India Strategy V4 L

Professional Services Training & Consulting

India Strategy Webinar

Saibal Sen, Shrikant Waghmare, Jim Weik, Thak Patel
AND a team of ZENESYS Certified Consultants

Version 4.0

Agenda

»! INDIA STRATEGY Lessons
»! Talent Myths
»! Location Facts
»! Conclusions
Operating Buying
»! OPPORTUNITIES & CHALLENGES
»! Infrastructure
»! SME Markets
»! Renewable Energy

»! ZENESYS SOLUTIONS Selling
»! Market Entry
»! Opportunity Identification

Strategy

2 Copyright © Zenesys & Kuber Professional Services Training & Consulting


PART 1
Lessons Learned

Operating Costs
Talent Development


Entering India – Lessons Learned

Costs Controlling Costs

Talent Development

Talent

Despite popular belief, India is facing a talent crisis and rising costs…


Low Revenue/Employee by Global Standards
RPE comparison of companies in India and abroad

$180,000.00
$160,000.00 Talent crisis
$140,000.00
$120,000.00 »! Large bench strength – to take care of high
$100,000.00 attrition rate
$80,000.00
$60,000.00 »! Companies generally employ twice the number
$40,000.00 of employees required
$20,000.00 »! Quote lesser number of project-resource
$- requirement (in project proposal) in order to win
TCS Infosys Wipro IBM Accenture EDS bids
»! Training employees on the back of projects
»! Ensure deliverables on-time
Declining RPE of companies in India in past few years
»! Improve the quality of deliverables
$60,000.00
Rising costs
$50,000.00

$40,000.00 »! Extended training duration – recently few
$30,000.00 Infosys companies have almost doubled the training
$20,000.00
Satyam duration, thereby increasing training costs
Wipro
$10,000.00
TCS »! High costs of quality
$- »! Employees recruited do not have sufficient
knowledge of technology
»! Defect prevention and monitoring costs high
RPE in $ per employee

Mismatch in career aspirations – Exodus to b-
schools

b-school entrants industry experience »! Employees are in wrong jobs
»! Many employees are leaving jobs to do MBA to
change roles
1% 3% »! Around 60% students in premier b-schools have
7%
work experience and 65% of the experienced
11% Fresher
40%
students are from IT and related industries (in
1-12 months
India there is no pre-requisite regarding work-
12-24 months
experience for admission to b-schools)
20% 24-36 months
»! Employee perspective not accounted for during
36-48 months
18% role/domain change
48-60 months
>60 months »! Training is prescribed by employer so
employee is not taking full interest
Note: Data gathered from 10 leading b-schools of India


Metro clustering is driving up costs
Median salary (in $) by State per year

Bangalore »! The need to operate in Bangalore,
Gurgaon Mumbai & Delhi means high costs of living
Mumbai
Hyderabad
»! Salaries in certain cities (Tier I) are high to
Pune account for high cost of living in those
Noida cities
Median Salary by City

Delhi
New Delhi
Chennai
Kolkata
Trivandrum
Chandigarh
Surat
Ahmedabad
Bhopal
Indore


Sharp Rise in Real Estate Costs

&'quot;#(%'))*+#,'-%
»! Real estate costs in Tier I cities in India !quot;#quot;$% &'quot;#(%'))*+#,'-% )'.quot;%/%5067!2 8%)9#-:$%;-%<=%
)'.quot;%/%0!123--*4% 4'-quot;9.%
is comparable to real estate costs in 3--*4%
Tier I cities of the world !quot;#$quot;#% &'()**% +,,)-.% /0)+%

»! Total occupation cost in Tier I cities of 1quot;23quot;% +(')&*% +.+)',% /0).%
India have increased in past 12 months, 456%7quot;82% 9()-(% *9)(&% /&),%
however they have reduced in most of
:5;<=% +&&)+(% (*)9(% +.)*%
the other places
>?@AB=% +,-)(0% +&+)*.% *)&%
»! Total occupation cost in Tier I cities of
India is increasing at a higher rate and CB#DB;quot;85% '+).*% &9)''% ')(%
may go beyond the total occupation Data as in Nov, 2008

cost in London and Tokyo (which are
experiencing cost reduction)


In Conclusion

Costs
Whether you are looking for:
1.!Partnership
2.! oint venture
J
3.! wn Subsidiary
O
Capabilities Issues

