Consulting – A practitioner’s perspective – Mr. Mohan Kancharla


Mr. Mohan Kancharla, started his lecture with consultant’s dilemma about what customers want.  He described consultant as a professional who provides advice in a particular domain or area of expertise. Consulting is advisory service aimed at leading transformation and creation of value for customers in the context of their business environment. In consulting, needs of Client, Consultant and Customer should be understood and maintained. The consulting process is a three legged stool, must always be in balance. Consulting is challenging the assumptions. He advised “You will always be suspect, if you have all the answers, you will always be powerful by having the right questions. The bottom line of consulting is having no answer unquestioned”.

He talked about consulting space which has Level of organisation maturity, individual competency as X axis and complexity of consulting offering engagement execution as Y axis. He then mapped types of consulting like IT consulting, Operation consulting, Functional Consulting, Strategy Consulting and Business Consulting in this space.

He differentiated consulting firms like McKinsey, BCG as strategy consulting, Deloitte, KPMG, PWC, IBM, E&Y, Accenture as business consulting and TCS, CTS, Infosys as Technology consulting. He also described consulting as a cyclic process with the steps of understanding context, Asses current state, define target state, analyse gap, evaluate solution option and finally recommendation and report.

He talked about different consulting segments. IT Strategy Consulting is defining the road map for IT, that is aligned to business elaborating upon the direction for the organisation, architecture, infrastructure. IT Architectural Consulting is defining the business architecture and deriving the application, information and technology architecture that are modular as well as coupled.IT Portfolio Consulting is rationalisation of application, consolidation of infrastructure and optimization of investments targeted towards operation excellence. IT Process Consulting is providing direction for process to achieve IT service improvement and business objectives.IT Governance Consulting is defining the governance structure mechanisms processes and measures that would best enable IT to support the business. IT Infrastructure Consulting is optimising the utilisation infrastructure ecosystem, compromising of data center, service management plus investments. IT Outsourcing Consulting is evaluating the right selection of a model or location or vendor for outsourcing. IT Transformation Consulting is enabling the enterprise to realise its vision through implementation of strategic direction provided for consulting segment.

He concluded his lecture describing different consulting competencies, consulting skills, consulting sales, consulting proposals, consulting teams, consulting delivery, consulting presentation, consulting report, consulting measures and consulting career.

“What does it take to win IT and Engineering Outsourcing Business?” – Mr. Rajan Bedi, Head Presales, HiTech and Communications Engineering Services at HCL Technologies


An interactive session by Mr. Rajan Bedi, Head Presales, HiTech and Communications Engineering Services at HCL Technologies began with him talking about a case study and how fortune 500 companies are structured Globally and What it takes for such a company to turnaround and be profitable using classical business and IT Levers including outsourcing.

He involved the students in a role play by giving various CXO designations to them and gave them a mandate to turnaround a company. This helped the students relate to how a new CEO would have to turnaround a company and the various stages involved, right from a board meeting to hiring a consultant, Business Case Creation and the Journey of selecting an outsourcing service provider.

Mr. Rajan then highlighted how external consultants create, analyze a business case and suggest cost reductions. He then spoke about some of the processes in IT outsourcing sales and presales which involve account mapping, RFP Response, proposal defense, client visit, Deal closure cross-selling and relationship building with clients.

The role play based case study helped the audience to understand the above and actively participate and think through on what it takes to win IT and Engineering Outsourcing Business.

He concluded by speaking about how new trends in IT and Engineering Industry like IoT is contributing to the asset value chain and the four segments that IoT is going to have the highest impact on are manufacturing, healthcare, utilities and logistics.

FINOMENAL 2016: DAY 2:”CAREERS IN FRM”-Mr. Lalit Taneja, Regional Director, Global Association of Risk Professionals


In an interactive session with students Mr. Lalit Taneja, Regional Director, Global Association of  Risk Professionals gave the students insights about the various career prospects in the field of Financial Risk Management. The session started off with him telling the students about the key forces driving the demand for risk managers. Before 2008 financial crisis market was driven by sales then post the crisis operations took over and presently the focus has completely shifted to regulation. This demand is the result of many historical drivers some of which are globalisation and integration of markets, increased product complexity, technological advances, regulations and market crisis. Sovereign risk, commodity market volatility, increased focus on organizational risk are some of the factors that have recently further accelerated the demand for risk managers.

He further stated why people are increasingly shifting to jobs in the field of FRM. Financial Risk Management assesses an individual’s ability to measure and manage risk in a real-world environment. What sets FRM apart is reliability, maintenance, validity, and acceptance. In the recent years, new trends have been constantly emerging in FRM. Due to current issues like cyber risk, liquidity risk, and regulatory stress, FRM has become a prerequisite for every organisation. GARP plays an active role in monitoring the work of certified FMR practitioners.

