Professionalism: The Pursuit
Learning Focus: Identifying ‘real’ issues of client; internal communications and problem solving
Scene: RFP has been received from ABC Corporation. Offshore and Onsite resources work to
respond to ABC, and to understand the business objectives of ABC.
Objective: Create a cohesive and collaborative response to ABC that focuses on providing
business value
Stakeholders in scenario: 6
Name
Ritu
Role
SPM /
Pursuit Lead
Experience
in the
Industry
12 years
Sanjay
16 years
David
MCS Partner
23 years
Sam
Onsite
Project
Coord.
10 years
Sandra
Company
Nationality
Notes
Has successfully worked on three
SAP projects. As time has
progressed management has
been leaning more on Ritu given
her skills and capabilities.
Client
Manager /
Global
Markets
VP/IT Enterprise
Solutions
Onsite
Experience
20 years
5 years
10 years
2 years
Infosys
Indian
Infosys
Indian
Infosys
American
Infosys
Indian
ABC
American
Sanjay has been with Infosys for
16 years and onsite for 10. Since
his move from delivery to Global
Markets (5 years ago) Sanjay has
focused on opening new
accounts. He has been
successful to date but clearly
ABC would be his most significant
achievement.
Sandra has been with ABC for 20
years and has progressed
steadily in her career. With the
SAP installation Sandra realizes
that ABC doesn't have the
expertise, but is leary of Infosys
and the outsourcing model.
Fearing that control would be lost.
Jodie
Client
Manager
15 years
ABC
American
Jodie has been in the IT project
management area for 15 years
and is well regarded for her
communication and management
skills. While she has never done
business directly with Infosys she
is an advocate of our GDM and
would like to use Infosys for the
SAP implementation.
SLIDE 1:
Narrator: “Welcome to the pursuit module of the professioanlism curriculum. In this module, you will
be introduced to the concept of the pursuit. We will be focusing on two key issues of the pursuit with
several stakeholders. Let’s take a moment to introduce them to you.
SLIDE 2:(Picture of Ritu)
Narrator: This is Ritu. She is an SPM with 12 years of experience working on three SAP projects. She has
been onsite for 5 years and has been chosen to lead this pursuit based on her outstanding performance.
This will be her first time to lead a pursuit and she is very excited to show her abilities but at the same
time nervous because of the pressure to perform well.
SLIDE 3: (Picture of Sanjay)
Narrator: This is Sanjay. Sanjay has been with Infosys for 16 years and onsite for 10. Since his move
from delivery to Global Markets (5 years ago) Sanjay has focused on opening new accounts. He has
been successful to date but clearly ABC would be his most significant achievement.
SLIDE 4: (Picture of David)
Narrator: This is David. David has been a consultant for 23 years working at Accenture, Deloitte and
now for the past 1.5 years at Infosys. His current role is as a senior MCS partner. David is eager to help
with this pursuit and lend his significant experience to make it a success. Although he has years of
experience, he still feels like he is adjusting to the Infosys culture.
SLIDE 5: (Picture of Sam)
Narrator: Meet Sam. Sam has been with Infosys his entire career spanning the last ten years. Two
years ago he was sent onsite and has worked well with clients. Sam feels that his key strength is project
management and he looks forward to helping create a great long-term relationship with ABC.
SLIDE 6: (Picture of Sandra)
Narrator: Next we meet Sandra. Sandra is the VP of IT/Enterprise Solutions for ABC. Sandra has been
with ABC for 20 years and has progressed steadily in her career. With the SAP installation, Sandra fears
that she will start losing control of an area she has personally built. She now realizes that ABC doesn't
have the expertise needed to keep up with the quickly changing technology industry, but is leary of
Infosys and the outsourcing model. She feels that once the Global Delivery Model is in effect, too much
work will be done by people on the other side of the world that she has never even met.
SLIDE 6: (Picture of Jodie)
Narrator: Finally we meet Jodie. Jodie has been in the IT project management area for 15 years and is
well regarded for her communication and management skills. While she has never done business
directly with Infosys, she is an advocate for our GDM and would like to use Infosys for the SAP
implementation.
SLIDE 7: Relationship between Infosys and ABC Corporation:
Narrator: Infosys has had a cordial relationship with ABC for the past couple years. To date Infosys does
not have any business from ABC . A significant amount of work has been done to build this relationship
and position Infosys for a successful long-term relationship.
