As a TCS associate, how can you be a part of customer’s G&T journey?

Which of the following is/are example(s) of 'Growth play driven by thought leadership'?
Which of the following is an example of Changing Operating Model?

Which one of the following is not a Value Theme?

Each G&T capability is listed under which of the following?

G&T Guild consists of:

The mentors of each of the functional communities are typically:

Which one of these programs is directly focused on G&T capability development?

Which one of the following does the G&T Guild portal not contain?
G&T Awareness: Value Theme Overview: Value Discovery

The research regarding a customer includes:

Existing customers are unlikely to have G&T opportunities, hence we

should focus primarily on new customers.
False

Architecting a solution for an identified potential business problem,

includes:

Identifying potential skill, capability and competency requirements,

is part of the role of the Solution Lead.
Consultative Selling refers to:

Which among the following would be best suited to onboarding

partners from the ecosystem during the shaping of the problem
statement?

value discovery overview

Initiate the discovery

selling the idea

building of the idea

Which of the following units/teams are directly involved in providing
market research data to accounts and units based on specific
requests?

The Consultative Selling process starts when:

Value Proposition
We will go through the following sections to understand Value Proposition theme –
• Positioning TCS Brand
• Framing the Solution
• Committing Business Value
• Managing Contract

Positioning TCS Brand

Our new brand position has nicely articulated our approach towards growth and
transformation in Three Horizons of Purpose-led Growth
•Build digital core
•Innovate business models
•Transform and grow around purpose-led ecosystems

Our brand positioning focusses on:

Framing the Solution

•The Three Horizons of Purpose-led Growth are:

Identify the problem by asking 4 basic questions. Who has this problem? What is the
nature of the problem? Why is the problem worth solving?
and Where does this problem happen?

Here are some key points:

•Create overall solution architecture.

•Evaluate options and map fit-for-purpose product/capability.

•Identify need for co-innovation with customer or innovation partners.

•Define implementation methodology and roadmap.

•Identify risks and dependencies.

•Create viable commercial propositions.

•Synchronize with delivery on the solution, approach, execution methodology, and

timelines.

As Sally mentioned earlier, formulating a pragmatic solution implementation

approach and coming up with a roadmap with key delivery milestones are critical
aspects of the Value Proposition theme. Both parametric and analogous
estimation techniques may be useful to estimate the time, effort, and cost
required to deliver each milestone considering all potential influencing factors. We
should also:
•Consider risk containment through the prototyping and MVP stage
•Create a detailed milestone-based project plan and stakeholder matrix
•Factor in TCS delivery and governance rigor, and capabilities
•Articulate dependencies and assumptions
•Identify risks and mitigation actions

A solution delivery roadmap typically consists of:

TCS PacePort™ is:

Committing Business Value
In In Value Proposition we also want to give an assurance to our customers on
the business value they may expect as outcome from the G&T engagements. I
would like to know how we do such Value Commitment in the proposition stag
Value Proposition we also want to give an assurance to our customers on the
business value they may expect as outcome from the G&T engagements. I would
like to know how we do such Value Commitment in the proposition stage."

Value Commitment is all about:

•Identifying and articulating the value that can be committed to the customer as a
result of the proposed solution or program
In a G&T engagement, which of the following are potential business values to the
customer?

•Enabling Sales and Presales solution teams (TCS and customer) to share a common
view on the expected value from the program
Managing the Contract

To commit business value to the customer in the 'Value Proposition' cycle, which
of the following should we consider?
Tools used in this perform review activity

points we need to ensure at this stage

Both financial and legal reviews are done by authorized reviewers, such as Business
Finance Manager (BFM), Contract Finance Manager (CFM) and Legal Cell of the unit

tools used
•Contract Review System (CRS) is available for managing end-to-end review workflow

of contracts
•Contractual Obligations Governance System (COGS) is available for tracking

contractual commitments and Enforcing Cool-off Requirements (ENCORE) for

managing cooling off clauses

•Templates are available for different types of contracting, which are updated on an

ongoing basis

8888888888888888
A knowledge repository (KDB) is created for standard and extraordinary clauses with
associated risks
•Risk profiling of every contract is performed according to standard guidelines

Top 10 mistakes in transformation contracts and the important rules of contract

negotiations are made available to sales teams

•A comprehensive course material on contract management with Sailboat analogy is

created for skill development

In a G&T engagement, the preferred contracting approach is:

Enterprise system for managing contract review workflow is:

What are the key constructs of a G&T 'Value Proposition' objective?

Value proposition cycle:
You are a Client Partner working on a proposal for an engagement where customer
expects a 5% increase in their overall sales after the completion of the
engagement. What will be your value commitment?