Strategy Analysis of

ABC Consultants Pvt.

Ltd.
By Group 4
Shahbaaz Ahmed
Atul Dhaneshwary
Kanika
Swati Sharma
Biprajit Das
Ankit Chaudhary

Introduction to Consultancy
Services
Services constitute a major portion of Indias GDP with a 57 per cent share in
GDP in 2013-14
India has the second fastest growing services sector with its compound annual
growth rate at 9% just below Chinas 10.9 %, during the last 11-year period
from 2001 to 2012, (Economic Survey for 2013-14)
Consulting - Business of providing advice to firms in trouble, on the move, or
trying to do what they do better, faster, and more cheaply.
Annual growth rate of consultancy services 30%, progressing rapidly towards
becoming a Rs23,000-crore industry by 2015.
Largest concentration of consultancies in metropolitan cities. (Delhi being the
highest -25.7%)
Major players- HR One, Manpower, Planman consulting, Mancer consulting etc.

Company Overview

ABC Consultants- Leading executive search & selection firm, pioneer of organized recruitment
services.

Annual Revenue: -INR 100 to 500 Cr (according to online sources)

Founder & Executive Chairman- Dr. Bish Agrawal (1969), headquartered at New Delhi.

Managing Director- Shiv agrawal

9 Offices in 7 major cities and overseas presence in London & Dubai.

290+ consultants with years of experiences in leading national & international companies.

Senior & middle management recruitment solutions through domain specialist.

Helped over 350 multinationals to setup & staff their india operations.

4 Group businesses- ABC Consultants, FlexAbility (Outsourcing solutions), Headcount (Junior

management recruitment) , Headhonchos.com (Online Portal)

Mission & Vision Statement

Mission- Building Careers, Building Organisations. We believe that our

success is best reflected through your success.

Vision- To be the largest domestic executive search firm in India & to

redefine middle & senior level recruitment with our role as trusted
consultants for Indian professionals.

Business Model
1.What it serves? -

Middle & senior management talent recruitment across various

industry segments for MNCs & Indian business houses.

2.What it provides?a)Products- Software development, Database consulting, Infrastructure management.

b)Expertise-

Automobile & auto components, Consumer & services, Financial services,

Engg., R&D services, FMCG, IT, Outsourcing, Telecom, Retailing & Healthcare.

3.How it provides?Understand
ing

Mapping
competenci
es

Search
target
plans
(Company,
People
Mapping)

Final
Shortlist

Evaluation

Interviews

Reference
check

Post joining
Follow up

Business Model
4.

How it differenciates & sustains competitive advantage?-

Strong relationship with govt. & pvt. sector

JCCs

presence (Job & Career Centers)

Service projects bundled with hardware sales

Technical expertise tools & financial resources
5. How it makes money?

Products
Price- Market penetration & Value based pricing
Place- JCCs marketing team, support teams

PEST Analysis
Political Factors

Economical Factors

1. Modi Govt. promised more internal roles &

external opportunities in recruiting firms.
2. More recruiting companies expected
to be
opening up.

1. New portal, Headhonchos.com launched for

senior level recruitment headed by Uday
Sodhi.
2. B. P Agrawal set to head Stanton Chase
India leading to bigger branding.

Social Factors

Technological Factors

1. Platform for hiring talents.

1. Joint venture with Manpower to integrate
Eg.- Approached by upcoming music directors to ABCs verticals (IT, ITes & retail financial
hire marketing head for them to get lucrative
services) to Manpower services India.
deals.
2. In 2011 ABC Consultants won the Drive Into
2. Harpreet Datta, Executive Director & Chief
the Big League competition to select an Indian
People Officer, won the Woman Super Achiever
SME that would have its company logo
Award at the Asia Pacific HRM Congress Awards
displayed on the Vodafone McLaren Mercedes
2012.
cars at the 2011 Indian Grand Prix.

Porters 5 Forces Model

Existing Industry competitors- Manpower consultants, HR One
Management consultants, Adecco India, AON Hewitt

Potential Entrants- Shella consultancy, Unio consultants, Ajeets

recruitment, Symmetrical management consulting.

Bargaining power of Suppliers-

Over 350 consultants (Domain

Specialist Teams) with years of experience in leading indian &

international companies.

Bargaining power of Buyers- Middle & Senior management talents.

Substitute Products- Personal consultancy, Online consulting.

External Factor Evaluation (EFE)

MatrixOpportunities
Weight
Rating
Weighted
Score
Increasing trend in IT/IS service market

0.2

0.4

Outsourcing to reduce cost

0.2

0.8

Clients staff lacks skills or are under staff 0.1

0.4

International vendors need local partners

0.15

0.45

Increased competition

0.1

0.2

Global financial crisis

0.05

0.15

Mergers & acquisitions of vendors

0.05

0.1

Difficulty in finding & retaining skill staff

0.15

0.45

Threats

Competitive Profile Matrix- (CPM)

MatrixCritical Success Factors
Weig ABC Consultants
HR One
Manpower
ht

(Ratings &
Weighted
Scores)

Consultants

Consultants

Software Development

0.100

0.20

0.30

0.2

Database Consulting

0.175

0.70

0.175

0.525

Infrastructure Management
Services

0.100

0.30

0.20

0.30

Customer Relationship
management

0.25

0.5

0.25

0.5

Marketing Strategy

0.125

0.13

0.25

0.25

Technical Resources

0.100

0.40

0.40

0.30

Financial Benefits

0.100

0.40

0.30

0.20

Strategic Partnership

0.025

0.10

0.05

0.075

Marketing Share

0.025

0.025

0.10

0.05

Total

2.755

2.025

2.4

Internal Factor Evaluation (IFE)

MatrixStrengths
Weight
Rating
Weighted
Score
Strong Relationship with Govt. & Pvt.
sector

0.02

0.08

JCCs Presence across nation

0.02

0.08

Partnerships with major players

0.02

0.06

Service projects bundled with hardware

sales

0.25

Technical Expertise Pool

0.2

0.8

Financial Resources

0.1

0.4

Poor Marketing plan

0.1

0.2

Disconnected & Dispersed employees

0.13

0.13

Technical infrastructure not ready

0.01

0.02

Weaknesses

Value Chain Analysis

Primary
Activities

Support
Activities

Infrastructure (General Mgmt, Project Mgmt,

Strategic Planning)
Accounting & Finance
HR (Recruiting, Training & Development)
Procurement (Purchase of hardware, services,
sub contracts)

Pre Sales
Estimation Bidding
Project Management Installation
Maintenance contracts
Customer Relationship Management

VRIN Analysis
Tangible
Resources

Valuabl
e

Inimitabl
Non
e
Substituta
ble

No

Yes

No

No

Competitive Parity

Organizationa Yes
l

Yes

Yes

Yes

Sustainable Competitve
Advantage

Physical

Yes

Yes

No

No

Temporary Competitive
Advantage

Technological

No

Yes

Yes

No

Temporary Advantage

Innovation

Yes

No

No

No

Competitive Parity

Human

Yes

Yes

Yes

Yes

Sustainable Competitive
Advantage

Reputation

Yes

Yes

No

No

Temporary Competitive

Financial

Rare

Implications for
Competitiveness

Intangible
Resources

Recommendations & Suggestions

Evaluations shows that the ABC initiatives have good
potential.

Develop
Project plan

Build a
Strategic
Architecture

Define clear
roles &
responsibiliti
es

Define
measures &
targets

Implementati
on for
Strategy
Focussed
Organization