It looks like these efforts could finally pay off as ABC has formally requested a proposal from Infosys on a
large SAP project.
Sanjay and David have been leading this effort. While they have been able to gain support with some
within ABCs organization there are still skeptics of Infosys’ capabilities, skills, outsourcing model and
working with an offshore company which some view as losing control. Clearly, this is a huge opportunity
for Infosys, but it will require the best efforts of all involved to win this work.
Currently ABC works on an augmented staff model with most of their s/w development and
maintenance done in-house. While ABC has done some business with offshore companies this has been
on a very limited basis.
SLIDE 8: Overview:
Narrator: Let’s take a look at the scenario. Infosys has received an RFP from ABC Corporation requesting
a proposal for a large SAP implementation spanning 4 - 5 years. The Infosys onsite and offshore teams
must collaborate under tight deadlines to develop, price and submit a proposal to ABC Corp.
Ritu will manage the overall proposal process. Sam will manage the SAP solution as well as the offshore
response. Sanjay is the Client Manager and David is the MCS partner working with ABC.
ABC has been designated a strategic account for Infosys. A successful value add proposal which
demonstrates an understanding of ABC’s business objectives would help with entry into ABC’s industry
segment.
Sandra, the VP of IT for Enterprise Solutions for ABC and is in charge of vendor selection for the SAP
project. Keep in mind as mentioned before, Sandra is not sold on Infosys and has some real concerns
about what she views as letting control go. Jodie would be Client Manager for ABC working as the main
liaison between ABC and Infosys. Jodie supports Infosys based on her communications with both Sanjay
and David, as well as Infosys’ industry experience and success.
SLIDE 9:Key issues:
Narrator: In this module, three key issues will be addressed. They are:
1
2
3
Global Markets and Delivery disagree on how the proposal should be structured
Sandra must be convinced that Infosys understands her issues and can help her achieve her
objectives
The team must learn to function in a united manner creating a collaborative environment
Slide 10: Scenario 1
Narrator: Now that we have set the stage, let’s take a look at our first scenario.
While conducting the RFP analysis, Ritu notices ABC has requested that the project team allocation
should be 75% onsite and 25% offshore. Ritu knows that according to best practices, Infosys proposes a
30% onsite 70% offshore model. This request from ABC immediately presents three concerns to Ritu:
●
●
●
Keeping the project in budget with such a heavy onsite presence
Allocating resources effectively for smooth flow of work between onsite and offshore
Executing the project on time
Slide 11: The way forward
Narrator: Ritu arranges a meeting with Sandra and Jodie from ABC along with Infosys team members.
She wants to discuss the benefits of the GDM and the optimal structure of the project team to maximize
effectiveness. Her focus will be to clarify ABCs position of a 75%/25% allocation and agree on the best
resource balance for this project. This meeting includes Ritu, Sam, Sanjay and David.
Ritu has a good reputation for being responsive to her internal and external clients needs which is
represented below in a Professionalism Index. The Professionalism Index is comprised of four critical
parameters: Respect, Client Satisfaction, Teamwork and Trust.
In the upcoming scenario, you will need to make choices on behalf of Ritu which will influence her
professionalism parameters.
Let’s take a look at the professionalism index. For this scenario, Ritu starts with the following baseline
scores. As you make correct or incorrect decisions during this module, you will see how your decisions
impact Ritu’s scores.
Professionalism Index:
Respect (R)
Client Satisfaction (CS)
Teamwork (TW)
Trust (T)
7
7
6
6
Slide 12: The meeting
Narrator: Ritu is excited to use the knowledge and experience she has gained from her previous three
SAP projects to impress ABC. Of the following four choices, which is the best approach to take in this
meeting?
(Programing note: At this point options A,B,C and D below should appear on the slide. The four
options should each be buttons with an embedded link which takes the participant to the
reaction to that selection. for example: when clicking on “a”, an incorrect response, the
statement with the reasoning should then appear and be read by the narrator. Once the
reasoning has appeared and been read, the professionalism Index should then appear and the
impacts of the choice should be spoken by the narrator.)
Button “a”: Ritu should begin the meeting by asking Sandra and Jodie a few questions so they will feel
“heard” and she can use some of their words to persuade them to agree with her.
