PLANNING 2K17- Beena's team

My Planning for 2017:-

Overview:
Year 2016 has been an learning year, chasing 1.25 crores have lead to getting 65
8 member team at the end.
Lots of changes have happened in terms of people moving out/ coming in team or
Our IT Hiring capabilities have grown up, matured but definitely so much availab
Major focus of 2017 would be reducing dropouts which has hit my 2016 numbers for sure.
This 2017 planning will be ground work of the real facts of business & my

Team Members
Garima Shukla
Jaya Singh
Ananya Mishra
Avinashi Yadav
Milan Mishra
Kiran
Prachi pandey
Naveen tripathi
TOTAL
Yearly Breakdown &Target Setting

Sr. No.
1
2
3
4
5
6
7
8

Quarterly Target( In lacs)

Q1
Q2
Q3
Q4

Support Required in Team

*

For Garima team:-

Considering Garima as Second layer we definitely can look her for Client managem

Freshers will alsohelp us in any cross clients immeditae junior hirings & Garima is

Require talent with IT qualification or maths/ economic grads who can learn fast

Garima can be a part of BD activity as well with me on any strategic accounts

FOR Me:

I would need some one with 2-3 years exp on Naveen's replacement with
Key Points to NOTE( from 2016 Learnings)

We need to pull Quarter 2 at max as this is the mid time of year where we ca

This will surely affect Q3 dependency which will pull down the stress which happen

We should have 1 BIG ticket position in every quarter, so accordingly I will do B

Overall want to
SWOT ANALYSIS
Strength-

make Enuqero to be a stbailised account as they are doing drive

Weakness

Opportunity

Threat

Most of the member sin my team are elig

- Beena's team
Key Points:-( in Making entire PLAN)
A plan is worth the decisions it causes.
A good plan is nine parts execution for every one part strategy.

ng year, chasing 1.25 crores have lead to getting 65 lacs approx. in achieving with my

ed in terms of people moving out/ coming in team or be at Client side their restructuring & hiring needs chang
ve grown up, matured but definitely so much available to learn yet .
ng dropouts which has hit my 2016 numbers for sure.

ground work of the real facts of business & my methodolgy/ action for 2017 action plan for hitting
2016 Targets Planned Vs Target Achieved

Planned Target-2016/ Achieved Target

20
15
10
15
10
12
20
12t
1.14 cr

2017 Target Bifurcation (Annually)

Resources
Garima Shukla
Jaya Singh
Naveen tripathi
Ananya Mishra
Avinashi Yadav
Milan Mishra
Kiran
Prachi pandey

TOTAL

Optimistic
40
50
45
15
1.50 crore

yer we definitely can look her for Client management role. For team Management I dont see any one

ross clients immeditae junior hirings & Garima is equipped to train them effectively. these trained res

n or maths/ economic grads who can learn fast & adapt for IT or Non- IT req as the need be. Will als

ctivity as well with me on any strategic accounts I have kept in mind expalined in next sheets.

2-3 years exp on Naveen's replacement with cost of 20-25 K max with IT or Analytics hiring

16 Learnings)

max as this is the mid time of year where we can settle up with Client& Team gets stabilized so that

ency which will pull down the stress which happens every year end. For this our Client Identification &

sition in every quarter, so accordingly I will do BD & client Interaction to pull out BIG TICKET position

to be a stbailised account as they are doing drives & float bulk hirings. So A firm up team for ENQUER

SWOT analysis for my team , which gives me some idea towards my next year functioning

My team have some good mature resources who can take a shape of future leaders , Client manage

Have seasoned resources within the team ( Garima, Jaya, Kiran ). A second layer has been developed
I definitely see Kiran & Jaya to be shaped up for 2nd layer, carry maturity, strong commitment skil
Core strength in IT & Analytics hirings whre we always have billed high revenue

BD could be easier after my Jaipur movement, Delhi will be near by for any short 1 day BD interactio

My mature team members still lack on thrive to go & do market Intel for some niche hiring's & skills

Uncertainity of Ananya & Milan as they have high aspirationof growth, they might can look ou

Our 2020 vision plan can give everyone a visibility of growth in VB. They will be keen finding the grow

Stability & sticking with company as most of the sr. crowd have higher expectations of grow

Identification of strong vs weak accounts needs to be done in 1month times as cases like WN

Most of the member sin my team are eligiblebachelors, might can move out any time by 2018

or every one part strategy.

acs approx. in achieving with my

be at Client side their restructuring & hiring needs changes.

le to learn yet .

methodolgy/ action for 2017 action plan for hitting the numbers

Achieved target
16
9.5
3.5
6.24
1.43
11.5
8

% achieved- 2016

2.5

20%

80%
63%
29%
41.60%
14%
87.83%
40%

58.67( expected to be arund 65 lacs by Jan 1st week)

2017 Target Bifurcation (Annually)

Optimistic

Realistic

22
20
24
15
18
15
18
22

20
18
20
11
12
10
16
18

1.5 crore

1.22 crore

Realistic

Pessimistic

30
45
37
10

25
35
30
10

1.22 crore

1 Crore

ment role. For team Management I dont see any one currently can be shaped up for working under G

equipped to train them effectively. these trained resources can help to work on mid level to junior man

& adapt for IT or Non- IT req as the need be. Will also see the best available in Market.
have kept in mind expalined in next sheets.

cost of 20-25 K max with IT or Analytics hiring exp ( preffered)

n settle up with Client& Team gets stabilized so that we can have max numbers coming from Q1 wor

ns every year end. For this our Client Identification & Mandates budget needs to get calculated by Feb

D & client Interaction to pull out BIG TICKET positions from them plus some to be coming from you .1

s & float bulk hirings. So A firm up team for ENQUERO need to built up.

es me some idea towards my next year functioning:-

s who can take a shape of future leaders , Client management & people management role.

