CPDP Manual Sem. VI

LABORATORY MANUAL
Contributor Personality Development Program

(3160002)
B.E. SEMESTER – VI
TERM DATES: 30-01-2023 to 27-05-2023
L. D. COLLEGE OF ENGINEERING
ELECTRICAL ENGINEERING DEPARTMENT
AHMEDABAD
L. D. College of Engineering, Ahmedabad
Electrical Engineering Department
Vision of the Department

To Foster Learning Environment for Electrical Engineering Education having
High Technical Skills, Ethical Values and Overall Global Competence.
Mission of the Department

To provide high quality graduate program in Electrical Engineering to prepare
students for
1. Better Employability, Startups and Entrepreneurship.
2. A professional career with essential technical and managerial skills.
3. Collaboration with industries through research and innovation.
4. Other avenues for higher education.
5. Adapting to change in technology and apply the same for the benefits of
society at large.
Program Educational Objectives (PEOs)
PEO1:
To create better learning environment to develop entrepreneurship capabilities

in various areas of Electrical Engineering with superior efficiency, productivity,
cost effectiveness and technological empowerment of human resource.
PEO2:
To inculcate research capabilities in different areas of Electrical Engineering to

identify, comprehend and solve problems and adapt themselves in a world of
constantly evolving technology.
PEO 3:
To generate high standards of moral and ethical values among the graduates,
this will help in transforming them as responsible citizen of the nation.
CERTIFICATE
This is to certify that Mr./Ms…………………………....................................
Enrollment No…………….......................... of semester …..…………………
branch……………………… has satisfactorily completed his/her term work
of the subject- Contributor Personality Development.
Date:
Place:
Student’s Signature: Professor’s Signature
………………………………. ……………………………….
Swami Vivekananda
Contributor Personality Program
An Adani Group Initiative
UNIT 7:
Design Solutions
for students and faculty of

Gujarat Technological University
by
University
Services
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UNIT 7:
Design Solutions
Contributors approach the various situations in their life and
work place with a unique mindset. This mindset we call, the
‘Contributor Mindset’.
The first aspect of the Contributor Mindset is the Contributor’s

willingness and capacity to find solutions.
When faced with a challenge, the Contributor’s first response

is : “Can we find a solution?” This is unlike a Non-contributor
who may respond to the challenge by trying a little and giving
up, blaming others, or finding excuses to cover up the issue.
But this is not all. The Contributor also finds a solution. In

other words, the Contributor develops the capacity to find
solutions through continuous practice and learning from
other Contributors.
Concept Exploration pg. 2-5
Concept Application pg. 6-19
Field Work (Project) pg. 20
Swami Vivekananda speaks to you pg. 21-22

UNIT 7: DESIGN SOLUTIONS
Concept Exploration
EXPLORATION 1:
Non-contributors are often “rigid” about Contributors are focused on goals and
the procedure or their own way of doing find appropriate methods to achieve
things instead of focusing on the goal them within the framework of the
system
I don’t care if we don’t Let us find a

complete on time or the way to achieve
quality is not good! I follow the goal…
strict procedures…
REFLECTIONS
Q1. A term that is gaining popularity in the business world is the word “jugaad”. Think of examples of
how “jugaad” has been used positively in the real world. Write about these.
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SWAMI VIVEKANANDA CONTRIBUTOR PERSONALITY PROGRAM
EXPLORATION 2:
Non-contributors do not consider new Contributors consider new / alternate

possibilities1 in their thinking possibilities1 in their thinking
There are only two ways. We Can we look for a third way that
must choose one of these. combines the best of both choices?
? ?
REFLECTIONS
Q1. Generating new possibilities1 is the first step in creating innovations. Do you agree? Why?
MEANINGS:
1
Possibilities: New ways or alternative approaches or other options to make the goal possible
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EXPLORATION 3:
Non-contributors begin with discussing Contributors begin with the assumption

all the difficulties involved in that the goal needs to be achieved
accomplishing a goal
1. But... Why not?! Let

2. But... us find a way to
Can this be Can this be do it…
3. But...
done? done?
4. But...
REFLECTIONS
Q1. Have you met individuals with the “can-do” attitude? Why are such people so valued in the workplace?
EXPLORATION 4:
Non-contributors fear failure. For them, Contributors overcome their fear of

life is about safety and protecting failure. For them, life is an adventure
themselves. and full of challenges.
Failure will
become a
I will lose This experience
What will stepping stone
confidence will help us improve
happen to my to success the project/
image? product
Whether there is
I can’t even success or failure, I
imagine the will become stronger
consequences and wiser through the
experiment
REFLECTIONS
Q1. When you overcome your “fear of failure”, your willingness to try out new things increases. Share
some experiences from your own life.
Concept Application
APPLICATION EXAMPLE 7.1:

CASE STORY
Story of the ‘Post-it’
In 1968, Dr. Spencer Silver, a chemist with

3M, in his attempt to develop a ‘strong
adhesive’ managed to develop only a
Dr. Spencer Silver ‘weak adhesive’. Dr. Spencer, instead
of being embarrassed of his discovery,
If I had thought about it, I wouldn’t shared it with his co-workers, to find a use
have done the experiment. The for it. For 5 years he promoted it within 3M,
literature was full of examples that but without much success.
said, “you can’t do this”.
In 1974, a colleague of his, Art

Fry, who had attended one of his
seminars, found a use of this weak
adhesive – as bookmarks! After
investing one more year in product
development, Fry was able to come Art Fry
up with the first version of what is
now known as ‘Post-it’. My mind was drifting back to music when
I got that flash of an idea. Eureka! I think
I can make book marks by applying Dr.
Spencer’s adhesive, so they can be stuck on
and peeled off without spoiling the book.
1977: 3m Launches the product in 4 cities, the response is disappointing.

1978: 3m Issues free samples. 95% of people using them said they would buy it.
1980: 3m Debuted in US stores as “post-it notes.”
1981: Post-its are launched in Canada & Europe.
Post-its went on to become a huge world success.
REFLECTIONS
Dr. Spencer did not fear failure. Thus he was willing to keep presenting his failed discovery
in different forums. His persistence eventually resulted in him connecting with Art Fry in one
of these forums. Art Fry, on his part, wanted an answer to his own problem. He redefined the
utility of the entire discovery and came out with an alternate use of the weak glue.
Q1. What was the benefit that each received from his own different approach?
(i) benefit for Dr. Spencer
(ii) benefit for Art Fry
Q2. Think of an example where you or someone you know were able to find a solution to
the problem by persistently trying different approaches to arrive at a solution until you
succeeded. Write about this.
[Hints: Write about –
– what was the situation?
– what were the obstacles and failures faced?
– what was the response to these failures?
– what was the final outcome?]
APPLICATION QUESTIONS
Q.3 Think of some difficult project you would like to take up, where many people have said
chances for success are low.
As a contributor, what are some of the actions or choices you could take so as to improve
your team’s chances of success? Discuss to answer.
[Hints: Think of how you can first experiment in a low-risk environment.]

