3271323 Singapore 12, Prince Edward Road, #04-09 Podium B Bestway Building, Singapore - 079712 Phone (65) 2271184 UK 74 A High Street, Wansted, London EU 2RJ Phone: 0181 989 1110 Australia Suite B, 30-32 Rutland Road, Box Hill, Victoria 3128 Australia Phone (61-3) 9897 4885

ISO 9001

November 2000

 

Applitech Solution Ltd

3P Consultants Pvt Ltd

Details of Directors

Mr. Ankil C Patel, Managing Director

Academic Qualifications:

B.E. in Electrical Engineering from M.S. University, Baroda

M.S. in Electrical Engineering from University of Texas, Austin

Experience:

Worked in Intel Corporation, Santa Clara, California, USA, a world-renowned company in the field of computers, for seven years as Sr. Design Engineer. At Intel his duties included product definition, implementation plan, logic and circuit design and simulation, layout supervision, design verification and supporting product engineers for bringing up test programs and transfer of product into production. He worked on microprocessor products including microprocessors and peripherals. He has played a major role in the team, which which has developed the 80386 chips at Intel.

In India, he has received 'IEEE Award' for best software product DialAnything, a communication software package for Personal Computers.

Mr. Jayesh A. Parekh, Director

Academic Qualifications :

B.E. in Electrical Engineering from M.S. University, Baroda

M.S. in Electrical Engineering from University of Texas, Austin

Experience:

Worked in IBM, a world renowned company in the field of computers, for fifteen years in its offices world wide, namely, IBM Houston Marketing office, IBM Offshore Operations Singapore, IBM Corporation USA & IBM Singapore Pte. Ltd.

He is currently Managing Director of Frontier Technologies Pte. Ltd. Singapore.

Other Engagements

Director – Frontier Information Technologies Inc. (USA)

Director – Dyxdar International, Inc. (USA, Singapore & India)

Director – Applitech Solution Limited, India

Director – SONY Entertainment Television (Singapore & India)

Director – Atlas Communications Enterprise Pte Ltd. (Singapore)

Director – Ace TeleFilms Pvt. Ltd. (India)

Director – Atlas Equifin Pvt. Ltd. (India)

ISO 9001

November 2000

 

Applitech Solution Ltd

3P Consultants Pvt Ltd

Company Background

INTRODUCTION

Applitech is a leading software developer in India, providing software solutions, consultancy and software development services. It is positioned to deliver rapid, reliable and robust Information Technology solutions that work.

Applitech's mission:

Excellence through partnership, solutions and technology. Unrelenting in our drive to offer the best solutions, linking our core competencies with our customer's business requirements in ways that ensure that we are the customers preferred technology partner.

Applitech has a technical and project management staff strength of over two hundred IT professionals. Collectively this adds up to more than 500 person years of software development experience. Applitech has an established local presence in USA, Singapore and the UK, and works through business alliances in Australia.

SERVICES

Applitech has successfully executed many projects in each of the following four business focus areas:

ERP solutions for manufacturing, healthcare and service industries

Web computing based solutions and customized applications

Process Control and Automation based solutions for the Manufacturing industry

Software solutions in Network and Communications

Applitech provides a portfolio of solutions, services and products, both it's own and its alliance partner's, that offer superior value by integrating the best combination of price, quality, reliability and delivery.

Applitech also provides a range of professional services to both its clients and alliance partners (in domestic and international markets) including IT consultancy and business process re-engineering.

Applitech's group company Dyxlar has set-up a dedicated conversion center (DDC) or software factory in India, to undertake projects for Year 2000 code correction and testing. Necessary Data Conversion service is also offered. Equipped with Dyxler suite of Year 2000 tools and workbench Applitech has currently invested in setting up a 50- person year production capacity.

ISO 9001

November 2000

 

Applitech Solution Ltd

3P Consultants Pvt Ltd

Applitech has positioned itself to provide a single Point Total Business Solution. It has the required development and quality assurance processes to ensure timely delivery of hardware, networking and high quality, low maintenance software.

Applitech offers to establish Dedicated Development Centers (DDC) in India, for its clients and alliance partners, from India and abroad, in their respective niche areas. This is a long-term partnership where a team of professionals and other development resources are dedicated to work on behalf of the client/partner. The teams are trained to match client's specific requirements and standards. Team management and software development process allows for extensive input and monitoring by client (via a dedicated datacom link where required). This facility works as an extension of clients' facility and has the key advantage of high quality service at lower costs.

Skills and Capabilities

Applitech technical personnel is highly qualified (a majority with technical or science degrees and over 20% with some form of postgraduate qualification), trained in a range of computer hardware and software areas. All members of top management have lived, studied and worked abroad – ideal basis for overcoming the culture gap, as well as comprehending clients' intangible and qualitative needs and requirements.

Applitech's managers and project leaders possess the experience and management skills necessary for successful execution of large software projects. In-house processes, infrastructure and communications skills ensure trouble free interaction and smooth liaison with clients at any distance.

Overall, Applitech can deliver a competitive edge through cost and quality advantage, use of the state-of-art skills, high reliability and ability to save time on projects.

Applitech's Advantage

Experience in Oracle based applications since 1994

State-of-the-art development facilities

Global support infrastructure

Proven capabilities to build and maintain large complex systems

Culture for building application knowledge, value added professional services

Adherence to standards and methodologies

Quality – an on going process of change

Our philosophy is building relationships that last with all our stakeholders - clients, employees and shareholders. We will do so by being sensitive and responsive, and by being true to our commitments.

ISO 9001

November 2000

 

Applitech Solution Ltd

3P Consultants Pvt Ltd

Scope of Work:

The entire operation will be executed in phases. The phases will be defined after the System Requirement Study.

The System Tool

The Back end for the system would be Oracle 8i for allowing the easier web enabled upgrades in future.

The front end would be decided only during the System Requirement Study, as this would involve the following factors apart from suitability to the system to be developed.

1. Ease of use

2. Tool's availability, life cycle

3. Cost of the tool

The front end would be chosen keeping in mind that the future requirements of web based software components have to be interfaced seamlessly.