Take into consideration…

Assessment Criteria



PART 2
Infrastructure Opportunities

Road, Rail, Power, Ports


Infrastructure Opportunities to 2012

Key Sector Estimated Investment
(FY08-12, USD Bn)
Power 167 Sector wise investment break-up

Mining 125 1% 1%
Roads & Highways 92 Power
3% 1%
Mining
Railways 65 8% 25% Roads & Highways
8%
Telecom 65 Railways
10% Telecom
Irrigation 54
Irrigation
19%
Water Supply & Sanitation 49 Water Supply & Sanitation

Ports 22 Ports
10%
Airports
Airports 8
Storage
14%
Storage 5.5 Gas

Gas 5
Total 657.5


Infrastructure opportunities – Roads & Highways

Opportunities Projected spending till 2012 - US$92bn Policy Update

Srinagar to Jammu, Madhya Govt. investment to
Pradesh to Nagpur, Armur to increase from US$ 15
Kadloor, Thrismur to billion per year to US$ 23
Coimbatore billion in 2011-12

Mumbai Trans-Harbour Link - Govt. planning 200 projects in
22.5 km long and valued at US NHDP Phase III and V to be bid
$1.2bn. Construction of an 8- out (around 13.000 km of roads).
lane bridge across Mumbai Average project size is US$150
Harbour. million-US$200 million

More than 10 states are
Ranchi-Jamshedpur - US actively planning the
$487m, 150 km in length. development of their
EOI’s to be invited soon. highways

NHAI indicated that bidding More than 4,500 km of
for around 40 new Phase III state highways are likely
and Phase V projects will to be awarded by the end
commence in April 2009 of 2010


Infrastructure opportunities – Railways &
Electricity

Dedicated Freight corridor
project to alleviate congestion
on rail routes between Delhi- IR is looking for private
Mumbai and Delhi-Kolkata partners to modernize
(estimated cost US$6 billion – 7 railway stations & increase
billion) connectivity with airports

IR have plan to introduce
300-350 kmph trains and 225
stations to develop in the
next five years
Projected spending till 2012 - US$167bn

All new awards are through
open competitive bidding

National Transmission Plan
targets inter-regional capacity
Private participation
to increase to 37 GW by 2012 envisaged in creation of
from 17 GW currently
National Grid (capital outlay
of USD 31 billion)


Infrastructure opportunities – Ports & Airports

National Maritime Development
Program includes 276 projects –
investment about US$15 billion Recent deregulation of the
over the next 10 years, with sector allows 100% FDI
private investment targeted at
around US$ 8 billion
Permitted100 percent
Expenditure of Rs. 5,990.81 exemption in income tax for
crores for development of
a period of 10 years
metro and other private/
green field airports
Projected spending till 2012 - US$8bn

Greenfield airport projects are Permitted100 percent
planned in resort destinations exemption in income tax for
and emerging metros such as a period of 10 years
Goa, Pune, Navi Mumbai

Construction of world class
AAI proposes to spend Rs. international airports in
6,443.53 crores for certain cities, permitting
development of 35 non- upto100% foreign equity
metro airports investment announced


Partner Roles for addressing Bidding Issues

ISSUE INDIAN PARTNER FOREIGN PARTNER SUPPORTING DATA
Frequent changes in •! Authenticate •! Provide clarity in •!There has been some controversy recently surrounding changes to a
bidding process sources requirements number of the criteria which apply to the bidding of road projects.
•!Frequent change of rules at the RFP stage had created problems as a
•! Keep track of •! Educate clients number of the bidding groups have withdrawn from what they consider
bidding criteria better less attractive projects (in some cases leaving the project with no
bidders) in order not to fall foul of the rules for the more attractive
projects.

Complexity and •! Be a focal point of •! Risk Management to •!India is currently not a member of the WTO Agreement on Government
delays in bidding contact with address impact of Procurement (GPA)
•!In its efforts to keep pace with the global scenario across sectors, the
process Government changes government at all levels is procuring at a rapid rate and entering into
•! Work with •! Advocate contracts with the private sector.
agencies set up by simplification of •!However, while it does so, the government’s contractual interactions with
government process the private sector, and resistance to adoption of modern procurement
tools due to vested interests, are becoming increasingly complex.

