Sunday, September 21, 2008

Interview Tips

After successful completion of educational career, you will be desirous to search a suitable job to suit your aspiration levels in terms of career, money, growth and social status. And so, you start sending your resume and prepare yourself to gear up to face job interviews.

You won’t get any accolade to attend interviews, be it for your entry level job or for middle level opening, but if you master the techniques written below, you will be definitely coming out with a flying success.

Attending interview is an experience encapsulated with brimming confidence, well mannered etiquette and knowledge passionate. Top of it, there is no place of disheveled appearance. Interviewers get impressed with your above attributes. It is common understanding that all the interviewees take utmost care to get them acquainted with the information of company’s products, their strength, weakness, reputation, market standing etc. This definitely boosts up the courage level of the interviewees to face the interview. But apart from these, I also advocate to collect the information about the panel members of the interview committee. Every time this may not be feasible but by exploring various sources and avenues, if this information is possible to garner just before commencement of the interview, then interviewee is one step ahead. If you are able to know the traits of various types of the interviewers and how to handle them during the course of interview, following tips will be definitely beneficiary for you.

The friendly : They will greet you with smile, shower praises, joke and make you comfortable. They will talk lot and make you at ease. You may be an Engineer with a specialization – say in Electronics. So, by becoming friendly interviewer may be hiding his that particular knowledge or he will like to exert his pressure to open you up. Many interviewees commit mistakes seeing their friendly behaviour and open up too much amid the interview and in the process lose the chance to win the game. You may have to keep your patience and ensure to open up within the limit.
The pernickety : Interviewers will be very strong subject knowledge wise and they will bombard you with questions for answers even for basic principles of any subjects. So, if you are not through with your subject knowledge, you will not be able to succumb the pressure.
The less attentive: These types of interviewers conduct interview in the midst of their routine functions. Time to time, their attention will be distracted with phone calls, visits of intruders, staff members etc. They will throw bunch of questions very causally, without much emphasize. You have to somehow manage your courage to appraise your suitability for the vacancy and persuade him to focus his attention on your verbatim; otherwise, interview will be a farce.

: 2 :

The Satirist : Interviewers will greet you with little jeer. They will pretend as if they are busy. For a fraction of a moment, they will forget that you have been called for an interview and will not advise you to sit. On your polite request for the same, they will simply nod. They will start with tricky questions and will stare at you with satirical glance make you uncomfortable for eye to eye contact. You may have to build up your confidence level to play the game of attending this type of interview in his shoe that means your answers will be to the point and authentic, mixed with politeness and confidence.

The jumper : These types of interviewers will ask you number of staccato questions jumping from one after another without giving you much of a chance to answer. Their impulsive behaviour and showmanship will fulminate you. But, very tactfully you have to handle the situation and if required, make him realize very courteously to give you little time to finish the reply for the first one, then the second one and likewise. By your polite assertiveness, force him to pause so that you are at ease to answer his questions. Further, this may give you a chance to show your skill to answer his various types of questions. But, you may have to avoid fumbling and numbness while being engulfed with the pressure of numerous questions.
The huffish : These are less talkative, inquisitive, broad faced and inappeasable type. Mostly you confront with this type in senior level interview. But at times based on the need, they become the interviewer even for GET level interview. By and large, their appearance ripples nervousness as soon as you enter the room albeit with your brimming confidence. They ask you point blank and mostly dichotomous questions. They also prefer to have straight forward reply with statistics. Any kind of wishy-washy reply will fluster them. So, if you happen to be greeted by this type of interviewer, chances will be remote to satisfy them, but sometimes “lady luck” may rescue you.

When you understand the different types of interviewers, you can suitably adjust your approach and provoke your thought process in line with theirs, but of course, that does not come overnight. After attending a few interviews, courage and conviction level goes up and you will also be able to make judgement to score the goal at appropriate time that means you will be successful to be awarded with the job.

