“Don’t tell me about the positions you’ve held,
tell me about the problems you’ve solved.” – Elon Musk

From Gautam’s Desk

First and foremost, I’m excited about OnePitch And North Advisory Pvt Ltd!

The world is getting more complicated by the day and the challenges our clients face are getting even more difficult – in terms of Selling a Premium, Negotiating a win-win and Presenting the true Value. The worth of people, who can help crack these problems and create real impact for clients, is even more important today than it was ever before.

So, I’ll be out there listening and learning. I will be getting out my searchlight and my spotlight—highlighting things we’re doing well and looking for opportunities to accelerate things that could be moving faster.

OnePitch And North Advisory Pvt Ltd won’t rely on individuals to solve problems. It’s about putting together teams with the required expertise and experience. People who are distinctive at something and will make the firm better, for being a part of it.

We are doing a lot of work serving companies with sometimes huge number of employees who can do extraordinary things if they are well-led. For me, the leaders who stand out, are those who know how to motivate and inspire people. They know how to walk the shop-floor and leave everyone feeling better. They also know how to set an inspiring vision. It’s the people skills that sets them apart.

As we start a new phase of our journey together, allow me to share a few things about myself and what inspires and motivates me.

Many who know me say I am defined by my curiosity and thirst for learning. I buy more books than I can finish. I sign up for more courses than I can complete. I fundamentally believe that if you are not learning new things, you stop doing great and useful things. So family, curiosity and hunger for knowledge, all define me.

I believe over the next decade, impactful training will become even more ubiquitous and Subject Matter Expertise will become ambient. The coevolution of technical ability and supreme soft skills will intermediate and dictate — many of the dialogues and experiences in business, life and our world. This will be made possible by an ever-growing network of connected ideas, incredible insights and emotional intelligence.

It will better connect us with our prospects and help us see, express and share our ideas in ways never before possible. It will enable us to engage customers in more meaningful ways.

To paraphrase a quote from Oscar Wilde — “We need to believe in the impossible and remove the improbable”.

This starts with a clarity of purpose and a sense of mission that will lead us to imagine the impossible and deliver it. We need to prioritize innovation that is centered on our core value of empowering users and organizations to “Do More.” We have picked a set of high-value interventions as part of our strategy – Selling, Negotiating and Presenting – and with every project going forward, we need to bring more impact to bear around these scenarios.

Finally, I truly believe that each of us must find meaning in our work. The best work happens when you know that it’s not just work, but something that will improve other people’s lives. This is the opportunity that drives each of us at OnePitch And North Advisory Pvt Ltd.

Many companies aspire to do well. But few have all the elements required: Talent, Resources, and Perseverance. We shall strive to have all three in abundance – and as the founding CEO, I couldn’t have asked for a better foundation.
Let’s build on this foundation together.

A Gautam Vasant

Managing Director & CEO

Coffee-Chat

Decidedly, the single biggest challenge we see our customers facing is that their boards and C-suite are typically demanding between 5% and 20% year-on-year growth against the backdrop of a global downturn and a stagnant local economy that’s delivering only 0.5% to 1.5% growth.

Furthermore, because of the heightened pressure to secure this growth, many companies are moving into markets not traditionally their own and, consequently, pressuring existing players who suddenly find themselves having to deal with new competitors who were not there yesterday.

In a market dominated by customers making supplier-switching decisions primarily on price, the key challenge facing companies is to understand the customer’s perception of Total Value received and not just the lowest price. There are two reasons for this. First, some of our customers are being forced to sell products and services at prices lower than their business model allows; this is obviously a massive problem.

Second, many of the companies we interact with know there are deals they should or must win, and yet they are losing them. This is often because their SalesForce and sales and marketing collateral are not geared towards fully articulating the value of their services – the customer, therefore, cannot comprehend the value and so defers to the easiest measurement, which is price. The result for the organisation is value leakage, the greatest threat to profit realisation.

A way for companies to differentiate if they are not the low-cost option is through their sales organisation. This can be achieved by enabling their SalesForce to stop selling features and benefits and to rather diagnose problems or missed opportunities in the absence of the product or solution and conclude with a mutually-agreed cost of the problem.

Disruption is not just a buzz-word, or a business model reserved for the Uber or Airbnb companies of this world. The reality is that it’s changing the face of a broad range of industries, which is why incumbent companies in every industry need to adapt and evolve – Onboarding the latest and cutting-edge training interventions for the sales and service functions, is a way forward.

It has been our experience that every company in every industry has a silver bullet at their disposal and that is their sales organisation. By building a unique ‘sales way’ for a company, not for the sake of novelty, but based on best practices, it’s possible to set oneself apart from even the most dominant competitors.

When we say unique, we mean unique in the ways that the sales organisation engages with customers. It’s extremely difficult to emulate or copy company culture and this is an advantage that every company has at its disposal but very few are leveraging.

Today, it’s largely accepted that a healthy corporate culture improves the performance of a business in a number of areas. However, ‘culture’ is still viewed as something ‘soft’ and ‘nice-to-have’.

The truth is that if we look at the best-performing companies, they are the ones who have successfully managed to embed new sales processes into their culture. This enables them to cement these processes into their daily sales activities and to transform behaviour to ensure lasting change.

For an informal chat please call us on +91 97300 07867. Alternatively please use our contact form.

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