{"id":401,"date":"2018-12-29T11:01:20","date_gmt":"2018-12-29T05:31:20","guid":{"rendered":"https:\/\/www.techandtrain.com\/blog\/?p=401"},"modified":"2025-10-22T14:55:34","modified_gmt":"2025-10-22T09:25:34","slug":"sales-from-showing-up-to-consulting-and-design-thinking","status":"publish","type":"post","link":"https:\/\/www.techandtrain.com\/blog\/2018\/12\/sales-from-showing-up-to-consulting-and-design-thinking\/","title":{"rendered":"Sales – From Showing up to Consulting and Design thinking"},"content":{"rendered":"\n

Over the years Indian IT industry has had success in getting and executing projects from the western world. Indian IT industry is now US$ 160+ billion a year in exports and domestic market combined. With India largely importing electrical & industrial machinery, oil and few other items like precious stones, it stays as an economy that needs large exports to cover it’s imports especially oil & electrical \/ industrial machinery. Overall it stays a net importer as of 2018 with a current account deficit which needs FDI \/ FII \/ External debt \/ Foreign exchange reserves to cover the same directly \/ indirectly.<\/p>\n\n\n\n

You can get more details about economy, export and import of India in below links:<\/p>\n\n\n\n

https:\/\/globaledge.msu.edu\/countries\/india\/tradestats<\/a><\/p>\n\n\n\n

https:\/\/en.wikipedia.org\/wiki\/Economy_of_India<\/a><\/p>\n\n\n\n

Services & IT industry have been a large net exporter and medium to earn precious foreign currency. It has also created a large middle class of employees who have uplifted themselves out of lower income groups moving to upper middle class and taking up further education to move up the value chain of IT industry.<\/p>\n\n\n\n

Till few years back IT industry sales was relatively normal process compared to what it’s now.<\/p>\n\n\n\n

  1. Show up at the right company in the western world<\/li>
  2. Showcase good past projects or capability around IT and domain if required<\/li>
  3. Consider doing a Proof of concept \/ Small project \/ Consulting assignment<\/li>
  4. Finalize the contract and your project would start<\/li>
  5. Expand it into a larger back office extended development center for maintenance and support. You now have steady revenue<\/li>
  6. People & Technology \/ Delivery issues in terms learning, salaries, churn, attrition, renewals of contracts, compliance and similar were the main problems<\/li>
  7. Price and skills around project delivery were the main criteria for customers<\/li><\/ol>\n\n\n\n

    In came Agile, Cloud, DevOps, Scaled agile, Digital transformation, Bigdata, Automation, Analytics & recession. The paradigm from customer’s side now has changed to:<\/p>\n\n\n\n

    1. What is the value you bring to my program ?<\/li>
    2. Why should I outsource to you ? How many jobs are you creating in my country ?<\/li>
    3. How well do you know my domain \/ industry ?<\/li>
    4. How can you help me in my company’s success via increased sales or operational efficiency ?<\/li>
    5. Will you deliver quality output for code, domain, knowledge transfer and maintenance ?<\/li>
    6. Will you follow best global practices ?<\/li>
    7. Can you provide help in my local timezone in my geographical area ?<\/li>
    8. Instead of sales pitches do you have a consulting and design thinking mindset ?<\/li>
    9. Are your employees skilled in digital, analytics & cloud to begin with and are they willing to pick up more skills as we go ahead and evolve ?<\/li>
    10. What products \/ intellectual property do you bring to the table ?<\/li>
    11. How will you align to my business model or upgrade it ?<\/li>
    12. Cost is no longer one to the top 3 criteria, it’s the above questions that matter.<\/li><\/ol>\n\n\n\n

      In response to this existential change in IT industry many firms and employees are going through reskilling and updating their knowledge \/ way of working.<\/p>\n\n\n\n

      Result will be in terms of two groups:<\/p>\n\n\n\n

      1. The ones who accept the change and upgrade themselves whether it’s a company or set of employees<\/li>
      2. The ones who can’t accept this change, they will be sidelined and move to other industries or roles that don’t need to cater to this evolution<\/li><\/ol>\n\n\n\n

        Indian IT industry is changing and there is no looking back !!! Rather than thinking cost and basic skills think of the newer questions above. That is the only way to collaborate with clients and take the industry forward.<\/p>\n\n\n\n

