3172009 132453 f020 = competencies of different companies

8/14/2019 3172009 132453 F020 = Competencies of Different Companies

1/101

DISCUSSION POINTS

What do you think are the expectations of

industries from you as the students of

management?

Summary of responses of managers on theirexpectations from MBAs

Managerial Competencies Methods of

preparing Competency Factor Manual. Competencies of different companies

Preparing ourselves to meet the organizational

expectations


2/101

Expectations From MBA Graduates

Understanding the very practical problems of industry/business.

Analytically and Theoretically strong.

Strong interpersonal communication

Strong fundamentals and conceptual knowledge Developed abilities in terms of communication, leadership,cognitive abilities and the smartness to recognize people asindividuals and treat them with respect and dignity.

Understanding of business beyond ones individualfunctions.

Understanding the situations under which the business isoperating and be responsive to it.


3/101

Expectations From MBA Graduates

Understand the pressures of an organisation operating

in a global environment.

Ability to learn on ones own by taking clues and hints.

Ability to understand the priorities of the organisationand of the hour and accordingly be selective while

taking decision.

Understanding the business implications of the task

that is undertaken. Being multiskilled i.e performing different tasks to the

desired instructions and standards as required by the

organisation.


4/101

Competencies Required at Managerial

Positions

KIRLOSKAR COPELAND


5/101

ENTREPRENEURSHIP

Definition

Ability to improve

business results

constantly, through newopportunities, taking

calculated risks and

persistently overcoming

obstacles

Behaviors

Seeing opportunities

Achievement orientation

Target orientation

Calculated risk taking Understanding financial &cost benefit

Time Orientation / Sense ofUrgency

Initiative and drive

Belief that environment canbe managed


6/101

Rating Scale

Needs Development Satisfactory Well Developed Strength

1 2 3 4 5 6 7 8 9 10


7/101

STRATEGIC THINKING

Definition

Ability to foresee

changes in the business

variables, align them

with the strategic

objectives of the

organization and create

plans and ensure timely

execution to stay ahead

of competition

Behaviors Understanding key business

variables and analyzing the same

Detail mindedness

Taking overview

Understanding financialimplications

Making projections, forecast

Building scenario

Innovativeness

Resource utilization

Converting opportunities, issues,problems into objectives


8/101

Rating Scale


1 2 3 4 5 6 7 8 9 10


9/101

INNOVATIVE THINKING

Definition

Ability to find variety of

options both divergent

and convergent and

making them to work.

Behaviors

Seeing differentperspectives

Positive self-image

Focused

Values independence, Selfreliant

Flexible

Beyond black and white

Guessing ability

Crazy to serve creativeneeds

Fantasizing

Going beyond boundaries


10/101

Rating Scale


1 2 3 4 5 6 7 8 9 10


11/101

CUSTOMER ORIENTATION

Definition

Committed desire to

identify customer

needs and worktowards exceeding

their expectations

relentlessly, with love,

to build long-term

relationship for repeat

orders.

Behaviors

Sensitive to others Understanding of organization and

business

Desire to add value

Arriving at a quick and mutuallyacceptable close

Understands financial implications

Helpful, supportive, co-operative

Going beyond the call of duty

Presentation

Action oriented, target oriented

Conflict management

Influences others to accept hisviewpoints


12/101

Rating Scale


1 2 3 4 5 6 7 8 9 10


13/101

DECISION MAKING

Definition

Ability to grasp what needsto be done; act decisively for

speedy execution of tasks

with high energy

Behaviors

Sensitive to environment& people

Foreseeing

Energetic

Result oriented Self confident

Initiative & drive

Quickly arriving at a

mutually acceptableclosure

Adaptable, Flexible

Influencing


14/101

Rating Scale


1 2 3 4 5 6 7 8 9 10


15/101

LEADERSHIP

Definition

Ability to create

organization direction,

aligning, inspiring,

influencing people to

perform to achieve

organization goal.

