DISCUSSION POINTS

• What do you think are the expectations of

industries from you as the students of
management?
• Summary of responses of managers on their
expectations from MBAs
• Managerial Competencies – Methods of
preparing Competency Factor Manual.
• Competencies of different companies
• Preparing ourselves to meet the organizational
expectations
 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 as
individuals and treat them with respect and dignity.
• Understanding of business beyond one’s individual
functions.
• Understanding the situations under which the business is
operating and be responsive to it.
 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 organisation
and 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.
Competencies Required at Managerial
Positions

KIRLOSKAR COPELAND
 ENTREPRENEURSHIP
Behaviors
Definition • Seeing opportunities
Ability to improve • Achievement orientation
business results • Target orientation
constantly, through new • Calculated risk taking
• Understanding financial &
opportunities, taking
cost benefit
calculated risks and • Time Orientation / Sense of
persistently overcoming Urgency
obstacles • Initiative and drive
• Belief that environment can
be managed
 Rating Scale
Needs Development Satisfactory Well Developed Strength

1 2 3 4 5 6 7 8 9 10
 STRATEGIC THINKING
Behaviors
Definition
• Understanding key business
Ability to foresee variables and analyzing the same
changes in the business • Detail mindedness
variables, align them • Taking overview
with the strategic • Understanding financial
objectives of the implications
organization and create • Making projections, forecast
plans and ensure timely • Building scenario
execution to stay ahead • Innovativeness
of competition • Resource utilization
• Converting opportunities, issues,
problems into objectives
 Rating Scale
Needs Development Satisfactory Well Developed Strength

1 2 3 4 5 6 7 8 9 10
 INNOVATIVE THINKING
Behaviors
• Seeing different
perspectives
• Positive self-image
Definition
• Focused
Ability to find variety of
• Values independence, Self
options both divergent reliant
and convergent and • Flexible
making them to work. • Beyond black and white
• Guessing ability
• Crazy to serve creative
needs
• Fantasizing
• Going beyond boundaries
 Rating Scale
Needs Development Satisfactory Well Developed Strength

1 2 3 4 5 6 7 8 9 10
 CUSTOMER ORIENTATION
Behaviors
• Sensitive to others
Definition • Understanding of organization and
Committed desire to business
identify customer • Desire to add value
needs and work • Arriving at a quick and mutually
towards exceeding acceptable close
their expectations • Understands financial implications
relentlessly, with love, • Helpful, supportive, co-operative
to build long-term • Going beyond the call of duty
relationship for repeat • Presentation
orders.” • Action oriented, target oriented
• Conflict management
• Influences others to accept his
viewpoints
 Rating Scale
Needs Development Satisfactory Well Developed Strength

1 2 3 4 5 6 7 8 9 10
 DECISION MAKING
Behaviors
• Sensitive to environment
& people
Definition • Foreseeing
• Energetic
Ability to grasp what needs • Result oriented
to be done; act decisively for • Self confident
• Initiative & drive
speedy execution of tasks
• Quickly arriving at a
with high energy mutually acceptable
closure
• Adaptable, Flexible
• Influencing
 Rating Scale
Needs Development Satisfactory Well Developed Strength

1 2 3 4 5 6 7 8 9 10
 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
 Rating Scale
Needs Development Satisfactory Well Developed Strength

1 2 3 4 5 6 7 8 9 10
 TEAM DEVELOPMENT
Behaviors
• Dreams of creation of
future
Definition
• Assertive
Ability to work cooperatively • Committed
as a member of the team; • Communicative
• Competitiveness
create team direction, inspire • Openness
members to achieve the same, • Sensitive to people
• Conflict management
through goal congruence, trust
• Responsible
and cohesiveness” • Integrating people, ideas,
processes
• Identifying strengths &
using them
 Rating Scale
Needs Development Satisfactory Well Developed Strength

1 2 3 4 5 6 7 8 9 10
 RELATIONSHIP AND RELATIONSHIP
NETWORKING
Behaviors
• Trustworthiness
Definition • Being warm and yet demanding
• Influencing non-reporting
Ability to relate and relationship
Create rapport for • Networking relationship
• Taking responsibility for personal
lasting bond with performance
people both within and • Sensing others feelings and
perspectives
outside the organization.
• Sensing others development needs
and bolstering their abilities
• Service orientation
• Collaboration and co-operation
 Rating Scale
Needs Development Satisfactory Well Developed Strength