As the session approached its end, he concluded by stating some of the latest trends shaping the role of risk management which includes regulations, technology, advanced analytics and the emergence of newly arrived risks such as model risk, cyber security risk, and contagious risk. With these emerging trends, companies are gearing up to tackle these risks. Organisations are imparting risk education to their employees and are encouraging them to learn by providing benefits like exam preparation leaves, study groups in office and in-house course instructor.

FINOMENAL 2016: Day 2: ECHO- Panel Discussion- “Impact of Increasing Risks and Regulations in the financial industry”


Mr. Sandeep Hosurkar, VP at IL and FS, Renewable Energies

Mr. Sandeep Hosurkar, VP at IL and FS, Renewable Energies, started the panel discussion by stating that risk and returns move together rather than the usual norms wherein we tend to look for more returns and ignore risks across all the markets. He said that risk and regulation has come back into predominance and that domestic banking portfolio has seen challenges on asset quality of many banks and financial systems. He further quoted that “Asset development play important role in financial markets”. He elaborated the importance of asset reconstruction companies (ARC) by stating how banking structure is undergoing a change. He concluded by classifying Indian banking into new age banks that capture higher margin and structure a deal so as to sell the assets down to other banks and old banks that maintain a lend and hold strategy.

Mr. Tamal Bandyopadhyay, Advisor on Strategy on Bandhan Bank and consulting editor of Mint

Mr. Tamal Bandyopadhyay, Advisor on Strategy on Bandhan Bank and consulting editor of Mint, stated that being a non-banker on the panel, started off by classifying banks into two categories- small financial banks, which do everything that a universal bank does and payment banks- that transfer money for migratory labors. The small banks have a maximum of 1 Lakh deposit, wherein 75% would be in zero risk government bonds whereas the rest are deposited in other banks. They are restricted by 15% capital adequacy ratio (CAR) set by RBI, which means a lot of capital set aside for risk, as compared to Bandhan and IDFC banks of 13% CAR. He emphasized that for payment banks, the bigger risk is operational risk. He stated “Biggest risk to banking sector comes from people and technology”. He elaborated that there is a need to have the right kind of people and technology which is rightly depicted, as the microfinance firms which convert to banks have a problem of managing people. He stated that many Indians either understand technology or banking, but only a limited understand both. He concluded that all banks should have a ground approach for finding risks and mitigating them.

Gaurang Trivedi, Senior Investment & Management Consultant

Mr. Trivedi started the discussion by quoting that “Regulations lead to reforms.” He stated that currently, the regulators are looking forward to principle-based regulations and to get more people under the regulations and acts. New investors are emerging and a number of companies provide markets for these investors. Thus, it becomes important for regulators to come up with cost-benefit analysis.

Harsha Upadhyaya, Chief Investment Officer of Equity and Fund Manager at Kotak Mahindra Asset Management Company Limited.

Mr. Upadhyaya started off by stating that in 1996 Mutual Fund Regulation was only 10% of what it is today which shows market has evolved tremendously. But with this evolution of the market, we are posed with humongous risks as well. There have been various credit issues in the recent past due to the same such as the asset management issue. Keeping in mind such volatilities and intricacies, SEBI has come up with new rules like the one that states that you cannot hold more that 12% of the assets. Mr. Upadhyaya concluded by mentioning that there is tremendous growth in mutual fund industry.

Bharat Gupta, 2nd Vice President (Team Lead), Model Risk Management at Northern Trust Corporation

Mr. Bharat Gupta began the discussion by telling how US banks have progressed since the 2008 financial crisis. In 2016, the capital level of the top 33 US banks has increased by a high margin. The main concern in the US is of low-interest rates.  If interest is low yield, it can never attain high values. As a consequence, banks are struggling with maintaining their capital levels. He also talked about how risks cannot be quantified. Risks keep cropping up but along with these risks, there are also opportunities. With augmented levels of risks and regulations and banks reworking on their model, there are opportunities for a B-school graduate in fields like risk management, model validation, and compliance management. He concluded by saying that the world is becoming a difficult place due to low-interest rates and cost pressures.

FINOMENAL 2016: Day 2: “Solving NPA Crisis”-Mr.Tamal Bandyopadhyay, Adviser, Strategy at Bandhan Bank Ltd, & Consulting Editor, Mint

Mr Tamal Bandyopadhyay started the lecture by explaining how the noise over NPA has become louder after Raghuram Rajan initiated Asset Quality Review. In response to which the banks started to announce huge provisions to deal with NPAs which led to huge losses.

If the bad loans include restructured loans and written off loans along with NPA, the percentage will be much higher i.e., if it is 9% now it will increase to 20%. Most of the public sector banks have high NPA and they blame the environment and economic eco-system for their current condition. But, private banks which co-exist in the same ecosystem have low NPA between 1-2% except for ICICI which has 4%.Public sector banks are inefficient in relative to private sector banks because they are culturally different. The employee selection process is not transparent and the talent pool is poor. Public sector bankers have little incentive to remain honest as the pay is low. Hence the sector fails to attract better talent pool.