Loopholes in tender •! Engage with •! Position strengths to •!Although the tendering process has improved over the years, there still
process and lack of procurement lock in competitive exist many lacunae. Rating of the contractors is a major area of
concern.
transparency teams before advantage •!Experts reveal that JV formation for getting pre-qualified is a part and
tendering begins parcel of the business – however, sometimes after securing the job the
basic premise of JV formation is ignored.
•!This may be due to inaccurate work or reuse of old outdated information,
which can lead to a variety of problems on clearances, joint venture
partnerships or financial closure.


Partner Roles for addressing Political Issues

Political influence •! Establish good •! Establish good •!Investment in infrastructure is highly political in nature and it is often the
rapport with rapport with central lack of political stability that holds back necessary investment by foreign
investors
state government •!Investors are hesitant to make long-term commitments for fear of
government •! Use financing and government intervention and breaches of contractual obligations
technology transfer •!Example: Many of the states have their own corporations or agencies in
levers to overcome charge of state highways. In view of this, investors do not have recourse
political agendas to a single, independent regulator

Role clarity of central •! Keep track of •! Be aware of project •!The balance of power for infrastructure planning among the central and
and state government changes overheads in such state governments, the 28 states and seven territories (including the
National Capital Territory of Delhi) is not clearly defined
•! Insulate foreign scenarios •!There are different competencies amongst the existing authorities:
partner with a •!Example: India’s rail network, including the commuter railway, is owned
single interface and controlled by the national government, while the road network is a
state affair


Partner Roles for addressing Collaboration Issues

Technical know-how •! Improve •! Provide technical •!Bandra Worli Sea-Link – Package - IV - HCC (Hindustan Construction
operational expertise Company) and its foreign partner, the China Harbour Engineering
Corporation, which has successfully completed similar projects. It is a
efficiencies •! Robust Knowledge first ever open Sea Bridge of its kind.
•! Handle legal & Transfer Process •!Nakheel of Dubai are partnering with DLF for developing townships in
other domestic •! Bring innovation India
issues •!Laing O'Rourke- UK based construction company credited with
construction of Dubai International Airport, London's Millennium Tower,
etc, will construct all DLF's landmark projects
•!Reserve Bank Of India gives approval up to USD 2 million as a royalty
fee to the foreign vendors for technology transfer, since technology is a
source of bringing Foreign Investment in India

Lack of coordination •! Improve •! Define roles and •!Due to defective planning and lack of coordination among different
between the foreign collaboration responsibilities agencies involved in Sardar Sarovar project on Narmada river, the
project couldn’t be completed at the scheduled time in 2002
partner and Indian skills •! Program
operation management
•! Collaboration tools

Talent shortage •! Selection & •! Project •!Despite a large pool of talent there are pockets of vital skill gaps
facilities Management •!According to The Associated Chambers of Commerce and Industry of
India, attrition rate to the extent of 40% has been reported in key
•! Traffic Modeling infrastructure like energy and steel
•! Safety Procedures


Partner Roles for addressing Investment Issues

Need long term •! Inclusion of •! Provide de-risking •!Indian banks are best suited to provide rupee loans to match the
financing sources lenders in pre- to foreign lending underlying rupee revenue of infrastructure projects for short term.
•! Though this is an issue, its an opportunity for foreign banks
bidding and sources and secure
bidding process long term loans
Frameworks for Public •! Study past •! Involve international •!Infrastructure projects are often governed by concession agreements
& Private Partnership projects and bodies to arbitrate signed between public authorities and private entities
•!Concession contracts require complex design and monitoring systems -
by the GOI is not refine financial disputes such as thus, they are difficult to implement. Also, the absence of regulator
clearly defined e.g. models World Bank across many projects would not give the foreign investor confidence to
Reversal of Assets. •! Create approved •! Appoint volunteer participate in concession agreements
methods for NGOs to act as •!Returning the asset back to the government in good condition is a crucial
reversal arbitrators stipulation of the concession agreement. However in India, there is not
much awareness about how exactly reversal of assets to the
government is carried out in infrastructure projects


Foreign Direct Investment in India Rules

SECTOR FDI % ALLOWED COMMENTS
Roads & Highways 100% FDI permitted through automatic route •! Corporate tax holiday for a block of 10 years out
of 20 years
•! Duty-free import of specified modern high
capacity equipment for highway construction
Railways 100% FDI is allowed in Railway Related •! Policy bars private sector entry in train
Components operations only
100% FDI is allowed in rail track construction •! Railways has so far allowed only infrastructure
related investment in rail sector
Electricity/Power 100% FDI in electricity generation, No license required for establishing power plants
transmission, and distribution
Ports 100%FDI permitted All areas of port operation open for Private Sector
Participation
Airport 100% FDI permitted through automatic route 100% equity ownership by Non Resident Indians
for Greenfield/ merchant airports (NRIs)