ISO 9001

November 2000

 

Applitech Solution Ltd

3P Consultants Pvt Ltd

Ref: ASL/3P/ERP/FMS/01

November 14, 2000

Commercial offer

QUOTATION

Description	Prices (Rs.)
Finance Management System - customized Application software including: System Requirement Study, Design, Coding, Implementation and Training	11,25,000/- (Rupees eleven lakhs twenty-five thousands only)
Professional service charges (DBA visit for OS installation, fine tuning of Database, Network related consultations, etc)	Rs. 2500.00/ Per Manday
Transport charges – II AC Rly ticket from Ahmedabad to the site Boarding and lodging charges for implementation duration more than 2 months - as given in the schedule.	At actuals Rs. 2500.00/ Per Manday

\ast The application would be developed in 3 Tier architecture to cater to the future needs of web enabled application integration.

Roles and Responsibilities:

Once the work is awarded, Applitech will take the overall responsibility of the Project Execution and Project Management. However for the successful implementation, quality time and timely approvals of various documents at different stages by 3P Consultants Pvt. Ltd. will be essential.

Sr. No.	Activity	Responsibility
1.	Preparation of System Design document and Screen prototypes	Applitech
2.	Timely approval of System Design Document and Screen prototypes	3P Consultants
3.	Coding, Testing and Documentation	Applitech
4.	User Acceptance Testing and approval of the documentation	3P Consultants
5.	Implementation	Applitech
6.	Training	Applitech
7.	Scheduling of the users for the Training	3P Consultants
8.	Supply and Set up of Hardware	3P Consultants
9.	Supply and set up of Networking Components	3P Consultants

Note: Enough time will have to be given by 3P Consultants Personnel to study and approve the System Design Document and Screen prototypes.

ISO 9001

November 2000

 

Applitech Solution Ltd

3P Consultants Pvt Ltd

It is presumed that the site would be ready in all respects (including the required hardware and networking components) at the time of implementation. However, Applitech would recommend the exact hardware specifications, only after the Design phase is over.

During Implementation and Training the users of the system at 3P Consultants will have to give full co-operation in terms of availability and time given.

Project Execution Plan

Applitech proposes to implement application software development phases. The Project development plan for application development is broadly divided into 3 phases.

Stage I

During this stage, following activities will be performed:

System Requirement Study

Entry Criterion

Receipt of confirmed Purchase Order along with advance at Applitech Solution Ltd, as per the commercial offer and terms and conditions mutually agreed.

Exit Criterion

Completion of the System Requirement Study

Deliverables

Detailed System Requirement Study document. Sufficient time would be given to 3P consultants to study the System Requirement Study documents. The System Requirement Study documents would be mutually agreed in writing, to pave the way for the stage II

The approximate time schedule for this stage will be 20 DAYS.

Stage II

During this stage, following activities will be performed:

Design and system specification

Physical design

Entry Criterion

Approval of System Requirement Study document

Exit Criterion

Completion of the System Design

ISO 9001

November 2000

 

Applitech Solution Ltd

3P Consultants Pvt Ltd

Deliverables

Detailed System Design document which shall include final data model, updated process description, screen design document and menu design document

Time Length for this stage is 40 Days from completion of stage I.

Stage III

During this stage, following task shall be performed:

Coding, testing and documentation for application software

User Acceptance Testing at development site

Entry Criterion

Approval of the System Design and Screen Prototypes

Exit Criterion

Successful User Acceptance Testing and provisional sign-off by 3P Consultants

Deliverables

Implementation Schedule

Time Length for this stage is 45 days from completion of stage II

Stage IV

During this stage, following task shall be performed:

Installation of the software at 3P Consultants

Training of the users

Entry Criterion

Provisional sign-off of the software

Exit Criterion

Implementation and completion of training of the different users

ISO 9001

November 2000

 

Applitech Solution Ltd 3P Consultants Pvt Ltd

Deliverable

Executable software

All documentation (i.e. System documentation, user and operational manuals)

Time Length for this stage depends on 3P Consultants users and the readiness of various departments. The time length proposed is 25 Days Services

During implementation, Applitech will provide the following services:

Software Installation \& Test Run

ASL will install the software on the hardware and carry out the test run jointly with 3P Consultants. This exercise will be carried out with sample test data prepared by 3P Consultants Pvt. Ltd., and all outputs taken and verified by the joint team.

Training

ASL will conduct training at different levels to prepare 3P Consultants personnel's for the computerized operations. The typical training plan is as follows:

TRAINING PROGRAM	Duration	No. of Partic ipants
Orientation Program for Top Management	1 day	2 to 3
Functional Operation Training for Operators/staff	1 week	7 / week
System Administration Training	2 day	1

Warranty Maintenance

ASL will provide warranty maintenance for the software for a period of 90 days from the date of software installation at Mumbai site.

After the warranty maintenance period, ASL can provide software maintenance services under an annual contract.

ISO 9001 November 2000 12

 

Applitech Solution Ltd 3P Consultants Pvt Ltd

Annual Maintenance Contract

After the expiry of the warranty period at the first site, 3P Consultants Pvt. Ltd. can choose to undertake an Annual Maintenance Contract (AMC) with ASL for the individual sites (which will be charged at 16\% of the total price per site per annum. The annual maintenance contract would be restricted to the correction of any bug or software defect in the application software. The AMC would not include site-visits for any purpose other than bug fixing.

• Payment terms

20% with the Purchase Order

20% on Submission of System Design Documents (including ER Diagram, Screen Prototypes and Data Dictionary)

20% on the Provisional acceptance of the software at the Development Lab or installation of software at site (which ever is earlier)

20\% on Integration

20% within 2 weeks of running complete software at site.

• Terms and Conditions

Prices

The prices quoted include the supply of run-time version of the software, license copy for 3P Consultants Mumbai. Installation of the software at additional site will be charged extra at mutually agreed price.

The prices do not include the cost for System Software like Oracle 8i, Windows NT, multimedia tools etc. All other Govt. levies including Sales tax, Octroi etc., if applicable are extra. Master data creation, site preparation, cabling and power conditioning is not included.

License fee

The software License is for the 3P Consultants Mumbai. Installation of the software at additional site will be charged extra at mutually agreed price.

Functionality

The scope and functionality of the application software will be as mentioned in System Requirement Study Report. Any change in the scope and functionality of the application software will charged extra at Rs.60,000/- per man-month basis.

Travel and Stay

For all visits from Ahmedabad to Mumbai, during the Design / coding / implementation / training stage the travel will be charged at a rate equivalent to the second AC railway fares from Ahmedabad to the site. All travel and stay required for onsite maintenance and support services, would be extra, if out side warranty period.

