இலைகள், மலர்கள், மரங்கள்

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  • The Mindless Game

    Strategy is the word we freely use. Strategy as I have seen in my work situations always allude to personal strategy. Because the company as a whole does not have any strategy of its own.  Individual strategy most of the times than not always turns into mind games. While strategy ideally aims for a collective and positive goal, mind games always have selfish motives behind them.

    I get terribly frustrated  when the possible deals are lost because of seniors’ indecision. CEO’s constant refusal to take positions has now become infamous in the organisation. VP will take decisions when his self-interest is served. If it is a deal that involves my effort, VP would do everything possible to mis-guide the cartel and CEO, so that pricing, terms etc will be made very stiff.  

    +++++

    The Colour Extracting company had approached us sometime back for some material. While we had the facilities to do this product, we have never produced it commercially. So the pricing was worked out based on theoretical assumptions.

    The purchasing manager of the Colour-extracting company is a good-looking and attractive female. I had met with her once in their office. There was a big gap between their price bid and our quote. I was convinced that our pricing is high because the finance manager must have used his imagination to work it out on a higher side  and the diffident operations managers also would have given their safest figures to the finance manager. If we do a trial production, we could get proper cost observations to work out a realistic price. I didn’t think that CEO would order the factory to do a trial production and to re-evaluate the realistic input-output ratio. 

    I thought it was up to me to do something that will trigger events toward this end. I entered the Director’s cabin unannounced. He uncovered his face by keeping the newspaper he was reading on the desk and said “yes?”. I gave brief background and mentioned to him “This customer has a long-term potential. We should take a strategic view and do a small trial even though we may incur costs. Then only we will know what is the achievable costing for this product”. He asked “have you discussed it with CEO?”. I said “yes..but…” I wondered for a second what to say. Without waiting for my answer any further, he said “ok. let me see”

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    After two days, I learnt that the trial production was being organised in the factory. CEO did not mention about it to me directly. “Strategy” worked!

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    Trial production threw up a surprise to me. We got the same yield that we had calculated in the original costing. How to bridge the price expectations? By this time, I had committed myself so much to this particular business opportunity. I did something which in normal circumstances I would have never done. I proposed to the Purchasing Manager of the colour-extracting company to visit our office and meet with the CEO for final price discussion. While my suggestion sounded very casual and business like, there was a silent intention behind it.  CEO would start ogling at the Purchasing Manager and may try to agree to do the business at a realistic price somewhere close to the customer’s bid.  If I was to deal with this alone, then the profit expectation of 25-30% would remain intact and I would not be allowed to budge at all. The boss behaved exactly as expected – full of show-off, flirty talks, indecent humour, etc. In one stroke, he offered a counter-bid (closer to the customer’s bid) which was accepted immediately. The woman became weary at the end of the meeting. When I saw her off in the gate, she muttered “your boss is very weird”.

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    The contract was received in the subsequent week.

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    My personal strategy did work. But  there was an unintended  implication too. The purchasing lady gave me a phone call on a saturday. “I am sorry but I have to tell you this. Your boss keeps stalking through smses. My business card did contain my mobile number in it. I did reply him rudely on a couple of occasions, but he is not stopping….I am really sorry that I am talking to you about this…I know you cant do anything in this case….” I uttered some inrrelevant but kind words. My heart knew I sounded fake.

  • மலை பிரசங்கம்

    பலன் வினையைச் சார்ந்தது. அறிவியல், சமூகவியல் மற்றும் ஆன்மிக சட்டங்களுக்கு உட்பட்டது. இவ்விரண்டு கூற்றுக்களும் உண்மையெனில், தனி மனிதன் நிஜமாகவே சுதந்திரமானவனா? சுதந்திரமும் இவ்விரண்டு கூற்றுக்களும் வெவேறானவை அல்ல.

    வினையை தெரிவு செய்யும் சுதந்திரம் நமக்கு இருக்கிறது. அதே சமயம், நமது தெரிவுக்கு நாமே பொறுபேற்றுக் கொள்வதும் அவசியமாகிறது.

    மலையிலிருந்து குதிக்கும் சுதந்திரம் நமக்கு இருக்கிறது. அப்படி குதித்தால் எலும்பு நொறுங்கி இறக்கும் வாய்ப்பு இருக்கிறது என்ற அறிவியல் உண்மை நமக்கு தெரிந்திருக்க வேண்டும்.

    “அது எனக்கு தெரியும். தெரிந்தே குதித்து பார்க்கும் ஆசை எனக்கு இருக்கிறது” என்று எவனாவது ஒருவன் சொல்வானே ஆனால், தற்கொலையை அனுமதிக்காத, சமூகவியல் சட்டத்தை மதிக்காதவனாக ஆகிவிடுகிறான். அவன் குதிக்கப் போகிறான் என்று காவல் துறையினருக்கு தெரிய வருகிறது என்றால், அவன் கைது செய்யப்படுவான்.