Root Cause Analysis of Problem


We are confronted with the various types of problems deriving from the social issues, family lives, and office environment. We usually handle these problems on surface analysis basis instead of adopting root cause analysis. For example, if you are not in a position to achieve the performance to the desired level of your boss, who is the head of product development, he takes you as disgruntled and nonchalant employee. Your failure to provide targeted output becomes obstacle for him to prove the performance in totality to the top management of the company. So, your boss will shout on you and then enlighten you with some direction to do the job in his desired way, but still the phase continues. It may happen that your boss is only giving quick fix solutions to your problem with a few efficacies instead of delving to the root cause. This failure of root cause analysis will resurface the problem which tantamount to waste of resources and expenditure. The reason of recurrence of the same issue is because of the job which you are performing, may be you are theoretically and academically very fit, but your less grasping power of that particular job in practical way is bringing down your desired level of performance. So, your boss is to ensure honing your practical skill by imparting training by some expert so that your level of performance is getting improved upon over a passage of time. We all know that the doctor treats his patients by analysing the root cause of the disease. And unless the doctor is able to find out the root cause, the diagnosis may not be that accurate.

In the same way, in day-to-day business operations, the root cause analysis of any recurring problem is very imperative. Any business, say manufacturing or trading will be definitely confronted with enormous problems comprising business decisions, fund flow management, human resources & conflict management, so the root cause analysis is the only solution to find out the remedial action. Root cause analysis is the structured and defined measure to pin point the exact problem and diagnose the same to restrict its further reoccurrence. Root cause analysis helps to measure the real reason of the problem. It assumes that any problem is derivative of chain of actions and events. By using this analytical method, the root cause of this chain is to be found out so as to extract the root of the problem. It is a perennial problem and needs to be integrated to zoom up the operating efficiency of the business and enhance its growth. Root cause analysis is carried out in different stages depending on the nature of the problem and its complexity. More it is complex; searching of the root cause must be carried out in depth.

: 2 :

Many questions are to be asked in sequential form; what is the problem? What is the specific reason which creates the problem? What is the cause behind this problem? For what duration, the problem exists? To what extent, this problem is damaging the business? How to avoid this problem for betterment of the operating efficiency? After deriving to the factual information, the data’s and reports are to be generated to investigate the problem. The following methods should be considered step by step to investigate the reason of the problem and its reoccurrence.

Drill down method.
Fish bone analysis.
5 whys.

Drill down method is noting but to break the total problem into many parts and understand the problem in micro level.

“Fish bone analysis” is a tool to find out the problem depicting a simple diagram and analyze all the causes of this problem. After finding out the causes, “5 whys” method is to be used. By utilizing 5 whys, you can reach to the fundamental reason of the problem. You have to go on enquiring about “whys”. This will lead to a reason, then for another reason for the occurrence of this particular problem and further “whys” will give rise to another question in turn to the different reasons of the problem. Numbers of “whys” can be increased depending on the nature and arduous of the problem. By these “5 whys” techniques supported by “drill down” and “fish bone” tools, you can easily pin point the real reason which causes the generation as well as resurface of any problem.

Through this root cause analysis, the galore of problems which normally occur at all the levels of functionaries, can be eliminated from its reappearance and ultimately this will enhance the operating efficiency of the business tremendously. But one thing which is to be remembered that this root cause analysis is an everlasting process and it does not prescribe any short cut method to recommend any apparent solution to a problem.

Thursday, August 7, 2008

Company expands its operation, set up new facilities, extend product range, bring overseas technology and all these activities ultimately prompt for fresh recruitment in various cadres. HR Management is in a position to recruit junior level and also senior level personnel but when it comes to the recruitment for middle management or operating level persons in middle management cadre, they find the task arduous. The reason is, the middle management persons form a vital link in between top management and work force, supervisory personnel for any company’s growth perspective. In today’s modern management syndrome, they are in dire state of demand. Even HR people manage or allure them to join the particular company, it is far more important to re-train and retain them. This training is not a stereotype but it is more of a motivational type of training. Company which is having strong HR management system are able to retain these flocks but they have to adopt very high level of HR principles and policies because the people who come from other companies in this category are tuned to that particular socio-cultural environment and suddenly if they find anomaly, they will instead of increasing productivity become burden to the new set up. To avoid this, HR functionaries are to take utmost care while carrying out recruitment function in a systematic and defined method so that new entrant does not find any discrimination between his earlier and present job.

The followings are the methods.