STORY
Nikhil, a computer engineer, was

on a visit to his village. He was Why can’t we connect
distressed to see the people of his farmers to the market-
place directly, using
village being squeezed by middle-
technology? That will
men. The farmers were not getting eliminate the influence
fair price for their produce. of middlemen on
them.
Nikhil was excited! He didn’t think

this would be too hard as he was a
computer engineer! Thinking this
was a great idea at hand, he worked
out a complete business plan.
To get started, Nikhil passed the word around in the This is terrible! Nothing
village, calling for a meeting of all farmers. However… can be done here! I am
better off back in my
corporate job!
No! If I don’t make this vision

Other than the local Moreover, the middle-
happen for my people, then who
coordinator, no one turned men didn’t take the
will?? It’s not going to be easy –
up for the meeting. matter lightly.
but I can & must find a solution!
Nikhil regrouped energies and readied himself for a long struggle. He began meeting
farmers regularly – individually and in groups. He also met some of the middlemen and
shared with them ways in which they could benefit from and support this effort. Seeing his
persistence, more villagers joined in. They ran a pilot with 10 farmers using the technology
to get connected to the mandi [market place]. These 10 farmers then became advocates to
other farmers in the village. The movement caught on… more and more people got involved...
Three years later, not only were most of the farmers in that village using this technology,
but neighboring villages had also begun replicating this.
REFLECTIONS
Q1. Nikhil took responsibility for finding a solution to the situation. He believed that solutions
can be found, thus even though he faced many difficulties, he struggled with the solution
until he found answers – one step at a time. What were the benefits of this approach?
[Hints: Consider the
– benefits to the community
– benefits to Nikhil]
Q2. In the workplace, often we are faced with challenges with no easy solutions. As a
Contributor, what are some strategies / tips you can learn from Nikhil’s approach, so as
to find your own answers when faced with these tough situations? Discuss to answer.

STORY
Preventing accidental deaths
1
Dr. Venkat was receiving many road accident
cases in his hospital. These accidents were
happening about a kilometer’s distance from his
hospital.
2
Though he tried all medical
measures to save the victims,
there were still a high number
of deaths.
One more
accident death
3
I don’t think we have an
Dr. Venkat studied the factors affecting answer to this situation in
the severity of accidents, to diagnose the the hospital.
causes.
Too many road accidents

are happening here. So
many deaths...
4
The road outside his hospital did
not have a road divider. Having
identified a root-cause, Dr. Venkat
worked closely with the Traffic
Police to get a divider installed.
When vehicles coming from

opposite directions collide, then
the accidents are bad. Most
cases here are due to this.
The number of accidents came down

drastically.
REFLECTIONS
Q1. Dr. Venkat’s functional goal as a doctor was to cure patients. What do you think were the
goals that he saw at a human level, that motivated him to take the effort to find the cause
and find a ‘non-medical’ solution to the challenge?
Q2. Write down 2 experiences from your life where a challenge was faced –
1. Where you saw a person focused on the process and the same old way of doing things.
2. Where the person found a new way of solving the challenge.
Compare the results of both these approaches.
Q3. In the workplace, suppose you are asked to join a team which has to complete a task
in a short time, as a contributor, which of the following would be your choice in the
situation?
You work sincerely and even do over-time
You do whatever is required of your role
You do whatever is required to reach the goal
You do whatever your boss tells you to do
CASE STORY
Aravind calls itself an “eye care system” as it goes

beyond the delivery of pure eye care, to additionally
address barriers to accessing care.
The company, on a daily basis, seeks to deliver

better eye care to populations far removed
from the urban centers. To achieve this goal,
it continuously works on two main areas:
(1) Its outreach to the rural population (2) Cost of eye
care.
Aravind adopts active rural outreach. It holds “eye

camps” in which it registers patients, administers
eye examinations, teaches eye care, and identifies
people who may require surgery.
To bring eye care costs down and make it available to

people who cannot afford it, Aravind intensely focuses
on increasing productivity – such as standardizing
and streamlining surgeries. The system relies on
intensive specialization to generate efficiencies.
A surgeon typically performs 150 cataract surgeries every week, six times the number
common among Western specialists. To further lower costs, Aravind has created a sister
organization to manufacture lenses, drugs etc. locally at prices one-fiftieth of U.S. prices.
All these measures have greatly helped reduce costs. In addition, it has made cross-
subsidization an integral part of its business model.
Thus, despite the constraints of poverty, Aravind has built a systemic solution to a complex
social and medical problem.
REFLECTIONS
Aravind Hospitals wanted to make affordable eye care accessible to the rural population
of the country. To achieve this, they continuously found ways to reduce costs and improve
efficiencies in the way eye care is done.
Q1. What are the benefits of this approach taken by Aravind?
– To the eye care system
– To Aravind Hospitals
– To the people of India & abroad
Q2. Write down an example of any organization/individual who wanted to achieve a clearly
defined goal. How did the goal-oriented approach influence the choices that the
organization/individual made?
[Hints:
– what was the goal?
– what were some of the difficult choices that had to be made?
– what factors were considered while making these choices?]

CASE STORY
The rural branch team of a large public sector bank shares its experience…
Branch Manager These people were

DBD Manager not in a position to
repay their crop
loans, being at the
mercy of the climate.
As a bank, we had
two options —
When I joined as a branch manager (1) refuse to give
in Dungripal, I noticed that the them loans
largest number of loan defaulters (2) write-off / forget
(called NPAs or non-performing about the loans once
assets) were marginal farmers given, leading to
having very small land-holdings. losses for the bank.
But then the team got together and thought — why can’t we do something such that we
are able to give them loans AND enable them to repay their loans? Why can’t we find a
way to increase their income?
The bank gave the farmers

“dairy loans” to begin dairy
production over and above Life was tough
their regular farming until the bank
activities. They also enabled stepped in…
them to learn and set up this
new line of operation.
I started with
This opened up an alternative
producing 10 L milk.
means of income for them
Today I make an
that was not weather
annual profit of
dependent.
Rs.50,000/-
Now, not only are they repaying their loans on time, moving out of our
NPAs list, but many have also approached us for new loans for dairy
equipment, thus increasing our business!
REFLECTIONS
To find a solution, this team first defined the end-state or outcome they sought (i.e. genuinely
help this farmer community + protect interests of the bank). Then they went all out to find
solutions. Their answer was simple: “find a way to increase their income”. The entire team
then got energized to reach this goal! Through this solution approach all the issues they faced
regarding the NPA status of this community disappeared.
Q1. What is the value of sharing the vision of the goals (amongst all bank team members)?
Discuss to answer.
[Hints: Consider impact on
– team energy
– quality and creativity of alternate solution ideas
– closing the gap between “ideas” and “action”
– interests of the bank
– interests of the community]
Q2. This case is also an example of Imaginative Sympathy (topic of Unit 11) where the bank
officials appreciated the necessity of finding a solution that would genuinely help the
farmers. Do you know of any other case where a solution was found at a deeper level
because of genuine concern for the people involved? Write about this case.
CASE STORY
The Gold Corp Challenge
In 1983, Rob McEwen took over an old under-performing Gold Mine in Red Lake district
of Ontario. This Mine had very high operating costs and production was very low.
Our district had many Mines. All of which produced a lot of

gold. The Mine next door had produced 10 million ounces!!! I was
convinced that there was gold in our Mine too. We only had to
get more people thinking on how to locate it.
McEwen attended a Linux conference. Here he got to know of the idea of “open
innovation”, which triggered the idea of the GoldCorp Challenge.
Wow, world class programmers

coming together to develop
software! That is what I want.
World class experts working
towards identifying digging
sites in our Mines.
We did something that the Mining Industry never

tried before. We released all our confidential
mining data online. Experts across the globe were
invited to work on it and tell us where to dig. The
prize: a total of $575,000.
Within weeks of launching of Gold Corp Challenge, submissions of 1200 people from 50
countries came flooding. Geologists, mathematicians, consultants all got involved.
There were capabilities I had never seen before in

the industry. I almost fell off my chair when I saw the
submissions. The contestants had identified 110 targets, 50
percent of which had not even been previously identified by
the company. We hit gold!!
REFLECTIONS
By re-defining his challenge as “how to bring in more experts to identify gold-yielding sites”,
McEwen made the problem into one where he “knew what to do about it”. McEwen was
also able to identify an approach being used by software developers and adapt it to solve a
problem in his own field of work (Mining).
Q1. What choices does one need to make, to open one’s mind to solutions from other fields
that could be adapted to one’s own context? Discuss to answer.
Q2. McEwen’s firm belief that ‘he could find a solution’ to his problem, made him explore new
ways of thinking. Write down about one person you know who overcame a challenge
because of his/her ‘I can do’ approach.
To find solutions to complex problems, many organizations use ‘brainstorming’. These are
idea generation sessions in which people from diverse backgrounds from within or outside
the organization come together to discuss the problem.
Q3. What do you think are the benefits of such sessions? Discuss to answer.
– Benefit for the organization
– Benefit for the participants