    காவல் துறையினருக்கு தெரியாத பட்சத்தில், அவன் மலை உச்சிக்கு செல்கிறான் என்று வைத்துக்கொள்வோம். அவன் மலையுச்சியை அடைகின்றபோது, ஓர் ஆங்கிலேயரை சந்திக்கிறான். உடம்பில் கயிறைக் கட்டிக்கொண்டு, ஓர் இழுவை மூலம் குதிப்பவரைக் கட்டுபாட்டில் வைத்துக்கொண்டு, குதித்து, பறந்து, அந்தரத்தில் தொங்கும் சாகச ஆனந்தத்தை அளிக்கும் “Bungee Jumping” என்று சொல்லப்படும் விளையாட்டை அவர் சில இளைஞர்களுக்கு பயிற்றுவிக்கும் காட்சியை காண நேர்கிறது. அப்போது அவன் அடைய நினைத்த இலக்கு அல்லது பலன் என்ன என்று சரிவர புரிய வருகிறது. அவன் சாகவோ, காவலரால் கைது செய்யப்படவோ ஆசை படவில்லை. அவனது தேவை “சுதந்திரம்” என்ற இயற்க்கை உணர்வை சாகச விளையாட்டின் மூலம் அனுபவிப்பது. தன்னை பற்றியும் தன்னுடைய அவாவை பற்றியும் ஓர் ஆழமான தெளிவை அந்த மலைக்காட்சி அவனுக்கு அளிக்கிறது. அந்த ஆங்கிலேயரிடமே அவ்விளையாட்டை கற்றுத்தேர்ந்து நம்பிக்கை மிகுந்த bungee jumper ஆக மாறுகிறான். சில வருடங்களில் அதே இடத்தில அவன் ஒரு சாகச விளையாட்டு கேந்திரத்தை நிறுவினானேயானால், அறிவியல் மற்றும் சமூகவியல் சட்டங்களுக்குட்படாத அவனது விசித்திர ஆசை வழியாகவே (மனிதருக்கு எளிதில் புரிபடாத) ஆன்மீக சட்டம் இலக்குக்கு அவனை வழி நடத்தி இருக்கிறது என்றுதானே கொள்ள வேண்டும்?

    மலையிலிருந்து குதிக்கும் உதாரணம் என்னவோ மிகையானதுதான். ஆனாலும் ஒவ்வொரு மனிதனும் அவனுடைய ஆழ்மன ஆசையை உதாசீனபடுத்த்தினால், உண்மையான, நிம்மதி கலந்த மகிழ்ச்சியை வாழ்வில் அடைய முடிவதில்லை. பெரும்பாலான தொழிற்சம்பநதப்பட்ட அதிருப்திகள் ஆழ்மன ஆசையை அங்கீகரிக்காததால் நிகழ்வன.

    ஒவ்வொரு மனிதனின் தொழில் சம்பந்தப்பட்ட விருப்புக்கள் அவனுடை ஆழ்மன ஆசையை தொட்டனவாகவே இருக்கின்றன. சிலர் கேட்கலாம் -“அப்படியானால் ஒரு கொலைகாரன் அவன் ஆழ்மன ஆசையை அடையும்போது ஏன் குற்றவாளி என்று கருதப்படுகிறான்?”. வக்கில்தனமான வாதம்.

    இதற்கு இரண்டு விடைகள். ஒன்று, பலன் அறிவியல் சட்டங்களுக்கும் சமூகவியல் சட்டங்களுக்கும் உட்பட்டன. சமுகம் கொலை செய்யும் அதிகாரத்தை யாருக்கும் கொடுக்கவில்லை. இரண்டு, அந்த மனிதன் ஆழ்மன ஆசையை சரியாக உணர்ந்து அறிந்தானா? குற்றவியல் நிகழ்வுகள் பெரும்பாலும் சிலகணங்களின் நிதானமிழப்பினால் ஏற்படுபவை. கோபம் மற்றும் அளவுக்கு மீறிய வெறி அம்மனிதனை சில நிமிடங்களுக்கு மிருகமாக்கி இருக்கலாம். கொலை செய்த பிறகு நிதானம் திரும்பிய பிறகு, தன்செயலின் தீவிரம் அவனை உலுக்கியிருக்கும். சமுகத்தில் தனது நிலை தாழ்ந்துவிடும் என்ற உண்மை அவனை அக்கொலையை மறைக்கும் முயற்சிகளிலும், ஓடி ஒளியும் தற்காப்பு சம்பந்தப்பட்ட வினைகளிலும் தூண்டி இருக்கும்.