PART 3
Renewable Opportunities

The growth drivers, markets, and issues


Factors responsible for growth

Availability of RE resources – solar, wind, biomass

Demand and supply gap

Environmental awareness and energy crisis

Incentive schemes


Potential for growth in Re-newables

»! Installed capacity - 144,912.97 MW as on
Source Power (MW)
June 30,2008.
Thermal - coal 76648.88
»! GDP is targeted to grow at 8% over the Thermal - gas 14716.01
next ten years. Thermal - oil 1199.75
Hydro 36033.76
»! Additional capacity of 78,000 MW is
Nuclear 4120
required to be added by 2012 per 11th
Renewable 12194.57
plan. Power demands may rise to
Installed capacity 144912.97
315-335 GW by 2017
as on June 30,2008

»! India's market for renewable energy and 8%
related technology is growing by 25% per 3%
year Thermal - coal
Thermal - gas
»! Shortfall for renewable around 8800 MW 25%
Thermal - oil
53%
till 2012 Hydro
Nuclear

»! MNRE requires 10% of electricity to come 1%
Renewable

from renewables by 2012 and 20% by 10%

2020.

Market Attractiveness
India ranked third most
attractive country to invest in
Opportunities Policy incentives
renewable energy in the E&Y
Country Attractiveness Indices
Rural Renewable energy SEZ’s approved by
GoI
Electrification of all households in Why
remote and un-electrified villages and Indian
hamlets through off-grid renewable Rebate incentive for solar power projects
energy by 2012
renewable
of 80% with favourable generation based
market? tariff for grid-tie
Government goal - electrification of
24,000 remote villages; deployment of
solar water heating systems in one
million homes as well as 5 million Fiscal incentives such as income tax
exemption for 10 years, 80% accelerated
solar lanterns and 2 million solar Urban
depreciation, sales tax exemption and
home lighting systems; and setting
Proposed that certain cities should excise duty exemption
up an additional 3 million family size
biogas plants be developed as Renewable energy/
Solar/Eco/Green cities through
Electricity consumption by irrigation concentrated deployment of Several states have implemented fiscal
pump-sets alone accounts for renewable energy systems/devices. and financial incentives for renewable
between 10% and 15% of India’s total energy generation, including: energy buy
consumption. back, preferential grid connection and
Over 200,000 cell phone towers Utilities transportation charges and electricity tax
across the country at the end of the exemptions
year. 90,000 more towers are The government encourages foreign
expected to be added in 2009. The investors to set up renewable power
vast majority of these are powered by projects on Build-Own and Operate
(BOO) basis with 100 percent foreign Import duty and excise tax waived on
diesel generator back-ups. materials needed for the project
direct investment


Several areas of help needed by foreign players
Issue Indian partner Foreign partner Supporting data

Lack of technical know- •!Increase competitiveness to •!Provide technical expertise •!Reliability of generation has been found to be inadequate
how and information improve operational •!Robust Knowledge Transfer due to lack of technical know-how in remote areas
efficiencies Process •! Risks involved with technology adoption as kept away
many investors
•!Handle legal & other domestic
issues
Selecting the states Keep track of market progress Provide the metrics for doing •!Each state has different level of progress and market
and identify favorable incentives ROI analysis friendliness
•!State-specific financial incentives (rebates, incentives,
grants and state credits)

Scalable business Provide raw materials at Continuous technological •!New ideas are needed to make alternative energy
proposition subsidized rate as well as funding innovation can be used to tap commercially viable
needed for a successful operation into new domains and increase
business opportunities
Need to identify and Identify new market for renewable •!Though 85% of villages are considered electrified, 57%
develop rural and urban energy rural households do not have access to electricity
markets •!A growing niche market in terms of green housing market
and commercial office space using renewable energy is
anticipated to increase the demand for such products in
the urban areas.
•!Companies are also anticipated to hedge against the
volatility of future energy costs and invest in renewable
energy space.