1 2 3 4 5 6 7 8 9 10
 CHANGE MANAGEMENT
Behaviors
• Sensitive to environment,
Definition people
• Foreseeing, forecasting
Ability to foresee change in • Planning
business variables and • Learning
• Adaptable, flexible
working towards adapting to
• Listening
the emerging conditions. • Focused
• Positive
• Self confident
• Achievement orientation
Analytical
• Imaginative, creative –
Ideation
 Rating Scale
Needs Development Satisfactory Well Developed Strength

1 2 3 4 5 6 7 8 9 10
 GLOBAL ORIENTATION
Definition
Ability to understand and
anticipate developments in
the global business scenario
and its implications on day to
day functioning”
Behaviors
• Setting high standards of
performance for self and
others
• Sensitive to global economy
• Conscious of cost, quality,
availability, service, utility,
value for money
• Sensitive to different culture
• Openness
• Arriving at a quick & mutually
acceptable close
• Helpful, supportive,
cooperative
 Rating Scale
Needs Development Satisfactory Well Developed Strength

1 2 3 4 5 6 7 8 9 10
 MANAGING WORK PRESSURE
Behaviors
• Patience, Tolerance
• Prioritizing
• Assertive
Definition • Self confident, self reliant
Ability to ride through • Positive
varying demands on the • Resourceful
job and produce results • Authority relationship
by being calm & • Energetic
composed. • Balanced
• Target oriented, Achievement
oriented
• Takes responsibility
• Schedule oriented
• Time competency
 Rating Scale
Needs Development Satisfactory Well Developed Strength

1 2 3 4 5 6 7 8 9 10
Competencies Required at Managerial
Positions

STERLITE
 ANALYTICAL ABILITY
Definition
Ability to develop accurate
assessment of the issues
in 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 the
implications from various
perspectives
• Risk Taking
• Making assumptions on the
decision variables
 STRATEGIC THINKING
Behaviors
Definition
• Understanding key business
Ability to foresee variables and analyzing the same
changes in the business • Detail mindedness
variables, align them • Taking overview
with the strategic • Understanding financial
objectives of the implications
organization and create • Making projections, forecast
plans and ensure timely • Building scenario
execution to stay ahead • Innovativeness
of competition • Resource utilization
• Converting opportunities, issues,
problems into objectives
 TEAM DEVELOPMENT
Behaviors
• Dreams of creation of
future
Definition
• Assertive
Ability to work cooperatively • Committed
as a member of the team; • Communicative
• Competitiveness
create team direction, inspire • Openness
members to achieve the same, • Sensitive to people
• Conflict management
through goal congruence, trust
• Responsible
and cohesiveness” • Integrating people, ideas,
processes
• Identifying strengths &
using them
 DEVELOPING PEOPLE

Behaviors
• Facilitates
Definition • Goal oriented
Ability to build the skills • Love for people’s growth
and competencies of • Spotting talents
people and create • Delegating
• Initiative & drive
opportunities for their
• Assertive
development and growth
• Decisive, Self-confident,
Self-reliant
• Competitive
• Takes steps for self growth
 BIAS FOR ACTION
Behaviors
• Foreseeing
• Result oriented
Definition
• Self confident
Ability to grasp what • Quickly arriving at a
needs to be done; act mutually acceptable
closure
decisively for speedy • Influencing
execution of tasks • Achievement orientation
• Learning
with high energy • Adaptable, Flexible
• Focused
• Positive
 COST CONSCIOUSNESS
Behaviors
• Understanding of financial
data
Definition • Understanding of financial
Ability to understand implications
financial and cost • Understanding of cost
benefit
implications and
• Sensitive to business
consciously applying the environment
same for achieving cost • Quality conscious
leadership, with high • Innovative thinking
concern for quality • Concern for continual
improvement
• Commitment to
organization result
 ENTERPRENEURIAL DRIVE