CASE STORY
How many of us can dare to tackle one of the world’s toughest problems? Jerry Sternin, a
visiting scholar at Tufts University in USA, and his wife Monique had the courage to try…
In 1990, as staff
members of Save the
We call conventional wisdom about
Children, the Sternins
malnutrition ‘true but useless,’ or
were invited by the
tbu… it’s all about poor sanitation,
Vietnamese government
ignorance, poverty, etc. Millions
to help fight the problem
of kids can’t wait for those issues
of malnutrition in 10,000
to be addressed. Nothing has
villages in the country.
changed with outsider solutions.
But once there, an
This wouldn’t work - not in the
impossible demand was
6 months we had to make a
placed before them: They
difference.
had six months to produce
results. That’s it!
We had no idea what

More out of desperation and
we were going to do.
a little out of inspiration, we
Our attitude was, oh
turned to the approach of
my god! What’s going
“amplifying positive deviance”.
to happen?! i.e. In any community there are
some families where the children
are not malnourished – these are
positive deviants. If we are able
to identify their practices, and
transmit these to other families,
we can amplify their positive
effects across the community.
We observed the food preparation, We worked with the

cooking, and serving behaviors of these positive deviants
six “positive deviant” families. We found to offer cooking
that parents of well-nourished children classes to families
collected tiny shrimps, crabs, and snails of children suffering
from rice paddies and added them to the from malnutrition.
food, along with the greens from sweet
potatoes. Although these foods were
readily available, they were typically not
eaten because they were considered
unsafe for children.
By the end of the program’s first year, 80 percent of the 1,000 children enrolled in the program
were adequately nourished. In addition, the effort was replicated within 14 villages across
Vietnam. The groundbreaking work that Sternin did in Vietnam has served as a model for
rehabilitating tens of thousands of children in 20 countries.
Sternin patiently studied the practices of the community. He then amplified / increased their
positive effects by spreading this across the community. Through this they brought a huge
change in the community’s malnutrition which had seemed like an unsolvable challenge. This
solutioning approach called “positive deviance” originally proposed by Zeitlin in the 1980s
has been formalized over time. (You can do an internet search to find out more about this.)
Similarly, many organizations have formalized ‘best practices sharing’ to address many
recurring challenges. However, it is found that most employees don’t put in the effort to
document and share.
Q1. What are the consequences of not sharing possible solutions and practices across the
community? Discuss to answer –
– Immediate and long-term consequences for the team and organization?
– Consequences for the community being served?
– Consequences for the individual employee?
7.8: FIELD WORK
PROJECT 1:
Project Goal: To identify how people (contributors) have found solutions to challenges they have faced,
and how they practiced “designing solutions”.
STEP 1: Identify any one “contributor” case where there was a challenge and the people involved designed
solutions to face and address the challenge. This case could be about -
l An incident or project you or someone you know has been a part of.
l A public case or incident that you may have read / heard about (in newspapers / public
knowledge).
STEP 2: Decide how you are going to present your project. As a –

• Home-video project (recording a video of interviews etc. to make a short-film on the case), OR
• Slide presentation (with photographs, factual data, insights, sound / music, etc.), OR
• Poster presentation (with photographs, factual data, insights, etc.)
STEP 3: Do a research study to collect data (video, photographs, data, etc.) for your project presentation.
Your research can include –
• Primary research done by interviewing the people involved / beneficiaries in this case.
• Secondary research done by using the internet, going through newspapers and magazines, talking
to experienced people who know this case well.
In your research study, find out –

• What was the main challenge? How did the people involved define their goal?
• How did the people involved go about finding a solution to this challenge?
• In this case, find out specific examples / incidents from this experience that show us how the people
involved practiced “designing solutions” i.e. how they –
– Stayed focused on the goals and found appropriate methods to achieve these goals
(within the framework of the system / rules)
– Considered new / alternate possibilities in their thinking
– Demonstrated a “can-do” attitude
– Overcame their “fear of failure”
STEP 4: Make your final presentation.
STEP 5: Present in the class.
Swami Vivekananda speaks to you

Stand on your own feet
Contributors do not depend on others to give them “aid”. They take up the challenges in front
of them and develop their own solutions to these challenges.
“ Does higher education mean mere study of material

sciences and turning out things of everyday use by
machinery? The use of higher education is to find out
how to solve the problems of life, and this is what is
“
engaging the profound thought of the modern civilised
We want that education by which
world, but it was solved in our country thousands
character is formed, strength of
of years ago. The education which does not help the
mind is increased, the intellect is
common mass of people to equip themselves for the
expanded and by which one can
struggle for life, which does not bring out strength of
stand on one’s own feet. Physical
character, a spirit of philanthropy, and the courage of
weakness is the cause of at least
a lion – is it worth the name? Real education is that
one-third of our miseries. We are
which enables one to stand on one’s own legs. The
lazy; we cannot combine. We
education that you are receiving now in schools and
speak of many things parrot-like
colleges is only making you a race of dyspeptics. You
but never do them. Speaking and
are working like machines merely, and living a jelly-fish
not doing has become a habit with
existence.
us. What is the cause? Physical
weakness. This sort of weak brain
“ Ay, in this country of ours, the very birth-place of the

Vedanta, our masses have been hypnotised for ages
is not being able to do anything.
We must strengthen it. First of all
our young men must be strong,
into that state. To touch them is pollution, to sit with
them is pollution! Hopeless they were born, hopeless my young friends, that is my
they must remain! And the result is that they have advice to you. You will be nearer
been sinking, sinking, sinking, and have come to the to Heaven through football than
last stage to which a human being can come. For what through the study of the Gita. You
country is there in the world where man has to sleep will understand Gita better with
with the cattle? And for this, blame nobody else, do your biceps, your muscles, a little
not commit the mistake of the ignorant. The effect is stronger.
here and the cause is here too. We are to blame. Stand
up, be bold, and take the blame on your own shoulders.
Swami Vivekananda at Junagadh – 3
“
A nation is advanced in proportion
as education and intelligence
spread among the masses. The chief
cause of India’s ruin has been the
monopolizing of the whole education
and intelligence of the land, by dint
of pride and royal authority, among a
handful of men. If we are to rise again,
we shall have to do it in the same way,
i.e. by spreading education among the
masses. All the wealth of the world
cannot help one little Indian village
if the people are not taught to help
themselves.
In Junagadh, sometime in 1892, Swami Vivekananda
“
also came in contact with Chhaganlal H. Pandya
(b.1859, d.1936) of Nadiad, a great scholar,
Within man is all knowledge, and it
educationist and well known in Gujarat’s literary world
requires only an awakening, and that as translator of Sanskrit classics like Kadambari.
much is the work of the teacher.

He was deeply impressed by Swami Vivekananda’s
personality and in the introduction to his book
Christnu Anukaran, a Gujarati translation of The
Imitation of Christ, by Thomas A Kempis, published in
1915, Pandya gives a wonderful account of the days
he spent in Swami Vivekananda’s holy company.
Chhaganlal Pandya also gave a vivid description of

how Swami Vivekananda charmed and influenced
everybody by his spirituality, his catholicity of views,
his simplicity of life, his proficiency in music and
profound knowledge of various arts and sciences, his
stirring eloquence and not the least by his proficiency
in the art of cuisine.
Source: The Complete Works of Swami Vivekananda Source: Shri Ramakrishna Ashrama, Rajkot,
(Published by Advaita Ashrama, 5 Dehi Entally Road, website (www.rkmrajkot.org)
Kolkata 14, India)
The material in this booklet is meant to be studied
along with the material available at gtu.ibecome.in
You will find videos, concept presentations, quizzes

to improve your understanding of the topic.
Booklet printed from I-Become ActivGuide

Swami Vivekananda
UNIT 8:
Focus on Value

by
University
Services
UNIT 8:
Focus on Value
The second aspect of a Contributor’s Mindset is his/her
goal of creating value – for self, for family, for the team, for
the organization, for customers, and for society. In short,
the Contributor aims to create value for all stakeholders in
his / her life.
What does creating value mean? It means making a positive

difference, a tangible impact, a specific contribution to any
situation. This positive difference or impact can be in the
form of achieving a specific goal, creating a product, creating
‘human touch’ in a particular interaction, or enhancing one’s
own capacity or the capacity of one’s colleagues and team-
mates.
Contributors are therefore extremely result-focused, but the

result is measured in terms of value created.