    ஆழ்மன ஆசையை ஒருவன் சரியாக உணர்ந்து அறிவது எங்ஙனம்? இதற்கேதும் சுருக்கு வழி உண்டா என்றால் இல்லை. கிரேக்க தத்துவஞானிகள் சொன்ன மாதிரி, தன்னை அறிவதை தவிர வேறு வழியில்லை.

    தன்னை அறியும் முயற்சிகள் பல வகைபட்டன. ஹிந்து மதமும் மற்ற மதங்களும் தன்னை இப்பிரபஞ்சத்தை அறியும் பல்வேறு வழி முறைகளை ஆன்மீக ரீதியாக போதிக்கின்றன. தன்னை அறியும் முயற்சியில்தான் சாமியார்களும், ஆன்மீகவாதிகளும் ஈடுபடுகிறார்கள். அவர்களின் விழைவை பற்றி நாம் பேசப்போவது இல்லை. இச்சமுகத்தில் வாழ்ந்து பொருளிட்டும் பொறுப்பு வாய்ந்த ஒவ்வொரு குடிமகனும் கூட தன்னை நன்கு ஆழமான அளவில் அறிவது இன்றியமையாதது.

    தன்னை அறியும் முயற்சியில் முதற் கட்டமாக இருப்பது சிந்தனை உலகம் என்று சொல்லப்படும், நம் உள்ளுலகில் உறைந்திருக்கும் அல்லது அவ்வப்போது எழும் உணர்வுகளை முழுக்க உணர்வது அல்லது மனக்கண்ணால்   உற்று நோக்குவது.

    ஓர் உணர்வை தன்னில் தானே உற்று நோக்கும் தருணத்தில் அவ்வுணர்வின் வலிமையைப பொறுத்து அவ்வுணர்வு தொடர்ந்து வளருமா அல்லது சீக்கிரமே மடிந்து போகுமா என்பது தெளிவுற  தெரிகிறது. வலிமையற்ற உணர்வுகள் கணநேர ஆயுள் மட்டுமே பெற்றவை. நம்முடைய  உணர்வுகளை சரியாக  புரிந்து கொள்ளாத வரை, இத்தகைய உணர்வுகள் நம்முள் இருக்கின்றன என்ற பிரக்ஞ்சை இல்லாதவரை நாம் முழு தெளிவில்லாத வினைகளிலேயே ஈடுபடுகிறோம். இத்தகைய வினைகளின் விளைவுகள் எவ்வாறு அமையும் என்பது அறிவியலின், சமுகத்தின் விதிமுறைகளை ஒட்டியே அமைகிறது.

    மலையிலிருந்து குதிக்க ஓடியவனுக்கு தான் செய்ய நினைத்திருக்கும் காரியத்தின் அறிவியல் விளைவும் தெரியும். காவலர்கள் கைது செய்வார்கள் என்றும் தெரியும். இருந்தாலும் அவன் உள்ளுலகின் உந்துதலால் மலை உச்சிக்கு போனான். ஓர் எதிர்பார்ப்பு. அங்கு எதுவோ  நிகழப் போகிறது என்ற உள்ளுணர்வு. – இவ்விரண்டின் காரணத்தால் மலையில் கண்ட கட்சி அவனுக்கு முழு தெளிவை அளித்தது. இந்த தெளிவை அடைவதில், அவனுடைய திறந்த, விரிந்த எண்ணப்பாங்கும் ஒரு காரணம். மூடிய எண்ணவோட்டம் உள்ளவர்கள், பெரும்பாலும் முக்கிய தருணங்களில் தெளிவை இழந்து விடுகிறார்கள்.  

    அவன் இன்னொரு குணத்தையும் மலைகாட்சியை காணும் நேரத்தில் வெளிபடுத்தினான். அதுதான் நிகழ்காலத்திலேயே சஞ்சரிக்கும் குணம். சஞ்சரிப்பது என்பது வெறும் நடப்பது மட்டும் அல்ல. எண்ணவோட்டம், பிரக்ஞ்சை மற்றும் தன்னை சுற்றி நடப்பவற்றில் முழு ஈடுபாடு. நம்மில் பலர் பல சமயங்களில் நிகழ்காலததிலேயே  இருப்பதில்லை. நடந்து முடிந்த சம்பவங்களை பற்றிய குற்ற உணர்வும் வரப்போகும் சம்பவங்களை பற்றிய கவலையிலும் பொழுதைக் கழிக்கிறோம்.

    நிகழ் காலத்தின் முழு விழிப்புணர்வும் உள்ளோடும் உணர்ச்சிகளின் தெளிவுமே, ஆன்மீக சட்டத்தின் மௌனமான நடைமுறைகளை அறிய உதவுகிறது. வாழ்வில் வெல்ல உதவுகிறது.