●
Incorrect: Although Ritu is asking questions and gaining a better understanding of the client’s
point of view, she is focused on her own solutions. It is very likely that Sandra and Jodie will not
feel heard. This could lead to lack of trust and potentially disrupt the relationship.
Narrator: Let’s look at how this response impacts the professionalism index.
Respect (R)
Client Satisfaction (CS)
Teamwork (TW)
Trust (T)
7 – 1= 6
7–1=6
6-1=5
6–1=5
1
2
3
4
ABC does not feel heard or respected and therefore they lose respect for Ritu. 7-1 takes
“respect” to 6.
The client does not feel heard. They quickly see that Ritu is not really listening. Client
Satisfaction suffers as a result. 7-1 takes “Customer Satisfaction” to 6.
When ABC is unhappy, it is likely to cause stress to the Infosys team. As this stress increases,
tension on the team builds and issues may arise. 6-1 takes “Teamwork” to 5.
Trust erodes as the client starts to feel like Infosys is pushing an agenda. 6-1 takes “trust” to 5.
Narrator: Let’s listen to some thoughts from people in the room.
(Programming note: in these sections please show pictures of the people talking or thinking on the
slide)
Bubbles Audio from client ….
Jodie: “While Ritu did ask a few questions, she seems to be pushing forward quite
aggressively with her own agenda.”
Sam: “For some reason the client’s body language seems to suggest they are not
pleased with this. I wonder what part they are struggling with.”
Rationale for correct answer:
Narrator: The correct answer is C: Ritu should enter the meeting with no preconceived ideas. She should
listen intently to insure a complete understanding and then working with the client to provide the best
solution.
Button “b”: Ritu meets with the client and tells them the proper way forward. This will demonstrate
her knowledge and experiences and make the client respect her as a subject matter expert.
●
Incorrect: Ritu is entering the meeting with preconceived ideas of how the project should go
forward and is not asking for the client’s inputs or perspective.
Narrator: Let’s look at how this response impacts the professionalism index.
Respect (R)
Client Satisfaction (CS)
Teamwork (TW)
Trust (T)
7–2=5
7–2=5
6–2=4
6–1=5
1
2
3
4
This should be a partnership. Telling the client how to do something and not listening to their
inputs is likely to lead you to an unsuccessful relationship. Sandra feels pushed and does not
like it. She is not an executive for nothing. 7-2 gives a 5 on “respect”.
As with Respect, client satisfaction will be damaged leading to a lower professionalism index. 72=5.
There is no “I” in team. Ritu has become a one person show and the client and team will not be
pleased. 6-2 brings “Teamwork” to 4.
Trust will be impacted by this response as well. 6-1 brings “Trust” to 5.
Narrator: Let’s hear how people are feeling.
Bubbles Audio ….
Sandra: “Wow, this woman has not even asked me if I agree with this. Why are we
wasting our time with these people, why don’t we find a vendor who will actually
listen to us.“
David: “Why doesn’t Ritu ask more probing questions and give the client more
opportunity to speak?”
Rationale for correct answer:
Narrator: The correct answer is C: Ritu should enter the meeting with no preconceived ideas. She should
listen intently to insure a complete understanding and then working with the client to provide the best
solution.
c. Ritu realizes that even with her depth of knowledge, it is imperative to enter the meeting with no
preset solution and listen to the client’s complete requirement; probing and clarifying as needed. She
works jointly with ABC and her team members to propose a comprehensive solution.
●
Correct: Ritu is entering the meeting with no preconceived ideas. She and her team members
are listening to ABC and clarifying to insure a complete understanding of their requirements and
objectives. With this thorough understanding, Infosys and ABC will work together to determine
the best solution.
Narrator: Let’s look at how this response impacts the professionalism index.
Respect (R)
Client Satisfaction (CS)
7+1=8
1
2
3
4
7+1=8
Teamwork (TW)
Trust (T)
6+1=7
6+1=7
Sandra feels like this is a collaborative effort and likes the direction they are heading in.
“Respect” goes up. 7+1 brings “respect” to 8.
This is exactly what Sandra was hoping for. Although she still has concerns, she feels confident
that agreements can be reached. Client Satisfaction goes from 7 to 8.
Teams who communicate effectively and listen intently operate more effectively and have
higher engagement. Teamwork up 1 to 7.
Understanding = Trust. Trust up 1 to 7.