Technology, Capital & Expertise needed

Issue Indian partner Foreign partner Supporting data

Lack of fundamental Work with DAC to identify Provide know how and •!Difficult for companies to decide on the type of waste-power plants
information on regions to regions with potential technology required
determine RE potential •!Wind sector - lack of real data regarding windiest parts of India. Only
10% (53 out of 553) wind-monitoring stations are operational
•!In Biomass market, there is no formal way of meeting demands or
checking the quality of products

High initial capital investment Interact with IREDA and •!Bring or provide access •!It is essential to have adequate means of financing. Also the dynamics
required identify other funding to capital from various of partnership will determine if the client and the new partner are
options Green or CSR funds willing to share the funding or if it is going to be a externally funded
•!Can be a major driving business. This will ensure a smooth and uninterrupted source of
funding required by the partnership
force in new
opportunities
Lack of supporting resources Promote use of •!Use of technology to •!Majority of the solar and wind generation opportunities are in rural
& infrastructure, for renewable energy at local scale-up production as areas
production & marketing level per the demand •!Possible to work with semi-qualified NGOs with outreach programs
addressing the market segment for renewable in rural areas
•!Use funds and expertise
to develop
infrastructure

A District Advisory Committee (DAC) on Renewable Energy headed by the District Collector is being constituted in every district to oversee the implementation of renewable
energy programs in the district, integrate these with other rural development programs and address barriers to the accelerated switch over to renewable energy


Ranking of RE Potential in India
Source Potential Cumulative Physical target (in Proposed outlay in Comments
achievements (in MW) in 11th plan million $ in 11th
MW) as on Jan 2009 (2007-2012) plan
Wind Centre for Wind Energy •!The Indian government envisages an annual capacity
Technology - 48,561 MW addition of up to 2,000 MW in the coming years
Indian Wind Turbine 15 •!India now ranks as a “wind superpower” having a net
9755.85 10500
Manufacturers potential of about 45000 MW of which only 20% has
Association – 65GW to been tapped.
70GW
Solar 500 MW by 2012 •!Processed raw material for solar cells, large capacity
energy SPV modules, film solar cells, SPV roof tiles,
2.12 50 40 inverters, charge controllers etc., have good market
potential in India
•!India lies in the sunny regions of the world
Biomass Biomass power - 17,000 Biomass Power (Agro •!Around 650 million tons of crop plantation residue
energy – 20,000 MW residues) – 683.3 produced every year
Biomass Power / •!Exemptions from excise duty and sales tax,
Co-generation -1200 Co-generation - 120
Cogen.(non-bagasse) concessional customs duties, interest subsidy,100
Biomass Power - 500 Biomass Power - 40
– 150.92 percent corporate income tax holidays
Biomass Gasifier –
160.31
Hydro Small hydro projects – •!GOI also provides concessions for existing hydro
15,000 MW 1400 140 projects including financial support for renovation,
2344.67
modernization and capacity upgrading of aging
small hydro power stations
Waste Urban & municipal - Grid interactive -
Urban waste – 200 Urban waste – 30
15,000 MW 58.91
Industrial waste - 200 Industrial waste - 15
Industrial – 100 MW Off-grid – 31.06



PART 4
SME Bilateral Trading Opportunities

Example Growth Areas
KPO, Medical Tourism & Pharmaceuticals


High growth KPO players fall in SME Sector

Market size of Indian KPO industry
»! The Indian KPO sector has immense opportunities for 14

Market size in billion $
the SMEs. The SMEs can change their costs as per 12 2010; 12
the short-term demands, which can create new 10
8
business models.
6
»! NASSCOM – size of KPO industry by 2010 - $17 4
2007
2
billion, of which $12 billion outsourced to India 2001
2003
0
»! India to capture 70% of KPO sector 2000 2002 2004 2006 2008 2010 2012
Year

Digital Others Segments in KPO industry
Animation, (LPO, FPO)
simulation 9% Data research Share of Indian KPO industry in global KPO market
and games integration and
management 80
8%
29% 70

Market share (%)
60
R&D
12% 50
40
30
20
Biotech, 10
pharmaceutica 0
E-Learning
l R&D and
12% 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011
Engineering medical
& Design services Year
12% 18%


Medical tourism operators fall into SME Sector

»! Globally medical tourism is more than $25 Market size of Indian Medical Tourism industry
billion industry and India ranks 2nd in medical 2.5

Market size in billion $
tourism 2

»! A recent report on Medical Tourism stated that 1.5
by 2017, over 16 million Americans could be 1
travelling overseas for medical care 0.5

»! ASSOCHAM - India’s medical tourism market is 0
2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013
growing by 30% and is expected to become $2
billion business opportunity by 2012-15 Year