Behaviors

Futuristic

Goal oriented

People oriented

Persuasiveness

Negotiation Spotting talents

Developing talents

Assertive

Decisive, Self-confident,Self reliance

Integrates people, ideas,processes

Conflict Management

Will to excel


16/101

Rating Scale


1 2 3 4 5 6 7 8 9 10


17/101

TEAM DEVELOPMENT

Definition

Ability to work cooperatively

as a member of the team;

create team direction, inspire

members to achieve the same,

through goal congruence, trustand cohesiveness

Behaviors

Dreams of creation of

future

Assertive

Committed

Communicative

Competitiveness

Openness

Sensitive to people

Conflict management

Responsible

Integrating people, ideas,processes

Identifying strengths &

using them


18/101

Rating Scale


1 2 3 4 5 6 7 8 9 10

RELATIONSHIP AND RELATIONSHIP


19/101

RELATIONSHIP AND RELATIONSHIP

NETWORKING

Definition

Ability to relate and

Create rapport for

lasting bond with

people both within and

outside the organization.

Behaviors

Trustworthiness Being warm and yet demanding

Influencing non-reportingrelationship

Networking relationship Taking responsibility for personal

performance

Sensing others feelings and

perspectives Sensing others development needsand bolstering their abilities

Service orientation

Collaboration and co-operation


20/101

Rating Scale


1 2 3 4 5 6 7 8 9 10


21/101

CHANGE MANAGEMENT

Definition

Ability to foresee change in

business variables andworking towards adapting to

the emerging conditions.

Behaviors

Sensitive to environment,people

Foreseeing, forecasting

Planning

Learning

Adaptable, flexible

Listening

Focused

Positive Self confident

Achievement orientationAnalytical

Imaginative, creative Ideation


22/101

Rating Scale


1 2 3 4 5 6 7 8 9 10


23/101

GLOBAL ORIENTATION

Definition

Ability to understand and

anticipate developments inthe global business scenario

and its implications on day to

day functioning

Behaviors

Setting high standards ofperformance for self andothers

Sensitive to global economy

Conscious of cost, quality,

availability, service, utility,value for money

Sensitive to different culture

Openness

Arriving at a quick & mutuallyacceptable close

Helpful, supportive,cooperative


24/101

Rating Scale


1 2 3 4 5 6 7 8 9 10


25/101

MANAGING WORK PRESSURE

Definition

Ability to ride through

varying demands on thejob and produce results

by being calm &

composed.

Behaviors

Patience, Tolerance

Prioritizing Assertive

Self confident, self reliant

Positive

Resourceful Authority relationship

Energetic

Balanced

Target oriented, Achievementoriented

Takes responsibility

Schedule oriented

Time competency


26/101

Rating Scale


1 2 3 4 5 6 7 8 9 10


27/101


Positions

STERLITE


28/101

ANALYTICAL ABILITY

Definition

Ability to develop accurate

assessment of the issuesin all situations, develop

multiple options and

implement balanced

decisions.

Behaviors

Innovative Identifying key issues &

finding relationship

Identifying trends &

connecting them Relating concrete & abstract

data

Ability to take overview

Understanding theimplications from various

perspectives

Risk Taking

Making assumptions on the

decision variables


29/101

STRATEGIC THINKING

Definition

Ability to foresee



with the strategic

objectives of the




of competition

Behaviors Understanding key businessvariables and analyzing the same

Detail mindedness

Taking overview



Building scenario

Innovativeness




30/101

TEAM DEVELOPMENT

Definition

Ability to work cooperatively

as a member of the team;