Behaviors
Definition • Seeing opportunities
Ability to improve • Achievement orientation
business results • Target orientation
constantly, through new • Calculated risk taking
• Understanding financial &
opportunities, taking
cost benefit
calculated risks and • Time Orientation / Sense of
persistently overcoming Urgency
obstacles • Initiative and drive
• Belief that environment can
be managed
 GLOBAL ORIENTATION
Definition
Ability to understand and
anticipate developments in
the global business scenario
and its implications on day to
day functioning”
Behaviors
• Setting high standards of
performance for self and
others
• Sensitive to global economy
• Conscious of cost, quality,
availability, service, utility,
value for money
• Sensitive to different culture
• Openness
• Arriving at a quick & mutually
acceptable close
• Helpful, supportive,
cooperative
Competencies Required at Managerial
Positions

INFOTECH ENTERPRISE
 BUSINESS ACUMEN
Behaviors
• Inquisitive Seeing
Definition opportunities
• Understanding market • Takes calculated risk
dynamics and seeing • Understanding of key business
opportunities for business variables
and improvement • Understanding of business
• Converting opportunities delivery models
into workable propositions • Achievement orientation
by developing and • Understands financial
implementing creative implications and cost-benefit
strategies • Ability to take overview
• Analytical
 CUSTOMER CENTRICISM
Definition
• Understanding customers‘
business and identifying their
needs; responding effectively
and timely to customers
• Being proactive in suggesting
solutions to create business
impact for the customer
• Communicating effectively
the value propositions to
customers
• Building internal and external
customer relationship and
working towards exceeding
their expectations
Behaviors
• Sensitive to others
• Understanding of
organization 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 of
duty
• Presentation
• Action oriented, target
oriented
 DOMAIN EXPERTISE

Definition Behaviors
• Understanding business • Understands business
processes, identifying and processes
analyzing key business • Identifies & analyzes key
business variables
variables of the client
• Need for self development
organizations
• Making assumptions on
• Acquiring emerging skill
key business variables
sets
• System oriented
• Creative thinking and
• Creative thinking &
application
application
 ARTICULATING, SHARING & INSPIRING
COMMITMENT TO ORGANIZATION DIRECTION
Definition
• Understanding & contributing to Behaviors
organizational direction i.e. the • Ability to create
vision, mission, short term, long direction
term goals, strategies and values • Explains the link
• Sharing with & detailing the same between tasks and
with the team members for organization direction
understanding of implications • Business understanding
• Enabling teams to establish linkages • Understanding of key
business variables
between the tasks and the
organization direction • Relationship building
• Participative
• Inspiring, influencing individual and
team to be committed to the • Assertive, self confident
organizational direction
 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 and
exciting.
Behaviors
• Integrates ideas, people,
processes
• Specifies operating
guidelines and standards
• Shares information
• Emotional composure
• Encourages participation
• Schedule orientation
• Identifying strengths and
using them
• Creates individual, team &
organization goal congruence
 PERFORMANCE / RESULTS ORIENTATION
Definition Behaviors
• Being result and relationship • Achievement oriented
oriented, setting high standards • Encourages team
of performance for self and members
others under all conditions • Target oriented
• Maintaining systems orientation, • Clarity of ones direction
optimizes the use of people and • Experimenting
other resources
• Sets high standards of
• Encouraging individual and performance for self and
team to have clear plan of action others
to achieve goal
• Optimizes the use of
• Tracking performance, resources
supporting individuals and teams
in taking corrective actions for • Understands implications
achieving the goals and explains • Committed to
its implications to business organization direction
 DEVELOPING LEADERS
Meaning
• Spotting potentials and
developing them through
assigning relevant tasks and
opportunities to utilize their
abilities
• Supporting, encouraging
leadership initiatives taken by
the team members
• Assigning responsibilities
with appropriate authority to
team members
• Setting examples of
appropriate people values and
behavior to be a role model
Behaviors
• Creates direction
• Spotting talent
• Supports, encourages
initiatives by team
members
• Warm yet demanding
• Sets high standard of
performance for self and
others
• Identifies strengths &
assigns relevant tasks
• Relationship oriented
• Conflict resolution
Competencies Required at Managerial
Positions

L&T INFOTECH
 ADAPTABILITY

Definition Behaviors
Comfort and ease in taking • Authority Relationships
on new commitments on new • Commitment
/ additional tasks and • Ego
responding cooperatively to • Learning
learning requirements • Mobility
inherent in such • Response to Change
Circumstances.
 BUSINESS ORIENTATION
Behaviors
• Seeing opportunities
Definition • Takes calculated risk
Understanding market • Understanding of key business
dynamics and seeing variables
opportunities for business • Understanding of business
and improvement delivery models
Converting opportunities • Achievement orientation
into workable propositions • Understands financial
by developing and implications and cost-benefit
implementing creative • Ability to take overview
strategies • Analytical
• Inquisitive
 EXPRESSIVENESS