UNIT 8: FOCUS ON VALUE
Concept Exploration
EXPLORATION 1:
Non-contributors focus on the Contributors focus on the “value” of a

“attributes” of a product or a service product or a service
This new cell phone will

This new cell phone give me some important
is bigger and more ` new capabilities to make
`
fancy than my
previous one ` my life more efficient `
REFLECTIONS
Evaluate some of the gadgets / appliances or services that you use. Clarify in your mind what “value” is
created by the features offered in that product or service. Write about the “value” of each of these in your life.
REFLECTIONS
EXPLORATION 2:
Non-contributors focus on the “cost” Contributors focus on the “value”

of experience of experience
I failed in the I failed in the exam!

`
exam! I have lost I have now learnt the
`
a year! importance of discipline
` and hard work. `
REFLECTIONS
Think of a recent “bad experience” you have had in your life. Can you discover what is the “value” hidden
in that experience? Write about this value.
EXPLORATION 3:
Non-contributors focus on the “rewards Contributors focus on the “value” of

and punishments” of doing the right doing the right things
things
If I learn to be on
If I am late time, then I can
achieve so much
`
`
then the teacher
will be angry` more in a day `
REFLECTIONS
Think of something that you do because you are forced to do it by your parents / college / anyone else. Can
you discover what is the “value” of that action? Write about this value.
REFLECTIONS
EXPLORATION 4:
Non-contributors focus only on the Contributors focus on the “value” of these

“price” of goods / things goods / things for others
REFLECTIONS
Think of some situation / experience in your life, where you focused too much on the “price” of the goods
and did not think about the “value” of those goods for the other person. Write about this.`
Concept Application

ROLE MODEL
Thomas Edison exerted a tremendous influence on modern life, contributing inventions

such as the incandescent light bulb, the phonograph, and the motion picture camera, as
well as improving the telegraph and telephone. In his 84 years, he acquired an astounding
1,093 patents. While not all of his inventions were based on ‘original’ ideas, he did a great
service to society by turning those ideas into reality and by giving them commercial value.
“I have not failed 10,000 times. I have found 10,000 ways that will not work.”
– Thomas Edison
In December 1914, when Thomas Edison On reaching the site, Edison’s 24 year
was 67, his laboratory was virtually old son Charles was appalled at the
destroyed by fire. Much of his work sight of destruction.
went up in flames that night.
Oh God, a lifetime’s
work is destroyed.
Father would be
devastated. At his
age, this loss…
However, Charles found Edison,

calmly watching the scene, his
face glowing in the reflection.
Next morning, looking at the ruins Three weeks after the fire, Edison
Edison said… delivered his first phonograph.
There is great value

in disaster. All our
mistakes are burned
up. Thank God we
can start afresh.
REFLECTIONS
Q1. Edison demonstrates ‘value focus’ in this story. What can we learn from him about how
‘value focused’ people behave?
Q2. Edison saw the disaster as an opportunity to ‘let go past work and start afresh’. What is
the value of such an approach when doing creative work?
[Hints: Sometimes past experiences prevent us from new thinking. How would his ‘value focused’
approach have impacted Edison’s future work?]
Q3. Imagine that after days of working hard, you and your team have come up with a solution
to your client’s problem. However, the client rejects it saying that they do not have the
expertise to implement it. They tell you to rework the entire thing. What would happen
if you kept sticking to your old solution, refusing to learn and move on to create a new
solution that works for the client?
[Hints: Consider the impact on –
– the quality of your solution
– your team work culture
– the future work you take up
– the client’s experience with your organization]
STORY
Rakesh, a business executive, fondly remembers his father, and recalls an incident
that took place over 15 years ago.
There is this rock concert

happening. Rick Smart,
the biggest rockstar from
Britain is visiting India for All my friends are
the first time. going for it. Please,
can I go too? I
really want to go.
Rs. 1500 for seeing a The price is indeed high,

bunch of people jump but who knows when
around and shake Rakesh will get the chance
their hair.!! NO. to experience a rock
concert of this kind
again… What is the
value of this?
OK
Later in the night…

But in the
morning you said
Here , take the no. Why this now?
money. Go for
the show
You will remember

this experience for
your whole life.
REFLECTIONS
Q1. Rakesh’s father made a choice, recognizing that Rs.1500 was not the price he was
paying for a mere concert ticket, but for a life-time experience for his son. What is the
value of a “once in a life-time experience”?
Q2. Narrate a memorable experience that you made possible for someone close to you, by
making a choice focusing on the value for the other. What was the value of this experience
for that person? What was the value you received through the choices you made?
Q3. In the story, the intangible benefits greatly influenced the decision making process. How
can you apply this ‘focus on value’ while making your own career choices?
[Hints:
– What is the intangible value that a job brings with it which is not captured in the salary paid?
(eg. challenge, learning etc.)
– How do these intangibles help in shaping one’s career (capability building etc.)?]
CASE STUDY
I had flown to Mumbai for a client

meeting. Time was limited as after
the meeting I had to catch my return The driver rushed to open the
flight. At the airport I was waiting passenger door for me. He made sure
for a taxi when a spotless cab pulled I was comfortably seated before he
up. I still remember that ride. closed the door. Then he informed me…
The traffic is bad today, Sir. It will take

us about an hour or so to reach your
destination. Relax and enjoy the journey, Sir.
There is a newspaper for you to read. Also

in case you want to listen to music, there are
tapes you can choose from.
I was quite surprised at the service I was receiving! I first

sent an sms to the client’s office that I would be there in an
hour or so, and then decided to take his advice and relax.
I told him, “Obviously you take great pride in your work. You
must have a story to tell.” He replied…
I came from the village to earn money.

Realized that I love driving cars, being of
service and feeling like I have done a full
day’s work. But one thing I know for sure, to
be good in my business I could simply meet
the expectations of my passengers. But, to be
GREAT in my business, I had to EXCEED the
customer’s expectations! I want to be ‘great’
rather than just get by being ‘average’.
REFLECTIONS
Q1. The taxi driver understood the “value” he would be providing for the customer, by the
extra effort he was putting in. What do you think is the “value” he received in return for
all this effort?
[Hints:
– what is the value of a satisfied customer?
– what is the value of the personal satisfaction of doing a great job?]
Q2. Though most sales persons say they want to give their customers a great experience,
after some investment of time and effort, they forget the ‘value’ of their actions and so
begin to compromise on the services they provide. What choices would a person need
to make in order to truly create a valuable experience for customers and continue doing
so even after time goes by?
[Hints:
– consider any industry that you want to join. What does great customer experience mean in this industry?
– what are the barriers that come in the way of providing a great customer experience?
– what will you need to do to overcome these?]
SCENARIO
Sujal is the head of the organizing committee for the college technology festival.
About 3 weeks back, he found some money missing.
It must be Mahesh!
He is always so rude
and keeps to himself.
Oh, there is
5000 rupees
less.
Sujal, we should report Wait, we should

our suspicion to the not jump to
college authorities. conclusions.
Sujal talks
to Mahesh.
I am paying the
Initially I believe in you. price of being
Mahesh is rude Somebody else has unpopular!
and closed. But taken the money. We
through gentle have to find out who.
persistence,
Sujal gets him
talking. He
realizes that
Mahesh is
innocent..
Several weeks later…