Garima, Jaya, Kiran ). A second layer has been developed .

up for 2nd layer, carry maturity, strong commitment skills with hiring skills

we always have billed high revenue

nt, Delhi will be near by for any short 1 day BD interaction as last 7 moths everything has been settled here.

ve to go & do market Intel for some niche hiring's & skills. I Will have to focus & train them specifically how to p

ave high aspirationof growth, they might can look out.

sibility of growth in VB. They will be keen finding the growth opportunity. Have to plan to make sure our growth

st of the sr. crowd have higher expectations of growth in career.

s needs to be done in 1month times as cases like WNS have not given expected results

iblebachelors, might can move out any time by 2018 due to Family reasons as well.

Pessimistic
18
16
18
9
10
7
14
13

1 crore

d up for working under Garima .

n mid level to junior manadates in IT which mostly come from Aptify/ EM3/Appmonic/Enquero which Ga

n Market.

rs coming from Q1 work.

o get calculated by Feb end Max.

o be coming from you .1 quarter travel to client is must but can be more if the need be.

has been settled here.

them specifically how to plan & work for those set of requirements.

to make sure our growth is comparable from market & our organization is offering that the competitor does n

s well.

monic/Enquero which Garima can manage with her target & new members target as well.

hat the competitor does not.

et as well.

S. no

Team Members

Salary/ Month- 2016

Garima Shukla

24

Jaya singh

20

3
4
5
6
7
8

Sesoned resource
replacement of Naveen
Ananya Mishra
Avinashi yadav
Milan Mishra
Kiran Yadav
Prachi Pandey

NA
11
19
13
21
22.5

Additional Resourcs
Trainee-1
Trainee-2

My Team Cost- 2017

5 factors

affecting the Profit Margin :-

1) Salary Team Cost = 30 Lacs

2) B.D ( 30 lacs)

3) Overheads ( 30 lacs)

This cost has elements of travelling by any Directors for B

Will include Yearly component of Food/ party/ recognition p

4) Sales & Marketing ( 30 lacsWill include, portal, linkedin & any new product buyout cost

5) Facility operations ( 30 lac Office Running Team cost

Total- Additional cost/ year
for Team

B.D
Reimbursement( Mobile & Net)
PAT/ quarter for recruiter
party/ team Lunch
Total

Salary/ year- 2016

% Increase- 2017

Revised Salary
Monthly- 2017

2.88

25%

30

2.4

20%

24

NA
1.32
2.28
1.56
2.52
2.7

NA
15%
15%
10%
26%
15%

25
13
22
14.5
25
25.5

10
10

30 ( including my
cost) *5( overhead
Cost) =

30 lacs

velling by any Directors for BD

1.50 crore will be

aspiring target

My travelling cost for every quarter

of Food/ party/ recognition per quarter for recuiter of my team & my Mobile/ Net expenses. Will Include Icentiv

any new product buyout cost etc.

elctricity/ internet/ tea/ drinks/ staff services etc.

60
16
8
10
94 K

Revised Salary Annually2017

3.6
2.88

3
1.56
2.64
1.74
3
3.06
TOTAL- 21.6

1.2
1.2
TOTAL- 24 Lacs

which would be approx 10-15 K/ quarter

Net expenses. Will Include Icentive cost of my team peformers approx 8 LACs.

Existing Clients

Enquero

Appnomic

Genpact

Aptify

UGAM

EM3

Highly Probable (Revenue generators)

Enquero
Genpact
Appnomic

KEY POINTS TO NOTE:

1

From Genpact- Need to get 1 VP/ AVP to be closed in Quarter basis.

2 Enquero gives multiple fast closures but 1.5 lacs below thus need
to focus with them getting sr positons as they are setting up their
India Center.
3

Appnomic- wants to do a F2F meeting with them, need to create

relation ship, you will have to help in setting this.

Ugam seems challenging plus they are saying that they do most of
4 the hiring internally, will have to decide fast on his status, else it
will come as full efforts with no results.
5 This year will focus to get some clients from Jaipur as 2016 nos
done & Jaipur do have corporate presence, will generate the lead
soon.

Client Projection Numbers

Revenue target

20

10

25

5
5

5
70 lacs

Probable (Revenue generators) Dicy Clients

Aptify
EM3

UGAM

Fresh Clients
2 new Clients
min needed

Projeted Cleints

KPMG

IMS Health

Boston Scientific
AIM- Make one of the client as BIG account for 2K17

Revenue target

Nos.

Action of 2016 has to be completed. Will have to start going for KPMG
action.

20

Shared the initial Intro of our company,aggresively following up & will hae
travell plans to Mumbai

20

My point of contact is in GGN, thus initial set ofdiscussion & meetings can
be done. Gurgaon travelling is must for existing& new cleint . Planned for
1st two quarters frequent travel.

20

the client as BIG account for 2K17