Behaviors
Definition • Communications
Appropriately and • Instructiveness
thoroughly informing and • Intimacy
responding to others to elicit • Listening
interest and cooperative • Presentation Style
response. • Sociability
 GLOBAL MINDSET
Definition
Ability to understand and
anticipate developments in
the global business scenario
and its implications on day to
day functioning”
Behaviors
• Setting high standards of
performance for self and
others
• Sensitive to global economy
• Conscious of cost, quality,
availability, service, utility,
value for money
• Sensitive to different culture
• Openness
• Arriving at a quick & mutually
acceptable close
• Helpful, supportive,
cooperative
 LEADERSHIP POTENTIAL

Definition Behaviors
Self-motivated desire to • Aggressiveness
achieve with distinction and • Competitiveness
to persevere despite • Decisiveness
resistance to influence others • Goal Orientation
to follow • Influence
• Initiative
 ORGANIZATION VALUES

Definition Behaviors
Recognizing the • Authority Relationships
importance • Commitment
and necessity of • Decisiveness
working • Initiative
agreeably within • Learning
defined
• Schedule Orientation
corporate protocol
• Task Completion
while
• Vitality
demonstrating
sufficient
initiative in offering
 PROBLEM SOLVING

Behaviors
Definition • Conflict Management
Application of skills in
correctly defining • Creativeness
complex • Detail Mindedness
problems and • Emotional
developing Composure
viable solutions. • Negotiating
• Self Responsibility
 SALES EFFECTIVENESS

Definition Behaviors
Setting high standards • Aggressiveness
for • Closure
personal • Goal Orientation
accomplishment to • Presentation Style
establish mutual, • Time Competency
trusting
• Sociability
relationships and
adherence
to the expressed or
implied
commitments
 SERVICE ORIENTATION

Definition Behaviors
Conveying appropriate • Conflict Management
sensitivity to the needs
of • Communications
others through sharing • Instructiveness
of • Emotional
information essential to Composure
cooperatively and fairly • Intimacy
resolving issues to the • Mobility
satisfaction of both
parties
 STRATEGIC THINKING
Behaviors
Definition
• Understanding key business
Ability to foresee variables and analyzing the same
changes in the business • Detail mindedness
variables, align them • Taking overview
with the strategic • Understanding financial
objectives of the implications
organization and create • Making projections, forecast
plans and ensure timely • Building scenario
execution to stay ahead • Innovativeness
of competition • Resource utilization
• Converting opportunities, issues,
problems into objectives
 TRANSACTION PROFICIENCY

Definition Behaviors
Working in a • Closure
methodical, • Communications
efficient manner to • Concentration
optimize • Listening
the use of material and • Negotiating
people resources . • Presentation Style
• Presentation Style
• Task Completion
 WORK PRODUCTIVITY

Definition Behaviors
Meeting standards for • Closure
quality • Concentration
and volume of work • Schedule Orientation
output • Structure
on all occasions, • Task Completion
especially
• Time Competency
under unusual out-of-
• Vitality
the
ordinary conditions
.
Competencies Required at Managerial
Positions

PEPSICO
Success Factor Competency Dimension Behavior
Thinking skills
(Possesses the perfect Sees connections in data,
blend of smarts and events, trends etc. not obvious
Planning practically to others.
quickly analyzes complex
problems to find actionable,
pragmatic solutions.

Innovation (Is a source Generates innovative ideas,

of fresh perspectives and fresh perspectives and creative
breakthrough ideas) solutions that add value.
Actively seeks and takes
advantage of ideas, best
practices and solutions
developed elsewhere.
Strategic Focus (Is
future focused and sees Creates long term strategies
big-picture business and plans that reflect a
trends, implications and thorough understanding of how
possibilities.) the business operates

