Mr. Mahajan is the leading global thought leader in Total Customer Value Management. Mr. Mahajan worked for a Fortune 50 company in the USA for 17 years and had hand-on experience in consulting, training of leaders, professionals, managers and CEOs from numerous MNCs and local conglomerates like Tata, Birla and Godrej groups. He is also the author of widely acclaimed books “Customer Value Investment: Formula for Sustained Business Success”, “Total Customer Value Management: Transforming Business Thinking.” and " Value Creation: The Definitive Guide for Business Leaders". He was President, of the Indo-American Chamber of Commerce, and was Chairman, PlastIndia Committee, Vice President All India Plastics Manufacturers Association, Trustee Plastics Institute of America. He was a member of the US India think tank. He was Chairman of the US India Economics Relations Forum. Among his honors is a Fellowship from Harvard Business School and Illinois Institute of Technology. He also has 18 US patents.

The FDP was organized with the objectives:
• To create awareness about Co-creation of customer value
• Understanding Concept & global practices
• Implications for Indian companies in different sectors.

Addressing to the participants Mr. Mahajan highlighted that key development in marketing and business practice in the last decade has been the tremendous growth of customer relationship management (CRM). Many companies have invested significantly in customer databases to understand, monitor, analyse and influence customer behavior. The critical aspect of CRM is customer value, the economic value of the customer relationship to the firm. Customer Value Management is a measure of a company’s customers’ view of the perceived value for money delivered relative to that of their competitors’ customers. It is sometimes known as a Customer Value Added (CVA) approach. He said that effective Customer Value Analysis brings tangible benefits to a company. He shared various examples of multinational companies to make the participants understand the total customer value management and its implications.

The FDP content and the delivery were well appreciated by the participants.

Sales reporting demands the involvement of dedicated human resources with good understanding of the systems & processes, felicity with numbers, attention to detail and an ability to interpret & present the data in a form that is easy to understand for the users. The key aspects covered during the workshop are as follows:
• Log sales reports into computerized systems on a periodic basis – daily/weekly/monthly
• Consolidate the daily/weekly call reports of sales executives and present the same in a comprehensive and simple-to-analyze format
• Track sales against quotas
• Monitor expenses against estimated budgets
• Generate exception reports as and when there is a deviation from plan, to alert management
• Compose weekly/monthly summary reports and presentations
• Perform ad-hoc reports and analysis

Throughout his discussion he referred to his own personal life experiences. Students listened and participated in the workshop with great enthusiasm.

Thereafter Mrs. Sushma Paul Berlia introduces the Chief Guest of the day Dr. A.P.J. Abdul Kalam, Hon’ble Former President of India. The entire participant welcomes the chief guest with a big round of applause. He emphasized on When Make in India was launched, everyone initiated deliberating the question how to make in India, what’s the road map? Can we go beyond make in India? Initiatives like “Make in India” will act as stimuli towards improving innovations for India. To go beyond make in India - we need to research, design, develop, produce and thus truly ‘Create in India’. The emphasis on Human Resource, Capital and Incubation, Tech infusion, Building up infrastructural ecosystem and leveraging vast domestic consumer base are the major pillar of create in India

Technical Session was on “Building an Ecosystem for Innovative India: Making it Happen”. The moderator of the session was Dr. Parveen Arora, SC-G and Head, CHORD, DST. The session started with special address of Prof. Ashutosh Sharma, Secretary, Department of Science and Technology. Mr. Manasvi Srivastava, Director, Trade, India, South & South East Asia, Microsoft discussed on creating and Promoting an Innovative & Creative Ecosystem: Role of Policy. Mr. Ravi Badwal, Head of Emerging Businesses, Viom Networks Encouraging Creativity and Innovations discussed on role of Universities and Education Sector. Dr. W Selvamurthy, President - Amity Science, Technology and Innovation Foundation emphasized on role of IPRs in Technology Development. Mr. Vijay Sarathy, CoE Leader Business Analytics PACE/India IP Leader, GE Human Resource Issues in Innovation: Emphasis on Skilled Manpower .Mr. G Raj Narayan, Founder and MD, Radelemphasized on Advanced Technology Moving towards Inclusive Innovative India. Overall, the summit involved lots of highly accomplished and experienced speakers from various sectors representing both public and private sectors to discuss and debate on Inclusive & Innovative India. How creativity and innovations can be encouraged at grassroots level which leads to benefit the society at large.How policy and institutional space can encourage technological innovators. Role IPRs in knowledge creation and technology transfer.

All the participants who walked out after completion of summit were thinking how the innovations and creative solutions across sectors can lead to inclusive development.