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The need for expansion and growth is a universal. Like humans, even corporations want to grow. Companies want to introduce new products, explore new markets and grow in their turn over. But when a company wants to expand into new territory, it has to send people into the region first.

For such people who are sent out to make new discoveries, Chanakya suggests that the company take full responsibility of them in the unexplored region:

“He should provide one making a new settlement with grains, cattle, money and other things” (5.2.4)

When a company sets its sights on a new region, it has to send one of its trusted seniors to go and settle there fro sometime. The cost of the same along with their safety, has to be ensured.

How to do that?

DO YOUR RESEARCH WELL

Whenever a company wants to expand – whether for a new market, for acquiring a firm or even making a strategic alliance - a lot of research has to be done. Reading, getting the information from industrial reports and consultants, etc has to be carried out. Also, get a local person from that region to give you further insights. This is the basic foundation for expansion.

SEND A PILOT TEAM

Based on the information gathered, send one or more of your senior management to that region. Do a cross-verification on the facts gathered. Meet lots of people - from various backgrounds - to understand the region, and its culture, better. Your ‘eyes’ and ‘ears’ are the basic tools for this. Document your study and, after you come back present the same to the parent company.

PLAN YOUR MOVE IN PHASES

If the venture seems profitable, move in phases. Have you ever observed how the various multinationals make their entry into India? Usually, a single person will move in first and stay in the region for about a year or two. During this phase, Chanakya advices that the firm handle the entire costs of living and security of the person. Some firms even move entire families of their representatives here, taking care of children’s education, vacations and entertainment.

BECOME FULLY OPERATIONAL

After gaining a year or two of experience, one will get a grip of the new region. Then move into full-operations mode and succeed in that place. Note that it is not about conquering a new territory - a company also has to be socially responsible. Make sure you also ‘contribute’ to the new place instead of just making profits and taking profits from there.

Swami Ishwaranandaji of Chinmaya Mission put it best when he said, “Conquering does not mean killing. It means taking a place in the hearts of the newly acquired region”

(The author, RAdhakrishnan Pillai is a management consultant and trainer. He is the director of ATMA DARSHAN, a company that conducts spiritual tours. He is available through e mail at radhakrishnan@atmadarshan.com)

For training program “Chankaya’s 7 Pillars for success in Management and Leadership” or any management consultancy requirement in your organization. Check details on http://www.atmadarshan.com/events/hr.htm

mail to maya@atmadarshan.com / radhakrishnan@atmadarshan.com

Enroll yourself for a management “E-course on Kautilya’s Arthashastra” 52 easy lessons, each taking just 3 minutes of reading time with practical tips to make yourself more productive and efficient. http://www.indiayogi.com/courses/sw/workshop4.asp

Read more: Introduction of Kautilya’s Arthashastra http://www.atmadarshan.com/events/arthashastra.htm

Management Fundamentals in Kautilya’s Arthashastra http://www.atmadarshan.com/events/tapovan.htm

Spiritual Tours organised by ATMA DARSHAN to Kailash Mansarovar, Chardham etc http://www.atmadarshan.com/tours/intro.htm

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