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Deepikas dilemma
Deepika Ranganathan, a second year PGDM student at the Prestigious IIN
(International Institute of Nothing), was not sure whether to laugh or cry at the
offer letter from DCG (Dubious Consulting Group). This was her dream job.
Regarded as the best job of campus, she had worked very hard throughout her
courses to be in the top percentile of the batch to qualify for the shortlists. DCG
does this process only in the top 3 schools of the country (The other 2 are IIP and
IIS) and is known to make only 5-6 offers a year. Deepika was one of them and
the only from IIN. And rightly so. She was the academic topper of the batch,
student president of the student body and the only girl who had worked 7 years
before joining the program a rare combination and considered a disadvantage
for her candidature in the placement committee. Till last year, DCG had only
recruited candidates who came straight out of undergraduate campuses
especially biased towards certain ones in Delhi. But for Deepika, they made a
policy change and announced that age is not a criteria as long as the candidate
fits their requirements.
Prior to joining IIN, Deepika worked in a top advertising company where she
handled sales for large accounts. When she decided to leave that and join IIN,
many of her colleagues told her You are earning 30L right now including
commissions and bonuses. You will incur an opportunity cost of Rs50l, pay a fee
of Rs20L for the program and then they will give you a job which wont be more
than 25L. Why do you want to take such a hit? But Deepika knew that the
recruitment company will surely value the 7+ years of her experience and treat
her differently than a candidate who has no or lesser work experience than her.
And she also knew that the starting salary is hardly the issue. The degree from
IIN will take her to levels that others will never even dream of. She forgot about
this comment of her colleagues till she got the letter today morning.
The offer letter did say that her annual package will be Rs25Lakh and she got to
know from her sources that another candidate from IIP, who had 5 years of
experience, was given 28Lakhs. She was very sad. It was not about the money.
But she felt bad that they did not value her 7 years of experience at all. And the
fact that someone else got more despite being less deserving rubbed salt on her
wounds. Then she remembered the entire interview. The interviewer Mr. Ghoshal,
a top ranked and celebrated person from DCG, had never asked any question of
her 7 years stint and experience at the advertising company.
She called her senior Ajay who was at IIN and now works at DCG. Ajay warned
her DCG does not like students negotiating salaries at all. Be careful. But she
was clear that she will discuss it no matter what.
The offer letter mentioned that she was supposed to send her confirmation
within 7 days. Her mind was racing fast. They she remembered the biz card of
her interviewer Mr. Ghoshal, the President of DCG India. She texted him Sir,
sorry to disturb. Got the offer letter from DCG. Feel proud. Thank you for placing
your trust in me. Can I talk to you when you have a few minutes? Mr. Ghoshal
responded sure. Please meet me at my office today afternoon 2pm. (Assume
that the office is nearby and in the same city as IIN and you have no classes. And
This case was prepared by Prof Rakesh Godhwani for classroom discussion only.
Names and other points of the case are purely fictional.

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also assume that Mr. Ghoshal is very influential in DCG. The HR and other
stakeholders always listen to him)
You prepare for your meeting. What would be say to him and how will you handle
this meeting. Use the AEIOU Xtra E framework.

This case was prepared by Prof Rakesh Godhwani for classroom discussion only.
Names and other points of the case are purely fictional.