Narrator: Let’s hear what our participants are saying.
Audio Sandra: “Ritu, thanks for listening to all of our rationale and concerns and for providing such great
insight. This really helps us understand why the GDM model is more effective with a heavier
allocation offshore. It sounds like we’ve decided on an allocation of 40% onsite and 60% offshore.”
Ritu: “I’m really pleased that we were able to meet today to further understand your objectives
and build a solution together that we can all agree with.”
Thought Bubbles David: “Wow, for Ritu’s first RFP, she handled herself very professionally. I honestly didn’t expect
her to perform so well.”
Jodie: “I really think Sandra is now on-board with Infosys. What a great win for us at ABC.”
Sanjay: “Ritu did a good job in presenting Infosys GDM concepts and representing our brand.”
Button “d”: Ritu knows that with careful wording and guidance she can lead the client to her carefully
crafted solution and the client will feel included.
●
Incorrect: Ritu has come to the meeting with a solution in mind and is attempting to get buy-in
from ABC without clarifying and probing for needs. This will feel like manipulation to the client
and will lead to a negative impact on the professionalism index.
Narrator: Let’s look at how this response impacts the professionalism index.
Respect (R)
7-1=6
1
2
3
4
Client Satisfaction (CS)
7-1=6
Teamwork (TW)
6-1=5
Trust (T)
6-1=5
It’s easy to tell when someone thinks they know more than you. ABC loses respect taking it
from 7 to 6.
Client Satisfaction goes down because the client still doesn’t feel heard. Client Satisfaction down
1 to 6.
In order for a team to opperate, team members must be objective. Teamwork slips down 1 to 5.
Trust starts to erode as clients start to feel manipulated. Trust down 1 to 5.
Rationale for correct answer:
The correct answer is C: Ritu should enter the meeting with no preconceived ideas. She should listen
intently to insure a complete understanding and then working with the client to provide the best
solution.
Narrator: Let’s hear what is happening in the minds of our participants.
Thought Bubbles:
Ritu: “I thought I did a good job outlining my ideas and yet they still seem unconvinced.”
Sandra: “I can see Ritu’s point, but I still feel like I am not being heard.”
Slide 13: Final slide for Scenario 1:
Narrator: Let’s review the key ideas for the first scenario.
Key Learnings:
● Enter a meeting with an open mind and no preconceived agendas
● Listen intently to your clients specific requirements
● Don’t make assumptions from previous engagements
● Come prepared to present your ideas so they will be heard and valued
Slide 14: Scenario # 2:
Narrator: While working on the pursuit, it becomes clear there is conflict between members of the
pursuit team regarding how to structure the proposal in terms of number of onsite resources versus
offshore, and the impact this has on developing an effective price model.
Additionally, several internal organizations are requiring significant numbers in terms of resources,
appearing to duplicate efforts on several fronts. With consolidated inputs from all organizations, it’s up
to the pursuit team management (Ritu, Sanjay and David) to determine the way forward, and come to
an agreement on the right approach.
Working, communicating and negotiating internally is often more difficult than with a client. People are
taking stands that sometimes are hard to move or influence. How a pursuit team works together drives
the end result.
Slide 15: What are they thinking?:
Narrator: Let’s take a look at how things are going for our team.
Ritu doesn’t agree with Sanjay and David regarding the number of resources and allocation. She sets up
a meeting to discuss so they can come to an agreement ensuring all members of the team state the
same position.
During the meeting, Sanjay and David disagree with Ritu on resource allocation for onsite and offshore.
Ritu feels the allocation is too heavy onsite and will impact profitability. She also feels that Infosys
wouldn’t be able to tap into multiple resources offshore.
Thought Bubbles Ritu - “Given my previous experience, I know what is required for a successful project. Why can’t
Sanjay and David understand why Infrastructure and Cloud can’t both have all the resources
they’re requesting?”
Sanjay - “I’m ultimately responsible for the success of this project with ABC. I’ve been working
the relationship for over 2-years and I know what they need. Ritu is miles away from what the
client is actually asking for here. What is she thinking?”
David - “This is a typical situation. Everyone thinks they know what the answer is without
listening to each others points of view. If we could just hear each other out, we may be able to
come to the most satisfactory conclusion for everyone. Why isn’t anyone willing to listen?”
Slide 16: Baseline Professionalism Index:
Narrator: Lets take a look at the baseline for the professionalism Index for this scenario.