Despite searching
extensively,
when they don’t
find the money,
Sujal asks some
of his friends Thank God you did
We found who
to contribute not listen to us
took the money.
towards replacing accusing Mahesh,
Mahesh is
the lost money Sujal. We’re
innocent.
(while others sorry!
continue to doubt).
REFLECTIONS
Q1. Sujal made a choice of getting to the root of the matter instead of jumping to a conclusion
based on general perception. What is the ‘value’ of showing confidence in a person?
[Hints: Consider the positive difference made in –
– confidence and self esteem of Mahesh
– Mahesh’s long term career prospects
– intangible value Sujal himself received]
Q2. Narrate an incident when somebody showed confidence in you and your abilities. What
was the change in you, as a result of this?
Q3. What can you learn from Sujal about creating genuine ‘human’ value to your team
members, when you are acting in a position of power in your organization?
CASE STUDY
R. Sriram - Founder of the Crossword Bookstore Chain
“People did not know which books to buy; they even did not know why they should spend money on books. So,
we had to first educate them and create awareness in them about the benefits of books. We felt that we need to
create an environment that enables people to discover the value that books can add to their lives.
We decided that we will not design a bookstore; we will design a

store that will inform, provide knowledge, entertain and enlighten.
We enabled people to sit and browse and this browsing experience
created very successful converts out of people who never read
books. We offered not only more, but different, for the same price,
as we were not competing on the price. At Crossword, we offered a
taste for books”, says R. Sriram.
Thus, Crossword not only offered a wide range of products, but also
created an ambience that would get the customer to spend more
time at the store. They had seating arrangements where customers
could relax and read. They also added services like dial-a-book, where
customers can order a book on the phone and they will deliver it at
no extra cost. Free home delivery was also first introduced by them.
The harmonious atmosphere in the store created more value for the
customers’ time.
“At the end of the day I know that through my work, I have touched a lot of lives. Finally it’s
not about money or fame; it is the extent to which you are able to make a difference
which makes the journey worth its while.”
– R. Sriram
[Source: Excerpts from ‘Connect the Dots’, by Rashmi Bansal]
REFLECTIONS
Q1. What in R. Sriram’s actions and thinking, demonstrates to us his “focus on value”?
Q2. What is the ‘value’ of creating a great experience for customers?

[Hints:
– Have you been to traditional book stores in India? How do you think that experience was different from
what was created in Crosswords?
– Why do you think so many book buyers (book lovers and others) would be flocking to Crosswords?
– What personal fulfillment would Sriram and his team have got, in designing and providing such an
experience to their customers?
– What will be the impact of this on customer relationships?]
– for readers?
– for the team and organization involved?
Q3. In the work place, what can be the consequences, if in trying to save money, you are
harsh and give a customer a bad experience –
SCENARIO
Mishra and Sharma are both highly knowledgeable shift supervisors, respected for their
expertise, in the production plant of a pharmaceutical company. The senior management
notices that workers in Mishra’s shift enjoy their work and are highly motivated and committed
– however, workers in Sharma’s shift are sullen, ‘mechanical’ in their work, and take leave
very often. Sharma also complains that the workers in his shift are incompetent. The senior
management decides to find out why. Their findings –
MISHRA SHARMA
Mishra wants work to be error-free. When Mishra Sharma wants work to be error-free. He dislikes
observes mistakes being made in production, he incompetence - when he observes mistakes,
points these out to the plant workers explaining he takes serious action against the culprit. He
the full logic of the compounds and procedures. discourages ‘unnecessary’ questioning and shouts
He further encourages questions helping them at them, telling them to focus on their own work and
understand linkages to work being done in other not ask questions that are out of scope of their work.
departments. He guides them on how to improve
their work.
REFLECTIONS
Q1. Though Sharma’s intention was to get “error-free” work to benefit the organization, what
was the value he destroyed by being harsh with his team?
[Hints: Consider -
– The impact on motivation of team.
– How does this affect the organization in the long-run?]
Q2. By encouraging questioning, helping them see their contribution in light of the larger
picture, and providing guidance, Mishra created a highly motivated and learning
environment for his team. What is the value of respecting the aspirations and learning
needs of people around us?
Q3. In colleges you may have come across instances where seniors help juniors navigate
through their college days. Many organizations have institutionalized this entire concept
through mentorship programs. What is the value of such programs?
– For the organization
– For the mentor
– For the junior

STORY
Satish loved football. He had lost one leg in a road

accident a few years ago, so he could no longer play
in the college football team. However, he usually sat
on the bench watching every match, he went for most
practice sessions – keenly observing each player’s
strengths and weaknesses.
Satish’s good humor and encouraging spirit made him popular with the team members and the coach.
They often turned to him for his opinion and ideas on their game strategy. Satish rarely missed a team
practice.
When the team got the opportunity to travel for state-level games, the coach and team captain got the
required permissions and invited Satish to accompany them as honorary team member.
REFLECTIONS
Q1. Despite his accident, Satish did not lose all hope. He recognized the ‘value’ of acting
positively in the situation and contributing in the best way he could to the football team.
This made him persist in being there and adding genuine value in every team practice.
What is the value of responding positively to adversities?
[Hints:
– What is the value to oneself in responding positively to adversities?
– What is the value to people around in responding positively to adversities?]
Q2. Narrate an experience when you responded positively to adversity.

[Hints:
– What was the context?
– How did you respond?
– What were the benefits as a result?]
Q3. In the workplace, imagine that you faced a professional setback (e.g. loss of job, lost
promotions etc). What could be the possible consequences of not being able to see the
hidden value of these experiences?
[Hints: Think of one professional setback that you may encounter]
– What is the usual reaction to such a setback?
– What is the value hidden in the setback?
– What can be the consequence of not being able to see the hidden value of these setbacks?]

CASE STUDY
Dhirubhai Ambani – Indian business magnate and entrepreneur
Dhirubhai Ambani started his career at the age of 16 as a dispatch clerk in Aden (1948).
He was later promoted as a manager in an oil filling station at the port of Aden. He was a
keen learner, taking advantage of all possible sources of learning.
During lunch break he roamed the bazaars of

Aden where traders from numerous different
continents and countries bought and sold goods
worth millions of pound sterling. He met and learnt
from traders from all parts of Europe, Africa, India,
Japan and China.
To learn commodity trading he offered to work

free for a Gujarati trading firm where he learnt
accounting, book keeping, preparing shipping
papers and documents, and dealing with banks
and insurance companies.
He devoted long hours of the night to mastering Even while working in a petrol pump, he had the
English. vision of owning a refinery.
He came back to India in 1958 and founded Reliance Industries with an investment of
15,000 rupees. Today the company employs over 85,000 people, and provides almost 5%
of the Central Government’s total tax revenue.
REFLECTIONS
Q1. Dhirubhai Ambani learnt from every experience and from every possible source. What is
the value of building one’s capability through continuous learning?
Q2. In today’s constantly changing work and market conditions, why is it important to make
the most of every experience, seeing it as an opportunity to learn continuously?
[Hints: Consider –
– with new technology being introduced on a regular basis, if one does not remain updated of those,
what can be the consequences to the organization?`
– if one’s capabilities are static, what can be the consequences to one’s future career prospects?
– if you want to change your field of work, then how can constant learning create value for you?
8.9: FIELD WORK
PROJECT 1:
Project Goal: To study how people (contributors) are “focused on value” in their work, and how they
demonstrated “value focus” practices.
STEP 1: Identify any 3 working professionals (from any field of work), who you believe are deeply “focused
on value”.