create team direction, inspire

members to achieve the same,

through goal congruence, trustand cohesiveness

Behaviors

Dreams of creation of

future Assertive

Committed

Communicative

Competitiveness Openness

Sensitive to people

Conflict management

Responsible

Integrating people, ideas,processes

Identifying strengths &

using them


31/101

DEVELOPING PEOPLE

Definition

Ability to build the skills

and competencies ofpeople and create

opportunities for their

development and growth

Behaviors

Facilitates

Goal oriented

Love for peoples growth

Spotting talents

Delegating

Initiative & drive

Assertive

Decisive, Self-confident,Self-reliant

Competitive

Takes steps for self growth


32/101

BIAS FOR ACTION

Definition

Ability to grasp what

needs to be done; act

decisively for speedy

execution of tasks

with high energy

Behaviors

Foreseeing

Result oriented

Self confident

Quickly arriving at a

mutually acceptableclosure

Influencing


Learning Adaptable, Flexible

Focused

Positive


33/101

COST CONSCIOUSNESS

Definition

Ability to understand

financial and costimplications and

consciously applying the

same for achieving cost

leadership, with highconcern for quality

Behaviors

Understanding of financialdata

Understanding of financialimplications

Understanding of cost

benefit Sensitive to business

environment

Quality conscious

Innovative thinking Concern for continual

improvement

Commitment to

organization result


34/101

ENTERPRENEURIAL DRIVE

Definition

Ability to improve

business results

constantly, through newopportunities, taking

calculated risks and

persistently overcoming

obstacles

Behaviors



Target orientation

Calculated risk taking

Understanding financial &cost benefit

Time Orientation / Sense ofUrgency

Initiative and drive Belief that environment can

be managed


35/101

GLOBAL ORIENTATION

Definition


anticipate developments inthe global business scenario


day functioning

Behaviors

Setting high standards ofperformance for self andothers





Openness




36/101


Positions

INFOTECH ENTERPRISE


37/101

BUSINESS ACUMEN

Definition

Understanding market

dynamics and seeing

opportunities for businessand improvement

Converting opportunities

into workable propositions

by developing andimplementing creative

strategies

Behaviors Inquisitive Seeingopportunities

Takes calculated risk

Understanding of key businessvariables

Understanding of businessdelivery models


Understands financialimplications and cost-benefit

Ability to take overview

Analytical


38/101

CUSTOMER CENTRICISM

Definition

Understanding customersbusiness and identifying theirneeds; responding effectivelyand timely to customers

Being proactive in suggesting

solutions to create businessimpact for the customer

Communicating effectivelythe value propositions tocustomers

Building internal and externalcustomer relationship andworking towards exceedingtheir expectations

Behaviors

Sensitive to others

Understanding oforganization and business

Desire to add value

Arriving at a quick and

mutually acceptable close Understands financial

implications

Helpful, supportive, co-operative

Going beyond the call ofduty

Presentation

Action oriented, targetoriented


39/101

DOMAIN EXPERTISE

Definition

Understanding business

processes, identifying and

analyzing key business

variables of the client

organizations

Acquiring emerging skill

sets Creative thinking and

application

Behaviors

Understands businessprocesses

Identifies & analyzes keybusiness variables

Need for self development

Making assumptions on

key business variables System oriented

Creative thinking &application

ARTICU ATING SHARING & INSPIRING


40/101

ARTICULATING, SHARING & INSPIRINGCOMMITMENT TO ORGANIZATION DIRECTION

Definition

Understanding & contributing toorganizational direction i.e. the

vision, mission, short term, long

term goals, strategies and values

Sharing with & detailing the samewith the team members for

understanding of implications

Enabling teams to establish linkages

between the tasks and theorganization direction

Inspiring, influencing individual and

team to be committed to the

organizational direction

Behaviors Ability to create

direction

Explains the link

between tasks andorganization direction

Business understanding

Understanding of keybusiness variables

Relationship building

Participative

Assertive, self confident


41/101

EMPOWERING TEAMS

Definition

Bringing people together and

fostering team spirit so as to

accomplish more than what

they could individually

achieve by making the

process enjoyable andexciting.

Behaviors Integrates ideas, people,

processes

Specifies operatingguidelines and standards

Shares information

Emotional composure

Encourages participation

Schedule orientation

Identifying strengths andusing them

Creates individual, team &organization goal congruence


42/101

PERFORMANCE / RESULTS ORIENTATION

Definition

Being result and relationshiporiented, setting high standardsof performance for self andothers under all conditions

Maintaining systems orientation,

optimizes the use of people andother resources

Encouraging individual andteam to have clear plan of actionto achieve goal

Tracking performance,supporting individuals and teamsin taking corrective actions forachieving the goals and explains

its implications to business

Behaviors

Achievement oriented Encourages teammembers

Target oriented

Clarity of ones direction

Experimenting

Sets high standards ofperformance for self andothers

Optimizes the use ofresources

Understands implications

Committed to

organization direction


43/101


44/101


Positions

L&T INFOTECH


45/101

ADAPTABILITY

Definition

Comfort and ease in taking

on new commitments on new

/ additional tasks and

responding cooperatively to

learning requirements

inherent in such

Circumstances.