»! About 200,000 foreigners visited India for Procedure UK ($) India ($)
treatment in 2008-09 Approx Approx

»! India's low-cost advantage and the emergence Open heart surgery 18000 4800

of new high-quality healthcare service providers Facial Surgery and Skull base 13000 4500

»! Indian government has introduced a new Neurosurgery with 21000 6800
category of medical visa for foreigners coming Hypothermia
for treatment Complex spine surgery with 13000 4600
implants
»! Waiting time in UK, US and Canada is high
Hip Replacement 13000 4500


SME in Pharmaceuticals – Clinical Trials, Drug
Manufacturing, Contract Manufacturing etc.
Market size of Indian Pharmaceutical Outsourcing
3.500

Market size in $ billion
3.000
»! IMS global - global pharmaceutical sales 2.500 Indian
pharmaceutical
to surpass $820 billion in 2009 and $940 2.000 outsourcing
1.500 Contract research
billion in 2012 1.000
0.500
»! Global pharmaceutical outsourcing 0.000
Contract
manufacturing
market to touch $76 billion by 2010 and 2005 2006 2007 2008 2009 2010 2011

Indian pharmaceutical outsourcing market Year

is expected to reach $3.33 billion by 2010
Market segmentation Indian Pharmaceutical Outsourcing
»! Indian pharmaceutical outsourcing market CM - Contract
growing at a CAGR of 37.6% 5% manufacturing

»! Indian pharmaceutical market estimated at Others

$17.8 billion in 2012 61%
50%
34% CR - Pre-clinical &
Clinical trials
11%
CR - Research
Chemistry & Research
Biology


Pharmaceuticals – medical equipments

»! Surgical and medical instruments
»! Orthopaedic, prosthetic and surgical appliances and supplies
»! Dental equipment and supplies
»! X-ray apparatus, tubes and related irradiation apparatus
»! Electro-medical and electro-therapy apparatus
»! Ophthalmic equipment


Issues in import/export SME Partnerships 1 of 2

Issue Indian Partner Foreign Partner Supporting Data

Selection Criteria is •! Make all information available •! Make sure all the right questions •!Most partnerships are formed as a result of
not rigorously to foreign partner in a are asked up front connecting with the most visible players
•!Unless there is a mutual and natural win-win fit,
followed transparent manner •! Validate all information provided partnerships fail
•! Openly seek assistance in by Indian partner •!Foreign partners best interest is not always the
deficient areas •! Be willing to support deficient top most on Indian partners agenda
areas
Contractual terms •! Take a long-term attitude in the •! Ensure expectations are made •!Resource constraints and lack of communications
are not defined for relationship clear right up front causes many operational failures in SMEs
•!Enforcing terms without any local representation
smooth ongoing •! Allocate resources and time on •! Insist on using modern net is difficult for both players
relationship an ongoing basis to ensure technologies to encourage
terms are being honored communications more frequently
Protection of IP •! Be prepared to prove that IP •! Try to create a model which will •!Non–Existence of fool proof coordinated control
rights is a concern protection intent. Contracts are minimize the damage if IP is system for strict enforcement of data protection
policies does not give the required confidence
not sufficient compromised to the foreign player.
•! Be willing to accept serious •! In case of highly sensitive IP •!The foreign partner may get into a situation where
penalties for violation appoint a third party watchdog it is difficult for him to determine what to share
and what not to


Issues in import/export SME Partnerships 2 of 2

Issue Indian Partner Foreign Partner Supporting Data

Motivating Indian •! Understand that not •! Make clear what value-add you •!Motivation important for maintaining long-term
Partner to act in representing joint interest is a are seeking from Indian player partnership and is and indicator of progress
towards building successful working
joint interest recipe for failure •! Ensure convincing evidence and partnerships
•! Be able to prove your terms are provided to deliver that •!According to Ivey Business Journal, Good
partnership value add value-add coordination between the partners is essential
for the effective execution of strategy. Effective
execution is likely to be facilitated by a shared
vision.

