Building a Formidable Institutional/Hospital Business

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 Why one needs outside help?

▰ Subject matter experts

▰ Healthcare Industry Experts
▰ External Perspective
▰ Cost effectiveness
▰ Impartiality
▰ Improve scalability of resources
▰ Employee retention

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 Why Sangatikarana?

▰ Large pool of business consultants and trainers. Lean

organization with value for money services

▰ Diverse competencies like Sales, Marketing,

Leadership, Finance, Operations, Retail, Education,
HR… all under one roof

▰ Team of industry practitioners with an extensive

working and consulting experience in MSMEs and
MNCs alike

▰ Inventory of best practices across all the functions with

a deep insights into startups and growing business
enterprises

▰ Access to management resources by virtue of affiliation

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with the academic institutions
 Credentials
Sangatikarana Corporate Services is a Consulting, Coaching and
Training firm providing services to organizations that are looking to
grow, expand and create high and profitable business enterprises.

The literal meaning of “Sangatikarana” is the process of unifying the

minds (to achieve the common goal). Sangatikarana is an initiative
by experienced professionals from the field of business and
management to create and deliver strategic and tactical value to
companies.

The leadership team at Sangatikarana follow hands-on and proactive

approach in addressing the needs and business challenges of every
organization it is associated with. The team has substantial and
relevant cross functional expertise in meeting different business
challenges of large Indian and multinational organizations.

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Consulting Services

Goal Evolving Developing Other

Setting Strategic Intent Execution Services
Culture
• Structuring of the • Defining action plan
• Defining goals of organization, by business • Content
the organization, functional areas and vertical/ Development
business verticals business verticals to function/individual/ • Digital Marketing
and functional support the goals teams Strategy
areas • Identifying the • Developing • Customer
• Landscaping if the growth options dashboards to Engagement
industry to arrive at • Committing measure the Strategies
challenging resources and progress of chosen
achievable goals efforts towards • Process
strategies Improvement
• Defining financial achieving growth
• Institutionalizing
and business • Manpower planning Weekly/ Monthly
objectives aligned with the
/Quarterly review
growth options
mechanism

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 Human Competency Development

Sales Marketing Operations Leadership

• Structuring Sales • Creating Product/ • Creating • SelfAwareness
force for optimal Corporate Brand Customer Delight • Developing
results • Developing both • Building Interpersonal
• Sales Force offline and online FormidableTeams Relationships
Effectiveness marketing • Crisis • Building a
• Solutionselling campaigns Management formidable team
• Key Account • Developing • Soft skills • Situational
Management compelling • Communication Leadership
• Digital Marketing marketing • Developing
• Email etiquettes
collaterals successionplan
• Key Opinion • Time
Leader • Creating and • Induction of next
Management
Management coaching Product generation
Management • Process
• Channel Partner Improvement • Business Plan and
Teams
Management • Finance for non Role Plan
• Financial literacy finance Coaching
for salesteam executives • MediaTraining

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Clients

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 Team Sangatikarana

Ramu Shankarrao : Lead Consultant

▰ Ramu has over 26 years of experience with significant senior corporate management roles in Healthcare industry with
giants like Medtronic and St Jude Medical. The last corporate assignment was with St. Jude medical as Director of sales
and marketing responsible for growing and managing the business and teams in South Asia. He had a short stint in
academia for about 3.5 years teaching and researching in the area of sales, marketing and business plan. He has taught in
almost all programs of S.P. Jain Institute of management and Research in Mumbai.

▰ Ramu is the Founder - Director of Sangatikarana corporate service private limited. In his current role, he works with
companies to drive sales and marketing efforts, strategy and organization growth. He advises clients ranging from Fortune
500 companies to family-owned businesses. He coaches business owners and professionals towards achieving revenue
and profit growth. He spends much of his time coaching senior leaders on how to align their teams for ultimate success.
He is a passionate trainer and conducted training programs for companies like Covidien, Kimberly Clark, Medtronic, Cisco,
Abbott, Ugam and so on. By way of skill building programs, he helps companies build strong frontline sales team to SBU
heads.

▰ He received his postgraduate and undergraduate degrees from Karnataka University.

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 Team Sangatikarana

Projects led by Ramu Shankarrao

▰ Developed Key Account Plan, stakeholder mapping and engagement program for one of the Pharma MNCs in India

▰ Helped one of the device MNCs to strengthen their presence in Bangladesh. Facilitated channel strategy and capability
building for them

▰ Assisted Indian Medical Equipment company in strategizing Channel efforts and professionalizing their team for almost a
year and half. Grew in sales significantly. Also helped them explore some of the International markets

▰ Conducted workshop to prepare process of AOP for an MNC

▰ Supported three Channel partners find new principal companies and expand their operations

▰ Assisted an MNC formulate a channel strategy for growth

▰ Assisted atleast 500 MSMEs prepare business plan for growth

Key Competencies of Ramu: Strategic business planning, Strategy formulation and execution,
Workshops to influence practices, Content Marketing, Channel Management, Key Account Planning,
Product Research and Product-mix decisions, Sales Force Effectiveness, Business Modeling and
Business
Private Plan
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 Team Sangatikarana

Dr. Rao : Healthcare Lead Consultant

DR B V NARSING RAO is a Medical Doctor with over 30 years of experience in Sales, Marketing,
Business Development, Teaching, Training and leading a large US based Multinational healthcare
organization in South Asia. He advises companies in fine tuning their growth strategies to achieve all
round business and corporate excellence.

