PART 3: REACHING OUT -----> Chapter 1

PART 3: REACHING OUT


September 2006


I was back at my home with a wealth of knowledge and experience. Lok uncle had sent me a cheque, but I refused to cash it. I returned it to him. I had realized what my heart’s calling was at Lakshmi. That itself was more than enough for me.

I decided that my future course of action would be entrepreneurship. I had learnt many lessons on marketing and operations during my stints with the biscuit company and Lakshmi, respectively. Becoming an entrepreneur was the best choice. It would enable me to provide employment to many people. Profits from the venture could be used for expansion, and also for charity.

I was particularly inclined to Dr. APJ Abdul Kalam’s idea of reducing the rural-urban divide to a thin line. The great JRD Tata had once remarked, “The strength to defend freedom can only come from widespread industrialization.” But at the same time, agriculture was still the predominant source of livelihood for the majority of the population in India. Mobilization of a large chunk of the masses from agriculture to industry would not be easy.

I explored the possibilities of carrying out both agricultural and industrial production. We could process our agricultural produce in our own industries. This would eliminate the need for middlemen.

I believed that I could inspire the workers to put their country above their personal interests and prevent the occurrence of labor problems. I began to seriously consider this proposition. But I couldn’t do all this by myself. I only had my past savings to count on. I had the option of approaching a venture capitalist. But then again, I decided against it as I wanted to raise the funds myself.

For the time being, I decided to set up a management consultancy. It would enable me to build up acquaintances and probably even raise finance for my project. Also, if I would work for a single firm, I could provide services to that firm only. But as a consultant, I would be able to provide services to several firms. In this way I could spread my ideas to many firms and inspire them to realize the dream of a developed India.

***

I began to visit several firms and communicated my ideas of active patriotism and spiritual development there to the managers. I was pleasantly surprised at finding that many of them actually agreed to my way of thinking. They all seemed to be interested in finding a breakthrough which would create a paradigm shift in the way things were being done in Kerala.

I also began to actively participate in seminars organized by the media, B-Schools, and commerce associations. Whenever I found the context appropriate, I would share my ideas with the other attendants present at the events. This brought me into contact with many like-minded individuals who appreciated my thoughts. They gave their insights on entrepreneurship and what it would take for us to develop India.

***

I befriended two businessmen at a seminar organized by the Kerala Young Entrepreneurs Association at Cochin. We had also met at another seminar held a week before.

Raju was the more optimistic of the two. He had made a fortune from the booming stock market. He invested a part of the money in a furniture business. He didn’t want to put all his eggs in one basket. So, he was on the look out to invest the remaining part of the money in another business.

Stephen had been employed in a Fast Moving Consumer Goods (FMCG) company. But he later became an entrepreneur. “Business,” he said to me, “was the best excuse to stay away from one’s wife at home.” He was engaged in the business of manufacturing and selling ayurvedic products. His occupation enabled him to work long hours away from home. “Sometimes, I go to the office in the morning, spend the night there and return home the following night. My wife, of course, demands an explanation for my apparent misconduct. But I always say that I am putting in the effort for her sake. And no further questions would be asked.”

Stephen’s unmatched focus on his business enabled him to reap a good harvest. He too was looking to start an undertaking in a different field.

Holding a BlackBerry business phone, Stephen said to Raju and me, “They say that behind the success of every man, there’s a woman. That’s true in my case. It was because of my loving wife, that I started this business. She inspired, or rather forced me, to stay away from home and focus on my venture. It has paid rich dividends.”

“Well, I haven’t worked as hard as you have,” Raju replied, putting his iPod into his pocket, “but I’m still pretty much satisfied with my effort. I had worked long hours analyzing the trends in the stocks and carefully made my forecasts. Luckily, they turned out to be accurate. I wasn’t greedy. So I could sell the right stocks at the right times. Hard work, perseverance and a lot of luck, surely, are the keys to victory.”

“Looking at things from another perspective,” Stephen said to Raju and me, “I think it was my passion which helped me to become successful. I had dreamed to help the common man by giving him maximum value at minimum cost. I concentrated our efforts on producing the most effective medicines and selling them at competitive prices.”

“Abhinav, tell us what’s the secret of your success,” Raju said to me.

I was confused. Had I been successful? What had I achieved so far? “Well, they say that ‘hard work pays’. But I don’t believe in ‘hard work’,” I said.

“You don’t believe in ‘hard work’?” Stephen asked me. “Oh! Okay, so you believe in what they call ‘smart work’.”

I paused to think and then answered, “Actually, I don’t even believe in ‘work’. ‘Work’ sounds like something we’re being compelled to do. To me, sweating it out in business isn’t ‘work’. It’s an activity which I love to do. So I never get tired. I guess I believe more in the saying ‘Do what you love and love what you do’. By the way, I really haven’t achieved much.”