Ongoing •! Be prepared to invest in •! Be prepared to invest heavily up •!Internal and external communication plays an
communications to modern communications front to develop a robust important role in the way partnerships function
•!Partners should ensure constant contact with
ensure partnership technology to keep costs down communications model each other to discuss their visions and aims
success •! A well defined agenda and •! Set aside a contingency budget •!It pays to nominate a person responsible for
parameters for measuring for spikes in communications communications as it helps in co-ordinating
success costs responses and avoid misunderstanding

Insufficient ability •! Be willing to reach out to •! Benchmark other countries/ •!Government is committed to promote SME’s and
to take full various help centers setup by industries policies are designed to assist in improving their
operations though in practice its difficult to work
advantage of banks, government agencies •! Be willing to work with GOI with them
Government •! Be willing to appoint Trade Fairs and Foreign •!However, inability of the SME’s to understand and
Policies in SME consultants to seek out Embassy Trade Associations derive benefits from the policies prevents them
Incentives incentive programs from taking full advantage.



PART 5
OUR Solution


Market Entry in Fixed Time and Fixed Cost

Start
Engagement

Determine Objectives STRATEGY
4 Weeks
Address the ISSUES

OPPORTUNITY Represent in INDIA
8 Weeks
Align Partner
Identify Opportunity

Resources

Deliverables:
!!ndia Operations Startup
I
!! pportunity Identification
O


Our Unique Consulting Delivery Model


SUMMARY

»! INDIA STRATEGY Lessons
»! Talent Myths
»! Location Facts
»! Conclusions
Fixed Price Opportunity
»! OPPORTUNITIES & CHALLENGES
»! Infrastructure
»! SME Markets
»! Renewable Energy

»! ZENESYS SOLUTIONS Resources
»! Getting Started
»! Opportunity Identification

Our Offer



PART 6
Appendix


References – Lessons Learned
1. RPE data
http://www.thehindubusinessline.com/2006/09/21/stories/2006092104350400.htm
2. Median salary by state
http://www.payscale.com/
3. Office occupancy costs
http://www.cbre.com/


References - SME
1. NASSCOM – size of KPO industry by 2010 - $17 billion, of which $12 billion outsourced to India
http://www.rnebizguideindia.com/knowledge_process_outsourcing_kpo.shtml
http://www.istockanalyst.com/article/viewiStockNews/articleid/3186208
2. India to capture 70% of KPO sector
http://www.kpoexperts.com/
3. Medical Tourism related data
http://www.frost.com/prod/servlet/market-insight-top.pag?docid=108452141
4. A recent report on Medical Tourism stated that by 2017, over 16 million Americans could be travelling overseas for medical care
http://www.medicaltourismcongress.com/
5. ASSOCHAM - India’s medical tourism market is growing by 30% and is expected to become $2 billion business opportunity by 2012-15
http://www.issuesinmedicalethics.org/161ed04.html
http://en.wikipedia.org/wiki/Medical_tourism_in_India
http://www.medical-tourism-india.com/medical_tourism_articles.htm <http://www.ehealthonline.org/news/news-details.asp?News=Indian-medical-tourism-industry-
to-touch-INR-9,500-cr-by-2015:-Assocham&NewsID=15799>
http://www.ehealthonline.org/news/news-details.asp?News=Indian-medical-tourism-industry-to-touch-INR-9,500-cr-by-2015:-Assocham&NewsID=15799
6. Cost related comparison between UK and India
http://www.connectingindia.in/Medical_Tourism_India.htm
7. Global pharmaceutical outsourcing market to touch $76 billion by 2010
http://www.moneycontrol.com/news_html_files/news_attachment/2008/Anus_Lab_%20IPO_SPA_Securities_Ltd._Neutral.pdf
8. IMS global - global pharmaceutical sales to surpass $820 billion in 2009 and $940 billion in 2012
http://www.imshealth.com/portal/site/imshealth/menuitem.a46c6d4df3db4b3d88f611019418c22a/?
vgnextoid=9e553599b554d110VgnVCM100000ed152ca2RCRD&vgnextfmt=default
9. Size of Indian Pharmaceutical Market expected at $17.8 billion dollars in 2012. Correspondingly, the graph has also been modified.
http://findarticles.com/p/articles/mi_m0EIN/is_2008_April_11/ai_n25148823/
10. Indian pharmaceutical outsourcing market is expected to reach $3.33 billion by 2010
http://www.ukibc.com/content.php?contentid=32&sectionid=6
http://www.pharmpro.com/
ShowPR_Print~PUBCODE~021~ACCT~0000100~ISSUE~0805~RELTYPE~PR~ORIGRELTYPE~ATO~PRODCODE~9241~PRODLETT~R~CompName~Pharma
ceutical%20Processing~ProdDesc~VENDOR+SOURCING+SERVICES.html
11. Medical equipments
http://www.medicaltourismmag.com/issue-detail.php?item=155&issue=7