Behaviors

Authority Relationships

Commitment

Ego Learning

Mobility

Response to Change


46/101

BUSINESS ORIENTATION

Definition

Understanding market

dynamics and seeing

opportunities for businessand improvement

Converting opportunities

into workable propositions

by developing andimplementing creative

strategies

Behaviors


Takes calculated risk

Understanding of key businessvariables

Understanding of businessdelivery models


Understands financial

implications and cost-benefit Ability to take overview

Analytical

Inquisitive


47/101

EXPRESSIVENESS

Definition

Appropriately and

thoroughly informing and

responding to others to elicit

interest and cooperative

response.

Behaviors

Communications

Instructiveness

Intimacy Listening

Presentation Style

Sociability


48/101

GLOBAL MINDSET

Definition


anticipate developments in

the global business scenario


day functioning

Behaviors

Setting high standards of

performance for self andothers





Openness




49/101

LEADERSHIP POTENTIAL

Definition

Self-motivated desire to

achieve with distinction and

to persevere despite

resistance to influence others

to follow

Behaviors

Aggressiveness

Competitiveness

Decisiveness Goal Orientation

Influence

Initiative


50/101

ORGANIZATION VALUES

Definition

Recognizing theimportance

and necessity ofworking

agreeably withindefined

corporate protocolwhile

demonstratingsufficient

initiative in offering

Behaviors

Authority Relationships

Commitment

Decisiveness Initiative

Learning

Schedule Orientation

Task Completion

Vitality


51/101

PROBLEM SOLVING

Definition

Application of skills in

correctly definingcomplex

problems anddeveloping

viable solutions.

Behaviors

Conflict Management

Creativeness Detail Mindedness

EmotionalComposure

Negotiating Self Responsibility


52/101

SALES EFFECTIVENESS

Definition

Setting high standardsfor

personalaccomplishment to

establish mutual,trusting

relationships andadherence

to the expressed orimplied

commitments

Behaviors

Aggressiveness

Closure

Goal Orientation Presentation Style

Time Competency

Sociability


53/101

SERVICE ORIENTATION

Definition

Conveying appropriate

sensitivity to the needs

ofothers through sharing

of

information essential to

cooperatively and fairlyresolving issues to the

satisfaction of bothparties

Behaviors

Conflict Management

Communications Instructiveness

EmotionalComposure

Intimacy Mobility


54/101

STRATEGIC THINKING

DefinitionAbility to foresee



with the strategicobjectives of the




of competition

Behaviors

Understanding key businessvariables and analyzing the same

Detail mindedness

Taking overview



Building scenario

Innovativeness




55/101

TRANSACTION PROFICIENCY

Definition

Working in amethodical,

efficient manner tooptimize

the use of material and

people resources .

Behaviors

Closure

Communications

Concentration Listening

Negotiating

Presentation Style

Presentation Style

Task Completion


56/101

WORK PRODUCTIVITY

Definition

Meeting standards forquality

and volume of workoutput

on all occasions,especially

under unusual out-of-the

ordinary conditions

.

Behaviors

Closure

Concentration

Schedule Orientation Structure

Task Completion

Time Competency

Vitality


57/101


Positions

PEPSICO

Success Factor Competency Dimension Behavior


58/101


Planning

Thinking skills

(Possesses the perfect

blend of smarts and

practically

Sees connections in data,

events, trends etc. not obvious

to others.

quickly analyzes complexproblems to find actionable,

pragmatic solutions.

Innovation (Is a source

of fresh perspectives and

breakthrough ideas)

Generates innovative ideas,

fresh perspectives and creative

solutions that add value.

Actively seeks and takesadvantage of ideas, best

practices and solutions

developed elsewhere.

Strategic Focus (Is

future focused and sees

big-picture business

trends, implications and

possibilities.)

Creates long term strategies

and plans that reflect a

thorough understanding of how

the business operates

demonstrates an understanding

of the cross-cultural

implications when conducting

business or executing initiativesaround the world.


59/101


Execution

Establishes Priorities

(keeps work directions

logical and crystal clear).