Talking about the impact of NPA on banks, Mr Bandyopadhyay said that it will affect the health and profitability of the banks. The deposit and loan growth have come down to the lowest because banks are scared to give loans, which adversely affects the investment.

Mr Bandyopadhyay said that this can be solved through privatisation of public banks by letting the government control banks through holding companies. This will take the banks out of government wage structure and investigation agencies. But this is a politically sensitive issue as it might lead to the violation of Bank Regulations Act of India. Recently, the government launched Indradhanush, brought down its stake to 52% and provided huge capitalization to public sector banks.

Mr Bandyopadhyay concluded by stating that the surgical strikes on banks might have led to the death of few banks but it is a necessity and the positive part is that we are no more in denial and are finally recognising the problem.dsc_0446-1

FINOMENAL 2016: Day 2: “Markets and Banking in India” – Mr. Ajay Khandelwal, Research Analyst, BOI AXA and Mr. Saurabh Sharma, Associate Director, National Australia Bank


In an interactive session with the students of TAPMI, Mr. Ajay Khandelwal, Research Analyst, Bank of India AXA, threw light on the importance of studying the market. He explained as to how annual report analysis is must for a manager as it helps understand about the industry, economic scenario, capital acquisition and the kind of sales of the company. He stated, “If you are aware of a company, you will see its tangibility in numbers”. Further he explained about the criteria for selecting stocks, such as history, industry-knowing about industry dynamics, balance sheet analysis, profitability and so on. He further categorized stocks as slow grower (high dividend payer), stalwart (10-12% growth), fast grower (20-25% growth) and so on. He explained how cyclicals, asset play, turnaround story and beneficiary of trend changes help categorize companies. He went on to explain the value migration of various sectors such as IT services, Pharmaceuticals, Banking and telecom.

Mr. Khandelwal later mentioned about discounted cash flow and how it plays a part in evaluating a company. He stated that the size of opportunity in credit industry in India is large. He later stated the types of stocks one should avoid such as hot stocks, whisper stocks and rich valuation, to name a few. He summarized by suggesting the students to buy stocks of only those companies one understands and that too by small amount.


Mr. Khandelwal was followed by Mr. Saurabh Sharma, Associate Director of National Australia Bank, who gave an insight to the students about the various opportunities available to them in the world of banking. He explained that unlike the usual perception that banks offer opportunities only to finance graduates, there are ample opportunities for graduates of other streams in the banking sector. He stated as to how digitization, race of e-commerce and telecom companies and also risk mitigation is changing the Indian banking landscape. He also explained recent creative disruptions such as payment banks, small banks, UPI Gateway and wallets which is transforming banking sector.

Mr. Sharma further mentioned the vast variety of profiles available in banking sector such as asset/ liability, digital marketing, corporate communication, mid office, treasury operations, audits, etc. which spread across various streams such as product management, marketing, operations and so on. He concluded by suggesting to the students to focus on the profile that excites them and to keep tabs on the development in the same. He also advised them to publish their research and improve networking so as to increase their knowledge base.

Finomenal 2016: Day 2: Closing Ceremony

The Closing ceremony saw batch address by Prof Animesh Bahadur, Dean of Admissions, Mr. Harsh Upadhyay, Chief Guest, Prof Aditya Mohan Jadhav, BKFS- Area Chair & Convenor & Co-Convenor of Finance Forum, Ms. Shruthi Chander & Ms. Monica Veer.

Prof. Animesh Bahadur appreciated the events of FINOMENAL and explained how the events & guest lectures gave a glimpse of what the practitioners & veterans from the field of finance feel about this discipline. In his opinion, he felt that the events were fruitful and was positive that the students gained a lot from this 2 day event.

Mr. Harsh Upadhyay spoke about how the events must have given perspective to students who wish to make a career in finance and what it takes to be a finance professional. He also mentioned about how this must have been especially important for the BKFS students who are into a specialised finance program. He also mentioned about the importance of communication skills which will go a long way not only during placements but also in the corporate world.

Prof Aditya Jadhav spoke about how the Finance Forum has grown over the last 3 years. He applauded the efforts of the students, members of the various committees and the management for doing an excellent job for the event. He thanked Prof Animesh Bahadur, Ex-Director Prof RC Natarajan, Prof Seena Biju, Prof Madhu Veerraghavan, Prof Vidya, Alumni Relations Committee, Prof Surya Mahadevan & Mr Nayak & Mr Ananth Pai for taking care of all the organisational responsibilities.

The ceremony concluded with Ms. Shruthi Chander & Ms. Monica Veer expressing their thanks to all the participating teams for making the event such a success, Professors of TAPMI and the committees namely, the Student Council, Literary & Media Committee (LiMe), Welfare Committee, Alumni Relations Committee (ARC) & the Logistics Committee for their continuous support.