References - RE
1. Installed capacity
www.cea.nic.in/power_sec_reports/Executive_Summary/2008_06/11.pdf
2. Additional capacity – 78,000 MW
http://www.indiacore.com/ic-conf/15-dec07-thermal/index.html
3. Rise in power demand
http://economictimes.indiatimes.com/News/News_By_Industry/Energy/Power/Indias_power_demand_to_rise__120_GW_to_335_GW/articleshow/3101315.cms
4. Why Indian renewable market
http://www.ey.com/Global/assets.nsf/International/Industry_Utilities_Renewable_energy_country_attractiveness_indices/$file/
Industry_Utilities_Renewable_energy_country_attractiveness_indices.pdf
http://www.greenchipstocks.com/articles/renewable-energy-india/352
http://mnes.nic.in/annualreport/2007_2008_English/Chapter1/chapter1_1.htm
http://mnes.nic.in/annualreport/2003_2004_English/ch6_pg1.htm
http://www.gwec.net/uploads/media/Global_Wind_2007_Report_final.pdf
http://mnes.nic.in/pdf/11th-plan-proposal.pdf
http://www.sonnenseite.com/One+World,Q++A-+Opportunities+in+Indias+Renewable+Energy+Market+,72,a5803.html
http://www.renewableenergyworld.com/rea/news/article/2009/03/india-a-vast-market-for-american-solar-pv-companies
http://www.gwec.net/index.php?id=124
www.csmworld.org/public/pdf/CSM-DP-Ringwald-July08.pdf
5. Supporting data
www.powermin.nic.in/whats_new/pdf/Secy-sydney-IEA-121206.pps
http://solveclimate.com/blog/20090419/indias-massive-renewable-energy-opportunity-being-squandered
http://www.cbcglobal.org/CBC_Pages/MediaDetails.aspx?MediaId=147
http://www.renewableenergyworld.com/rea/news/article/2009/03/india-a-vast-market-for-american-solar-pv-companies
http://mnes.nic.in/
http://mnes.nic.in/pdf/11th-plan-proposal.pdf
www.buyusa.gov/kern/indiaenergyreport.html


References – Infrastructure
1. Supporting data
www.dbresearch.com/PROD/DBR_INTERNET_DE-PROD/PROD0000000000218232.pdf
www.legalserviceindia.com/article/l306-Infrastructure-Investments-in-India.html
http://www.financialexpress.com/news/about-tender-tendering/304966/
www.cuts-international.org/pdf/Viewpointpaper-InfrastrConcessContract-intro.pdf
http://www.projectsmonitor.com/detailnews.asp?newsid=16543
http://www.projectsmonitor.com/detailnews.asp?newsid=9583
2. Infrastructure opportunities and policies
http://www.ashurst.com/doc.aspx?id_Content=4117
http://www.cnplus.co.uk/intelligence/winning-work/winning-construction-work-india/5200126.article
http://pib.nic.in/release/rel_print_page.asp?relid=34891
Infrastructure in India – PWC Report http://www.pwc.com/extweb/pwcpublications.nsf/docid/F4A6F10C713D800DCA257571004412F6/$file/InfrastructureinIndia.pdf
www.indiainfraguru.com/railways.html
www.austrade.gov.au/ArticleDocuments/1418/KPMG-India-Infrastructure-Resources-Presentation.pdf.aspx
http://pibmumbai.gov.in/scripts/detail.asp?releaseId=E2008PR1035
http://iic.nic.in/iic3_a.htm
http://pibmumbai.gov.in/scripts/detail.asp?releaseId=E2008PR1035
http://www.pppinindia.com/sector-airports.asp
Infrastructure and Resources Sectors in India – KPMG Report
Doing business in India – Allen & Overy www.joi.or.jp/document/071026/10.26Presentation.pdf
http://www.nhai.org/procurement_current.asp
http://www.indiantollways.com/category/bot/
http://en.wikipedia.org/wiki/DLF_Universal_Limited
http://en.wikipedia.org/wiki/Bandra-Worli_Sea_Link
3. FDI India rules
http://dipp.nic.in/ind_investment_191004.pps
http://business.mapsofindia.com/fdi-india/sectors/railway-related-components.html
http://www.blonnet.com/2006/10/26/stories/2006102600890500.htm


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