STEP 3: On each of the 3 people, do a research study by interviewing the person concerned and any
other people he/she regularly interacts with, to collect data (video, photographs, data, etc.) for your
project presentation.
In your research study, interview the person to ask him/her –

– What are 2-3 products or services you regularly use? Describe this product / service.
(In his/her answer, observe: How does he/she describe the product / service – in terms of its
“attributes” or in terms of its “value” in his/her life?)
– What are some bad experiences or experiences of failure you have had?
(In his/her answer, observe: How does he/she talk about these experiences – in terms of the “cost”
of the experience or the “value” of the experience in his/her life?)
– Share about some incident where you chose to do the “right thing”. In this incident, what motivated
you to do the “right thing”?
(In his/her answer, observe: Is he/she motivated by the “rewards and punishments” or the “value” of
that “right thing”?)
– Can you think of some situation / experience where you paid a higher price but felt it was worth it
because of the value it created for some people you care about? Share this experience.
STEP 4: Make your final presentation by compiling the answers from your interviews/ research and your
observations on each of these answers, highlighting the “focus on value” practiced by this person.
REFLECTIONS

Create results
Swami Vivekananda was extremely result-oriented. He expected that individuals do not
merely “work”, but work in order to achieve results and create value for themselves and society.
“ People of foreign countries are turning out such

golden results from the raw materials produced
in your country, and you, like asses of burden, are
only carrying their load. The people of foreign
countries import Indian raw goods, manufacture
various commodities by bringing their intelligence
“
to bear upon them, and become great; whereas you
have locked up your intelligence, thrown away your If there is no mutual exchange, do you
inherited wealth to others, and roam about crying think anybody cares for anybody else?
piteously for food. In the West I have found that those
who are in the employment of others
have their seats fixed in the back rows
in the Parliament, while the front seats
“ A carriage with four horses may rush down a hill

unrestrained, or the coachman may curb the horses.
are reserved for those who have made
themselves famous by self-exertion, or
Which is the greater manifestation of power, to education, or intelligence.
let them go or to hold them? A cannon-ball flying
through the air goes a long distance and falls.
Another is cut short in its flight by striking against
a wall, and the impact generates intense heat.
All outgoing energy following a selfish motive is
frittered away; it will not cause power to return to
you; but if restrained, it will result in development
of power. This self-control will tend to produce a
mighty will, a character which makes a Christ or a
Buddha.
Swami Vivekananda at Nadiad – 1
“
Even with the awakening of
knowledge, the potter will remain
a potter, the fisherman a fisherman,
the peasant a peasant. Why should
they leave their hereditary calling? Nadiad
“ – Don’t give up the work to which

you were born, even if it be attended
with defects.” If they are taught in
this way, why should they give up
their respective callings? Rather
they will apply their knowledge to
the better performance of the work
to which they have been born.
Manasukhram Tripathi was the uncle of one the greatest literary

figures that Gujarat produced in the last century, Govardhanram
“
M. Tripathi (b.1855, d.1907). It was Manasukhram who moulded
the mind of his beloved nephew through all the vicissitudes of life.
Doing is very good, but that
Govardhanram was not only a great novelist, but also a poet of
comes from thinking. Little considerable merit and a distinguished writer of Gujarati prose.
His magnum opus Saraswatichandra, published in four parts, is
manifestations of energy through
a landmark in the history of Gujarati literature. It is essentially an
the muscles are called work. But offering of devotion unto the motherland and the spiritual culture
she stands for.
where there is no thought, there
will be no work. Fill the brain, It is not known whether Govardhanram met Swami Vivekananda
during his visit to Nadiad. But the fact that he had read Swami
therefore, with high thoughts,
Vivekananda’s works and was deeply inspired by his message is
highest ideals, place them day and evident from his Scrap Book (3 vols, 7 parts), published after his
demise in 1959. According to Ushnas, one of the famous poets
night before you, and out of that
of contemporary Gujarati literature, the third and fourth parts
will come great work. of Saraswatichandra, which were published in 1894 and 1901
respectively, after Swami Vivekananda’s visit to Nadiad, clearly
shows the influence of Swami Vivekananda’s Practical Vedanta
on the writer.
Source: The Complete Works of Swami Vivekananda Source: Shri Ramakrishna Ashrama, Rajkot, website (www.rkmrajkot.org)
(Published by Advaita Ashrama, 5 Dehi Entally Road,
Kolkata 14, India)


Swami Vivekananda
UNIT 9:
Engage Deeply

by
University
Services
UNIT 9:
Engage Deeply
The third aspect of a Contributor’s Mindset is the Contributor’s
approach to work.
Contributors are instantly distinguished by the way they

approach work. They get involved. They are enthusiastic.
They go deep into the subject.
In short, Contributors love what they do.
This is in direct contrast to Non-contributors who want to do

only what they love – an approach that seems reasonable
until you realize that life and workplaces have so much
variety that you may very often be called upon to do tasks
that seem unpleasant or boring until you get involved.

UNIT 9: ENGAGE DEEPLY
Concept Exploration
EXPLORATION 1:
Non-contributors give up easily when Contributors take up an idea and work

they have to go deeper into the subject deeply with that idea to make it a
reality in their lives
It is so easy to
memorize or follow the The deeper I go into the
procedure given to me. subject, the clearer I
To think deeply about become. I am able to find
the subject means new answers, discover new
struggling a little. ways of doing things, and
It is easier to transform myself in the
“give up”. process.
REFLECTIONS
“Engaging deeply” means going through an initial period of struggle, before discovering the benefits of “deep
engagement”. How will you deal with this “initial struggle”? Discuss to answer.
REFLECTIONS
EXPLORATION 2:
Non-contributors often focus on Contributors seek to create “high quality”

“completing the task” even if the products. They care about what they
quality of work is poor. They have a have produced.
“chalta hai” attitude
My product shows my own personality. I
Let me somehow finish my work and go home. care about the quality and usefulness of my
Chalta hai if there are errors or the output product. I want to do a great job. Only then
is of poor quality or if it collapses later or do I respect my own work.
customer is unhappy.
High-quality strong bridge

Bridge with poor quality work
REFLECTIONS
“Engaging deeply” means giving up the ‘chalta hai’ attitude and caring deeply about your work. What have
been the consequences1 of a widespread ‘chalta hai’ attitude in our country? Discuss to answer.
MEANINGS:
1
Consequences: The effects of one’s actions or behaviour.
EXPLORATION 3:
Non-contributors do not commit Contributors commit themselves to the

themselves to the success of a project success of a project
Committing to the project means Unless I go deep and get into the
giving up some of my comforts. details, I know the project will
So why should I give up my not get completed successfully.
pleasures to go deep and show If I am involved, I must commit
interest in the details of the myself deeply to the success of
project? the project.
REFLECTIONS
What are the benefits of personal commitment – to your personality? to your career? Discuss to answer.
REFLECTIONS
EXPLORATION 4:
Non-contributors often respond to work Contributors respond to work with

with “emotional dis-engagement1” “emotional engagement2”
This is so I love challenges

I hate struggling
boring…
for a solution
As we go deeper…
any work becomes
interesting
I don’t like
this work… The purpose is more
important than my
“likes” and “dislikes”
REFLECTIONS
People who do well and succeed in whatever they take up in their lives (academics, extracurricular activities,
personal projects, etc.) are able to do so because they are “emotionally engaged” or passionate about
whatever they do. Why do you think this is so? Discuss to answer.
MEANINGS:
1
Emotional dis-engagement: Doing work without involvement or interest. My emotional energies are not poured into the
work.
2
Emotional engagement: Doing work with full involvement and interest. Fully pouring my emotional energies into the work.
Concept Application