Validity of offer

ISO 9001 November 2000 13

 

Applitech Solution Ltd 3P Consultants Pvt Ltd

The license fees quoted above are firm for a period of 30 days from date of this offer. These prices may be revised thereafter.

Non-applicable Costs

Electrical work, UPS, Air conditioning, furniture, cables, line drivers, master data creation, etc. are not included in the cost and would be provided by 3P Consultants Pvt. Ltd.

Development Work

All the development work will be carried out at Applitech Solution Ltd, Ahmedabad/ Mumbai

ISO 9001 November 2000 14

 

ALL CONSULTANTS 24-8-99

(ccc: NIMIT.)

Market share

As 3P, we certainly want to increase our market-share in the total recruitment market in India.

But, within 3P, I am sure, you want to increase your individual market-share in our total annual billing/collection! After all, your incentive-bonus depends upon your ocon "market-share"!

So you need to market 3P and its services to your clients, past, present, \& future ( potential ). You will need to send them "introduction / re-introduction" e-mails \& letters.

Along with my noted dt. 26-7-99, I had enclosed a chart tabulating "No. of Cs which you are managing/Will manage".

In this, the very first column lists some 115 Companies which have been 3P's PAST CLIENTS (Where we have appointed our candidates)

For sending to these companies, I had also drafted-and enclosed in the folder- a letter titled

"Opportunity to Serve You".

Now, with this note, I am enclosing these letters for your signature and despatch. Before despatch, show these to Nimit. He would know the "history / background" of each client \& give you useful inputs.

For each of these Companies I had wanted to address by the "name" of the "Current" HR Chief, but I don't have that information and we cannot wait for ever. (It is already more than 3 weeks since I sent you the folders.) Improve upon this next time. I am doing this, only to get you "started" (Inertia is maximum in the beginning !)

Next Target:

2200 + Companies whose job-advts we have scanned/uploaded on our website during last 20 months.

P l. show me your "campaign-letter." Use your creativity. How soon ?

Regds!

CMT

Pl. negotiate following:

Ask him to drop "Installation / Implementation" charge of Rs: 10,000/- altogether. This is ridiculous!

AMC ( Annual Maint. Contract ) @ Rs. 10000/- works out to nearly 25\% of the basic cost \frac1000039,200 . This is exhorbitant! Must not exceed 10\%.

Free Support should be for 180 days ( instead of 90 days ) - Must include on-site visits as \& when requested by us.

Payment Terms: Advance 50\% - ok Balance 50\% - after 1 month or 10,000 emails/day for 4 consecutive days whichever is earlier.

Guarantee: 10,000 emails/day directly using email database supplied by Ravindra . MUST NOT require us to create any further databases

Future Upgrades from the Swedish Co. ADVOX ? At what price? Free? During what period?

CMT 1/6/99

Purchase of OMNIGATE

Additional points to be considered:

Anyday now, we are expecting from a Chennai Co. ( Aditi Technologies ), a demo CD of a software called TALISMA. This claims to be a e-mail management software.

Questions to be considered are

Can TALISMA also do ( besides whatever else it is supposed to do ) what OMNIGATE claims to be capable of doing? - viz. Sending 10,000 emails/day ?

If TALISMA can do this mass- mailing also, is there need to buy OMNIGATE ?

But, if TALISMA cannot do mass- mailing and therefore, we must purchase OMNIGATE, do we still buy TALISMA for whatever else ( other features ) it does? Are these "other" features

of TALISMA worth Rs. 30,000/- ( per user ? )

If we are convinced that we should buy both TALISMA \& OMNIGATE (for the unique/useful features of each), can these be integrated ( thru an API - Application Programming Interface ) to work in seamless co-operation with each other? we must not have any "CONFLICT" between these two softwares.

You will need to discuss these points- as also my comments on enclosed e-mail- with both the suppliers thoroughly (Suggest get Cyril to attend these meetings ) before deciding. If you are convinced, we will spend Rs. 70000 ( 40 + 30 ) but we must ensure now (before spending ) that desired RESULTS will be delivered \& obtain all confirmations from both the parties in WRITING.

sajida

From: allan@cnpl.co.in [ SMTP:allan@cnpl.co.in ]

Sent: Monday, May 31, 1999 1:45 PM

To: sajida@3p-jobsearch.com

Subject: Proposal for the mass mailing software.

Dear Sir/Madam,

The following is the proposal for the implementation of the mass mailing software at your office.

1. Introduction

3P Job Consultants is a leading Executive Search firm located in Mumbai with associates in New Delhi, Bangalore, Chennai, Vadodara \& Pune. Through its Network it is connected to FORTUNE 500 Companies around the World when it comes to sourcing professionals from India for overseas assignments. 3P's client-list includes many multi-nationals who have set-up operations in India.

Currently 3P maintains a large database of candidates for placement purposes. 3P would like to keep this database informed of events such as new openings, placement seminars, etc. It would also like to send personalised mails to this candidates such as wishing them on their birthday. 3P has decided that the primary form of communication with these candidates would be email. 3P has estimated that their mail traffic would amount to nearly 10,000 mails per day. In such a scenario, 3P would need to upgrade its current mail delivery software. Omnigate can deliver such a huge volume of outgoing mail in the least possible time.

Cybertech Networks Pvt. Ltd. ( CNPL ) is pleased to present this proposal to 3P Consultants for a solution to send mass mails to its candidates and a subsequent service agreement, based on CNPL's product Omnigate.

2. The Product

3P currently uses Microsoft Exchange as its local mail server and pop@gw as the gateway software to the Internet. The solution would involve replacing of pop@gw and installation of Advox Omnigate instead. Advox Omnigate is a product from Advox of Sweden. It has been widely implemented in many Fortune 500 companies for their mailing requirements. The following are the features of Advox Omnigate:

• 32 bit application: OMNIGATE is a 32 bit multi threaded application that runs under Win NT/Win 95.
• Address list: personal and global for easy access. Users can have an unlimited number of aliases which is an important feature in case the users use several mail systems in parallel ( e.g. NOTES and EXCHANGE ) or if your company is migrating from one mail system to another.
• Administrator: dedicated done from any authorized PC on the network. The administration program is a 32 bit Windows95/NT module with tabs and buttons to speed up the work. The administration server in OMNIGATE is what handles the request for a HTTP server enabling the administration program to be a Web application in a forthcoming release.
• API for OMNIGATE: An application program interface is included to help the integration of OMNIGATE into applications.
• Approved OMNIGATE is tested on MimeLink that has been tested at Interop Net forums by the Network User Society and approved. It fills all requirements for the MIME standard, including the handling of headers, character sets and attached files.
• Attachments: Both the UUENCODE and MIME standard is fully

supported file extensions ( gif, .wav etc ) are set to an appropriate MIME extension as specified by the administrator. This is valid in both directions. The administrator can choose any conversion engine to convert between MIME and Windows style attachments ( e.g. graphics, sound, Excel, Word ) if needed. You can use different engines for each conversion. The most common conversions are done with the pre configured programs included in the product.