▰ The most significant achievement of Dr.Rao’s professional journey during the last 2 decades has been successful cross
functional transition from Teaching to Medical Advisor and then to Product Management and Sales Operations in the
Pharmaceutical Industry.
▰ In the Medical Device Industry he made successful transition from Market/Therapy Development to Strategic Business Unit
Head and eventually as Country Head of US based healthcare MNC. He has helped companies in turn around strategy to
change management to achieve not only sales growth but also build brand equity. He was instrumental in developing India
Entry Strategy for few of the MNCs. He is a passionate trainer and a sharp advisor.

▰ Medical Director, Asia Pacific for HemoLife Medical, a US based MNC engaged in the manufacture & sales of extracorporeal
plasma filtration devices for use in Severe Sepsis & Hepatic Encephalopathy - 2014 Aug onwards
▰ New Business Development assignment for Phoenix Medicare Pvt Ltd, Bangalore in the area of Spinal implants of Ulrich
Medical & Covidean surgical products - July 2012- December 2013
▰ Business development advisory services for St Jude Medical & AGA Medical Corporation in the field of Adult & Pediatric
Cardiology - Jan 2009 –Dec 2011

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 Team Sangatikarana

Priya Unnikrishnan : Lead Consultant

▰ Priya is a marketing and customer focused management professional with a business acumen and experience of over
18 years in leading Marketing and Customer Experience functions across diverse organizations in consumer services,
patient care and nutrition and was a core member of the Senior Management team. Was associated with brands like
Wockhardt, Godrej and several other collaborations with companies from German, Sweden and Denmark.

▰ In her last assignment, she successfully drove service improvements in operations, developed new modules for customer
service management and service delivery for clients, driving improved Customer Satisfaction. Headed effective lead
generation initiatives through ATL, BTL and Digital marketing & handled complete brand transition activities during M & A.

▰ Skilled in team management and providing leadership for effective performance delivery by maintaining high quality
standard of processes. She comes with a high level of commitment and integrity, willing to explore new opportunities. A
team player with a potential to manage highly challenging roles for a positive outcome.

▰ A post graduate in Business Management from Mumbai, proficient in Marketing Strategy, New Business Development,
Product Management, Brand Transitions, Consumer Research, Customer Acquisitions, Engagement and Retention, Customer
Service, Induction and Trainings that has got her into Consulting and Coaching.

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 Team Sangatikarana

Waimin Foo

▰ Waimin Foo graduated as a pharmacist from National University of Singapore and post graduate in MBA, Waimin has
corporate live-in experiences and multi-cultural sensitivities in Singapore, Malaysia, China, Hong kong with hands-on
management in more than 10 countries across Asia Pacific over last 24 years. His expertise encompasses Sales,
Marketing, Business Development and Medical Education, covering the Asia Pacific region in pharmaceutical and medical
devices healthcare industries.

▰ Various disciplines covered include gynaecology, fertility, andrology, immunology, orthopaedic, psychiatry, respiratory,
cardiology, neurology, radiology and orthopaedic, and rheumatology. Past credentials include Organon Akso Nobel,
Boehringer Ingelheim, Amersham, and GE Healthcare.
▰

▰ His last two assignments were Marketing Director and Medical Education Director with St. Jude Medical Asia Pacific and
Regional Director of Medical Education with Zimmer Biomet Asia Pacific. Waimin is an associate consultant and a trainer
with Sangatikarana and visits India to share his expertise.

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 Team Sangatikarana

Ashok

▰ Ashok has over 30 years of experience with Healthcare Industry giants like Medtronic, AVE, BARD Intl., Lupin Labs and
Alkem Labs.in various Leadership positions for South Asia and Asia Pacific markets.

▰ His last corporate assignment was with Medtronic Asia Pacific as Group Marketing Manager for the Structural Heart division
based out of Hong Kong.

▰ Ashok has been involved in sales and marketing of medical devices, equipments and formulations across multiple
therapeutic areas like Cardiology, Cardiopulmonary, Urology, Oncology, Gastro-intestinal and Surgical.