Recruitment is to effect after thoroughly screening the candidate’s ability to acclimatize with new environment. Sometimes people will be inclined to join for various reasons - say career growth, image and salary etc. But HR management is to find out in depth about the candidate’s adaptability. In a day’s interview, this attribute can not be gazed. Before recruitment of a candidate in middle management cadre, at least three rounds of discussions on various occasions are to be conducted. HR management also has to interview the candidate by various cross functional heads and form a group of opinion about the candidate’s ability to accept new environment and work culture. Many a times, it is noticed that a bright career oriented candidate hops the job with a great hype but only to return back or join elsewhere without contributing much.


Second important aspect to be done by HR management is to rehabilitate. New entrant will always refer and compare each and every aspect of the new company with the earlier one. More he will find the gap; his aspiration level will be downgraded. By proper counselling, HR management is to invigorate his confidence level and rehabilitate so that the candidate forgets the atmosphere of the past environment and fully concentrate on his new responsibility and job assigned to him.


To re-train the new joiner with the technical and commercial requirement of the company and the role of HR management here is very crucial. HR manager and the HOD of the new joiner is to devise the re-training schedule in line with OJT (On Job Training) / orientation in such a way that the candidate gets moulded into the frame of new environment of day to day activities & become familiar with his peers and colleagues so that accomplishment of the responsibilities entrusted to him is being discharged successfully.


HR Department is to ensure to retain the person once he is adapted with the new company’s culture, rehabilitated and re-trained with the company’s product, technology, modus operandi and become comfortable with his colleagues and peers.

So for any middle management recruitment, HR is to devise & inculcate the 4 principles of “R” namely Recruitment, Rehabilitation, Re-training and Retention.

After so much exercise, the person who joins the new company if leaves immediately, then candidate does not lose much but employer is in doldrums and overall state of affairs will be very sordid.

To retain these newly recruited employees in this level, HR department is to ensure following course of actions.

1. He gets ample freedom to learn and discharge his duties without much pain at least, to start with. To begin with less pain, his mind set will not be that volatile and slowly he will be attracted to the new environment of the Company.
2. He does not become a victim of the conflict management arises due to reason of his entry. It happens when a new entrant joins, his colleagues will not take him into right spirit and situation may get worsen, if the reason is not nipped into the bud.
3. He can express his opinion freely and a due respect is given to his opinion.
4. To provide him all support services so that he can increase his knowledge power which is required to complete his assignment.
5. Perquisites offered to him on the eve of his recruitment are to be maintained in totality.
6. After a passage of time, it is to be seen that he puts equal attention to his work as well as to his family members. If possible, to offer him a pleasure trip or a sight seeing to a place of his choice. Even otherwise this is not agreed upon as a part of his perks; sometimes it is benevolent for this type of middle management personnel who are very price worthy functionaries for company’s growth.

It is evident that if all the steps stated above (of course there may be more) are taken care with utmost attention, the new middle management personnel will think twice to leave the company and it may happen that they will be with the company for life long. But on the contrary, if environmental and cultural shock evolved from the new set up provokes him to leave, then HR department will be having nightmare because the entire episode is to be carried out afresh to find out the difficult niche.

The most burning issue HR management now-a-days faces, is to recruit middle management personnel who are the bonding factor between the top management (decision and direction giver) and the supervisory staff and workforce. If middle management personnel failed to perform in the right manner and in the right direction, then the whole company’s target oriented ambition and growth plan gets derailed and once it faces this situation, consequence become very vulnerable. And so, HR management is to rigorously and religiously follow the “4R” principles to recruit middle management personnel so as to continue the growth path of the company.

Perennial problem of HR Management

Saturday, July 12, 2008

Amazing power of Garlic:

Proverb says “an apple a day keeps a doctor away” in same intonation “two seeds of garlic help health sway”. With the facts established by research, it is proven that there is no substitute for garlic with respect to cooking as well as maintaining the charisma of health. There are more advantages rather than disadvantages for garlic.