• Auto encoding: When using the reply function, the returning e-mail will always have the right encoding.
• Automatic character-set detection on incoming messages and attachments.
• Autoreply on individual basis: The user determines the actual text (e.g. "Out-of-office" ) to be sent when the message is received into the OMNIGATE server.
• Call schedule: The administrator determines the schedule for dial up connection.
• cc:Mail: The message transport between OMNIGATE and cc:Mail is handled by the Lotus modules Import/export included in the cc:Mail product. The cc:Mail user sends and receives messages as usual. No re-training is required. OMNIGATE also supports the existing SMTP access module, which allows for easy upgrade to OMNIGATE with MIME support.
• Character Conversion: The message body is done on arriving messages to the character set used for the mail clients according to translation tables set by the administrator.
• Character sets: All character sets based on 7 or 8 bit characters are supported. The detection of character sets and attachments are fully automatic. In addition the administrator can override by defining different rules for each remote domain and each remote user. When a message is sent, the user can explicitly specify character set and attachment coding method to allow for flexibility and speed in mass mailing to the address lists.
• Compression of messages is performed for all messages going to specific domains.
• Dialup SMTP: This new possibility conforms to RFC1985 and is compatible with the sendmail 8.8 implementation. It gives the possibility to remotely start message queues to a specific mailbox. Applications would be a person traveling or calling the home office via modem. Another case would be to connect to your Internet provider only when you have mails to send or want to poll the mailbox for mails for your own domain.
• Dialup UUCP: The administrator will configure the schedule for mailhosts to poll ( e.g. your Internet provider ).
• DNS caching: The OMNIGATE server uses extensive caching of name server addresses to minimize the network load. The cache information is kept as determined by the time-to-live information received from the name server.
• Domains: OMNIGATE supports several parallel domains as well as the use of sub-domains. The multiple top-domain feature allows for the handling of several companies. The sub-domains possibility makes it possible to adapt to a great number of name standards ( e.g. having a department's name used as a sub-domain.
• Encoding of attachments and character set is done according to rules set by the administrator. For any domains, subdomains or specific user addresses a specific encoding can be set overriding the default rule.
• Encryption: can be used for messages sent to specific domains. This enables corporations to use public networks ( e.g. Internet ) for company internal mail.
• Error handling: Great emphasis has been put into making the delivery and conversion modules fault tolerant to system and network failures. In the unlikely event that a message can not be delivered, it will be stored in OMNIGATE and the administrator notified in addition to the mail administrator will be notified each time a message is received into your domains with a

erroneous receive address. This could happen with a wrongly spelled name.

After modification of the address such a message can be resubmitted to the

OMNIGATE mail server for delivery.

• FAX Fax can be sent from within any Windows application by printing

to the Faxprinter. OMNIGATE supports a site having several fax modems and

selects the first idle modem. The fax modem should be Class 2 or 2.0.

• GSM-text OMNIGATE supports the SMS (Short Message Service) service

which allows the users to send messages to GSM telephones [can this mean, sending messages to candidates and/or NON-MEMBERS thru (www.greycells.com)?]

• Import of address lists from the LAN based mail systems is done

using "point and click" and is automatically converted into Internet format,

for example Ira@intranet.testcompany.com to ira@testcompany.com.

• Installation The installation uses a Windows wizard and provides

extensive help to the administrator. All user addresses are imported from

the LAN based mail server and converted to an Internet alias. The

installation can be carried out on a dedicated PC or on the existing

[How many] mailserver.

[Automatically or Auto?]

• Internet OMNIGATE communicates with the Internet using a selectable

combination of services (SMTP, POP3, UUCP) and fully supports the MIME

standard for message sets and attachments.

• Intranet OMNIGATE use as a mail server integrates the use of all

LAN based mail systems in parallel.

• Leased line or dial-up connection.
• Log files The administrator can set the trace level for the

information going into the log-files and then use a search tool to find

specific messages.

• Mail forward, reroute incoming messages to one or several new

addresses and/or fax.

• Mail notify. Send a message to your GSM telephone when new message

arrives.

• Mailback, send information on demand. A message received into the

mailback address (e.g. info@company.com) can request a table of contents or

specified document. This is a 24 hours 7 days a week service.

• MIME support to convert character sets and for handling of

attachments.

• MS Exchange Attachments can send to other mail systems (e.g. Internet)

from all MS Exchange postoffices without any additional software.

• Msmali The user sends and receives messages as usual, no training

is required. We optimize Microsoft mail modules are required. OMNIGATE can

for additional functionality use the Microsoft module DHS. DHS supports

the generation of global address lists. OMNIGATE also supports the existing

SMTP access module, which allows for easy upgrade to OMNIGATE with MIME

support.

• Multiple aliases per user This allows for multiple spelling of user

names, different e-mail standards or in general shortened.

• Multiple DNS to increase reliability for outgoing mail.
• Multiple domains and sub-domains are handled.
• Multithread for fast receiving and sending messages. This parallel

processing feature allows for fast transfer of messages and prevents large

messages from occupying any service delaying other messages. This

multithreaded feature in OMNIGATE would enable delivery of large volumes of

mails in the least possible period.

• Operating system Windows NT, Windows 95
• Pager (TAP) Pager output is used to send messages to both GSM

telephones as well as alpha-numeric paging devices. The choice of pager

operator can be done dynamically on the fly. It is based on the transparency

of the telephone number as set by the administrator. It is totally transparent to

the user.

• POP3 client Mail systems (e.g. Eudora) will use OMNIGATE for

receiving (POP3) and transmitting (SMTP) messages.

