Transforma is not a consultancy. It is not a training agency. And certainly not a HR firm
We
define our involvement not in terms of the input side, but the outcomes achieved. And we work long years with our clients
to achieve, not trivial improvements in performance, but of a magnitude that
defies conventional logic
None of these dramatic
improvements has been achieved by a focus on the commonly followed path : processes.
Our obsession has always been people. The right people. People not with the
right qualifications, but with the right qualities : the only thing we look for
in our assessments
The conviction to do so is
underlain by the story of our inspiration, - Ekalavya, one who overcame the
status he was born into and rejection by the teacher he so craved. Through sheer
tenacity, long years of application and a steely determination, not the
resources poured into him, he got to being acknowledged the most skilful archer
in the Mahabharata. It’s these qualities that made the non-availability of resources
irrelevant as an impediment to his extra-ordinariness
We find a real-life echo of
this in a study of 7000 SMEs undertaken by Keith McFarland recently. 9 of these
broke through from an SME to being a large company. A primary driver of their
breaking through was ‘people’. So what is noteworthy about ‘people’? Two
eye-openers :
- In choosing the right person, it does not matter where, or whether at all, he went to school
- When right persons are on board, you don’t need other people’s money
What McFarland says applies
equally to auto dealerships, right here in India. Let’s take an example here
from our own experiences : what job would you give the holder of a BA (General)?
Making him as an Admin Assistant would be perfectly in order. It’s just that we
at Transforma, in keeping with our beliefs, ignored that qualification bit and
pronounced him as ‘High Potential’ two years ago based on our assessment of
this individual’s qualities
Today, this person is Head -
Retail Finance for this dealership. Within 3 months of his assuming his
responsibilities, he had already made his mark, delivering a performance that
was beyond the wildest expectations of anyone at the dealership : eliminating
(not just reducing), outstandings running into crores, taking finance penetration
to over 80% and totally reversing the earlier trend of over 60% of customers
coming in through finance companies. All this, without a single rupee of
additional investment into infrastructure, back-end systems or processes
The graphs and tables on
this page tell the story of the spectacular improvements Garapati – RAMCOR,
Vijayawada, dealers for a wide spectrum of offerings in the auto sector. The
exhibits, while conveying the unprecedented scale of the improvements in
performance, fail in telling the real story : that none of these achievements
is underlain by huge investments. That they all occurred because of the
inherent qualities of the Ekalavyas we identified out of our assessments. That
not a single individual who contributed to any of these startling improvements has
a single academic qualification that would make you take a second look at them
But while assessing them 2
years ago we saw them as Ekalavyas. Capable of delivering extraordinary stuff.
Stuff that would make us proud to present them before others. Like we did at
the recently concluded Auto Summit ’12 in Delhi
It’s taken Transforma 8
years to generate compelling data from dealerships in India that assails
deeply-held beliefs : qualifications guarantee quality. Pedigree assures
output. Industry experience secures performance. But after having assessed some
50,000 from across the country, identifying those with high potential because
of their inherent qualities and thereafter working with them for over 2 years,
there is evidence of a quality and quantity that is hard to overlook. Of ordinary
men. And their extraordinary deeds
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