Garlic contains moisture, protein, fat, minerals, fibre and carbohydrate. Various minerals namely calcium, phosphorus, iron, thiamine, niacin, vitamin etc. are abundant in garlic. All these minerals definitely are health stimulant. Garlic also contains iodine, sulphur and chlorine but in small proportion.
Garlic increases the hunger.
It is very useful for people who are having asthma, bronchial congestion, hearing problem.
It is helpful for reducing cough and cold. It also prevents lungs, bronchial tube from depositing of mucus.
Garlic is useful for disease like tuberculosis, nagging cough, and pneumonia.
Garlic is antiseptic. It cures wounds, ulcers etc.
It is helpful for digestion and lessens the intensity of dysentery.
It reduces blood pressure and prevents heart attack & also balances the cholesterol level.
It is stimulant for blood circulation and reduces toxin from the body.
It maintains the glow of the skin.
It helps to keep youthfulness since it is anti-oxidant.
It helps to prevent cancer and arthritis.
It is being used profusely as garlic paste in cooking to increase the taste.
Garlic is full of anti-bacterial and anti-viral ingredients.


More use of garlic in raw condition is anti-stomach.
Garlic brings skin allergy and sensation of irritation for some people.
Use of excessive garlic may lead to problem of migraine.

Coal bunker means for storage of coal, water tanker is for water and in similar way garlic is the store house of various minerals. Analysis of 100 gms. of garlic results the following compositions.

Ø Copper 0.30 mg.
Ø Iron 1.07 mg.
Ø Manganese 1.12 mg.
Ø Phosphorus 15.03 mg.
Ø Selenium 14.20 mg.
Ø Zinc 1.16 mg.

It also contains sulphur which is much more percentage wise as compared to other vegetables namely broccoli, onion.

a) Soft spongy garlic with green colour sprout protruding should not be purchased as various qualities imbibed with it, will then not be present.
b) Garlic is to be stored in open utensil instead of closed one and to be preserved at room temperature.
c) Plastic wrapped garlic or refrigerated garlic becomes soft and should be avoided.

Tuesday, July 1, 2008


Zurich, Geneva, Interlaken, JungFru of Switzerland and same way Kashmir, Manali, Nainital of India are well acclaimed scenic places and attracts enormous of tourists all over the world. But then, there are places, which are beyond anybody’s imagination as far as their natural beauty is concerned and one of those is Kalapokhri, a place in North Bengal which is 4 hours drive from Darjeeling. Unless you visit, you cannot imagine the panoramic beauty, tranquility of this hilly village which is shackled with forests. Visiting this place will make you mentally sedate, allure you for scribbling thoughts and more importantly tantalize you for shooting photos / video shooting. Hullabaloo of urban life when makes you tired, visit to this place will lead you to the psychological path of exuberant. If you want to observe, compare and contrast between cloudy sky at one moment and mild sun immediately after that moment, Kalapokhri is the place to be definitely visited. 140 varieties of rhododendrons and its colors are beautifully dazzled to charm you who are encompassed with the chirping songs of 600 types of birds. Kalapokhri is also a holy place as per the old persons of the village. They will also make you hear about the story of the village, if you start be friendly with them. As per their religious belief, this place belongs to the abode of Blacknag and the name of the village of Kalapokhri has been derived from the black water pond situated there. Kalapokhri is known for a holy pond which is fenced by Buddhist prayer flags.

Kalapokhri is in the down side of Himalaya Mountain and at an altitude of 3170 meters, surrounded by Singlila national forest. Its hilly beauty, calm and quite environment, friendly behavior of local inhabitants will make you vivacious to stay there for couple of days to offset the hurly burly conditions of daily hassles being faced in life. Place is not popular for tourists as it is not well propagated by the tourism ministry, perhaps because of not that well accessible roads.
After a tiring day, will be quite serene and rejuvenating to watch the lake view and gushing clouds. People, who are having incredible fascination for ponds which is clean and clear, offer good reflection of sky and surroundings and also at high altitudes will not be able to restrain their temptation to visit this place.