I told them about my stint with the biscuit manufacturing company and Lakshmi Industries and what I had just managed to do at these places. “So I’m really looking for a breakthrough in my career. I’ve got a few ideas about solving some problems in our country. I’m looking for some takers of my ideas,” I told them.

I told them my ideas about reducing the rural-urban divide and about my values which I believed would create a revolutionary change in the way business would be conducted in India. They listened attentively and responded positively. We exchanged contact numbers and they promised to give a reply soon.

***

One day I received a phone call from Bangalore. It was Radha.

“Radha! What news? How are you doing?” I asked her.

“Doing great, Abhinav! I’ve decided to join a foreign MNC. It’s got a captive centre here. It’s in the Engineering Process Outsourcing field, which is a relatively new field.”

“That’s great!” I responded.

She then gave me her phone number.

“What are you onto?” she asked me.

“I’ve been thinking of entrepreneurship,” I answered.

“That’s excellent. I think you have it in you to do that. Go ahead…you’ll do extremely well,” she encouraged me.

“Radha, are you boosting my confidence again?”

She pretended not to hear my question. One could always blame it on the network. Then again maybe she didn’t hear it.

After asking to convey greetings to each others’ parents we ended our conversation.

***

I continued to consolidate my knowledge about the way business was carried out in Kerala. I sought the opinions of successful businesspersons, regarding various factors influencing business. A seminar on the topic ‘Reaching out to the world’ was particularly significant from this viewpoint. At this meeting, many entrepreneurs were of the opinion that the entry of foreign MNC products into our consumer market helped to remove the complacent attitude of domestic industries. They said that such industries were being pushed to either become globally competitive or otherwise perish. This had led to the improvement in the quality standards of desi products.

They also accepted the argument that we should face the competition from foreign products head on. Depending on the government for subsidies and for creating barriers to entry would only be an acceptance of the strength of foreign MNCs. The idea of ‘Be Swadeshi, Buy Swadeshi’ would also have the same effect.

Many foresaw the day when Indian-made products would become indispensable for use by other countries. Our products would be of higher quality and would come at cheaper prices, as compared to that of competitors. ‘The entire world should benefit from India’s development’ was the idea everybody shared unanimously. Such a level of thinking actually epitomized Indian culture. ‘Loka Samastha Sukhino Bhavanthu’ was the constant prayer of every Indian.

Regarding the issue of community development, most entrepreneurs were convinced with the effectiveness of non-governmental organizations (NGOs), which were free from the clutches of bureaucratic procedures. The role of NGOs proved to be so significant in the rehabilitation efforts that took place in the wake of the Tsunami that had struck in 2004. So they believed that the best idea was to sponsor NGOs and help them to carry out their objectives.

***

A couple of weeks ago I had come across an ad in a prominent business magazine about a three-day seminar to be held on an approach called ‘Balanced Scorecard’ and its application in different industries. It was an approach which was increasingly being adopted by managers the world over. A prominent management guru was to be the chief speaker at the event. I thought it was a great opportunity and decided to grab it with both hands. I got myself registered for the lecture. But there was one thing I hadn’t noticed at the time of registration—the venue was Bangalore.

Radha was out of my radar. I didn’t want to meet her again. It was true that she was the one who taught me to believe in myself. Her influence on me was priceless. But maintaining contact with her would only make me feel miserable. Then again, I wondered how I could use the Rule of Reversal on her. Should I find out the negatives in the girl who had helped me rediscover myself? However, I knew one thing: I just had to stay away from her. I made up my mind to bypass things like etiquette and courtesy and not contact her when I would go to Bangalore.

I planned to go on a five-day trip, and devote the fifth day to close a bank account I had there, lest the branch would declare it ‘dormant’ and start charging me for it. I had just begun to pack my carry-on for the trip when my cell phone rang. It was Raju. I answered the call.

“Abhinav, Captain Ironman Shahnawaz is a personal acquaintance of mine. In fact, I’ve known Ikka for a long time. He spoke to me about you. He said that he had been quite impressed by your honesty. So you were instrumental in turning around your uncle’s business, eh?”

“Well, I didn’t do anything by myself,” I clarified so that he wouldn’t overestimate my abilities.

“You had brought in some new ideas into Lakshmi Industries,” Raju said, not letting me get away with it. “Ikka told me that it’s been doing wonders to that business. You really are entrepreneur material. About that proposition you told me and Stephen the other day…why don’t you work out the details? I’m interested as long as it’s viable. Stephen will also be ready if it keeps him away from his wife.”