        Reach out to me at neil@TechAndTrain.com<\/a> if you want to discuss Data Science \/ R \/ Java \/ Python \/ etc. or want to conduct a training for MBA \/ BE \/ MCA \/ MSc students or are interested in having a workshop for on Data Science \/ R \/ Java \/ AWS \/ Excel \/ etc.<\/p>\n\n\n\n


        <\/p>\n","protected":false},"excerpt":{"rendered":"

        Over the years Indian IT industry has had success in getting and executing projects from the western world. Indian IT […]<\/p>\n","protected":false},"author":2,"featured_media":403,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"nf_dc_page":"","site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[88],"tags":[86,87,84,85],"class_list":["post-401","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales","tag-consulting","tag-design-thinking","tag-sales","tag-transformation"],"jetpack_featured_media_url":"https:\/\/i0.wp.com\/www.techandtrain.com\/blog\/wp-content\/uploads\/2018\/12\/Change.jpg?fit=1920%2C1280&ssl=1","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p7do02-6t","jetpack-related-posts":[{"id":472,"url":"https:\/\/www.techandtrain.com\/blog\/2019\/06\/required-reforms-in-indian-education-system-1\/","url_meta":{"origin":401,"position":0},"title":"Required reforms in Indian Education System\u200a\u2014\u200a1","author":"Neil Harwani","date":"June 29, 2019","format":false,"excerpt":"Having an interest in life long learning, teaching and overall education ecosystem and based on my experience with going through various diplomas and degrees, below is what I would say should be the future of education in India. If India needs to have more well educated and better \/ productive\u2026","rel":"","context":"In "Education"","block_context":{"text":"Education","link":"https:\/\/www.techandtrain.com\/blog\/category\/education\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/www.techandtrain.com\/blog\/wp-content\/uploads\/2019\/06\/Education.jpg?fit=960%2C708&ssl=1&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/www.techandtrain.com\/blog\/wp-content\/uploads\/2019\/06\/Education.jpg?fit=960%2C708&ssl=1&resize=350%2C200 1x, https:\/\/i0.wp.com\/www.techandtrain.com\/blog\/wp-content\/uploads\/2019\/06\/Education.jpg?fit=960%2C708&ssl=1&resize=525%2C300 1.5x, https:\/\/i0.wp.com\/www.techandtrain.com\/blog\/wp-content\/uploads\/2019\/06\/Education.jpg?fit=960%2C708&ssl=1&resize=700%2C400 2x"},"classes":[]},{"id":810,"url":"https:\/\/www.techandtrain.com\/blog\/2022\/01\/civil-engineering-for-21st-century-in-tier-2-3-colleges-universities-in-india\/","url_meta":{"origin":401,"position":1},"title":"Civil engineering for 21st century in Tier 2\/3 colleges & universities in India","author":"Neil Harwani","date":"January 9, 2022","format":false,"excerpt":"Civil engineering was among the first core engineering disciplines started in the engineering areas. Over time many other disciplines have evolved like computer engineering, instrumentation, bio-technology, mechatronics, electronics, communications, quantum, systems engineering and so on - on top of the other two core disciplines of mechanical & electrical. But even\u2026","rel":"","context":"In "Engineering"","block_context":{"text":"Engineering","link":"https:\/\/www.techandtrain.com\/blog\/category\/engineering\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/www.techandtrain.com\/blog\/wp-content\/uploads\/2022\/01\/Engineering.jpg?fit=1200%2C800&ssl=1&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/www.techandtrain.com\/blog\/wp-content\/uploads\/2022\/01\/Engineering.jpg?fit=1200%2C800&ssl=1&resize=350%2C200 1x, https:\/\/i0.wp.com\/www.techandtrain.com\/blog\/wp-content\/uploads\/2022\/01\/Engineering.jpg?fit=1200%2C800&ssl=1&resize=525%2C300 