Distance of the Kalapokhri from Darjeeling (North Bengal) is only 51 Kms. Foods, namely milky products, meats, she-yak’s milk are abundantly available. By road, one can visit here from Darjeeling. Another route is from Siliguri, again a place of North Bengal, then to Manevanjan. This route of Manevanjan to Kalapokhri will make you dance in side your landrover 4 wheeler when scaling up and down on the mountains roads. During journey many small hilly villages some of them namely Chitra, Meghwa, Tunglur will come and disappear only to take you in the mood of enjoying scenic beauties with time to time closer to napping. It will take almost 3-4 hours to reach to Kalapokhri of course, in between an entry pass is to be taken from Singlila National forest office at Gouribus. From Gouribus to Kalapokhri is 8 Kms and this distance again will be full of beauties of rhododendrons and may be a distant sight of Himalaya Bear, Leopard. Landrover will cross the beautiful forest of Magnolia, Silver fur, Giant bamboo, Teefarn, Mapel, Oak, Birch, Orchid & you can have the glimpses of forest beauties.

While enjoying the natural beauty, you will not know when you have reached Kalapokhri and start taking the photographs of surrounding hilly beauties and after a passage of time tranquility of this village engrossed with charming and colorful rhododendrons will prevail you in that state of mind as if you are drinking ambrosia.

How to visit: Tourist is to visit first Kolkata and then to board a train to get down at “New Jalpaiguri”. From there to Manevanjam via Siliguri by bus. From Manevanjan to Kalapokhri by reserved taxi.

When to visit: Any season except rainy one.

Where to stay: There are lots of hotels, lodges, and booking is done normally from Darjeeling or Manevanjan. Since this place as of now, is not that famous, booking is not mandatory. Some good hotels of reasonable standard are K.B. Hotel, Singlila Hotel, Pandim, Changu.

From Kolkata, it takes nearly 12 to 14 hours to reach Kalapokhri and it is better for a plan to stay there at least for 2 to 3 days to be in the lap of natural beauty.

à For your ready information, Kalapokhri is part of North Bengal,

Saturday, June 7, 2008

Appraisal of Salt from Diet Angle

We all consume salt as a part of our dietary habit mainly to enhance the taste. A common myth is in its place that off take of salt will increase the blood pressure. Not at all, if it is consumed in measured quantity of one and half tablespoon for cooked foods per day for four diets. On the contrary, it is benevolent for health. Various parts of the body namely heart, lever, kidney and adrenals glands require salt for proper functioning. Salt is having pros and cons and in all, it has a tremendous useful role for daily diets.

We will examine what harm salt can do and what is all the usefulness.


1. Salt is a stress food and it certainly energize the sympathetic nerve.
2. Salt preserves the water content of the body. Excess consumption of salt beyond the recommended limit preferably by a dietitian, or doctor increases the risk of high blood pressure.
3. Salt sucks the calcium of the bone and causes damage.
4. Salt causes problem to flash out the unwanted ingredients of the body and because of this, level of uric acid goes up and also chance of development of gout will be there.
5. Excess consumption of salt damages the kidney function.


1. Salt is very useful for function of nerve cell.
2. Patient of low blood pressure must consume salt to the prescribed limit, specified by a doctor.
3. Salt is equally useful to reduce cold. Sinus congestion feeling particularly for the people who are prone to cold is get eradicated by use of salt.
4. For dry cough with coughing at equal interval, if very low quantity of salt is kept in the mouth for a while, enough relief is visualized.
5. With use of salt, blood vessels and cell are contracted and keep our body warm. Because of this, we take little more salt during winter.

What are the possibilities to reduce the usage of salt?
During cooking, usage of salt should be proportionate to the requirement of taste. It should be used sparingly. During breakfast and snacks, there is not much of the use of salt but while lunch and dinner, specific attention is to be made not to consume salt from the salt shakers. In fact, dining table should not have this at all.
Style of cooking is to be changed. One has to try with low salt recipe. Foods can be prepared with different herbal based spices.
Lunch or dinner must include carrots, broccoli, cucumber, corn in the form of salads. These vegetables will have low sodium and low fat.
Consumption of pickles, tomato soup, and vegetable soup may increase the level of fat as it contains high sodium and from the menu of the food, these are to be eliminated to the extent possible.
Substitute of salts are to be used. Table salt and potassium chloride and other mineral based salts should be included in diets. Now-a-days, herbal based salts are available which can be used.
To minimize the consumption of frozen foods, packaged foods. Because these foods contain high sodium. If at all, these foods are to be taken, then low sodium based is to be consumed.

From above, it is proven supported by research that salt is to be definitely consumed but with limitation and self disciplined tongue.