[If we want to send 10000 emails/day where the "content" is identical but each recepient is addressed in a "personalised" manner (e.g.: Dear Mr. Patil / Dear Mr. Ahuja etc), will OMNIGATE do this flawlessly?]

[Does this mean VHP/NHP/CMT can receive their email messages on their mobile-phones?]

[What does this mean?]

• POP3 server. The Pop3 functionality is integrated with the SMTP

server of OMNIGATE. The use of POP3 is both via fixed line IP or dialup.

• Priorities The user selects the priority of the message and

OMNIGATE will process the mail queue in priority order.

• Quick start Average users can send and receive mail without

learning any new programs or menus. To send over Internet is as easy as

e-mailing internally.

• Receipts From other systems that support receipts.
• Rejection For automatic generated messages, the administrator can

set rules to not send a message based on domain, subdomain and/or user

address. Speeded up on a "per subject" line can also be used to reject

sending a message.

• Remote users can access the POP3 mail server in OMNIGATE by using

the Internet and/or private dialup facilities.

• Signature files, personal and global can be added to outgoing

e-mails.

• SMS (short Message Service) OMNIGATE supports the SMS service, which

allows the users to send messages to GSM telephones.

• SMTP connectivity is the normal choice for leased line e-mail

connection to Internet. The higher performance is the main choice for larger

organizations. - High speed, sees "multithreading" above. The send

technique used is similar to the one used in the internal sendmail process.

DNS cache is included to minimize the domain name server lookups over the

network, which is important in high traffic situations. The DNS lookup can

use several DNS servers to ensure maximum reliability of outbound messages.

• Statistics on generated traffic. [We, most certainly want to know, how many emails got dispatched - daily cumulative for any period of our choice]
• Status reports can be sent to remote locations, if wanted.
• Traffic monitor gives the administrator the tool to track a message

within the OMNIGATE environment.

• Update of the address list is done to reflect changes in the user

database in the LAN based mail system.

• UUCP connectivity is a good choice for most companies requiring only

e-mail connection to Internet. This method is also less vulnerable to

intruder hacking than using SMTP server.

• UUENCODE supported. Auto encoding. When using this reply function, the

returning e-mail will always have the right encoding, UUENCODE or MIME.

• Virus scan of incoming attachments automatically. Multiple virus

scanning programs can be used for maximum protection. If a message contains

a virus, the message will be deleted and both the sender and receiver(s)

notified. The virus check is done on decoded attachments.

3. Scope of Work

Omigate Deliverable

The Omnigate product will have the following modules

• GUI for configuring Omnigate
• GUI for creating users, groups etc.
• GUI for system administration functions
• Email Gateway module for integration with MS-Exchange
• Reporting Utility for keeping track of usage time and other

information

A License for Omnigate (based on number of users).

Documentation

A user manual will be provided for configuring the Omnigate software

4. Price Schedule

Software

License	Price (Rs.)
Omnigate 10 users license	39,200/-
Omnigate 25 users license	58,800/-
Omnigate 50 users license	94,080/-

Installation

Installation and implementation charges \quad= Rs. 10,000/- per site.

Support

CNPL follows a 3-tier approach for support related issues. Primary

support is by email, secondary support is through phone calls wherein

your System Administrator calls up and follows the instructions to rectify

the problem. In case of escalation, on-site support will be provided

by Cybertech/Crisis. CNPL's After-support is available for 90 days after

that 3P job Consultants, can also enter into an Annual Maintenance Contract

with CNPL, which will be Rs. 10,000/-.

Note

The above prices quoted are inclusive of all taxes and duties and packaging.

Octroi & entry tax wherever applicable will be at actual and will be paid by the customer.

Delivery will be a week from the receipt of the confirmed order.

4. Payment Terms

Advance with PO \quad: 50%

After Installation & Commissioning \quad: 50%

5. Optional Modules

Cybertech can automate the process to send the mails to 3P's

database of candidates, using user friendly MS-Outlook forms. These forms

can developed in such a way so as to automatically mail messages based on

certain triggers such as Birth Date of the candidate, availability of new

positions etc. The cost of developing such applications/forms will vary from

Rs. 5,000/- to Rs. 25,000 based on its complexity.

Assuring our best services.

Thanking you,

Allan Lewis,

Executive

Cybertech Networks Pvt. Ltd.

[What does this mean?]

CMT

"OMNIGATE"

Cyril is expected to visit us tomorrow.

It would be nice if we could call

• Vinay Hinge
• Microworld executive

for technical/commercial discussion

when Cyril is here & finalise the

order tomorrow itself. Can you

organise it?

[Handwritten date: 7/6/99.]

ISDN appli gone?

CMT

OMNIGATE Software (Version O99.10)

• I enclose quote from Microworld.

Has Hinge quoted for same version?

• If yes,
• There is a huge price difference

Hinge Rs. 39,800 (for Min 10 " )

Microworld Rs. 28,000 ( " )

Again, as far as "Installation charge"

• Hinge Rs. 10,000
• Microworld NIL (If we do NOT need Microworld for configuring "client" m/c" i.e. our NODES.)

But if you insist, they might agree to do this FREE!

You may prepare a "COMPARATIVE TABULATION OF THE COMMERCIAL TERMS" of both the parties & then negotiate for best terms.

However, most important is to get from both a WRITTEN commitment that

• Omnigate will pickup email addresses directly from "email databases" supplied by Ravinder (and whatever sub-databases that we might create from this MASTER)
• Omnigate will "personalize" the messages eg. Dear Mr. Mhatre, Dear Mr. Ahuja etc etc Where content is identical.

• OMNIGATE will definitely send out 10,000 emails per day. Our balance payment will be ONLY after this performance is actually obtained consecutively for ONE week.

E-mail to All Consultants

cc: Namit

cc: CMT

May 12, 1999.

Introsprection/Stray thoughts

(1) Our Site-Name

By calling it www.3p-jobsearch.com, we have identified our site with "Jobsearch" only. It is highly probable that a vast majority of Personnel Managers do not know that we have a large, online resume database on our site where they can conduct an online "Headhunt".

"www.3p-jobsearch.com" simply does not convey any message that it is also about "Headhunt"!

On the other hand, because the name of our site is literally "jobsearch," it has come to be closely identified with "searching of jobs" in the minds of millions of jobseekers/stray visitors.

This may be the reason why

• We have a good no. of daily visitors (jobseekers?) to our site

but

• We have so few Personnel Managers sending us a "Shopping Basket" after conducting a "Headhunt".