demonstrates an understanding
of the cross-cultural
implications when conducting
business or executing initiatives
around the world.
Success Factor Competency Dimension Behavior
Establishes Priorities Translates strategies into plans
(keeps work directions that can be effectively
Execution logical and crystal clear). executed.
Establishes clear responsibility
for action against clear
priorities.
Drives for Results (
Has laser-beam focus on Sets challenging but attainable
end results). performance goals
Demonstrates a passion for
winning in the marketplace.
Success Factor Competency Dimension Behavior
Change Leadership
(Embraces change as a
Courageous natural part of the Champions breakthrough
Leadership business). ideas and initiatives
Demonstrates courage and
optimism during times of crises
or change.
Motivates Articulates a compelling vision,
Others(energizes and purpose and direction that
inspires others) inspires others to follow.
Inspires passion and
excitement around shared
goals and values.
Collaborates and makes
Collaboration compromises for the greater
(Leverages the ideas, good without sacrificing
learning and expertise of personal principles or business
others) ethics

Proactively shares information,

best practices and ideas with
others throughout PepsiCo.
Success Factor Competency Dimension Behavior
Builds Talent (Feeds the gives constructive, actionable
People organisation's talent feedback to help people
Development pipeline) improve their performance
Encourages and coaches
people to build their skills
Inclusion (promotes
inclusion and fairness as
core business Treates all people with respect
imperatives) and fairness
values and leverages people
with different perspectives and
experiences
Supports Others (Is Creates a work environment
commited to making this a that makes work rewarding
"great place to work") and enjoyable
Balances a concern for results
with a concern for the needs of
individuals in his/her work
group.
 Competency
Success Factor Dimension Behavior
Communicates
Productively (Is a clear,
Savvy simple, persuasive Clearly communicates ideas,
Communication communicator) plans and priorities to others
Encourages the honest
expression and debate of
different views and ideas
Negotiation (Builds and
uses work relationships to Communicates persuasively to
get results) win support
Can be direct / forceful as well
as tactful / diplomatic.
 Competency
Success Factor Dimension Behavior
Inspires trust (Inspires
trust, both up and down Is trusted by those with whom
Integrity the organisation). 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 Acts consistently with his
ethics). words
Does not compromise
personal principles or business
ethics to win.
 Competency
Success Factor Dimension Behavior
Knows the business (Is
passionate about
understanding the Demonstrates a passion for
Operational business, both now and mastering the details of the
Excellence for the future). business and the marketplace.
Works to understand the
current and the future needs of
customers/ consumers.
Functional excellence
(Possesses superb Demonstrates functional/
functional/ technical technical mastery of the
expertise) current job.
Levarages technical/ functional
expertise to solve broader
business issues.
Competencies Required at Managerial
Positions