This was a big breakthrough for me. I almost got two people to provide the financial resources—two people to join me in my business endeavor.

“As soon as we make sure it’s viable,” continued Raju, “which I think it will be, the next step will be to approach a tax consultant to decide how the firm should be registered.”

I was way too excited. I began to think about a sound business proposition.

Over the years, I was pained by the declining level of agricultural activity in my state. I had an idea of acquiring land at Kottayam for growing pineapples. The fruit could be used for making jam. I believed I could pull it off because I had an ability many others did not—I could create team members out of workers and inspire them to become more productive.

***

On reaching Bangalore I felt a certain void in my heart. I chose to ignore it.

The speaker spoke about the different perspectives in the Balanced Scorecard Approach. He talked about the financial, customer, internal business and the innovation and learning perspectives. These perspectives were constituents of the approach. But even as other participants listened as if they were depending on this lecture for survival, my mind seemed preoccupied with something else. There was another perspective which was distracting me—the ‘Radha perspective’. One part of my mind was telling me to atleast inform Radha about my presence here at Bangalore. But the other part of my mind didn’t budge.

On the third night of my stay, I decided that enough was enough. I sent an e-mail to Radha saying that I had arrived at Bangalore. I also conveyed my desire to meet her. I knew what working in the field of BPO was all about. It was essentially 24x7. She would never have the time to meet me. There was also the possibility that she might not check her mail the next day.

But I was wrong.

The next night, I found her mail in my inbox. She expressed her pleasant surprise on knowing I’m at Bangalore. She also gave details of her location with such precision that I would not be able to give her any excuse for not finding out the place. She even indicated the probable time she might be able to meet me. It seemed as if she had been looking forward to meeting me. I couldn’t find any lame excuse and I planned to meet her the next day.

***

On the morning of the fifth day of my stay at Bangalore, I found myself waiting at her office. She arrived and stood in front of me, smiling.

Seeing her, I felt glad. But I also felt a strange sensation. It was as if my face muscles were expanding and contracting repeatedly in succession.

I looked at her forehead. My eyes found beads of sweat on it, staring at me. They began to shine from the tube-light nearby. Radha realized that I had noticed it and wiped off the sweat with her handkerchief. Had she been wearing a bright red bindi, the color would have spread all over her forehead.

“Hey!” she said, knocking me back to my senses.

“How are you doing?” I asked with a grin.

“Fine, Abhinav. It was just by chance that I am here today. On most of the days, I have to be at the plant. And the entry is restricted there.”

“Just my luck,” I replied.

At that moment my cell phone rang. After excusing myself for a moment, I answered it to find one of my clients, at the other end. I responded to his queries.

After hanging up I told Radha, “The customer is the king.”

“The customer is God,” she corrected me.

“Yes. Monarchy is quite unpopular these days,” I said, trying to crack a joke which I knew was a terrible one.

She gave me an odd look.

“Abhinav, you had told me that you were planning to become an entrepreneur?”

“Actually, I am what they call a ‘management consultant’ now. I may soon become an entrepreneur. I’ve been approached by a guy who says that I’m capable of it. He has invited me to make a solid business proposition.”

“Wow! That’s fabulous. Congrats!”

I told her about how I wanted to combine both agricultural and industrial operations in a single business venture and that I ultimately wanted to help to reduce the rural-urban divide to a very thin line.

She just listened to me without making any comment on my ambition.

As we were talking, a lady came and instructed her to reach the plant as soon as possible and get some task done urgently. It looked like she would be busy for the rest of the day. The lady then went away.

Radha looked at me and smiled. It was not an apologetic smile. From that smile, I could feel that she was trying hard to balance her roles of a friend and an employee at the same time.

I knew that it was time to take my leave.

“Chalo. Perfect,” I said.

She was startled. Her smile vanished and her mood suddenly turned melancholy. But in a few moments, she once again turned up the corners of her mouth to indicate her pleasance.

“I’ll call you,” I said to her.

She said nothing. I left the place without turning to look back at her.

***

I still had enough time to catch my flight back home the same day. I decided to go to the branch of the public sector bank to close my SB account.

There, I was surprised to notice the politeness of the Bank Manager. Maybe he had just come back after attending a training programme.

Waiting for the formalities to be completed, I thought why Radha had responded in an awkward manner. I suddenly realized that there had been a pun on that dialogue: “Chalo. Perfect.” It was unintentional.

On completing the formalities, I went back to my hotel room to pack up to leave for the airport.

***

I reached our home at Cochin that night itself. I found Lok uncle’s Zen parked outside our house. I walked into the living room to find Lok uncle, Nandi aunty and Padma seated on the sofa.

