9 Key Factors to Winning in India

Follow the lead of successful businesses who have advanced by integrating Indian culture and values into their offering.

  1. Abandon the “quick sale” old mindset and adopt patience and a long-term view.
  2. Model your business on Macquarie Bank – this works whether you are a large or small enterprise. Their central plank for India was partnering is the key to success.
  3. Abhishek Poddar, Managing Director, Macquarie Infrastructure and Real Assets (MIRA) “India is one market where you need deep experience if you’re going to be successful. You have to take the time to appreciate and understand its unique culture and ways of working.”
  4. Be clear about what India wants. Macquarie saw infrastructure and clean energy opportunities and focused just on them.
  5. Most successful businesses in India have some philanthropic activity – this is highly worthwhile and well regarded in India.
  6. Establish good relations with Government at Central and State levels – this is vital to being accepted in India.
  7. Consider options such as acquisitions and partnerships which can speed up your market acceptance.   
  8. Be there for the long haul – Deakin University continues to make gains in India and has been present there for over 25 years.
  9. Develop a local Indian team and allow them to apply their own culture – within your larger business culture.

Author: Stephen Manallack

Former President, Australia India Business Council, Victoria and Author, You Can Communicate; Riding the Elephant; Soft Skills for a Flat World (published by Tata McGraw-Hill INDIA); Communicating Your Personal Brand. Director, EastWest Academy Pty Ltd and Trainer/Speaker/Mentor in Leadership, Communication and Cross Cultural Communication. Passionate campaigner for closer western relations with India. Stephen Manallack is a specialist on “Doing Business with India” and advisor/trainer on “Cross-Cultural Understanding”. He is a Director of EastWest Academy Pty Ltd which provides strategic advice and counsel regarding business relations with India. A regular speaker in India on leadership and global communication, his most recent speaking tour included a speech to students of the elite Indian university, Amity University, in Noida. He also spoke at a major Federation of Indian Chambers of Commerce and Industry (FICCI) global summit, the PR Consultants Association of India in Delhi, the Symbiosis University in Pune and Cross-Cultural Training for Sundaram Business Services in Chennai. He has visited India on business missions on 10 occasions and led three major trade missions there. He provides cross-cultural training – Asia and the west.

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