1.5x, https:\/\/i0.wp.com\/www.techandtrain.com\/blog\/wp-content\/uploads\/2022\/01\/Engineering.jpg?fit=1200%2C800&ssl=1&resize=700%2C400 2x, https:\/\/i0.wp.com\/www.techandtrain.com\/blog\/wp-content\/uploads\/2022\/01\/Engineering.jpg?fit=1200%2C800&ssl=1&resize=1050%2C600 3x"},"classes":[]},{"id":133,"url":"https:\/\/www.techandtrain.com\/blog\/2017\/11\/what-do-presales-consultants-solution-architects-do-part-1\/","url_meta":{"origin":401,"position":2},"title":"What do Presales Consultants \/ Solution Architects do ? – Part 1","author":"Neil Harwani","date":"November 6, 2017","format":false,"excerpt":"All software projects and software product development goes through a cycle whether in AGILE \/ WATERFALL \/ ITERATIVE \/ HYBRID AGILE \/ DEVOPS \/ etc. where requirements are discussed, finalized or atleast finalized at a high level with prospects \/ customers - internal or external, post which project Statement of\u2026","rel":"","context":"In "Architecture"","block_context":{"text":"Architecture","link":"https:\/\/www.techandtrain.com\/blog\/category\/architecture\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/www.techandtrain.com\/blog\/wp-content\/uploads\/2017\/11\/Presales.jpg?fit=1036%2C720&ssl=1&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/www.techandtrain.com\/blog\/wp-content\/uploads\/2017\/11\/Presales.jpg?fit=1036%2C720&ssl=1&resize=350%2C200 1x, https:\/\/i0.wp.com\/www.techandtrain.com\/blog\/wp-content\/uploads\/2017\/11\/Presales.jpg?fit=1036%2C720&ssl=1&resize=525%2C300 1.5x, https:\/\/i0.wp.com\/www.techandtrain.com\/blog\/wp-content\/uploads\/2017\/11\/Presales.jpg?fit=1036%2C720&ssl=1&resize=700%2C400 2x"},"classes":[]},{"id":1038,"url":"https:\/\/www.techandtrain.com\/blog\/2023\/03\/since-the-last-few-years-5-to-10-years-there-has-been-an-exponential-growth-in-executive-education-courses-and-market-across-india-herewith-i-am-compiling-some-of-the-good-options-for-executive-ed\/","url_meta":{"origin":401,"position":3},"title":"List of good executive education programs in India – Part 1","author":"Neil Harwani","date":"March 5, 2023","format":false,"excerpt":"Since the last few years (5 to 10 years) there has been an exponential growth in executive education courses and market across India. Herewith, I am compiling some of the good options for executive education in India - Part 1. ISB Executive Education Continuing & Executive Education (ahduni.edu.in) IIMA ExecEd\u2026","rel":"","context":"In "Education"","block_context":{"text":"Education","link":"https:\/\/www.techandtrain.com\/blog\/category\/education\/"},"img":{"alt_text":"Credit: www.Pixabay.com","src":"https:\/\/i0.wp.com\/www.techandtrain.com\/blog\/wp-content\/uploads\/2023\/03\/Education.png?fit=1200%2C825&ssl=1&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/www.techandtrain.com\/blog\/wp-content\/uploads\/2023\/03\/Education.png?fit=1200%2C825&ssl=1&resize=350%2C200 1x, https:\/\/i0.wp.com\/www.techandtrain.com\/blog\/wp-content\/uploads\/2023\/03\/Education.png?fit=1200%2C825&ssl=1&resize=525%2C300 1.5x, https:\/\/i0.wp.com\/www.techandtrain.com\/blog\/wp-content\/uploads\/2023\/03\/Education.png?fit=1200%2C825&ssl=1&resize=700%2C400 2x, https:\/\/i0.wp.com\/www.techandtrain.com\/blog\/wp-content\/uploads\/2023\/03\/Education.png?fit=1200%2C825&ssl=1&resize=1050%2C600 3x"},"classes":[]},{"id":1263,"url":"https:\/\/www.techandtrain.com\/blog\/2024\/06\/keywords-from-day-1-2-of-online-workshop-on-development-and-deployment-of-aiot-based-solution-for-industrial-applications-by-nsut-delhi\/","url_meta":{"origin":401,"position":4},"title":"Keywords from Day 1 & 2 of Online Workshop on Development and Deployment of AIoT based solution for Industrial Applications by NSUT, Delhi","author":"Neil Harwani","date":"June 18, 2024","format":false,"excerpt":"Attending online \"Five Days SERB sponsored Workshop on