Professionalism Index baseline:
Respect (R)
Client Satisfaction (CS)
Team Work (TW)
6
6
5
Trust (T)
5
As you can see, the baseline is set at 6,6,5,5. How you handle the following issue will determine if this
increases or decreases.
Slide 17: The Meeting
Narrator: After discussing the correct resource allocation with her team members, Ritu needs to decide
what the most appropriate course of action should be. What selection should Ritu make?
a. Agree with Sanjay and David on the allocation of resources, realizing that this will increase the overall
pricing model significantly but will keep the peace.”
●
Incorrect: Ritu’s job is to represent Infosys and develop the best solution possible for ABC not
appease her colleagues.
Narrator: Let’s look at how this response impacts the professionalism index.
1
Respect (R)
Client Satisfaction (CS)
Team Work (TW)
Trust (T)
6-2=4
6-2=4
5-1=4
5-1=4
Respect is significantly impacted when you simply give in and let the other person win. Respect
down 2 from 6 to 4.
2 This is a long term view. The client may initially be happy that you gave them just what they
asked for but as costs escalate and quality diminishes, customer saisfaction drops. Client
satisfaction goes down to from 6 to 4.
3 There is no teamwork here. The strongest voice won and no dialoge occured. The team gets
weaker dropping from 5 to 4.
4 Trust diminishes when people don’t think you have an oppinion. Trust goes down 1 from 5 to 4.
Narrator: Let’s take a minute to listen to thoughts of those attending the meeting:
Audio:
Sanjay: “I think ABC will be really pleased. We’ve given them exactly what they have asked
for.”
Ritu: “I don’t know how we’re going to pay for this, but at least everyone seems to be
happy.”
Sam: “Finally, I can finish my part of the proposal now that they have come to an
agreement. I’m not so sure this is the right agreement, but I guess it’s what they want.”
Rationale for correct answer:
●
The correct answer is D: Ritu should have collaborated with her team members listening to all
inputs and ideas and considering them against ABCs specific requirements. She also could have
presented a compelling argument supporting the 30/70 allocation convincing the others of it’s
benefits. Additionally, she should also have checked with other stakeholders for their guidance;
ultimately leading to the best long term solution for ABC and Infosys.
b. Ritu tells Sanjay and David that she doesn’t agree with them. She states that she will do what
is best regardless of their views.
●
Incorrect: Even if Ritu feels 30/70 is the best solution, she should collaborate with her team
members to understand their points of view and come to an agreement.
Narrator: Let’s look at how this response impacts the professionalism index.
Respect (R)
6-2=4
1
2
3
4
Client Satisfaction (CS)
6
Teamwork (TW)
5-2=3
Trust (T)
5-1=4
The team feels ignored and devalued respect down 2 to 4.
The client is not part of this conversation so currently is not impacted.
The team is disgruntled and angry because Ritu has ignored them. Teamwork down from 5 to 3.
Trust goes down as listening is ignored. 5-1=4.
Narrator: Let’s listen to what our team is thinking.
Audio:
Ritu: “I had to do the right thing. Sanjay and David will eventually come around to my way of
thinking.”
Sanjay: “I feel like I just got run over by a bus. What’s the point of making suggestions when
you’re not listened to, imagine how a client would feel.”
Rationale for correct answer:
●
The correct answer is D: Ritu should have collaborated with her team members listening to all
inputs and ideas and considered them against ABCs specific requirements. She also could have
presented a compelling argument supporting the 30/70 allocation convincing the others of it’s
benefits. Additionally, she should also have checked with other stakeholders for their guidance.
Ultimately leading to the best long term solution for ABC and Infosys.
c. Ritu feels that a typical onsite ratio is best suited for this project, but when she walks into the
room she sees Sanjay’s and David’s negative body language and expressions and decides to
compromise at 60% onsite/40% offshore. She is pleased to avoid any conflict.
●
Incorrect: Although avoiding conflict, Ritu is not proposing the best solution for ABC. Conflict is a
natural part of any business relationship while negotiations are occurring. As a result, ABC
doesn’t get the best solution and Infosys could be left with a resourcing problem.
Narrator: Let’s look at how this response impacts the professionalism index.
1
Respect (R)
Client Satisfaction (CS)
Teamwork (TW)
Trust (T)
6-1=5
6
5
5
Not the best way to handle this. Feeling are spared but the wrong solution may be reached.