Translates strategies into plans

that can be effectively

executed.

Establishes clear responsibility

for action against clear

priorities.

Drives for Results (

Has laser-beam focus on

end results).

Sets challenging but attainable

performance goals

Demonstrates a passion for

winning in the marketplace.



60/101

Courageous

Leadership

Change Leadership

(Embraces change as a

natural part of the

business).

Champions breakthrough

ideas and initiatives

Demonstrates courage andoptimism during times of crises

or change.

Motivates

Others(energizes and

inspires others)

Articulates a compelling vision,

purpose and direction that

inspires others to follow.

Inspires passion and

excitement around shared

goals and values.

Collaboration

(Leverages the ideas,

learning and expertise of

others)

Collaborates and makes

compromises for the greater

good without sacrificing

personal principles or business

ethics

Proactively shares information,

best practices and ideas with

others throughout PepsiCo.



61/101


People

Development

Builds Talent (Feeds the

organisation's talent

pipeline)

gives constructive, actionable

feedback to help people

improve their performance

Encourages and coachespeople to build their skills

Inclusion (promotes

inclusion and fairness as

core business

imperatives)

Treates all people with respect

and fairnessvalues and leverages people

with different perspectives and

experiences

Supports Others (Is

commited to making this a"great place to work")

Creates a work environment

that makes work rewardingand enjoyable

Balances a concern for results

with a concern for the needs o

individuals in his/her work

group.


62/101

Success Factor

Competency

Dimension Behavior

Savvy

Communication

Communicates

Productively (Is a clear,

simple, persuasive

communicator)

Clearly communicates ideas,

plans and priorities to others

Encourages the honestexpression and debate of

different views and ideas

Negotiation (Builds and

uses work relationships toget results)

Communicates persuasively towin support

Can be direct / forceful as well

as tactful / diplomatic.


63/101

Success Factor

Competency

Dimension Behavior

Integrity

Inspires trust (Inspires

trust, both up and down

the organisation).

Is trusted by those with whom

he works.

Makes decisions based on

what is best for the company,

rather than personal gain.Walks the Talks

(delivers on commitments

without sacrificing

personal or business

ethics).

Acts consistently with his

words

Does not compromise

personal principles or business

ethics to win.


64/101

Success Factor

Competency

Dimension Behavior

Operational

Excellence

Knows the business (Is

passionate aboutunderstanding the

business, both now and

for the future).

Demonstrates a passion for

mastering the details of the

business and the marketplace.

Works to understand the

current and the future needs of

customers/ consumers.

Functional excellence

(Possesses superb

functional/ technicalexpertise)

Demonstrates functional/

technical mastery of thecurrent job.

Levarages technical/ functional

expertise to solve broader

business issues.


65/101

Competencies Required at ManagerialPositions

HINDUSTAN LEVER

LIMITED


66/101

CLARITY OF PURPOSE

Definition

Discerningly collects

and skillfully applies

relevant information ina specific content area

with clarity, focus,

accuracy and maturity

to achieve desiredresults.

.

Behaviors

Understands linkages ofown area with the overallfactory/ divisionalobjectives.

Identifies priorities

Balances and Managespriorities

Suggests a practicalsolutions/ plans

Reviews theimplementation progressregularly and makesappropriate corrections.

PRACTICAL CREATIVITY


67/101

PRACTICAL CREATIVITY

Definition

Demonstrates lateraland

flexiblethinking,produces

and puts forwardnovel

ideas,based on theground

realities, selectively

implements them

to generate

Behaviors

Collects relevant data from

varied sources to gain anunderstanding of theground reality.

Is enthusiastic and

receptive to other peoplesideas

Challenges own traditionalthinking on problems andissues and actively

experiments with new ideasto solve a problem.

Suggests practical, sensibleand new solutions.

Thinks out of the box.


68/101

OBJECTIVE/ ANALYTICAL POWER

Definition

Critically appraises data,

information and situations,

breaks them down intocomponents to determine

cause and effect, to recognize

patterns and to interpret to

suggest solutions..

Behaviors

Breaks problem downinto manageable piecesthat can beinvestigated.

Takes account of allimportant aspects of aproblem.