This is despite the fact that, on the keyword "Headhunt", we are consistently ranked pretty high by

• Yahoo! (#1 rank continuously for last 4 months)
• HotBot (amongst TOP five)
• Infoseek (amongst TOP TEN) \quad etc

It is possible that, even after our site turns up on top of the heap, the Personnel Manager, after taking one look at our site name, is saying,

"Oh, this site is all about searching jobs! Let me move onto the next."

If this is what really happens, it is a SERIOUS disadvantage! Being on top of the list, simply does not help!!

According to Sajida, since Feb 99, she is maintaining a record of

"No. of head-hunting Shopping Baskets"

received from our website. The numbers are

Month	Number of Baskets
Feb 99	26 baskets
Mar 99	16 "
April 99	29 "
upto 5th May	7 "

She also said that CMT replies to all of these. I suppose, in each

of these cases, "replying" really means only one thing

Viz:

Sending our Terms/Conditions/Professional Fees to the headhunter concerned and telling him that we can send detailed resumes (of the candidates short-listed by him) ONLY AFTER

• He confirms our Terms
• Sends a cheque for "advance"
• Confirming from the short-listed candidates that they are actually "interested" in the "post/position" that the headhunter has spelt out in his e-mail to us. (Remember, we are not supposed to reveal the identity of the Candidate to the Headhunter without prior permission of the Candidate.)

It would be interesting to know-

and keep monthly statistics - as to

how many of these shopping-baskets actually got converted into firm ORDERS/SEARCH assignments?

CMT should give this feedback regularly to Sajida, so that she can maintain these statistics & display on our server for everyone to see.

Remember,

It is quite likely that no more than 10% of the total "headhunt" sessions are finally resulting in a "shopping basket"!

because,

after conducting a "headhunt" sessions, it is not compulsory/obligatory for a Personnel Manager to fill-in & submit the "shopping basket"! He can just quit at that stage.

But then, how do we ever come to know as to how many headhunt-sessions were carried out on our site in any month?

Cyril tells me that this figure can be approximately derived out by simply counting,

"the no. of visitors to the headhunt page" in a month

then dividing by 3.

He will show to Sajida "the page" for which to take down daily/monthly "hits" from STATISTICS SOFTWARE which

is already installed on our website. That is very simple and Sajida should start from 1-5-99.

Why divide (that no.) by 3 ?

According to Cyril,

everytime a headhunter, adds a new "filter" (to an ongoing headhunt search), it is treated as a hit.

So if he, successively applied, on an average 3 filters, that would be treated as "Three hits".

So dividing by 3, should give us a fairly reasonable figure of "No. of headhunt sessions conducted".

(A filter is

• Industry
• Function
• Designation
• Edu. Quali
• Age (yrs)
• Experience (yrs)
• City location

Of course, we will never know "who" all conducted these headhunt sessions. We can get to know (by method described above) only approx. NUMBER of headhunt sessions.

But even that is a very valuable information, which I was not aware that we could have compiled from Nov. 1997!

Anyway, better late than never!

Thereafter we can calculate the percentage,

Hit Rate \% = \fracNo. of Shopping-baskets (in a month)No. of headhunt sessions ( " )

and we can further calculate

Web-yield \% = \fracNo. of actual ORDERS received thru our Site (in a month)No. of headhunt sessions ( " )

Similarly, Off-line (i.e. other than Website) our

Paper-yield \% = \fracNo. of actual ORDERS received offlineNo. of PROPOSALS submitted offline

As in case of DELL Computers (see: "Direct from DELL" book by Michael Dell), if, in our business too,

"the direct model (of selling) is going to be THE ONLY CORRECT/APPROPRIATE MODEL OF SELLING, then within a few years, the following scenario should emerge:"

Year →	1999	2000	2001	2002	2003
Orders booked thru website (online)	80%	60%	40%	20%	10%
Orders booked thru Paper-Proposals (off-line)	20%	40%	60%	80%	90%

DELL is now getting 25% of all its orders over INTERNET (4 billion out of 18 billions) within 2 years of launching their website (remaining 75\% comes over telephone).

In our case, the bar-chart shown above can materialise, only when,

#1 - Both, in absolute & % age terms, the visits of Personnel Managers to our site goes up dramatically.

#2 - Which, hopefully, leads to many more "headhunt Sessions".

#3 - leading to many more "Shopping Baskets".

#4 - leading to many more "Actual Orders".

To bring about step #1, we have decided to start a newsletter called The HR Update for sending to Personnel Managers.

The first issue titled "HeadTrax" is under printing and will be despatched to some 15,000/20,000 "Limited" Companies within the next 10/15 days.

Wherever we know the name/designation of the Personnel Manager, it will be printed on the label. Where we do not know, the label will simply read

The Chief of Personnel

XYZ Company.

How big is our database of the NAMES & DESIGNATIONS of Personnel Managers?

My Guestimate:

Source	No. of Personnel Managers
Annual Reports (902 Co's)	1100
Y3P Resume database	400
Asia Pacific HR Conference	700
NIPM (Nat. Inst. of Pers Mgn.-Calcutta)	2000 (out of 9000 records)
Independently Compiled by 3P from?	500
Our clients/contacts etc.	?
Normal + Corpo. Job-Aduts	?
TOTAL	4700

After eliminating duplicate names, we may end up with atleast 3500 individual HR professionals in some 1500/2000 listed Companies.

A good beginning. To make it continuously better, everytime you come across even a single Name/Designation of a HR professional, please pass it on immediately onto Sajida/Soman.

Direct Mail (3P OPTION - HeadTrax) etc. is, by itself, not enough to attract Personnel Managers to visit our site. It is just one of the options.

The other options are:

• Advertising (Headhunt feature) in print-media (See enclosed aduts released in Human Capital).
• Holding Seminars/Conferences of Personnel Managers on our own & giving live demo. of online headhunting.
• Giving lectures/talks in Conferences like Asia-Pacific HR Conference.
• Getting Newspapers/Magazines to write articles about 3P Executive Search/www.3p-jobsearch.com.
• Getting "links" to our homepage from
• Indiatimes.com
• Expressindia.com
• https://www.google.com/search?q=Hindu.com
• Businessindia.com
• https://www.google.com/search?q=Rediff-on-the-net.com
• Satyam Online.com
• VSNL
• MTNL
• Glocal
• Dishnet
• Bharti-BT

etc. etc. (we have already got links from www.Selpages.com & homecity.com).