  • குளத்தில் கல்

    குளத்திலே கல்லை விட்டெறியும்போது கல் திரும்ப பறந்து வந்து நம் தலையில் விழுமெனில், கல்லெறியும் விளையாட்டு நின்று போகும். பலன் என்னவாக இருக்கும் என்ற யூகம் இல்லாமல் நாம் வினையொன்றும் புரிவதில்லை. பலன் காலம் என்ற காரணியின் கட்டுப்பாட்டில் உள்ளது. அறிவியல், சமூகவியல் மற்றும் ஆன்மீக காரணங்கள் கால இடைவெளியை நிர்ணயிக்கின்றன. சூழ்நிலை நிர்ப்பந்தத்தாலொ, தெளிவு பெறாத மனோநிலையிலோ,வினையை தெரிவு செய்வதில் ஏற்படும் குழப்பத்தாலோ எதிர்பாராத பலனை அடைகிறோம். பின்னர் அதிர்ஷ்டம்  மற்றும் துரதிர்ஷ்டம் என்ற வாதங்களுக்கும் கருததுக்களுக்கும் இடம் கொடுக்கிறோம். வினைக்கும் பலனுக்கும் இடையே இருக்கும் கால இடைவெளி எளிதில் அறியாமையை உண்டு பண்ணும் வல்லமை வாய்ந்தது. சரியான அளவில் பொறுமை குணம் இல்லாதவர்கள் எண்ணவோட்ட நரகத்தில் சிக்கிச் சூழலும் அபாயம் இருக்கிறது.

  • The Attendant

    There has been a deluge of visitors owing to peak production season. It started with the visit of a Middle-eastern trade-intermediary. Then an Australian came. A Swiss Trade partner is expected to visit middle of next week. Not to forget, the Mexicans are expected to arrive in two weeks’ time (“Mexican Delight”).

    As most of the existing over-seas clients are being liaised by B, I am not called to attend these meetings. The customer is first taken to CEO’s chamber. The B and VP who would have arrived from the factory specifically for these meetings will wait for CEO’s call. After B and CEO join the meeting, it will go on for hours.

    Intermittently, the CEO will call me on the intercom with various questions.

    It does remind me of various comedy movies that I have seen. The comic-conman in the movie will use a dead phone to impress the visitor and the potential victim sitting in front of him. This scene never failed to produce laughter especially during Black and White movie era.

    In the modern age, the same scene is written in a different way. The conman will call a number. A crony in the other end will receive the call. The conman will speak into the phone receiver and the crony will mutter a few laugh-evoking dialogues on the other end. The victim will give out the usual expression of having got impressed.

    “I called a few minutes back…where were you?dont you realize the meeting is going on…you should be ready for back-up…tell me….when are the certification body visiting us”

    Fact 1: Even if I was not on my desk, he could have reached my mobile phone to speak to me. But CEO is particular about talking on inter-com only. By mistake, I walked out of my cabin without seeking his assent to go to the wash room.

    Fact 2: He very well knows that the certification body is visiting on next Monday.

    “Remember we had discussed about company PQR the other day….how many tonnes of wheat starch are they producing?”

    Fact 1: We never discussed about company PQR.

    Fact 2: Wheat starch is not even remotely linked to our existing business.

    Fact 3: I have no idea whatsoever on the volumes of Starch Industry. If he would like to show off in front of the American, he should do it alone. He need not call me on intercom and have a fake discussion to support his claim that he is expert on trends across various industries.

    “when the certification body comes for audit, tell them that we would like to have the certificate as if it is renewed from the date it last expired (in august)…..no no…I wont accept your argument that we have changed to a new certification agency and they wont give certificate from retrospective effect….”

    Fact 1: He would have accepted the Australian’s request without considering the practicability. After talking to me, he would have mentioned to the Australian proudly “I have spoken to my manager and we will get the certificate with the back date…don’t worry….your requirement will be fulfilled”

    Fact 2: The previous agency which certified us was unrecognized and illegal. They were untraceable when we wanted to renew the certification.

    “What are present prices being quoted by Chinese?”

    Fact 1: The Chinese company clearly knew that we are a competitor to them.

    Fact 2: The curt email received from them read “We can’t quote prices to you”

    Fact 3: I can’t say Fact1 and Fact 2 on the intercom, as the CEO as per his usual habit would have switched on the speaker phone in his intercom equipment and the Australian visitor would be hearing the conversation.

    The Conman scene may be an exaggeration, but what CEO does during a business meeting with the help of an inter-com is no less. The CEO uses a Phone-talk either to divert the issue that’s being discussed or to avoid taking a view on the matter or, most importantly, to show off in front of the visitor.

    The inter-com buzzed one last time by late afternoon.

    “…………………………………….”