“How was the seminar, Abhi?” Lok uncle asked.

“Er…wonderful, uncle” I answered.

“Could you teach me that approach?” Lok uncle asked

“Definitely,” I replied. “It is actually an approach adopted by the management to implement its strategy by transforming it into a set of performance measures. It allows managers to look at the business from four perspectives.”

“Hello sir,” said Padma, interrupting me. “Let your management jargon take a back seat. First go and have a bath. You smell awful.”

Everybody laughed.

“I’ll be right back,” I said, transporting my carry-on upstairs to my room.

Padma had come back from Chennai. She was now working at Thiruvananthapuram. She even had the luxury of two days off per week at her new place of work. She could now come home every weekend.

Almost immediately after I placed my carry-on on the table, Padma came and stood outside the room.

“Ahem! Ahem!” she said trying to attract my attention.

I looked at her as she walked into the room.

“Why did you go to Bangalore?” she questioned. “To attend a seminar. Eh?”

I remained silent. I wondered what she was up to, this time.

“No. You went to Bangalore to meet Radha Jayadevan. Isn’t it?” she cross-questioned.

I was startled.

“Raja Dayadevan?” I asked, with a slip of the tongue.

“No, sir. Not Raja. I said Radha Jayadevan,” she replied. “You know Anna, that Rule of Reversal of yours is a good idea. But mere knowledge of that so-called Rule is not enough. You should know how to apply it.”

I didn’t see it coming.

“For applying this Rule,” she continued, “you must know the meaning of one word called ‘commitment’. You should be committed to that Rule.”

All the blood in my body rushed towards my face. I folded my hands behind my back and started tapping my fingers on the elbows.

“Do you know what commitment means?” she continued to taunt me.

I knew I had to recover before any further damage could be done.

“Of course,” I replied. “In fact, it was only the third word I had learned at school.”

“The third word…at school…would you please excuse me?” she reacted.

“Yes. That’s right. The first three letters we had learned were A, B and C. So the first three words we had learned were ‘apple’, ‘ball’ and ‘commitment’. I am committed to my Rule, okay?” I asserted.

“Oh! Really?” came the reaction. “The third word we had learned at school was ‘cat’. But I’ll tell what you are going to learn when you come downstairs. You’ll learn that C is also for ‘cat-astrophe’.”

I became slightly concerned. It was as if I was entangled in an imbroglio. This was not fair. If the seminar had not been conducted at Bangalore, then I wouldn’t have gone there. And I didn’t have the faintest clue about what was going on here.

“You think you are a bada VIP, but now you will RIP,’ Padma added insult to injury. “Have a bath quickly and come downstairs.”

She then left the room.

I took a quick shower, dressed up and went downstairs to find out what was going on.

Standing in front of my elders and not to mention that pest Padma, my face wore a confused look.

“Da, why don’t you go over to Lakshmi and see how things are going on there?” Amma told me. “Lokankunju has something to say about that.”

I looked at Padma for a split-second. She avoided eye-contact and looked elsewhere.

“Tell me uncle,” I said. “How is the new management consultant doing?”

“He only stayed for a month. He was always unavailable. Whenever I tried to contact him, his phone was always switched off. We had to bid good-bye to him.”

“Why didn’t you tell me?” I asked. “Whenever I asked you how things were going, you said everything was okay.”

“The Spiritual Development Programme has become a success. The organization culture is changing. I can feel it. There seems to be a renewed vigour in their activities. We’ve been able to achieve time bound targets. Last month, a client requested us to supply a batch of goods as per a revised schedule, saying that he needed the goods urgently. I thought it was an opportunity for me to test the effectiveness of the programmes. I agreed to it and we managed to deliver it on time. We received a letter of appreciation from him. The only thing is that I can’t convince the team members to extend their working time to make up for the lost time.

“Shahnawaz is now one of our major clients. He always enquires how you are doing. I had given him your mobile number. You can expect a call from him soon.

“These are the things that are okay. The problem is that we don’t have a suitable management consultant who is committed to his work. I knew that you would be preoccupied with your own work. That’s why I didn’t tell you.”

“Uncle, right now I am working as a management consultant,” I explained. “That is whom you need. But I don’t know much about the production side. That’s why I had told you to hire an expert.”

“Another fellow will be coming to Lakshmi this Thursday,” Lok uncle informed. “Let’s see whether he’ll be okay. If that doesn’t work out, then I’ll manage without any help from such guys.”

“Uncle, don’t get disappointed. I’ll come down to Lakshmi on Thursday. I’ll stay there for a couple of days. I’ll speak to that visitor and I’ll see whether things will work out.”

Half an hour later they left for Alappuzha. Padma had not disclosed anything.

***