▰ Having been responsible for Business Operations and P&L statements in the Asia Pacific region, Ashok has developed
insights on the business environment and business dynamics in most of the countries of Asia Pacific region. He has
coached and guided some of the SME business owners towards growth and achieving sales excellence.

▰ He received his post graduate Diploma in Marketing Management and undergraduate degree in Science from the Mumbai
University.

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 Team Sangatikarana

Hemant

▰ Hemant has over 30 years of experience in pharmaceutical and health care industry. He has served pharmaceutical giants
like Cipla and Johnson and Johnson ( JJHS division ) in various capacities. He worked in various functions such as sales,
product management, distribution channel management, training and development. He was instrumental in launching
various wonder drugs and health related products for the first time in India. He and his team successfully implemented the
franchise concept for the first time in Johnson & Johnson.

▰ He is currently involved in conducting unique model of MDP for frontline managers of Lupin under the aegis of SPJIMR since
2011.He is also engaged in conducting coaching and field training for the sales team of a well-known company in the agro
industry. He enjoys training the sales and marketing team in the area of product management, development of distribution
channel, designing promotional inputs that give them the sales growth.

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 Team Sangatikarana

Umesh Dhand

▰ Umesh Dhand is an Academician, Consultant & Entrepreneur. He has 20 years of experience in the corporate world across
industries like Fashion, FMCG, e-commerce & retailing, (luxury, lifestyle & value retailing). His previous assignments include
the Aditya Birla Group (US$ 40 Bn conglomerate) where he was the General Manager – Merchandising. He managed 350
super & hypermarkets & was later Head of Capability Building. Prior to that he was with Shoppers’ Stop (a leading premium
department store chain in India) where he managed several categories like luxury goods (beauty, jewelry, watches, mobiles &
accessories) formal wear, fashion wear & own label at a national level. He started his career with Burlington Mafatlal and
was the regional manager (west & east) and Key Account Manager for top 10 accounts like Levis, Pepe, Wrangler.

▰ He is passionate about facilitating & consulting. In addition to being an Independent Consultant he is an Adjunct faculty at S
P Jain Institute of Management Research, Mumbai (among the top 5 in India). has had engagements with several SMEs and
large organizations like Vodafone, Nielsen, Siemens, Merck-Millipore, Landmark Group, Joyallukas, Amdocs, Sanofi Aventis,
Engro Foods and companies in international markets like Singapore, Bangkok, Jakarta, Dubai, Cairo etc.

▰ He has addressed participants of UK Trade Invest, Michigan State University, Tel Aviv University, EBS Germany.

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 Team Sangatikarana

Manish Bansal

▰ Manish Bansal is an Entrepreneur, Investor, Author and Keynote Speaker. At present, he is CEO of SME Value Advisors, an
Investment Banking and Consulting firm, which partners with Emerging Corporates/SMEs to take them to the next level. Over
last 20 years, he has worked with several reputed organizations such as Citibank (Strategy function in CEO’s office and
Derivatives Sales), Securities and Exchange Board of India (Regulatory and Market Development function – Public issues,
Derivatives market infrastructure and Strategic initiatives) and Institute of Chartered Financial Analysts of India (Industry
and company research) etc. He is an Independent Director on board of Guinness Corporate Advisors, a SEBI registered
Investment Banking firm.

▰ Academically, he has done his M.S. in Business Administration from University of Maryland, U.S. He also holds other
degrees like MBA, CFA and Licentiate in General Insurance.
▰ He has been a speaker in various programs, both National and International, organized by distinguished institutions such as
Bombay Stock Exchange (BSE), National Stock Exchange (NSE), Multi Commodity Exchange (MCX), Dun and Bradstreet
(DnB), Credit Rating and Information Services India Ltd. (CRISIL), Institute of Chartered Accountants of India (ICAI), Institute
of Company Secretaries of India (ICSI) and various industry bodies such as FICCI, ASSOCHAM, CII etc.

▰ He has also visited various prestigious Institutes including Indian School of Business (ISB), Hyderabad, Indian Institute of
Management (IIM), Bangalore, Indian Institute of Technology (IIT), Mumbai and several others as a speaker. In addition, he
has several publications to his credit including a book published by McGraw Hill– “Derivatives and Financial Innovation”.

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 Team Sangatikarana

Dr. (Prof.) Upadhyay

▰ Dr. (Prof) Upadhyay has more than 30 years of experience in varied organizations in India and abroad. During his long career
Dr Upadhyay has managed large public delivery systems, taught in B-Schools, consulted for organization at national and
international levels, headed learning and development functions in India and abroad and conducted numerous MDPs in the
areas of HRD, leadership development and workshops for trainers and facilitators.

