The Business of IT/ITeS

The IT industry is fast maturing. The size/scale/complexity of operations has increased significantly. Large companies, with multiple lines of business and with a global presence are prone to various risks which if not managed well may impact the predictability and sustainability of business performance. To drive in efficiency and effectiveness in this function, professionals need to be armed with a plethora of skills along the planning, budgeting, strategy execution, forecasting, infrastructure, revenue/margin optimization, risk management etc. as applied to the IT/ITeS industry. A large proportion of this function has been traditionally staffed by employees who are from the Delivery/Operations function who can benefit from a deeper/better understanding/implementation of the fundamentals as well as the “tricks of the trade”.

This programme will delve into the above areas and arm participants with models and frameworks for a better understanding, planning and execution. The programme can take a comprehensive view and cover all the Corporate functions at length or can focus on 1 or more functions in depth. There is enough flexibility to incorporate your requirements.

Content/Areas of Focus

The development program is woven around the following areas:

• Planning & Budgeting – Control Systems, Planning vs Budgeting, Essentials of a good Plan, Typical issues/problems, Execution, Making it a part of the company culture
• Forecasting, Sales Pipeline Management – Types & Methods of Forecasting, Tools & Techniques used in Forecasting, Understanding the Sales Funnel & various indicators, Accounts & Opportunity review, Best Estimates etc.
• Resource Optimization – Alignment with Sales Pipeline, Role Ratios & Pyramids, Fungibility of resources across technology/domains, bench Management etc.
• Risk Management – Cause & Effect Relationship, External and Internal Factors, Business, Financial, Physical risks, Mitigation approaches, SOX compliance etc.
• Margin Optimization – Understanding the various levers like onsite/offshore ratio, pyramid structure, attrition, compensation etc., reusability of tools/components, different from cash flow, execution steps/checklists etc.
• Financial/Legal aspects of Contracts – Getting under the client skin, key areas of risks/contention in Contracts, non-negotiable elements in Contracts, Statutory requirements, mindset of a negotiator etc.
• The skills required for success and in the above areas
• Implementation Approach & Change Management – Key Considerations

Key benefits/takeaways

• The need for a structured approach to managing growth/complexity of IT/ITeS companies. Understanding the trade-offs between a “start- up” mind set and “conventional” mindset and how to balance the same
• A structured approach to managing the Corporate functions
  • Models & Frameworks
  • Process & Measurements
  • Deeper understanding of implementation aspects/issues
  • Critical Success Factors, Risks & Mitigation

Pedagogy

• Case analysis
• Financial Modelling & Simulations
• Story Telling
• Group/Individual assignments
• Lecture & discussions

Participant Profile

• Delivery Leadership
• Sales leadership
• Corporate & Business Assurance Functions
• Business Consultants
• Senior Project & Account Management Professionals

Mode & Duration

• Live Virtual OR in Person (Class room)
• Duration: 2 variants
  • High Level – 16 hours. This can be covered over 2 – 3 weeks
  • Detailed – 96 hours. This can be covered over 3 – 6 months