Monday, June 2, 2008

Memory of Sunday of School days

In my school days,I used to get shivering whenever I was nearing to the weekend as I was encapsulated within the boundary of the house in presence of my father with only concentration on studies.Though I was more than average in my examination results but due to proximity of voracious reading habits of my father, he was interested to inculcate the same to me.Due to paucity of time on the weekdays, he was not able to capture me as per his sweet will and so Sunday was the mourning day for me as I used to get entangled under his charisma.He was not a very well built man but full of personality and I was well coxed.There was hardly any play.any gossip on Sunday. No sooner Sunday was passed,I used to get lot of respite as I was having little freedom to perform my extra curricular activities in my way,of course negligence on studies were ruled out as my father was a very hard task master.Even at the later part of the evening on most of the weekdays,he used to glance my home work very methodically and I had never seen any parsimony from his side.

Sunday, June 1, 2008

In the summer days, devastating sun, scorching atmosphere leads to profusly perspiration which in turn aggravate the tiredness of mind and body of the human beings.Always,they are in the search of cool and calm shelters.After returing from offices or market places,thers is no repite in the houses because of the extra ordinary wormness ot

Friday, May 23, 2008

To reduce space factor, Jaya and me visited Manali to buy peace

After a round of discussions where to visit, to come out from daily hassles generally followed by skirmishes, Jaya , my better half and I closeted for nearly ten minutes without any utterance. Atmosphere of the room was tense. As if, dark clouds hovered over her face. I stood up and broke the pin drop silence.

“Now, where you want to visit”
“Who am I a dictate?”
I kept quiet. A phone call came and I overheard Jaya’s voice. Nearly, after fifteen minutes, she came to my room”
“Let us go to mountain”
“mountain””why not”
“ok, ok”

Finally, place decided for visit was Switzerland of India that is Manali. Distance of Manali from Delhi is 500kms. Initially, we decided to go by car enjoying the hilly roads, but dropped the plan to avoid 12hrs of journey. So we flew to Manali from Delhi. We ushered into the car at Kulumanali airport or Bhuntur airport as local people called, on 20th April 2008 morning at 10.00am. The car was speeded through the mountainous road, flanked by greeneries, temperature was very pleasant at 15 degree centigrade, of course, little chilled wind was blowing but manageable without any woollen clothes and my

goodness, what a scenic beauty? By enjoying greeneries, mountain pass, picturesque, we reached to the Manali heights resort at a level of 6000 ft after nearly two hours and dumped our luggage. Jaya was not in a mood to waste any time and we were out to see one of the beautiful valleys in the mountain at 14000 ft by the name “Sohang Valley”. When the car journey was more than through near the destination of Sohang, road closed sign was displayed by Para-military forces, as sudden snow fall covered the road and our journey was disrupted. We came back to the hotel Manali Resort, no choice but with a gloomy face.

On 21st April 2008, we started to visit Rohtang Pass, 52 kms from our hotel galloping scenic beauties of the places called Nehru Kund, Kothi, Gulaba Camp, Rayla falls, Beas Nala, Marhi and ultimately to Rohtang. Nehru Kund was in dilapidated condition because of wreckage of surrounding mountain rocks due to strong snow falls, nearly 6 months ago. At Kothi, we stopped the car to have a look to the mountain pass.

“I cried, do not look at the bottom.”
“Jaya retorted, I am not coward like you.”
“Coward dies many times before their death but I don’t want to make friendship with Mrs. Death immediately.””Why”
“Simple very simple, where will you get Mr. Live”

We enjoyed the classic beauty of Kothi resort and proceeded for Gulaba Camp and then Rayla Falls. We saw a strip of white was affixed on the mountain in zigzag fashion like a snake was kissing the mountain. We were focused on the dazzling beauty of the static snow on the mountain. In the meantime, car driver brought two cups of real good coffee and also broke the unpalatable news of road blocked further upto Rohtang Pass. He advised a bit with smiling face to content our journey up to Marhi.

Jaya as usual got violent “What are all these happenings?”
“You should have consulted an astrologer before leaving.”
“I would not consult astrologer but insult not giving you company, henceforth.”
“You are the most unlucky fellow may be under this sun, in this world.”