    Fact 1: He does not expect any response. (This fact will replace all the facts posted under each dialogue).

  • Morning Star

    The mornings have become colder than the normal this winter.

    The wife feels a mild stress in the winter nights, thinking that she may not hear the mobile alarm ringing at 5.30 in the morning. Poor thing, she has to pack lunch for both Kids and has to make the younger kid take bath and dress up. The kids have to leave for school at 7.30am.

    What happens is – invariably she gets up 30 minutes later than the alarm time which she sets up. Her argument is that once the alarm rings, she will be awake but would still like to continue to sleep in a semi-sleep and semi-awake state for a while before jump out of bed.

    The elder kid is very duty conscious, so as soon as her mother calls her name affectionately, she gets up with no signs of grogginess due to abrupt awakening. Within no time, she is ready in her school uniform. The younger kid needs to be in sleep-inertia for about 10-15 minutes – just like the mother – before she enters the bathroom for brushing the teeth.

    I suffer from Insomnia these days. Unusually, I remain awake till wee hours. Most of the nights either I sit in front of TV or read books or watch movies on my computer. Even after I go to bed, I don’t start sleeping immediately. Because of this, I tend to sleep extra in the morning forcing my wife to be on her own in her morning chores. The wife goes to the road-end to leave the kids in their respective school buses. On her way, she would pick-up milk packets. She would wake me up with coffee in her hands.

    The day morosely starts with a bed-coffee. Morning coffee used to energize me before. Not any more. Coffee drinking has just become a habit. I do not completely enjoy the Coffee drinking experience.

    The wife then will bring the newspapers to the bed. I shall look at the pages on the newspaper and will not read them. Just a quick browsing of headlines and I am done with it. The wife will try to have a small talk but my mind will not register anything.

    By this time, I would have checked my emails on the mobile phone several times. Most of the days, there would be no mails in the morning time. Immediately, the mind will get into the worrying mode – why X customer did not reply to my offer yet? Why no more purchase enquiries from Canadian customer? Etc…This worry series will lead me to thinking about characters of my company…..will CEO just use me as a pawn to justify his failures? Will VP be laughing behind me on seeing my obstacles to good business? ….all unnecessary thinking…worrying….craving for intended outcomes….seeking only successful outcomes….

    Is there any strength in seeking only successful outcomes? The strength lies in how we face the various outcomes – intended / unintended, positive / negative – with equal attitude. If one has seen only success all along, then he might not have any opportunity to get himself trained on how to face defeats and setbacks gracefully. The gracelessness leads men to be desperate without caring for fair means. The strength lies only in Grace with which we face life and its events.

    Gracefulness is acquired from living with joy in the present and not losing oneself in thoughts constantly – in those thoughts which either make us feel guilty about the past or worry about the un-arrived future.

    Mindfulness is a wonderful term used in Buddhism. I really like this word for its apt description of the state in which we all should live always. Consistent mindfulness practice leads us to the state of grace.

    If I was mindful (and resultantly graceful ) – I would have slept at the same time as my loved ones. I would have woken up joyfully by the time my lovely kids walk out of home to go to school. I would have completely enjoyed the taste of coffee prepared my beloved wife (after brushing my teeth!).

    ***********

    I was afflicted with morning sullenness that day also. The expected Purchase order from Spain did not arrive on email the previous night. I was stressed out as to how I would explain this to CEO – who has been pressurizing me for more than a week now. Another new customer – the colour extracting company – did not grant me the meeting which I wanted that day. I was to leave for the meeting directly from home in the morning. The customer SMSed me at about 8am that he cannot see me. Ufff…I need to go to office only in the morning….this fact tired me instantly…..Wife asked “why do u always keep your face so stiff whenever you leave for office?” I did not reply her as I left home for office.

    I entered the office not in a cheery disposition. The ants who saw me entering did not wish me. They pretended to be busy while noticing me entering the chamber. After keeping the lunch bag, I noticed that….a fax document lying on my clean desk….It was the PO which I expected to receive on email. It has come on fax. My heaviness flew out in seconds and I was feeling light……I took the fax document and came out…two ants wished me in Chorus – Congratulations sir!

  • Mexican Delight

    A couple of months back; I had contacted a prospective Mexican customer. The customer showed interest in some of our products. After initial exchange of information, there was no much progress. Then one day, the customer requested for certain product samples to be couriered to their Brazilian subsidiary. After we had couriered the samples, the customer wrote one day that their General Manager is intending to pay a visit to our factory in March.

    This development made CEO get overly excited. I noticed his excitement silently. This was bothering me also to some extent. When the customer was planning his itinerary, they sought our suggestions through emails. The CEO was chipping in with needless comments and ideas to me on how I should plan their visit, their movment from office to factory and dinners. On one occasion, when I suggested that the customer should catch an early morning flight to the city where our factory is situated, CEO protested and then suggested something which in my opinion was not very safe.