Repect down 1 to 5.
2 Client is not impacted at this time and remains unaffected.
3 The team may be happy, but if a real conflict arises they could be in trouble. Teamwork remains
the same.
4 Trust is not impacted either positively or negatively based on this response.
Narrator: Let’s hear what the team is thinking.
Audio:
Ritu: “I feel good that I was able to read the non-verbal cues and avoid conflict that could have
occurred.”
Sanjay: “We may have reached an agreement, but I’m not sure it’s what Ritu was expecting or
really looking for. I really expected her to push back more. I’m surprised we ended up with the
agreement we have. It was done more in terms of keeping the peace than hashing out a best
solution.”
Rationale for correct answer:
●
The correct answer is D: Ritu should have collaborated with her team members listening to all
inputs and ideas and considered them against ABCs specific requirements. She also could have
presented a compelling argument supporting the 30/70 allocation convincing the others of it’s
benefits. Additionally, she should also have checked with other stakeholders for their guidance.
Ultimately leading to the best long term solution for ABC and Infosys.
d. Ritu stands her ground and reinforces the benefits of the GDM to the team. Although there
is disagreement, she drives the team to compromise and consider the overall impact to the
client and success of the project. Ritu takes into account all inputs and suggestions and gains
buy-in from the team for a 30/70 allocation knowing that in the long run, this is the best
solution for ABC and Infosys.
●
Correct: Ritu collaborated with her team members listening to all inputs and ideas and
considered them against ABCs specific requirements. She also presented a compelling
argument supporting the 30/70 allocation convincing the others of it’s benefits. Additionally,
she checked with other stakeholders for their guidance. This ultimately lead to the best long
term solution for ABC and Infosys.
Let’s see how this impacts the professionalism index.
1
2
3
4
Respect (R)
Client Satisfaction (CS)
Teamwork (TW)
Trust (T)
6+2=8
6+1=7
5+2=7
5+2=7
If handled diplomatically, listening, negotiating and collaborating can be very productive and
earn a lot of respect. Ritu does this well and respect is up 2 from 6 to 8.
When we consult effectively with the client and agree on the right solution their satisfaction
goes up. Client satisfaction up 1 to 7.
This is the right way to work as a team and everyone benefits. It’s great to be part of a
successful team. Teamwork up 2 to 7.
Trust increases as people work through their disagreements and reach a compromise. Trust up
2 to 7.
Narrator: Let’s hear what our team is thinking.
Audio:
Sanjay: “I really didn’t agree with Ritu at the beginning of this meeting but she was able to
convince me of the benefits of the 30/70 allocation. I agree that long term this will be best for
ABC.”
David: “Ritu stated and presented her data and positions in a well thought out manner that
indicated she not only had the best interests of ABC but Infosys as well. I would be happy to
work with Ritu on another pursuit.”
Ritu: “That wasn’t easy but it was certainly worth it. I learned a lot from this experience from
both Sanjay and David. These are skills that I can use throughout my career.
Slide 17: Key Learning:
Narrator: Let’s review the key ideas for the first scenario.
Key Learnings:
● Collaborate with team members, listening to their ideas and solutions
● Present a compelling, logical and rational argument for your ideas and suggestions
● Deliver the best solution for your client and infosys by communicating regularly with all
stakeholders, seeking their guidance.
Slide 18: Test your knowledge
Narrator: A lack of a collaborative approach and communicating with your team members can have a
negative impact. Can you identify? (Select all that apply and click Submit button).
●
●
●
●
●
Loss of credibility
Loss of stakeholder trust
May not lead to the best solution
May lead to losing your job
May lead to lack of future support from your colleagues
Slide 19: - ReCap
Narrator: You have reached the end of the learning episode, The Pursuit. To work in a collaborative
team environment delivering world-class proposals, you must remember the following points:
●
●
●
●
●
●
●
Enter a meeting with an open mind and no preconceived agendas
Listen intently to your clients specific requirements
Don’t make assumptions from previous engagements
Come prepared to present your ideas so they will be heard and valued
Collaborate with team members, listening to their ideas and solutions
Present a compelling, logical and rational argument for your ideas and suggestions
Deliver the best solution for your client and infosys by communicating regularly with all
stakeholders, seeking their guidance.