Maintains objectivityunder psychological

and emotional pressure Uses a range of

problem solvingapproaches dependingupon the groundsituation


69/101

MARKET ORIENTATION

Definition

Keeps abreast of

developments relatedto work

both within and outsidethe

organisation.Understands

own role in the supplychain

mechanism and whothe

internal/ external

Behaviors

Clearly identifies who thecustomers, consumersand competitors are.

Translates main external trends/

knowledge and issues forapplication in own work area

Is proactive in finding ways toprovide an improved customerservice.

Communicates regularlywith customers to keepup to date with theirneeds.


70/101

ENTREPRENEURIAL DRIVE

Definition

Takes initiative,accepts

challenging tasks,works

with patience and

perseverance to

achieveimproved results..

Behaviors Understands the tasksto be performed andquickly acts on them

Looks for opportunities

in difficult situations Takes calculated risks

Persists with problemsand tries a number of

solutions to overcomeobstacles

Delivers improvementopportunities increasingefficiency/ effectiveness, in

own work/ project area.


71/101

LEADING OTHERS

Definition

Activates/ motivates/ inspires

others to higher standards of

performance. Is enthusiastic

to get the best out of people.

Behaviors Is able to bring people

together

Communicates goals

and targets to beachieved

Builds trust andconfidence in the team

Clarifies roles andresponsibilities of the team

members and helps team

members take up

responsibility


72/101

DEVELOPING OTHERS

Definition

Willingly shares information

with others, accepts

responsibility for training

subordinates/ others, displays

interpersonal trust,

nurturance and willingness to

delegates as and whenpossible.

Behaviors Takes interest in

peoples experiencesand their learning.

Explains rationale fordoing things in aparticular manner.

Gives support to

subordinates n gettingtheir job done

Seeks to transfer knowledge/

learning to others.

Provides both positive and


73/101

INFLUENCING OTHERS

Definition

Effectively uses verbal and

non verbal means of

communication to convey

thoughts, builds healthy and

pleasant relationships with

superiors, peers and

subordinates as well as

others encountered during

business dealings, uses tact

and persuasion to influence

their behavior to achieve

results

Behaviors

Adopts different styleswhen approaching peoplefor seeking support.

Backs up stance with

scientific data andrational arguments topersuade.

Thinks through ideas

before presenting forseeking support.

Maximizes positive interactions

with others to build rapport and

support.


74/101

SELF CONFIDENT/ INTEGRITY

Definition

Acts with courage and

conviction consistent

With business ethics ofHLL and moral values

of the society we

operate in, even in

sensitive and difficult

situations.

Behaviors

Is truthful and objective in theconduct of work/ production/sales data.

Positively challenges others

within work area onapproaches, results andinterpretation to improvequality of output/understanding.

Defends work rationally andconstructively even whenchallenged by peer group/management.

Compiles with accepted/cor orate standard of inte rit .

TEAM COMMITMENT


75/101

TEAM COMMITMENT

Definition

Is a positive, active,

collaborative and

Committed member of a

team working towards

common goals, both

within and outside ones

department.

Behaviors

Actively works to buildconsensus and cooperationin teams.

Argues but supports teamdecision.

Member of a number ofsuccessful teams within oroutside own division.

Uses knowledge of team

roles to obtain synergy andreduce duplication ofeffort.

Builds relationship with teammembers.

LEARNING FROM EXPERIENCE


76/101

LEARNING FROM EXPERIENCE

DefinitionShows concern for

Self development,

Continuously strives

to acquire newinformation and skills,

Is objective in self

appraisal, reacts

positively to feedbackdraws lesson from

failures.

Behaviors

Reviews mistakes, identifieswhat went wrong and takescorrective steps.

Accepts criticism, looks forways to improve things.

Can describe recent selfimprovement initiative.

Has received and used positive andnegative feedback.

Sought and applied learning fromothers to new development or

project.

Doesnt make same mistake twice.


77/101

Competencies Required at ManagerialPositions

RPG GROUP

COMMERCIAL ORIENTATION


78/101

Definition

Understands how the functions

of a business work and relate to

each other, understands the

economic impact of business

decisions. Understandsdynamics and key financial

variables impacting business.