    He said that the customer needs to be driven by road to the factory. The factory is located in about 6-7 hours drive from our office. With foreign visitors, that too on their first visit to India, it is always better to make them travel by plane. This will be quicker, safe and comfortable. That’s my view. When I aired it, the CEO needlessly became angry – “don’t talk like Stupid!” In a normal and formal conversation, this was unnecessary and insulting. I replied “please mind your language”. He kept his phone down abruptly.

    Next day when I met him in the office, I got the feeling that he was not comfortable to face me. He did not mention anything on heated exchange of words the previous day.

    His angry comment may have been a posturing, so that I remain subservient to him on these issues. He expects me to take instruction from him without giving any counter-opinions. What he expects is Blind Obedience! My calm but firm answering may have made him weak-kneed. What was the need to cut down the phone conversation? Either it may be to avoid further heated exchanges or may be to digest the shock that I objected to his undesirable verbal expression…..or the realization that I have seen through his secret plan of keeping me away from the customer when he visits India, thereby CEO gains more closeness with the Mexican customer.

    While the customer was finalizing the itinerary, he asked the name of the executive who will be accompanying them during the flight to the factory. I sent out a mail to CEO asking him to advise me. He replied saying that how does it matter who accompany them and just tell them that things will be taken care of when they arrive here. This indifference also gave out a message to me. He does not want to give me an impression that he is too keen to travel with the customer.

    The customer again sent a mail, asking firmly the name of the person who will travel with them and the hand phone number. CEO this time smilingly told me – “tell him I shall be flying with them and share my phone number with them”.

    Although all along I knew this is what would be happening, still it made me feel sad. Contacting the customer, talking to them regularly, creating interest in our products, co-coordinating business – all this will be done by the Business Manager. But when it comes to entertain them, it will be CEO! I could not reconcile mentally to this gross injustice and abuse of authority.

    I was drafting the mail to the customer and at the precise moment when I was typing the name of the executive (who would be accompanying them to the factory) as C.E……the intercom buzzed….the tea drinking director was on the other side. He politely asked me to come down to his chamber. The CEO also was sitting there in Director’s chamber as usual.

    Director said “As it was you who has been liaising with this Mexican customer all along, I do feel that you should be receiving them the customer when they come here and also fly with them in the flight they take to go to the factory….it will allow you to spend quality time with them and understand them more….Mr.CEO, what do you say? Am I correct?”

    CEO immediately nodded his head with full of enthusiasm. “Yes yes..That’s the right thing…..” and addressed me and said “arrange your flight tickets and inform the customer”.

    I walked back to my chamber with a sense of gratitude on how events turned up finally. The events move on without anybody’s control. CEO’s high-handedness, my helplessness in dealing with the high-handedness, the customer’s strange insistence to know the name of the person, my sadness which delayed the sending of the email to the customer based on CEO’s original instruction…..everything seems just perfect now!

  • The year ends.Will Hypocrisy?

    The year is coming to a close. Now is the time to mull over the life lessons learnt over the past year. And also think over the priorities and goals for the coming year.

    Some valuable insights were gained from experiences throughout this year.

    1. The life is rolling in its own pace. It is not a sheltered tent. Most of the time, we are forced to walk into harsh environments which we have tried to avoid all along. And in those environments, we learn and discover our own strengths and weaknesses.
    2. An attribute which we have always considered to be our strength becomes our undoing.  I had always thought that being impatient  towards lack of movement has helped me grow in my career. but my present view is that it is precisely this particular quality which has made me take decisions in a haste.
    3. It is always wise not to take decisions when the mind is confused. That should not be taken as being indecisive.
    4. A known devil is better than an unknown angel. A cliché, but I forgot to abide by this last January.
    5. It is not necessary to understand everything about the environment one finds himself in.  Most of the time, there is nothing to understand.

    What are the core beliefs which should guide my actions in the coming year?

    1. Just being.
    2. Do not be concerned so much about the posturing of others. They are just posturing, as the word itself describes, and not words / actions born out of convictions. 
    3. Learn to distinguish the behaviour patterns of people and to strategize in dealing with them.
    4. Learn to communicate ideas confidently.   This is one area where I need to show dramatic improvement to take my career to higher levels.
    5. Do not be under compulsion in no circumstances.  Wilful positive action is the only way.
    6. Learn to show displeasure in a dispassionate way.  Do keep your emotions under your control all the time.
    7. And most important of all, do not feel the urge to change anything or anyone. This life is just perfect.

    *******

    On a Monday, I had to stay off from work  due to ill-health. Tuesday morning, CEO during his briefing was trying to arouse my anger.