Somehow managed to reach Beas Nala from Rayla falls 16000 ft on the top, of course by a hand cart driven by roller arrangement pushed by two persons. Narrow road, uneven path, one side surrounded by hard rock snow and the other side straight down to ditches. I started chanting, Jaya got vivacious. After sometimes got down from the two seater typical two roller wooden handcart. Jaya jumped to the little higher level to the white ground full of snow. People were skating, driven by sledge car like in Eskimo. Photos were flashed
endlessly. Young couples were hugging, kissing what not they were doing. I was in another world of dream.

“What happened, why are you looking to those young couples, let them do whatever they like to do.”
“I am enjoying.”
“Snow and snow ball”
“At your age of mid 50, you must concentrate on snow and think for white means cleanliness.”

Driver Vijay was damn good, again brought two cups of coffee which we finished and glanced the beauty of surroundings with enlivenment. We were nearly two hours at this Beas Nala , 4kms down side to Marhi. From here, within another 20kms, the highest mountain of Himalaya mountain near Manali, is the Rohtang Pass. Some say, it is identical from beauty, scenic point of view to Jungfru of Interlaken, Switzerland.

We started declining by the wooden wheel car to our parked vehicle down to Beas Nala. Reached to the hotel within another two hours around 8.30 p.m. Next day, 22nd April was the departure day, Jaya was very morose as she could not see the Sohang Valley, Rohatang Pass only to get a promise from me for visit in the future and that is the way, I pacified her and buy peace for momentarily.

Tuesday, May 13, 2008

4 C Principles of Art of Money Collection


Business survives on flow of orders and money. Both these functions are so important that it gives umbrella on all other functions. To establish a business, product is to be identified in line with the background of the entrepreneur and then to market the product either to the mass market or to the niche. After marketing is established, hard core sales is to be materialized and then collection of sales proceeds or money collection management is to be monitored very religiously. Any lacuna in this activity will dig a pot hole to the existence of the business for the longer run.

After a great deal of research, I have found the concept of 4 C of money collection management is nothing but a combination of both arts and science. I strongly vouch that 4 C principle as a part of money collection management should be, by all means, monitored by top management personnel namely CEO/CFO, no matter what big the company it is. 4C’s are CARING, CLEVERNESS, CONTINUITY & COOLNESS.
Companies who are strong & financially sound years after years, definitely this activity is closely watched and monitored by this level of personnel only.

Page-1 of 6
One can expand business beyond expectation but money management is to be articulated in such a fashion that business does not suffer. Precisely that is the reason money spent and money collection are to be always balanced to the extent possible for good health of the business. This can be achieved in 4 simple steps.

Any business encompasses various activities important of those are product marketing, procurement of raw materials / bought out components, producing, human resources managing, finance, house-keeping, debtor / creditor management. The majority of these activities are further narrowed down to selling the products and collection of proceeds (money) evolved from sales transaction. This collection art is a skill generally developed after practicing “4C” management principles. From my experience of past three decades in the line of sales recovery management, I have closely monitored this function in all my employment because if this activity gets lacking, business of the company can suffer miserably and even collapse.

I use to teach and preach my colleagues that “no one should enjoy other’s money unnecessarily”. If my company supply produced goods to our customer on a term of 30 days of realization period, they should be in a position to effect the payment within 30 days + 7 days grace period. Beyond that period, if the payment is not made then the customer in question is enjoying our money. Here comes the “art of collection”.
Page-2 of 6
To my mind, when I do analyze this collection of money management, I find the combination of 4C principles are very useful. Chronologically, they are CARING, CLEVERNESS, CONTINUITY, COOLNESS.

Caring : During follow up, I make feel my customers that I care for them, they may be having genuine problem and in the process of written letters / personal representations, I always appreciate their not able to make payment. By way of doing this, I also explain them about the awkward position that I will face if the payment is not forthcoming.

Cleverness : While following up, very cleverly and tactfully, I used to find out about the customer’s ingenuity. This is very important exercise because many a time the smell of foul play can be traced if non payment issue lingers beyond the grace period and if not handled with cleverness on the seller’s part; it may lead to serious consequences on part of business health. It is a big experiment and by cleverness, one has to verify about his customer’s ability from all round the corners sometimes by befriendly with customer’s employees to know the real reason of not making payment. Here one thing is to be made very clear that no procrastination technique is to be adopted as in that case, customer can become suspicious and instead of making payment, he will start finding excuses.