CASE STORY
The history of the Manhattan Project

The Manhattan Project Album
shows that sharing a mission and a
vision with the group can provide the The Manhattan Project was the effort, led by the United
States with participation from the United Kingdom and
necessary inspiration to enable whole- Canada, which resulted in the development of the first
hearted engagement with the work and atomic bomb during World War II. It lasted from August
1942 to December 1946.
stretch the limits of performance.
When engineers were first assigned to the A 1940 meeting at
Berkeley with (from
Manhattan Project and asked to do a series left to right) Ernest O.
of tedious calculations, the American Lawrence, Arthur H.
army refused to tell them what they were Compton, Vannevar
Bush, James B. Conant,
working on. They carried out their work, Karl T. Compton and
but slowly and without inspiration. Alfred L. Loomis
As the project leaders noticed that work

was advancing at a slow pace, they
decided to inform the scientists of the true
nature of their task. By providing meaning,
Oak Ridge K-25 Plant
the leader changed the group dynamics
and the team’s results in a spectacular
Operators at their
manner. The same engineers, when told calutron control panels
that they were building a weapon that was at Y-12. Gladys Owens,
the woman seated in
going to end World War II, suddenly found the foreground, did not
far better ways of completing their tasks. know what she had
been involved with until
Their assignment became a thrilling and seeing this photo in a
meaningful crusade rather than a routine public tour of the facility
fifty years later
and tedious job. Almost immediately, they
started to do the same work 10 times The Manhattan Project
created the first nuclear
faster!
bomb. The Trinity test is
shown.
This story shows the power available to
leaders in defining a mission, offering
a vision of the future, and convincing
participants that they are part of something
that goes far beyond the drudgery of their
daily work.
[Source: Excerpt from “Providing a Sense of Deeper Purpose: Leadership Best Practice”,
Loick Roche and John Sadowsky]
REFLECTIONS
Q1. In this case story, showing the team the larger vision they were serving, motivated the
team members to get fully involved in the work and pour their energies into it, increasing
productivity by 10 times. What benefits do you think the engineers now felt they were
getting in their work?
[Hints:
– think of both the tangible and intangible benefits (such as personal fulfillment etc)
– what were the benefits to themselves as individuals?
– what were the benefits to their people and to their country?]
Q2. Some people are driven by inner vision, which makes them pour their heart into their
work. For e.g. a mountaineer who keeps climbing newer and higher peaks is driven by
some inner vision. Do you know any person who seems to be driven by an inner vision?
Write about him/her.
Q3. In the workplace, sharing of vision and purpose can be used as a powerful leadership
tool, to enable a team to reach new heights of accomplishment. What are the long-term
benefits of such a leadership strategy? Discuss to answer.
– Benefits to each of the people involved?
– Benefits to the team?
– Benefits to the organization?]
ROLE MODEL
[Adapted from an obituary in the New York Times – June 11, 2005]
Hamilton Naki, 78, Self-Taught Surgeon, Dies

Hamilton Naki, a laborer from South Africa, apartheid laws did not allow blacks from
who became a self-taught surgeon of great performing surgery on whites, Mr. Naki’s
skill died on May 29, 2005 at his home in skills were so esteemed that the university
Langa, near Cape Town. quietly looked the other way. He worked
Mr. Naki, who left school at 14 and had no alongside Dr. Barnard for decades as a lab
technician, perfecting his craft and assisting
in many operations on people. Barnard
was quoted as saying “If Hamilton had the
opportunity to study, he would probably
have become a brilliant surgeon” and that
Naki was “one of the great researchers of all
time in the field of heart transplants”.
formal medical training, spent five decades

working at the University of Cape Town.
Originally hired as a gardener in 1940, he
acquired his surgical skills through years of
silent observation and secret practice at the
university’s medical school.
In 1954 Robert Goetz of the University’s In 1968, Barnard’s cardiac surgical research
surgical faculty asked Naki to assist team moved out of the surgical laboratory,
him with laboratory animals. Naki’s and Naki helped develop the heterotopic
responsibilities progressed from cleaning or “piggyback” heart transplantation
cages to performing anesthesia. Several technique. In the 1970s, Naki left Barnard’s
years after Goetz left, Naki started working team and returned to the surgical laboratory,
for Christiaan Barnard in the laboratory as this time working on liver transplantation.
an assistant. Barnard had studied open-heart Mr. Naki also taught surgical techniques to
surgery techniques in the United States and generations of medical students. He retired
was bringing those techniques to South in 1991. In 2002, Mr. Naki was awarded
Africa. Naki first performed anesthesia the Order of Mapungubwe, one of South
on animals for Barnard, but was then Africa’s highest honors, for outstanding
“appointed principal surgical assistant of the contribution to medical science. In 2003, the
laboratory because of his remarkable skill university awarded Mr. Naki an honorary
and dexterity”. Although South Africa’s Master of Science degree in medicine.
REFLECTIONS
Q1. Because of Mr. Naki’s strong commitment to developing himself as a surgery practitioner,
he was willing to hold on to this purpose despite the adverse conditions during apartheid
in South Africa. What can we learn from his story about the “power” of deep commitment
to a life of purpose?
Q2. Write of a person whose strong commitment to his/her work gave him the strength to
overcome hurdles on the way.
Q3. In your work, when you are committed to a deeper purpose being served through the
work, what are some of the personal choices you would want to make? Explore these
choices in the following sample situations –
(Tick the choice you would want to make)
When asked to stay late for some project When there is a new kind of project which is beyond
your current capability
You carefully keep track of how much overtime
you are putting in for the extra work. You are apprehensive, but your commitment
helps you overcome the fear. You take on the
You are enthusiastic about the project and
challenge, with help.
energize the team.
You play it safe and recommend that an outside
You do what is asked of you to keep your
agency be called in instead, because it is
commitment, even though you feel “pushed”.
important to have someone who knows the job.
You are excited, eager to learn, involve

more people for help, and build capability to
accomplish the project successfully.

STORY
A gentleman was once visiting a temple under construction. In the temple premises, he
saw a sculptor making an idol of God. Suddenly he saw, just a few meters away, that
another identical idol was lying.
Do you need two statues The gentleman examined the sculpture.

of the same idol? No apparent damage was visible.
No! We need only one, but

the first one got damaged
at the last stage.
Where is the
damage?!
There is a scratch on Where are you going to

the nose of that idol. keep the idol?
What?? When
the idol will
be 20 feet
away from the
eyes of the
beholder, who
will notice a
scratch on the
It will be installed on nose?
a pillar 20 feet high
The sculptor’s assessment of

God knows it “quality” and what could be
and I know it “passed” as final, was his own
inner sense of excellence i.e. the
urge to do a perfect job. This
made his work meaningful to
himself.
REFLECTIONS
Q1. Why do you think the sculptor in this story put in so much of effort to do a “perfect job”?
What benefit did he see in this?
Q2. Organizations have tried to standardize high quality in process outputs through
techniques such as ISO certification, six-sigma, TQM (Total Quality Management).
However, in creative and knowledge-related work, what is the value of developing an

inner sense of quality (like the sculptor in this story) in your work – where one is not driven
by external controls alone, but is motivated by one’s own inner striving for excellence?
(Think of tangible and intangible benefits). Discuss to answer.
What are the benefits –
– to yourself?
– to your team?
– to your organization?
– to the customers you serve?

