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Managing for High Performance – Hands-on training!

Nimble recently conducted a 2-day workshop in Pune for senior employees of one of our esteemed client – New Western Carrier (NWC). The objective of the workshop was to make participants aware about what makes an organization high performing and what are KEY SUCCESS FACTORS for the organization as a whole. Appreciation of KSF’s helps leaders analyze and focus on organization’s performance in an objective manner.

Main topics covered in the workshop were:
1. Business Organization and Performance Fundamentals
2. Managing Your Work
3. Effective Teams
4. Importance of Attitude
5. Managing Individuals

Feedback from participants was very encouraging. Balance between fundamentals, practice through team exercises and participants involvement throughout was well appreciated. Use of Hindi as well as English helped participants understand the key concepts in a thorough manner. Nimble is proud to have added value to leadership team of NWC.

Should you want Nimble to facilitate a similar workshop for your organization, please get in touch:
Delhi –
Mumbai –
Pune –
Nairobi (Kenya) –


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Absolute Revenue Management

Star sales personnel does not guarantee maximum sales. Instead, the organisation becomes highly dependent on him to get the desired revenues.  High sales should not be a flash in the pan but needs to be regular and sustainable. Achieve this through Absolute Revenue Management.


Sales Strategy & Channel Management

The driving motive of doing this would be to create sustainable competitive advantages, maximize revenue and enhance profitability. Nimble would leverage quantitative and qualitative tools  to create / audit the strategy .  This would include collecting and analyzing  the internal performance data, looking at business models, environment study. This would be based on data, interviews and research. Depending on the focus of the company i.e. B2C, B2B, B2G or B2I one would decide the channels. Each channels needs to be optimized for the product revenue mix.

Brand & Communication Management

Branding strategy has an impact on the over all functioning of the organization. This defines the value proposition and the communication with the decision makers and decision influencers. Influence and effectiveness of Brand needs to be continuously evaluated. Nimble would study the brand and communication against their consistency, usefulness, accuracy and impact on sales.

Process Design & Implementation

Overall sales objectives including the channel sales expectations can be achieved only through efficient sales processes.

Nimble also supports organization in training, implementation and monitoring of the processes.  Nimble looks at processes to ensure that they are not merely operational but also support continuous improvement.

Skills, Targets & Compensation Management 

Any strategy or process  can not be executed without the availability of right skills. Measurability of the sales team and individual performance of the team members can ensure fare rewards and compensation. Skilled and performing employees can only be retained if they are  adequately and fairly compensated—in line with the industry norms. Nimble, assists organization to define the targets which are in line with the strategy of the organization, create a compensation strategy which includes the combination of salary, commissions / incentives and bonus. In addition Nimble also creates appraisal system which would cater to the succession planning and skills enhancement of the sales team.ARM



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Challenge for Profit 1 – Measure & Record

Human beings get motivated by challenging goals. Yet this method of motivation is not much used in many organizations. Setting goals and achieving them requires measurements – Goals without measurements are like dreams and wishful thinking. Getting employees to set goals or even record data requires competency in interpersonal skills.

What to measure?

An organization is an entity transforming inputs into saleable output (tangible or services) using processes. Clients pay for the output delivered to them when it meets their requirements regarding quality, cost, performance, safety etc.


Measurements can therefore be done specifically for each of the three blocks above. If you have not yet developed a good measurement system, it is best to start at the Output Block, since it directly impacts the customers.

Be clear about objectives

Measurements help in recording data to establish base line. How much product or service is being produced in a unit of time – which can be a shift, day, a week, month, quarter or a year. Knowing the production rate, we can analyze performance trends, performance variations with season, within various teams, within shifts etc. Base line can also be used for bench-marking performance with competitors. It is usual to create ratios of output by dividing it with number of employees or with capital employed or with floor area employed (for example sales per square meter in a retail store) etc. Once these ratios are established, it is easy to set goals to improve them over a reasonable challenging time frame. Providing these challenges to employees provides them with adequate freedom to innovate, show their skills and use  their in-depth ground level knowledge.

Employees will usually come out with many suggestions about how improvements can be done.

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Management Role

Management’s role is to establish priorities for improvements. It is obvious that those improvements which are less costly and would produce immediate benefits be taken up immediately. Necessary change management and execution techniques should be used and teams formed with management constantly providing support and review. Keep in mind that improvement requires time of employees and if they are already overworked, it would not be possible for them to deliver the expected goals. It is management’s role to provide resources and support – this requires a definitive mind set of the higher management who should decide whether or not they value a culture of innovation, growth, challenged and engaged manpower or wish to continue business-as-usual.

It is vital that once management decision to go for measurements is taken, the projects which are easy and quick are attempted in those pockets of the organization where positivity and team-work is better than average. Once results are shown and communicated to all in the organization, it sets the pace for fence-sitters to join the organizational efforts to make the organization a place worth working in.

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V K Mehandru