▰ Prior to joining IMI, Dr Upadhyay was a Professor in SP Jain Institute of Management & Research, Mumbai where he taught
courses in OB & HR and headed the MDP vertical of the institute. Earlier he worked as Senior Professor & Program Director
of Executive Education in FORE School of Management and taught in IMT Ghaziabad as a visiting faculty.
▰ He has also worked as an international staff member of the United Nations in the capacity of Institutional Development
Advisor and Learning Manager in UNDP. He consulted with UNDP and the International Organization of Migration (IOM), as
expert in the areas of Leadership, Learning & Development, and Performance Management.
▰ He is a certified trainer in Training Needs Assessment, Design of Training, Direct Training Skills, Mentoring, Management of
Training and Evaluation of Training from Thames Valley University UK, ITC, ILO, Turin, Italy and AIT, Bangkok. He is also
certified in designing and implementing Balanced Scorecard from 2GC, Australia.
▰ He has attended national and international seminars and conferences and published papers in referred journals. His
research interest is in the domain of PMS, Leadership Development and Managing Change.

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 Team Sangatikarana

Capt. Rahul Verma

▰ Capt Rahul Varma has an extensive experience over Thirteen Years at Sea out of which two stints in command on oil tanker.
Captain spent Eleven years as DPA, Head of Shore Contingency Team, Fleet Personnel, Safety & Quality, Vetting and
Operations Manager for passenger ships, tankers and other cargo Ships, carrying out office administration and reporting to
Managing Director at Lilly Maritime Pvt. Ltd, Mumbai. He acted as Management Representative for Lilly Maritime Pvt. Ltd.
for ISO 9001 and got Class NK Accreditation for Quality Management, Diving, Marine Training and only Company to be
accredited for Ship Recycling Consultancy. Captain headed the take-over of vessels and implemented ISM/ISPS/MLC/TMSA.
He has successfully supervised dry dock of oil tankers and assisted in Class, Flag, Third Party Surveys & Audits and Vetting
of the vessels

▰ He represented various PnI Club as a surveyor and presently part of Contingency team for "SSL Kolkata" at Kolkata, India to
monitor and assist in avoiding pollution from the sunken vessel
▰ He has an experience of liaising with various government bodies, MMD and DG shipping for various requirements
▰ Captain holds BSc Nautical Science from BITS Pillani and LLB from Mumbai University. He is a master mariner as recognized
by the Government of India

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Strategy Advice
and
Human Competency
Development

19
 The Evolution of Strategy
 Healthcare delivery getting more corporatized and the chain of
hospitals are increasing their footprint in India
 Healthcare delivery getting institutionalized, Centralized and
decision making more complex
 Large interest among International VCs to invest in the Indian
Hospitals (recent examples are Nanavati, and Jaslok)
 The sales and marketing strategy needs to be agile taking the
fast paced changes into account
 Shift in the Decision-making from an individual physician to
multiple stakeholders including formulary Committees,
Purchase team and Management
 Strategies need to focus on integrating sales and marketing
activities at the enterprise level, and at various levels in the
stakeholders.
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 How Sangatikarana could assist you?

▰ Capturing the current challenges and growth aspirations

▰ Developing a long term and short term strategies to achieve the
growth aspirations with the help of all the internal stakeholders
▰ Advising on the organizational structure to support the strategy
▰ Evolving a balanced score card for the organization and each
function
▰ Drilling down the organizational objectives into KRAs and KPIs of
key team members
▰ Developing the processes and tools for monitoring the progress on
the sales and marketing activities
▰ Deep mining into the customer insights to ensure the success of
KAM and KOL Programs
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Human Competency
Converting the
Development products and
Customer
services offered to
Value
CVP
Proposition
The team will get Bridging the
reskilled given Mapping the market
the changing
competency Segmentation and choosing the
need gaps right accounts

The Developing
participant strategy and Decoding the
would have a
execution
Hospital Stakeholde clinical and non
clarity on the r Mapping clinical
strategic plan plan for the Business stakeholders
and the way territory
the same is
implemented
Evolving Sales Tactical alignment of
Process and the buying process
Channel with the sales
Identifying, KOL process and
Management Management understanding the
Developing and
Engaging the Key KAM Program nuances of channel
Opinion Leaders, Developing a management
both clinical and robust KAM
Program 24
non clinical
 How Sangatikarana could assist you?

 Map the existing competencies of the sales and marketing team

members
 Develop the competency matrix aligned with the organizational
aspirations and strategies
 The training plan would have workshops and application exercise
to ensure learning effectiveness
 The workshop would be conduced by the industry practitioners
having extensive experience in healthcare
 The contents of the workshop would be customized keeping the
context of the therapy and the organization
 The workshop would include activities, exercises, role plays,
games and case studies
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 Training Plan

We would be
able to further
customize the
topics and
contents
based on your
business
needs and
objectives 26
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Sangatikarana Corporate Services Private Limited
36B,New Mhada bunglows
New Dindoshi
Off Film City Road
Goregaon-East
Mumbai-400 065
India
Cell:+91-9321061906

Thank
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