Business With India

Sourcing, Selling, and Operating in India

In the 21st century, India has rapidly become an important trading partner for North American companies. Companies of all sizes are eager to market their products and services to India’s increasingly profitable companies, to its vast central and state governments, and to India’s fast growing middle class. At the same time, India is a source for talent and services ranging from information technology to product development, to customer contact, and other high-end, knowledge-based services. Trade in products and materials in both directions is also rising briskly.

Yet, India and Indians are not well understood by many Western executives. As a result, some opportunities are missed, deals fail, and the full potential of the business relationship is often unrealized. How will global companies partner or compete in this environment?

Attend this course to gain the insights and perspective needed by Western executives to more confidently maneuver through the opportunities and risks of working with India. The instructor presents the issues and proven approaches for conducting business with India using specific business situations, case examples, lessons learned, and up-to-date information to construct a framework you can immediately apply.

You will gain an in-depth understanding of the fast-evolving Indian business environment within the larger context of Indian society and culture. You’ll also have the opportunity to benchmark your personal experiences with other executive participants.

Key Topics
	How to evaluate the risks and rewards of doing business in India
	The management culture of Indian organizations
	How Indian society is evolving, and how this will impact your business
	How to navigate the regulatory environment in India
	Common mistakes Western firms make in India
	Effective communications in multi-cultural and virtual work teams

Course Content
India’s Business Culture in Transition
	Indian governmental policies and practices and their effects on business
	Assessing the impact of local geography and resources on the corporate landscape
	Segmenting India by religion, region, caste, and class
	Understanding key business groups in India and the underground economy
	Negotiating successfully with Indians
	The role of family in the Indian workplace and business
	Cultural beliefs and their effect on business in India

Creating Your Supply Chain in India
	Key issues for sourcing services and products from India
	Evaluating vendors and partners in India
	Avoiding the top five mistakes in sourcing from India
	Deciding to outsource vs. offshore
	Setting up offshore centers in India
	Uncovering the hidden costs of outsourcing in India

Selling and Marketing Into India
	Assessing the major marketing opportunities in India today
	Establishing and gaining market share in the business-to-business and corporate markets
	Selling to the government in India
	Adapting to the six mega trends shaping middle class India
	Grasping the four secrets to rural India’s 600 million persons
	Overcoming pitfalls and challenges specific to India

Successfully Working With Business and Virtual Teams in India
	Overcoming the cultural barrier of speaking and writing English with Indians
	Understanding the Indian sense of time
	Indirectness vs. indirection in India
	Power and hierarchy structures at 21st century Indian companies
	Reading cues from non-verbal messages in India
	Understanding Indian business etiquette

Navigating the Financial, Legal, and Accounting Environment
	Understanding the flow of money into and out of India
	India’s capital markets, project financing, and foreign direct investment
	Considerations for joint ventures, and mergers and acquisitions
	Legal questions for your attorneys and accountants
	Tips for creating contracts and the transfer of real property
	How Indian law deals with employment and intellectual property issues

Human Resources Issues in India
	Attracting top talent in India
	Hiring locals vs. sending expatriates
	Hiring fresh grads: what you need to know about India’s education system
	Dealing with salary escalation in major cities
	Containing attrition in a hot market
	Succeeding in managing unions and blue collar workers

Ensuring Productive Business Trips to India
	Planning a successful business trip
	Essential information for women travelling in India
	Enjoying Indian cuisine
	Staying healthy in India

Instructors: Gunjan Bagla
Fee: 2008 - $2495
Credits: 1.4 Continuing Education Units (CEUs)
CPE Credit Information
Field of Study: Finance, Communications
Program Level: Overview.
No prerequisites or advance preparation is required.
Instructional Method: Group-Live offering
Continuing Professional Education (CPE) credits: 16
Dates: August 25-26, December 4-5. 2008
Time: 8:30am - 4:30pm 1st Day; 8:00am - 4:00pm 2nd Day
Reception and Dinner: 5:00pm 1st Day
Program Coordinator: Delores Lee, 626.395.4043

Bring This Course To Your Company

All courses offered by the Caltech Industrial Relations Center can be customized to meet the specific needs of your organization and offered at significant cost savings at your facility.

Customized courses address important company issues in a confidential environment, build a team with a common language, and save travel time and costs for participants.

Among the wide selection of courses which can be customized to your company’s requirements, are the following:

	Business In India
	Growing Your Business in China
	Successful Global Business Operations
	Competing and Partnering With Japanese Business
	Understanding American Business: A Program for Asian Executives

Special Features Participants are invited to attend an authentic Indian dinner the first evening of the course, providing anopportunity to share information and ideas with the instructors and participants. Participants receive Passport India, a guide to understanding the people, culture, etiquette, and communication styles of India.

Business With India - pdf brochure

The Industrial Relations Center is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be addressed to the National Registry of CPE Sponsors, 150 Fourth Avenue North, Suite 700, Nashville, TN, 37219-2417. Web site: www.nasba.org.

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