Page-3 of 6
Continuity : Most of the time, I have seen that we miss continuity. This money collection activity is a very painful exercise. It is to be monitored on regular basis and above exercise are to be performed periodically namely on daily basis, weekly basis depending on the nature of the payment and amount involved therein.

Coolness : All of the above activities are to be performed with tremendous degree of coolness. At any given point of time while dealing with collection of money management issue, if coolness is getting dampened then the entire thing will be out of control. Instead of getting payment, the chances of involvement with skirmish will emerge.

From my personal experience, I find that most of the time customers effect payment after a round of 4/5 follow ups barring some exceptional cases where customers are in financial doldrums. Of course, a minor percentage of two or three trouble creator will be always to be handled with utmost care exercising above principles at great length.

I exercised these principles from the beginning of my career, now of course with every passing day, skill is being honed and utilize them for follow up to the highest echelon of customers. I still remember when I was working in a Bangalore (South India) based valve manufacturing company, we were not getting payment for a period of more than 90 days from a
Page-4 of 6
reputed company locally situated. I started to follow up with a visit and then a letter with very caring words to their operating level personnel. Next letter was addressed to their middle management personnel with clever deployment of words. No result was achieved. I persuaded the matter to their VP level and after a month passed, we got the payment with apology letter from their materials manager. But all through this period of agony, I maintained my coolness.

When I was running my own company, by the name Annie Equipments Private Limited, I was engaged in the trading of screw pumps and used to supply to big chemical plants, mostly in the niche market of Gujarat and Maharashtra of India . In January 1998, my company supplied spares for some other make of screw pumps identical to the one manufactured by Annie Equipment’s principle who was situated at Kanpur, Northern part of India, to a very big reputed chemical company situated at BARODA, Gujarat, India. After supply of the spares duly inspected by customer’s inspecting authority, GRN (Goods Receipt Note) was made to effect the payment. Payment was to be effected within 45 days from GRN but even after my follow up, it was not getting materialized and in this process, nearly nine months were elapsed. I was getting restless because it was not a small amount. When most of my principles of money collection management which I used to use in my employment, failed to achieve the
Page-5 of 6
desired result in this particular case, I was mortified. Nevertheless, I maintained coolness and made visit to the head of material management of the customer but to my dismay, I found that he wanted to avoid me. After a long persuasion, he met me and started to waffle without touching the main issue of clearance of dues. With utter frustration, I came back to my office, I started to chalk out suitable strategy and drafted a small letter with use of all cleverly crafted soothing words to the managing director of the company with last para saying “I, very submissively, very humbly request your personal intervention in this matter and would you be kind enough to ensure payment of Rs. 10 lacs and save a small businessman with entrepreneurial ability”. Within 24 hours of their receipt of this letter of mine, secretary of managing director of the company personally came down to my office to hand over the cheque and with a request from M.D.’s office to meet him to start business afresh. It was a matter of use of words cleverly. And ultimately without losing my coolness, I managed to get the payment in the early part of the year 1999.

Now-a-days, of course I see other ways around the recovery agents of financial institutions – they simply believe on harshness. They adopt rowdism, hoolism to collect the payment which is not correct to it’s taste as far as business transaction is concerned. If the basics are clearly defined during sales transaction, then ultimate action for collection of money using
Page-6 of 6
rowdism is not at all envisaged. It is only feasible when the sales transaction is not worked out properly or made in haste just to achieve the sales target by the sales / franchise personnel.

Further, I observe that even we are able to follow these principles as over all guidelines, definitely targeted result will be achieved. Hence, I would like to assert that 4 P of marketing mix as per eminent marketing Guru Philip Kotler is well established and same is the case with 3V of value chain of marketing as per another marketing whizkid Nirmalya Kumar is well acclaimed, and my theory of this 4C for collection of money can be recognized on mass scale of course some statistical analysis supported by datas are to be put forward. I have utilized these 4 C principles in my day to day activities pertaining to money collection
management and get tremendous success.