Development and Deployment of AIoT based solution for Industrial Applications\" from 17th-21st June 2024 Organized by: Dept. of Computer Science & Engineering Netaji Subhas University of Technology, Delhi 110078, India www.nsut.ac.in Following Topics will be covered during the program. \u2022 Introduction to\u2026","rel":"","context":"In "AIoT"","block_context":{"text":"AIoT","link":"https:\/\/www.techandtrain.com\/blog\/category\/aiot\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/www.techandtrain.com\/blog\/wp-content\/uploads\/2024\/06\/AIoT.png?fit=1200%2C675&ssl=1&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/www.techandtrain.com\/blog\/wp-content\/uploads\/2024\/06\/AIoT.png?fit=1200%2C675&ssl=1&resize=350%2C200 1x, https:\/\/i0.wp.com\/www.techandtrain.com\/blog\/wp-content\/uploads\/2024\/06\/AIoT.png?fit=1200%2C675&ssl=1&resize=525%2C300 1.5x, https:\/\/i0.wp.com\/www.techandtrain.com\/blog\/wp-content\/uploads\/2024\/06\/AIoT.png?fit=1200%2C675&ssl=1&resize=700%2C400 2x, https:\/\/i0.wp.com\/www.techandtrain.com\/blog\/wp-content\/uploads\/2024\/06\/AIoT.png?fit=1200%2C675&ssl=1&resize=1050%2C600 3x"},"classes":[]},{"id":920,"url":"https:\/\/www.techandtrain.com\/blog\/2022\/06\/ecommerce-evolution-in-india-part-1\/","url_meta":{"origin":401,"position":5},"title":"eCommerce evolution in India – Part 1","author":"Neil Harwani","date":"June 22, 2022","format":false,"excerpt":"This caselet tries to summarize the evolution of eCommerce in India in the last two decades and lists the phases as observed. Summary from Wikipedia article here: Internet user base of 600+ Million in IndiaRapid growth in eCommerce but eCommerce penetration as a percentage of internet users is low compared\u2026","rel":"","context":"In "eCommerce"","block_context":{"text":"eCommerce","link":"https:\/\/www.techandtrain.com\/blog\/category\/ecommerce\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/www.techandtrain.com\/blog\/wp-content\/uploads\/2022\/06\/online-shopping.jpg?fit=1200%2C901&ssl=1&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/www.techandtrain.com\/blog\/wp-content\/uploads\/2022\/06\/online-shopping.jpg?fit=1200%2C901&ssl=1&resize=350%2C200 1x, https:\/\/i0.wp.com\/www.techandtrain.com\/blog\/wp-content\/uploads\/2022\/06\/online-shopping.jpg?fit=1200%2C901&ssl=1&resize=525%2C300 1.5x, https:\/\/i0.wp.com\/www.techandtrain.com\/blog\/wp-content\/uploads\/2022\/06\/online-shopping.jpg?fit=1200%2C901&ssl=1&resize=700%2C400 2x, https:\/\/i0.wp.com\/www.techandtrain.com\/blog\/wp-content\/uploads\/2022\/06\/online-shopping.jpg?fit=1200%2C901&ssl=1&resize=1050%2C600 3x"},"classes":[]}],"jetpack_likes_enabled":true,"_links":{"self":[{"href":"https:\/\/www.techandtrain.com\/blog\/wp-json\/wp\/v2\/posts\/401","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.techandtrain.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.techandtrain.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.techandtrain.com\/blog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.techandtrain.com\/blog\/wp-json\/wp\/v2\/comments?post=401"}],"version-history":[{"count":5,"href":"https:\/\/www.techandtrain.com\/blog\/wp-json\/wp\/v2\/posts\/401\/revisions"}],"predecessor-version":[{"id":408,"href":"https:\/\/www.techandtrain.com\/blog\/wp-json\/wp\/v2\/posts\/401\/revisions\/408"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.techandtrain.com\/blog\/wp-json\/wp\/v2\/media\/403"}],"wp:attachment":[{"href":"https:\/\/www.techandtrain.com\/blog\/wp-json\/wp\/v2\/media?parent=401"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.techandtrain.com\/blog\/wp-json\/wp\/v2\/categories?post=401"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.techandtrain.com\/blog\/wp-json\/wp\/v2\/tags?post=401"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}