Has knowledge of SWOT,

trends and key businessperformance indicators / ratios.

Is able to assess alternatives in

terms of their financial

advantages and disadvantages.

Behaviors

Good breadth of various

business variables.

Fairly versatile in analyzing

business related issues

Ability to relate key business

variables

Identify strengths, weaknesses,

threats & opportunities of a

business evolution

Decides the best business option

Is able to see opportunity and

sizing them

PLANNING, ORGANIZING & SYSTEMS


79/101

ORIENTATION

Definition

Plans for optimal efficiency

in his area. Has strong

project management skills.

Creates systems to handle all

routine processes.

Proactively plans to handle

contingencies and unusual

events.

Behaviors

Approaches work in a

structured logical way

Identifies and focuses on key

issues.

Systematic uncovering of facts

Decisions are backed by

structured covering of issues.

Actively reviews schedules to

avoid unnecessary overruns.

Includes efficiency as a

standard in the performance

plans of others

COMMUNICATING & PRESENTING


80/101

COMMUNICATING & PRESENTING

Definition

Communicates in a logical,

concise and structured

manner (orally as well as inwriting). Describes

situations and presents ideas

accurately and effectively.

Holds the attention and

achieves the understanding

of others.

Behaviors

Clear and concise in verbalcommunication content

Clarity in thought process

Written communication is

structured and has rightgrammatical usage

Understands others before beingunderstood.

Language is appropriate tocontext

Shares information without anybias / prejudice

Has good listening skills

PERSUASION & NEGOTIATING SKILLS


81/101

PERSUASION & NEGOTIATING SKILLS

Definition

Influences, convinces or

impresses others in a way

that results in acceptance,

agreement organization

behavior change. Is able to

secure win win agreements

while successfullyrepresenting a special

interest in a decision.

Behaviors

Uses coherent arguments to

convince the other party

Uses variety of methods to

persuade and convince

Arguments are motivated by

win win

Sustains efforts to get the point

of view examined

Effectively give-and-take,

registering emotional cues in

attuning their messages.

INTEGRATING SKILLS


82/101

Definition

Integrates actions and

processes, facilitates

and sustains focus in

activities in order to

reach organizational

goals.

Behaviors

Qualitative comprehension ofissues and quick grasp ofinformation

Synthesizes information and

establishes linkages. Presents a number ofperspective taking differentviews of a problem

Can draw workable plans

keeping the ultimate goal infocus.

Maintains congruence betweenpersonal and organizational

goals

STRATEGIC PERSPECTIVE


83/101

STRATEGIC PERSPECTIVE

Definition

Demonstrates breadth of

outlook and seeks to

anticipate future

developments. Makes useful

contributions to the vision

and strategy of the

organization.

Behaviors

Gains holistic view of the

situation / broad based view

Establishes cross functional

issues finds links which exist

between perspectives.

Anticipates problems,

opportunities and contingencies

Ability to create direction of

vision, mission, goals,strategies, values etc

Takes helicopter view seeing

the bigger picture

REASONING ABILITY


84/101

Definition

Gathers information through

insights into individuals and

groups through use of

interview, questionnaires

and other probing methods.

Is able to effectively scan,

synthesizes and draw

conclusions from data. Is

able to effectively gather

relevant information and

identify relevant sources of

information.

Behaviors

Evaluates numerical data,tables, or graphs to get to thecause of the problem.

Identifies root causes.

Performs calculations andcombines quantitativeinformation in order to diagnoseand solve problems.

Relates different pieces of

information and recognizestrends

Associates seemingly unrelatedinformation in order to solve a

problem

BALANCE SCORE CARD


85/101

Evaluating HR Practices or functionswith respect to their impact on

organizational performance that can be

from 4 different perspectives

Financial

Customer

Internal Processes

Learning and growth

BALANCE SCORE-CARD


86/101


87/101

CUSTOMER PERSPECTIVE

Customer SatisfactionCustomer RetentionNew Customer Acquisition

Customer ProfitabilityMarket ShareMeasures of value Proposition to

customer

- Short Lead Time- On Time Delivery- Innovative Products- Anticipating Needs

INTERNAL PERSPECTIVE


88/101

Innovation Process-Product Design-Product Development

-Process ImplementationOperating Process

-Manufacturing

-Marketing-After Sale Service

INTERNAL PERSPECTIVE

LEARNING AND GROWTH


89/101

PERSPECTIVE

Improving capabilities for delivering

Values to CustomersEmployee satisfactionEmployee productivityEmployee retentionLearning organization

Employee development

Most Respected Companies (19


90/101

p p (

Chosen Parameters)

Overall quality Quality of top management

Depth and quality of talent

Ability to attract and retain

talent Belief in transparency

Ethics

Social responsibility

Environmentalconsciousness

Quality of products/services

Response to customer

needs.