HINDUSTAN LEVER
LIMITED
 CLARITY OF PURPOSE
Behaviors
Definition • Understands linkages of
Discerningly collects own area with the overall
and skillfully applies factory/ divisional
relevant information in objectives.
a specific content area • Identifies priorities
with clarity, focus, • Balances and Manages
accuracy and maturity priorities
to achieve desired • Suggests a practical
results. solutions/ plans
. • Reviews the
implementation progress
regularly and makes
appropriate corrections.
 PRACTICAL CREATIVITY
Behaviors
• Collects relevant data from
varied sources to gain an
Definition understanding of the
Demonstrates lateral ground reality.
and • Is enthusiastic and
flexible receptive to other people’s
thinking,produces ideas
and puts forward • Challenges own traditional
thinking on problems and
novel
issues and actively
ideas,based on the experiments with new ideas
ground to solve a problem.
realities, selectively • Suggests practical, sensible
implements them and new solutions.
• Thinks out of the box.
to generate
 OBJECTIVE/ ANALYTICAL POWER
Behaviors
• Breaks problem down
Definition into manageable pieces
Critically appraises data, that can be
information and situations, investigated.
breaks them down into • Takes account of all
components to determine important aspects of a
problem.
cause and effect, to recognize
• Maintains objectivity
patterns and to interpret to under psychological
suggest solutions. and emotional pressure
. • Uses a range of
problem solving
approaches depending
upon the ground
situation
 MARKET ORIENTATION
Behaviors
Definition • Clearly identifies who the
Keeps abreast of customers, consumers
and competitors are.
developments related
to work • Translates main external trends/
knowledge and issues for
both within and outside application in own work area
the
• Is pro- active in finding ways to
organisation. provide an improved customer
Understands service.
own role in the supply • Communicates regularly
chain with customers to keep
mechanism and who up to date with their
the needs.
internal/ external
 ENTREPRENEURIAL DRIVE
Behaviors
Definition • Understands the tasks
Takes initiative, to be performed and
quickly acts on them
accepts
• Looks for opportunities
challenging tasks, in difficult situations
works
• Takes calculated risks
with patience and • Persists with problems
perseverance to and tries a number of
achieve solutions to overcome
obstacles
improved results..
• Delivers improvement
opportunities increasing
efficiency/ effectiveness, in
own work/ project area.
 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 be
achieved
• Builds trust and
confidence in the team
• Clarifies roles and
responsibilities of the team
members and helps team
members take up
responsibility
 DEVELOPING OTHERS
Definition
Willingly shares information
with others, accepts
responsibility for training
subordinates/ others, displays
interpersonal trust,
nurturance and willingness to
delegates as and when
possible.
Behaviors
• Takes interest in
peoples’ experiences
and their learning.
• Explains rationale for
doing things in a
particular manner.
• Gives support to
subordinates n getting
their job done
• Seeks to transfer knowledge/
learning to others.
• Provides both positive and
 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 styles
when approaching people
for seeking support.
• Backs up stance with
scientific data and
rational arguments to
persuade.
• Thinks through ideas
before presenting for
seeking support.
• Maximizes positive interactions
with others to build rapport and
support.
 SELF CONFIDENT/ INTEGRITY
Behaviors
Definition • Is truthful and objective in the
conduct of work/ production/
Acts with courage and sales data.
conviction consistent • Positively challenges others
With business ethics of within work area on
HLL and moral values approaches, results and
interpretation to improve
of the society we quality of output/
operate in, even in understanding.
sensitive and difficult • Defends work rationally and
constructively even when
situations. challenged by peer group/
management.
• Compiles with accepted/
corporate standard of integrity.
 TEAM COMMITMENT
Behaviors
• Actively works to build
Definition consensus and cooperation
Is a positive, active, in teams.
collaborative and • Argues but supports team
Committed member of a decision.
team working towards • Member of a number of
common goals, both successful teams within or
outside own division.
within and outside one’s
• Uses knowledge of team
department. roles to obtain synergy and
reduce duplication of
effort.
• Builds relationship with team
members.
 LEARNING FROM EXPERIENCE
Behaviors
Definition • Reviews mistakes, identifies
Shows concern for what went wrong and takes
Self development, corrective steps.
Continuously strives • Accepts criticism, looks for
ways to improve things.
to acquire new
• Can describe recent self
information and skills, improvement initiative.
Is objective in self • Has received and used positive and
appraisal, reacts negative feedback.
positively to feedback • Sought and applied learning from
draws lesson from others to new development or
failures. project.
• Doesn’t make same mistake twice.
Competencies Required at Managerial
Positions

RPG GROUP
 COMMERCIAL ORIENTATION
Definition
Understands how the functions
of a business work and relate to
each other, understands the
economic impact of business
decisions. Understands
dynamics and key financial
variables impacting business.
Has knowledge of SWOT,
trends and key business
performance 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
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
Definition
Communicates in a logical,
concise and structured
manner (orally as well as in
writing). Describes
situations and presents ideas
accurately and effectively.
Holds the attention and
achieves the understanding
of others.
Behaviors
• Clear and concise in verbal
communication content
• Clarity in thought process
• Written communication is
structured and has right
grammatical usage
• Understands others before being
understood.
• Language is appropriate to
context
• Shares information without any
bias / prejudice
• Has good listening skills
 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 successfully
representing 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

Behaviors
• Qualitative comprehension of
Definition issues and quick grasp of
information
Integrates actions and • Synthesizes information and
processes, facilitates establishes linkages.
and sustains focus in • Presents a number of
activities in order to perspective taking different
views of a problem
reach organizational
• Can draw workable plans
goals. keeping the ultimate goal in
focus.
• Maintains congruence between
personal and organizational
goals
 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
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 the
cause of the problem.
• Identifies root causes.
• Performs calculations and
combines quantitative
information in order to diagnose
and solve problems.
• Relates different pieces of
information and recognizes
trends
• Associates seemingly unrelated
information in order to solve a
problem
 BALANCE SCORE-CARD
Evaluating HR Practices or functions
with respect to their impact on
organizational performance that can be
from 4 different perspectives
•Financial
•Customer
•Internal Processes
•Learning and growth
FINANCIAL PERSPECTIVE