If you have any other suggestions, please do tell me.

In the meantime, it is very important to vigorously follow-up each & every "shopping-basket" received from our site and see to it that each one is converted into an ORDER/ASSIGNMENT. I suppose CMT will take care of this aspect, and giving feedback to Sajida.

But, in the final analysis, our long term success can only depend upon, what Michael Dell calls TOTAL CUSTOMER EXPERIENCE,

Which will depend upon

• The speed & quality of executing search-assignments received
• Maintaining longterm cordial relations with each Personnel Manager whom we get to meet in our business.

e-mail

Sent - 13/5/99

To, All Consultants 10/5/99

I recently read the following books

Book Name	File Name on Server
Webonomics	- - - - -
Business @ The Speed of Thought	- - - - -
Direct from DELL	- - - - -

I feel all of you would benefit a lot by reading these books, which you can do from your own computers. If you are hard-pressed for time, try to read only those pages where I have underlined some paras and/or added my remarks in the margin.

These pages are:

Webonomics

pages: | - - - | - - - | - - -

Business @ The Speed of Thought

pages: | - - - | - - - | - - -

Direct from DELL

pages: | - - - | - - - | - - - | - - - | - - -

Reading these books should help you

• Understand the "Nature of Our Business"
• grasp the "importance" that Internet will play in the execution & growth of our business
• realise the role of "digital nervous system" in any business
• formulate your own strategies for bringing-in more business (Executive Search assignments) and executing these in ever-shortening periods of time.

Just as you must aim to spend 10/15 minutes each day, on the internet, you should also set aside 10/15 minutes every day to read these books.

Those of you who would like to borrow a hard-copy to read at home, over the week-end, please borrow from Judy. If anyone has any bright ideas - as a result of reading these books - please share with your colleagues in your Saturday review meeting.

Regards

cc: Namit

cc: Cyril

Sajida sent an email Sent-Email 4/5/99

Priya - Sheetal - Maya - Neha - Sunita - Shankar - Mitchelle - Thakur - Nimit - Sajida

Direct Posting of Job Aduts on our site by Corporates.

We started this service, sometimes in Feb. The response has been as follows:

Month	Number of Aduts
Feb	46
March	31 "
April	38 "

Actual figure for Feb is less because there were quite a few "duplicate" ads.

We delete these ads after 30 days and send e-mail to each advertiser, requesting to tell us "how many" applications were received by him. We do not ask

• who applied
• who got appointed

Just the "numer of responses."

Sajida sends this e-mail & follows up & enters the figure against the Ad.

As you are aware, this service is totally free. But then, there

are some Sites which do charge a fee to the Corporates who wish to advertise on their websites e.g.

• www.Winjobs.com
• naukri.com
• employindia.com  See enclosed Comparative statement

This Comparative statement is available for viewing on our Server (ask Sajida for file name).

We have spent many hours on the internet to compile this statement. Business World requested for a copy & I have sent but I have asked them to

• check it out themselves &
• modify it suitably

before publishing in BW. It must appear as their "own Original research"! After all, we are an "interested" party.

You may use it for talking to our clients/potential clients, to explain superior "features" of our website.

Please also study carefully enclosed

• Rank & File
• Our Homepage

First, you must, yourself become thoroughly conversant with the use of all the features/databases of our website.

Unless you do it yourself, how can you explain/promote our website to our Clients?

You have to become an "expert" about our website, so that when any personnel manager runs into any difficulty while surfing our site, YOU should be able to guide him!

Just set aside 15 minutes every day to surf our site and explore thoroughly one feature at-a-time. Sajida can help you. Feel free to use the connection in my cabin as well.

And, do not treat this as a "One-time" learning effort! This must become an "on-going" process, because, on an on-going basis, we are uploading new searchable databases on our site.

And we are not alone in this game! Competitors are doing this as well!! Whereas we can take legitimate pride in what we have achieved so far,

as far as our website is concerned, we CANNOT afford to become complacent! We cannot, and must not, rest on our laurels!

This (not becoming complacent) is all the more necessary because, there are more than 100 Indian job-related websites! (You can get a complete list from www.123India.com in the "employment" section).

I picked the six most popular sites to compare with our site. Over a period of time, you too must surf most of these sites and find out what things they are doing more cleverly than us! There is absolutely no shame in learning from our Competitors!!

Since internet connections in India are still very expensive, you could consider surfing some of these sites "offline" by getting Sajida to download these on our server. Although, you may not be able to conduct any (off-line) searches, you can still view all the STATIC pages at least.

There are many sites where RESUMES are "open" (not anonymous)- so you can get the Candidate's name!

address/phone no. - everything! You can download this information - then contact him directly if you have a suitable vacancy with one of your clients. This way, you can augment your own candidate database - and it costs very little.

To conduct Online "headhunt" on "Times-jobsandCareers" database of 26000 resumes, one has to pay Rs. 25000/= each quarter. But if you do, you can "see" "download" full resume with all contact information.

I am seriously considering this option, which literally means adding another 26000 resumes to our "own" database - except you cannot simply download on your harddisk their entire database & merge it with our own database. You can only conduct "specific" searches while you are ON-LINE!

But (and check this out yourself), it may be possible to shoot, on times' database, such "general" queries (e.g.

• only Industry
• or only Designation
• or only Function
• or only Edu. Quali. etc)

Whereby a VERY LARGE search-result

gets displayed on the Screen. Then download it on your harddisk. Then, Search, at leisure, using ISYS!

Please experiment and let me know if this is possible.

Regards

hcp

This Software (Talisma) looks interesting. It has features similar to PIM (Personal Information Manager) & helpdesk software, and it is designed for Web and installed on your machines if of particular interest to us.