    “What happened to the order that was expected to be shipped before year-end? It wont happen as was expected, right? were you sleeping over it?”

    I refused to lose my temper.

    “I briefed you last week itself that their internal control systems do not permit suppliers to send documents through Bank and they were asking me to accept their standard procedure sending shipment documents directly to them without the involvement of bank. I did not accept it and finally they agreed for it. Unfortunately necessary approvals were to be taken from their financial department to this effect. But their financial manager is expected only in January 1st week..unless this is finalised, PO cannot be issued by them…without PO, I am not willing to ship out the material”  

    Calmly, I explained again to him second time. This did not seem to have subside his inner anger.

    “well, you have decided that in the next month’s board meeting, your boss will have to hear criticisms from fellow board members…”

    I said “sir, even if this shipment had gone, it would have given us a sales of Rs 7 Lacs only….”

    He mumbled “yeah..I know…I am not interested in your statistics”

    He started another pronged argument “You have slowed down your progress in your discussions with your customers”

    I answered him back “If you could name the customer, I shall be able explain the status update, reasons for progress and lack of it”

    I was successful so far in not showing off my anger at his provoking tone and line of questioning.

    “You did not turn up yesterday…dont understand why you keep on falling sick often”

    This was his last weapon. If there was a meter installed to show my inner anger, I am sure it must have reached its maximum level.  I converted my anger into silence. I did not look at his eyes. I knew if I had seen his eyes,   my anger may have found verbal expressions. I just looked elsewhere and pretended to ignore it.

    His words had hit me very hard and I became bitter internally for many hours after the interaction.  What does he want? Does he not want me to take leave even if I am sick?  I don’t understand the logic.  I have not seen Bosses wanting to control so much – They play Gods and will even dictate on when the sub-ordinates can fall sick.

    Luckily, I have only one meeting in a day and did not have to see him again that day.

    Next day when I came to office, one of the ants informed me with glee in his eyes that CEO won’t come that day. He had fallen sick. He did not turn up next day also.

    I had to speak to him on phone one of those days. During the talk, I asked him how was his health.

    He said “Very bad…throat infection, body ache, vomitting…..has not stopped for the last two days…its terrible”

    I told him “yeah…I can well imagine…I had gone through the same on Monday when I took off….take care…get well soon”

  • Liars Galore

    Next few weeks proceeded without much events. Routinely, I went about working on various sales leads. Some time in October, I had proposed to CEO that I would like to travel to France for an upcoming Food exhibition, perhaps the biggest trade fair in our line of business. My proposal listed out the customers whom I will be meeting with and likely quantum of business that I hope to finalize immediately on return from the fair. I also had explained in the proposal visiting the trade fair is the most economical thing to do in International Business when scouting for new customers.

    CEO listened to my proposal patiently and then immediately replied that it is not possible to accept the tour proposal. He cited that there is not much liquidity in the business and a few capital expenses being planned. While he would be glad to send me abroad for business promotion in normal circumstances, he felt that the time is not ripe yet. He informed me that he is working on bringing in more finance into the company.

    After a couple of days, I heard from his new secretary (Ms.H had resigned from the company sometime back) that CEO and the Director are planning to Travel to Europe again. This time their aim is to explore possibilities to set up a trading subsidiary there for which some meetings with consultants, bankers and investment brokers have been arranged. After Europe, I was told that they will fly into China for meeting with potential supply partners. My customer visits can always wait as securing business is least of their worries.

     I have all the freedom to go about securing export business through telephonic calls and Emails. Yeah I am free to do anything except travelling. In the modern communications age,  when phones and emails are available. is there a need for Exports Managers to see the customers’ faces?

    CEO’s case is different. He has to work harder than the Managers. He needs to see the faces, stay in expensive hotels and fly in business class.  

    *******

    The Pizza chain budged at last and confirmed a trial order. The customer found a problem in the first shipment itself. The labels did not carry the manufacturing dates. When the complaint came in, I contacted the QA head and told him about the problem. Without any reaction, he said to me that he will check it and then revert. I waited for 2 days and there was no revert. On the 3rd day, I sent him an email on this subject, soliciting his comments on what went wrong and what are the proposed corrective steps. The customer was getting impatient and was repeatedly asking me to take back the consignment. On 4th day, I got a call from the VP.

    “I keep calling you on phone since last 3-4 days. Why are you not picking the calls?”

    “you called me? when?”

    “I called you many times. please check your phone”

    “excuse me, you never called me”

    “are you saying I am a liar”

    “no I am not saying anything”

    “will u please pick my calls when I call you…pls give me that assurance…..tell me who are you talking to in pizza chain…I know everybody there……I talk to them almost every week…pls give me the phone number of Mr.A.L….I will convince him..I dont know what you have explained to him about this…but I can handle him quite nicely….let me call you back after sorting it out…..pick up my call this time…ok?”