 Revenue Growth, Profit growth,

organization growth
 Cost Reduction
 Productivity Improvement
 Asset Utilization
 Investments
CUSTOMER PERSPECTIVE

 Customer Satisfaction
 Customer Retention
 New Customer Acquisition
 Customer Profitability
 Market Share
 Measures of value Proposition to
customer
- Short Lead Time
- On Time Delivery
- Innovative Products
- Anticipating Needs
INTERNAL PERSPECTIVE

Innovation Process
-Product Design
-Product Development
-Process Implementation
Operating Process
-Manufacturing
-Marketing
-After Sale Service
LEARNING AND GROWTH
PERSPECTIVE

Improving capabilities for delivering

Values to Customers
 Employee satisfaction
 Employee productivity
 Employee retention
 Learning organization
 Employee development
 Most Respected Companies (19
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
• Environmental
consciousness
• Quality of products/services
• Response to customer
needs.
• Corporate/product brand
image
• Dynamism
• Speed of response to change
• Belief in innovation
• Global competitiveness
• Consistent performance
• Returns to shareholders
• Value creation for
stakeholders
• Ability to cope with
recession
• HINDUSTAN ZINC LTD
 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
• Positive
• Competitive,
Collaborative
• Target Orientation
• Achievement Orientation
• Need to excel
• Calculated Risk taking
•Belief that one can change
the environment
• High expectations from
employees and self
• Innovative
•Perseverance
•Looks for challenging
assignments
• 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
 HAS BUSINESS ACUMEN
• Has good judgment about opportunities
to reduce costs and create value

• Capitalizes effectively on identified

opportunities
 Behaviors
• Identifying opportunities •Identifying variables and
•Desire to create value finding relationships
•Continuous improvement • Cost benefit
• Financial implications
•Understanding of money
• Positive
•Converting opportunities,
•Making assumptions
issues, problems into
objectives • Decisive
•Creative • Going beyond boundaries
• Anticipating
•Analytical
• Short term and long term
•Considers issues from perspective
various perspectives
•Initiative & drive
•Eye for details
•Taking overview
 MANAGES EXTERNAL
ENVIRONMENT
• Understands unique needs and dynamics
of different stakeholders

• Builds external relationships for

breakthrough performance

• Shows genuine concern for the physical

environment
 Behaviors
• Openness
• Trustworthiness
• Sensitive to people
•Assertive
• Influencing non-reporting
relationship
• Networking relationship
• Realistic self awareness
• Self regulation
• Self confidence
• Flexibility in handling
change
• Achievement drive
• Aligning with the goals of
the group or organization
• Optimistic
• Sensing others feelings
and perspectives
• Sensing others
development needs and
bolstering their abilities
• Service orientation
• Collaboration and co-
operation
 DEVELOPS PEOPLE & IS A
TEAM PLAYER

• Fosters teamwork amongst his subordinates

• Collaborates effectively with other
functions and peers
• Coaches and develops people
• Inspires people to achieve breakthrough
performance
 Behaviors
• Facilitates
• Futuristic
• Focused and goal oriented
• People oriented
•Building trust &
belongingness
•Negotiation
• Spotting talents
• Developing talents
• Delegating, empowerment
& subordinate development
• Will to excel
•Cooperates
•Works as a member in
different roles
•Passion for high
performance
•Maintaining authority
relationship
•Initiative and drive
• Assertive
• Decisive, Self-confident, Self
reliance
• Influences, inspires &
encourages others for high
performance
• Integrates people, ideas,
processes
• Conflict Management
• Competitiveness
• Openness
 THINKS & ACTS
STRATEGICALLY
• Understands and tracks industry and
market dynamics
• Synthesizes available inputs to develop
big picture scenario
• Generates effective options to achieve
business targets
 Behaviors
• Understanding key business
variable and analyzing the
same
•Sensitive to global business
environment
• Identifying key issues and
their relationship
• Identifying trends and
connecting them
•Develops options; Creative
• Data analysis
• Relating concrete and
abstract data
• Futuristic
• Analytical
• Anticipation
•Taking overview
• Detail-mindedness
•Making projections, forecast
• Decision making, decisive
•Understanding of implication
of decisions
• Understanding of business
processes
• Building scenario
• Resource utilization
•Going beyond the boundaries
•Making SWOT analysis
•Change management