Krish @ Tata Consultancy Services (TCS)

Krish has been with TCS for 13 years and the last position held was Vice President Banking Industry Practice. He strongly believes in the need for high level of “KYCC (Know Your Customers’ customer)” culture in a domain focused consulting organization and remains committed to this philosophy.

Krish interacted actively with both Board / CxO level and also senior / middle management of global banks and contributes towards building a distinct brand and providing Thought Leadership & accelerated solutions embedded with futuristic outlook / vision. Krish played active role in gaining customer mind-share through multiple platforms like face-to-face meetings, seminars, webinars, innovation days, workshops, round tables and industry forums.

As part of his role, Krish was also responsible for embedding domain knowledge, competency and business analysts’ skills / capabilities. Krish had introduced a number of innovative learning & development programmes that blended conventional knowledge-sharing, and learning with fun. Krish was also responsible for the creation of TCS Domain Academy which was subsequently enriched into a web based Learning & Certification portal that ran more than 100 courses and provided over 250 types of certifications.

Krish had also been part of various “Think” and “Co-Think” teams of the organization as well as various client organizations. Krish had regularly participated in multiple consulting exercises in banking as a leader, advisor and member of various consulting teams

Roles & Responsibilities

  • Thought Leadership
    • Develop original viewpoints by encouraging debate and discussion across the BFS community
    • Analysts’ interactions – creation of positive mindshare, white papers, PoV, prototypes, …
    • Share experiences, viewpoints in industry forums, publications, internal magazines and KM system
  • Consulting
    • Lead domain oriented assignments and provide domain support on other consulting engagements
    • Provide client specific business solutions
    • Think / Co-Think activities
    • Top of the “V” participation
  • Pre-sales / Sales Support
    • RFI/RFP Response support
    • Proactive proposals for clients in partnership with account teams
    • Lead / participate in proposal defense, client pitches / meetings / workshops
  • Promotion of innovation in both client & within organization / innovation led opportunities
    • Bring forth domain relevance to technology innovation initiatives in accounts
    • Partner with the innovation team to bring new offerings to the market
    • Run Innovation days and other related initiatives for client organizations
  • Strategy and Solutioning
    • Provide support to all BFS accounts in their account / sales strategy
    • Partner with account teams on proposals and projects to create business relevant solutions
    • Creation of compelling propositions through superior articulation of options, benefits, risks etc
    • Indicative list of global clientele partnered:
      • North America ( Citi, Bank of America, JPMC, AMEX, Bank One, Key Bank, BB&T, USAA, PNC, Fifth Third Bank, Huntington, Bank Niagara…)
      • Canada (CIBC, TD, RBC, BoM, …)
      • South America (Santander, BBVA, …)
      • Europe & UK (Lloyds, HSBC, ABN Amro, ING, Deutsche Bank, Nordea, DNB Nor, SocGen, BNP,..)
      • APAC ( HSBC, Standard Chartered, ANZ, Bendigo & Adelaide, CBA, St George, …)
      • India ( SBI, PNB, Allahabad Bank, Central Bank, ICICI Bank, HDFC, CUB, …)
    • Offerings
      • Create domain led offerings based on organization experience and partner solutions
      • Provide all business and domain support for technology led offerings
      • Demonstration of offerings and frameworks to clients and prospects
    • Account Management / Operations
      • Resource Business Analysts from internal or external competency pools
      • Analyze and suggest strategies to leverage best practices/domain trends across accounts
      • Partner in client meetings for cross sell / upsell
      • Domain competency enrichment of technology associates
    • Market Intelligence / Research
      • Study market trends and competitor strategies to develop internal viewpoints for GTM
      • Support executive management in developing strategies for the future
    • Competency Enrichment
      • Identify training needs and coordinate with Domain Academy for certifications
      • Support training team in preparing industry relevant material, share best practices etc.

Major Achievements

  • Virtually built the Banking Competency Group / Banking Industry Practice from scratch-across multiple dimensions
    • Responsible for providing active domain support / driven initiatives to over 150 BFS customers across the globe
    • From a mere 20+ professionals in 2002 built the team to over 500+ in 2014
    • Spearheaded formation of multiple sub-practices under the overall BFS practice through creation of specialization / focused groups like Retail/Consumer banking, Corporate/ Commercial banking, Cards, Capital markets, financial markets infrastructure, Finance,Reporting, Risk Management, etc
    • Extensive pro-active engagements with both existing clients and prospects
  • Wins on Practice supported proposals and Practice led proposals increased substantially due to superior deployment of practice people & assets created by practice.
  • During the period 2012 – 14, 8 new logos were acquired due to practice led entry strategy
  • Instrumental in creating an exclusive Domain Academy that provides web based learning and certification
  • Instrumental in creating a completely different approach to client presentations
  • Designed and implemented the concept of “learning with fun” – a Quiz styled learning & development event that was conducted across multiple centers in order to crown the winner account
  • Quantum leap in both quantity and quality of white papers authored and published