(1) Customer database (2) Tracking history of past contracts/complaints/requests etc (3) Customer Priority (4) Complaint tracking of the case you are working on (i.e. Executive Search Assignment) (5) Sending out "Standard" e-mail responses (to every "shopping basket" received from our website)? (see "typing" response) (6) Auto Response/Automatic acknowledgment to ensure every email received (7) Direct Mailing (Sending out "The HR Update" type of mails to 15000/20000 Limited Companies - resulting in enormous increase (8) of our productivity - remember "Business @ The Speed of Thought")

Customer service with Talisma [Newspaper clipping with the headline "Customer service with Talisma" and sub-headline "Research predicts that e-mail based traffic is on a high. For companies to manage the ever-increasing e-mail message volumes, Talisma, a new personalized electronic customer service product from Aditi seems to have all that is needed and the right tools to help companies to manage their customer relations more effectively in the digital age"]

In the meantime, I have sent an email to this party to send literature/prices etc. If you have any questions, do let me know. Do you think buying/installing this Software on our server, would be more beneficial (at least in near future) than buying "Voice-Recognition" Software? That would be so, if most of the emails which you send out are fairly similar (or even almost identical) as far as the "content/message" is concerned.

Regards hcp. 13/5/99

E-mail done

• All Consultants
• Namit

8-9-99

Quoting Terms to prospective Clients

In the last couple of weeks, I have sent you 2/3 notes on this subject, suggesting that you should be flexible in quoting taking into consideration all the factors at that given point of time. Even with respect to same client, these factors can/will change over a period of time.

Again, no Single factor should be taken in isolation of the other factors. By that I mean, no single factor should govern your decision as to "what" to quote.

I reproduce as attachment to this email a chapter (from book "Digital Darwinism") called "Allow Your Prices to Fluctuate Freely With Supply & Demand".

There are useful "insights" in these pages- of course, none to be taken/followed blindly. Even best "concepts" are never applicable across all businesses universally/totally. One must adapt these to one's own business. But there is no doubt we need more orders & soon!

Hcp.

Say: Sajida e-mail E:letters/lep letters Order Execution To: All Consultants Nimit

Sent 6-9-99

Order Execution Follow-Up

On 27th of last month, I had sent to you (thru e-mail) a format titled, "Client Score Card/Worksheet for Computing Terms"

I hope you have started using this. I would appreciate your feedback.

Remember this.

(1) The proposed format is NOT in the nature of an exact mathematical formula. It is only a crude attempt to crystallize your logic. It is no more than a "Check-List". Scoring (on a scale of 1 to 5) is only to help you decide the "importance" of a particular item.

(2) If you do not have "facts/figures" for a particular item (determinant), just make a "guess" - no matter how crude/approximate. Your accuracy will improve over a period of time, as you come to know more & more about each client.

(3) You must make a beginning NOW! That is the only way to learn. This form (score-card) may be useless and unnecessary waste of your time but how will you know unless you give it an honest try?

If, after 3 months of trial (fair trial!), all of you reach a consensus that, in the matter of deciding what terms to offer against an inquiry, your "intuition" works better than this form, simply go ahead & dump it in Arabian sea! I will not shed a tear!

Talking of streamlining our Order-execution process (making it much more automatic & fast), enclosed find another form!

I call it "ORDER EXECUTION PROCESS CHART".

That is a long, important-sounding name for a "check-list"!

Everytime you book an order, you make a copy from your MASTER and

start filling in the "dates".

The idea is

• to make sure that you know what is the next step in executing your order (Please add steps which I might have missed out). Every listed step may not be relevant to every order.
• to enable you to create a Summarised-record of "dates" for accomplishment of each activity, so that, whenever the client phones you to monitor the progress of his order, you can simply POP-UP the screen and give accurate answers.

When Cyril gets done with MODULE 2 Software, I expect that each of these 24 steps will be "clickable," opening-up DETAILS-SCREENS. That may take 2/3 months.

On the other hand, if you start using this right away, you could give him a lot of feedback by then. So full steam ahead!

HCP

cc: Cyril

 

ORDER EXECUTION PROCESS CHART

Client Name:		Designation:
Contact Person:		E-mail:
Phone:	Fax:	Order No:
Order No:	How Recd:	"Position" to be searched:

 

No.	Activity To Be Carried-out	Date done
1.	Inquiry/Shopping basket received
2.	Terms/Offer Sent-out
3.	Search-Order received
4.	One-line statement sent/Search Fee invoice Sent
5.	Client conveys selection of "few" from Statement
6.	Send detailed resumes of "few" to client
7.	Client gives Interview date
8.	Interview-call letters Sent out
9.	Confirmations/Regrets received from Candidates
10.	Client informed about Confirmations/Regrets.
11.	Client conducts Prelim. Interview
12.	Client gave feedback of Prelim. Interview to Consultant
13.	Consultant gives feedback to Candidates/Receive feedback
14.	Client asks 3P to call Candidate for final interview
15.	Consultant communicates final Int. date to Candidates
16.	Client conducts Final Interview & gives feedback to 3P
17.	Consultant Conveys Confirmation to Client
18.	Client conducts final interview - gives feedback to 3P
19.	3P gives feedback to Candidate.
20.	Client negotiates terms/Issues Appt. letter
21.	Copy of Appt. letter received by Consultant
22.	Consultant Sends invoice to client
23.	Consultant receives Cheque from client
24.	Candidate joins duty

 

CMT PJP File 6-9-99

Module 2 - Implementation Schedule

By now, you must have gone thru Module 2 Original File. If so, please return to Cyril today.

On Saturday, I also gave you my Original folders (#s-6-7-34) for study. Please go thru these - then discuss with all the Consultants.

As mentioned to you/Cyril, we should not aim/target to implement all the features of Module 2 at One go! That would unnecessarily stretch the time-frames.

Idea is not to aim for perfection. Idea should be get on with few features at a time, in small dozens but in quick succession. This will also enable us to give feedback to Cyril.

So, what we need to do is to look at all the features/functionalities that we want - then prioritise these - the most important at the top.

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Scan_0063.jpg

I enclose a form in which you could do this exercise. By making enough copies of this form - and may be each Consultant - could independently enter the "priorities" - as he/she perceives.

Each Consultant will enter the "priorities" from his/her needs/past experience. While prioritising, they must ask

• What will help me speed-up the order execution process?
• On what activity am I spending most of my time?
• What information/data takes me longest to retrieve?

When everyone (including yourself & Nimit) have entered your priorities independently, hold a marathon meeting (not later than 9th Sept) & debate to reach a CONSENSUS which we should handover to Cyril latest by coming Saturday (11th).

Regards Hcp

cc: Nimit cc: Cyril

MODULE 2 - IMPLEMENTATION SCHEDULE

FEATURE/FUNCTIONALITY.	PHASE
	1	2	3	4
	End Oct. 99	End Nov. 99	End Dec. 99	End Jan. 2000