Corporate/product brandimage

Dynamism

Speed of response to change

Belief in innovation Global competitiveness

Consistent performance

Returns to shareholders

Value creation forstakeholders

Ability to cope withrecession


91/101

HINDUSTAN ZINC LTD

STRETCHES AND DRIVES TO


92/101

STRETCHES AND DRIVES TO

ACHIEVE

Sets stretch goals for team and himself

Is entrepreneurial and takes calculated risks

Achieves results in spite of unanticipated

obstacles

Behaviors


93/101

Need for Independence

Energetic

Continuous improvement

Understanding cost-benefit

Need for power

Need to influence others

Self discipline

Learning

Time orientation

Assertive

Social relationship

Initiative and drive

Positive

Competitive,

Collaborative

Target Orientation

Achievement Orientation

Need to excel

Calculated Risk taking

Belief that one can changethe environment

High expectations from

employees and self Innovative

Perseverance

Looks for challenging

assignments


94/101

HAS BUSINESS ACUMEN

Has good judgment about opportunities

to reduce costs and create value

Capitalizes effectively on identified

opportunities

Behaviors


95/101

Identifying variables andfinding relationships

Cost benefit

Financial implications

Positive

Making assumptions

Decisive

Going beyond boundaries

Anticipating

Short term and long termperspective

Identifying opportunities

Desire to create value

Continuous improvement

Understanding of money

Converting opportunities,

issues, problems intoobjectives

Creative

Analytical

Considers issues fromvarious perspectives

Initiative & drive

Eye for details

Taking overview

MANAGES EXTERNAL


96/101

ENVIRONMENT

Understands unique needs and dynamicsof different stakeholders

Builds external relationships forbreakthrough performance

Shows genuine concern for the physicalenvironment

Behaviors


97/101

Flexibility in handlingchange

Achievement drive Aligning with the goals ofthe group or organization

Optimistic

Sensing others feelingsand perspectives

Sensing othersdevelopment needs andbolstering their abilities

Service orientation

Collaboration and co-operation

Openness

Trustworthiness

Sensitive to people

Assertive

Influencing non-reporting

relationship

Networking relationship

Realistic self awareness

Self regulation

Self confidence

DEVELOPS PEOPLE & IS A


98/101

TEAM PLAYER

Fosters teamwork amongst his subordinates

Collaborates effectively with other

functions and peers Coaches and develops people

Inspires people to achieve breakthrough

performance

Passion for high FacilitatesBehaviors


99/101

ass o o gperformance

Maintaining authority

relationshipInitiative and drive

Assertive

Decisive, Self-confident, Self

reliance Influences, inspires &encourages others for highperformance

Integrates people, ideas,

processes

Conflict Management

Competitiveness

Openness

ac tates

Futuristic

Focused and goal oriented

People oriented

Building trust &belongingness

Negotiation

Spotting talents

Developing talents

Delegating, empowerment& subordinate development

Will to excelCooperates

Works as a member indifferent roles


100/101

A ti i tiU d t di k b i

Behaviors


101/101

Anticipation

Taking overview

Detail-mindednessMaking projections, forecast

Decision making, decisive

Understanding of implication

of decisions Understanding of businessprocesses

Building scenario

Resource utilizationGoing beyond the boundaries

Making SWOT analysis

Understanding key businessvariable and analyzing thesame

Sensitive to global businessenvironment

Identifying key issues andtheir relationship

Identifying trends andconnecting them

Develops options; Creative

Data analysis

Relating concrete andabstract data

Futuristic

3172009 132453 f020 = competencies of different companies

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