    I did not know what hit me. I have been battling with the customer alone on this problem for the last 4 days. VP did not call me back that day. Before leaving the office, I gave a call to Mr.A.L. and asked him if he received any call from VP. He said no one called and again said to me in a curt way that our goods are blocking their warehousing space.

    Next day morning, one of the ants approached me and asked for the precise address of the warehouse from where the goods are to be picked up from. I learned that VP had instructed to him about it. I did not know whats happening. I called the VP on phone and he picked it up. I asked him if he had a word with Mr.A.L.

    “oh…I tried repeatedly…and then I was told by the operator (How come operator picked up Mr.A.L.’s mobile?) that A.L. is out of station and will be back only after a week……I thought it is better to resolve the issue with re-labelling of the tins….because I always believe in timely customer service”

    Timely customer service after 7 days….impressive!

  • The Cartel’s Siesta and the Spanish client

    There was a good development. The Spanish company which had floated tender for the products that we offer returned with a favourable news. Our company was number 2 in the tender status. The buying manager of the Spanish company was saying that he is prepared to allot major volume of business if we could reduce our quotes further by another 10-12%.

    The irony has been that all these months, the precise costing details are never shared with me. Like other things in this organisation, this practice was new to me. In previous organisations, cost sheets are always shared with the business development guys. This comes in handy during negotiations with the buyers. More than anything, one knows clearly the price level below which no reduction can be possible. The Finance Manager (one of the cartel) uses the word “confidentiality” to the good effect always, and I am denied detailed cost information. So in effect, the finance manager also acts as a pricing manager, which rightfully should have been my role. I decided to use the opportunity given by the Spanish Buyer to check the bottom level costings of our company.

    I contacted the finance manager on Phone, and told him that the Spanish client is ready to confirm the business (I informed a higher volume figure than what the customer was prepared to give – a harmless lie) provided we give further discounts for each item. The finance manager could not straightaway say no to me, as this would mean saying no to the opportunity. After 30 mts, he called me back saying in a muted voice that there has been a mistake. While the finance manager hurriedly did costings, he forgot to check the current price levels at which similar products are being shipped to another client in Spain. After my phone-call, he had checked the same and realised that the pricing given by him are less than the current levels. He requested me not to make this an issue as it will be reflected badly on him. The other Spanish customer is being liaisoned by B, who out of his own insecurity refuses to share with me any updates or developments pertaining to the set of customers he is dealing with.

    I derived a sadistic pleasure on hearing the Finance Manager’s predicament. The same guy was cryptically informing me the absolute price figures that I should quote for each enquiry, without sharing the cost assumptions. Every time when I am told by the customers that our prices are higher by 30%, 60% and in one case it was 1000%, I used to feel so bad. I always suspected that this guy must be adding margin to each costs, and at the end must be putting a margin below all costs as well. Who knows, he must be applying margin percentage on outgoing freight as well. The finance managers think they know-all about costings just because they have imported calculators at their disposal. They forget to consider that costing is a process that should involve idea contribution from all functions including that of Sales personnel for whom it is being worked out. It cannot be done in isolation by accounts or finance managers.

    I asked him how much have we quoted cheaper in reference to current prices to other Spanish customer. He said 7-9%. I further asked him if the current quoted prices are at loss. He said no and conceded that 20% margin is considered in the quote.

    I was happy now that I am in control of facts pertaining the business I am chasing now. Other spanish buyer is buying at higher price levels, so this customer is only trying to flex his muscles and wants more reductions. I knew what to do. I had kept 5% negotiation margin on the top of the price given by the finance manager. I will reduce 3-4% from the quoted price and will tell the customer that this is the lowest price we can quote.

  • Director Calling

    The tea-drinking Director called me one-day. It was a surprise. He usually does not interact with me directly. The few times that I had met with him were always in the company of CEO.

    The CEO and the Director had returned from a month-long overseas trip. Immediately on return, the CEO took a vacation and proceeded to Mumbai to be with his family. It was during this time that the director summoned me.

    After discussing about the business opportunities that I am working on, the Director asked me suddenly – “How do you rate the CEO?”. The question came unannounced. I did not know what to answer. The CEO have always given the impression that he shares a close relationship with the Director. I have also noticed on more than one occasion that the CEO consults the Director on virtually every matter, however tiny it is.

    I gave a measured response to the Director – “He is the boss. It is for the boss to judge the subordinate, not the other way round”. The Director smiled.

    He then said to me “I read all your mails which are blind copied to me (I have been doing this frequently!) and I am aware of the blocks you face, especially in the form of either no response or late response or wrong response from your colleagues in the factory” I smiled, but remained silent.