STORY
Sudha Chandran - Overcoming setbacks to achieve her dream
Sudha Chandran began dancing Sudha practiced with much

at the age of three. Seeing the zeal and dedication. She
dedication of the child, her father continued
took her to a famous dance school her general
in Mumbai, ‘Kala Sadan‘, at the education
age of five. Kala Sadan refused along with
to admit such a young girl. But on dance. By
seeing her beautiful performance, the age of 17
they gave her a place in the she had presented 75 widely
prestigious institution. appreciated stage programs.
On May 2, 1981, the bus Sudha Sudha remained in a state

was traveling in met with a of shock for some time.
serious accident. Due to a However, gradually her
misjudgment on the part of confidence started to return.
the doctor, Sudha’s broken leg She began walking with the
developed gangrene and had to help of a wooden leg and
be amputated. crutches. In the meanwhile,
she continued her studies in Mumbai. She
was unable to sleep for several nights. She
gained strength from her pain and pledged to
become even stronger. Despite facing severe
pain she continuously practiced walking.
Six months after the amputation, Sudha read about the new ‘Jaipur leg’.
Her confidence and desire for dance was again revived. Sudha got her
‘Jaipur leg’. With this, a new round of struggle began. First, she began to
practice walking with her artificial leg. On meeting with success at this
first stage, she tried to dance as well. This was however not easy. Her leg
would often bleed and as the movements of the leg became faster, the pain
became more severe. She used to bear the pain and did not allow her face
to reflect her agony. Once she had mastered all the dance positions, she
started to wait for an opportunity to perform on stage once again.
On January 28, 1984, she was to

Sudha thereafter won several
present a dance program for the
awards in dance. The film
“South India Welfare Society” of
“Nache Mayuri”
Mumbai. She was apprehensive.
inspired by
However, when Sudha reached the
her made her
stage, she forgot that her leg was
famous. She
artificial and started dancing swiftly..
also went
into an acting
At the end of the show, the hall
career.
resounded with the claps of the
mesmerized audience.
REFLECTIONS
Sudha Chandran’s love for dance gave her the strength to overcome the many ups and downs
that came her way. In fact, she gained strength from her pain and made her disability her
greatest motivator – she became even more determined to achieve excellence as a dancer.
Q1. What would have been the consequences on her life, had she given up when she was
faced with these challenges?
[Hints: Consider consequences for
– her own self-esteem and confidence
– her future prospects
– her family and other people around her]
Q2. In the workplace, imagine you are deeply involved in a project that is important to you.
However, your team seems to keep having bad luck and things keep going wrong. If
you respond positively and remain committed to the success of the project (instead of
giving up), what could be the personal benefits to you and your team-mates (whether
the project finally succeeds or fails)? Discuss to answer.

ROLE MODEL
Brooklyn Bridge – a creation of vision and commitment
In 1883, an engineer named John
Roebling was inspired by an idea to
build a spectacular bridge connecting
New York with Long Island. Bridge
building experts throughout the world
thought that this was an impossible feat
and told Roebling to forget it as it had
never been done before.
Roebling knew that it could be done.

He shared the dream with his son
Washington, an upcoming engineer. Working together, the father and son developed
concept of how the dream could be accomplished. With great inspiration and excitement
about the wild challenge before them, they hired their crew to build the dream bridge.
Few months into the project there was an on-site accident. John Roebling died in it.
Washington was injured and was left with brain damage, and could not talk or move.
Everyone thought the project would be scrapped since the Roeblings were the only ones
who knew how the bridge could be built.
Despite his handicap, Washington still had a burning desire to complete the bridge. He
tried to inspire and pass on his enthusiasm to some of his friends, but they were too afraid
to take up the task.
As he lay on his bed in his hospital room, with the sunlight streaming through, an idea hit
him. All he could do was move one finger and he decided to make the best use of it. By
moving this finger, he slowly developed a code of communication by tapping his finger,
with his wife through which he communicated to his engineers. He also encouraged his
wife to study higher mathematics, strengths of different materials, etc. It seemed foolish,
but the project was under way again.
For 13 years Washington tapped out his instructions using his finger until the bridge was
finally completed. Today the spectacular Brooklyn Bridge stands in all its glory.
[Adapted from the Source: http://pilgrimshighlandchurch.org]
REFLECTIONS
Q1. The vision of the Brooklyn Bridge kept Washington Roebling committed to his task
despite personal tragedies.
– What motivated him to keep struggling to finish the bridge and not give up?
– What were the benefits of this (i) to him? (ii) to the Citizens of New York? (iii) to future
generations?
[Hints: Think of tangible and intangible benefits]
Q2. Assume you are working in an organization. A product which was launched after months
of your shared work does not do well in the market. What choices will you make to turn
this failure into an opportunity for success? Discuss to answer.
[Hints: How can one learn from one’s failures? How can you learn and improve the product?]

SCENARIO
Mihir was a brilliant physics research He joined a multi-national oil company

student. He wanted to use path where physicists, geologists and
breaking technologies to find solutions mathematicians together worked on
to some of the serious issues faced by identifying oil drilling sites.
the world.
With my research
I will make some
real difference
to the world.
You will work with a

team of other scientists
on the energy problem.
But after two years into the job, he He joins another organization which
found the excitement of newness and manufactures cutting edge optical
discovery missing. instruments used in various medical,
research and educational institutes. But
here too things are no different.
This is not my idea
of the work that I
All I have around me
want to do. All I do
are lenses. I will need to
is look at endless
look for a new job…..
data.
Sigh! When will the
search end??
REFLECTIONS
Q1. Mihir is unable to see the connection between his work and the contribution he can
make through his work, to the organization. He is looking for external motivation to find
meaning in his work. Write on how you can help him discover the meaning in his work.
[Hints:
– consider how individual contributions go into making the whole.
– if each individual part does not have excellence, can the final product be excellent?
– consider how going deeper into any work helps one discover meaning in work.]
Q2. In the workplace, if we do our day to day work with inner motivation, then the kind of
fulfillment that we can derive from our work can be significantly improved. In such a
case, the work we do integrates into a larger vision that we might have in our mind.
What can be some choices that you can make to discover new meaning in your work?
Discuss to answer.
APPLICATION EXAMPLE 9.7

ROLE MODEL
A promise of safe road travel for middle-class Indian families
Ratan Tata, the head of the Tata Group, was moved every time he saw whole
families travelling on two-wheelers, a common sight in India.
He was inspired to think of how travel could be made safer for families
from the growing Indian middle-class, without having to resort to expensive
means. He did not want to simply make another stylish and small, but
unaffordable car. That is when he hit upon the idea of manufacturing a small
car – with a price tag of one lakh rupees, and no more.
Project leader for Tata Nano Girish Wagh says Though his idea was widely criticized, he remained
that Mr. Tata often grabbed a pencil and a focused on his goal. Initially in 2003, he thought
notebook to sketch out ideas, encouraging of making a four-wheeler out of scooter parts but
everyone to speak up. “Even a junior engineer
could talk to him,” says Mr. Wagh. He further it did not work out and the team had to struggle a
adds, “Mr. Ratan Tata wanted to be sure that the lot. Mr. Tata spent a lot of his time on this project
car came in at 100,000 rupees, but if we tried and monitored it closely until the Nano design was
to compromise on customer requirements, he
would say no.” conceived.
By 2011, Mr. Tata proved his critics wrong and the car was already popular on Indian roads.
The car had numerous cost-cutting features, and Mr. Tata was able to
realize his dream of giving the Indian public an affordable yet modern car.
But he does not stop there.
“We have to commit to making the product better all the time - so, five
years from now, it is not the same Nano,” he said.
REFLECTIONS
Q1. Ratan Tata’s vision was not to just make a car in Rs. 1 lakh, but to provide a safe means
of personal travel to the Indian middle class family. How did this wider vision impact his
choices?
[Hint: Observe how Ratan Tata was motivated to go into the details of the project, add his creative ideas, etc.]

SCENARIO
Meet Narendra, a young doctor. After

five years of working in the best
hospitals of India, he has decided to
go to his father’s village and practice
for a year.
The first two months in the village

has left him highly dejected and
disappointed. The village does not have
even basic health care facility. People
have to travel 15 kms to reach the
nearest primary health care centre.
Even in this centre, all the medical
equipment is either out-dated or
non-functional.
The ailments of the villagers are

not very serious, rather they are
very basic ailments which are easily
preventable. But Narendra feels
helpless as the medicines that he
prescribes for the ailments are usually
not available in the health centres. He
is increasingly feeling that his decision
to come to the village was a bad one.
REFLECTIONS
Q1. What choices does Narendra need to make so as to make a positive difference and
contribute to the lives of the villagers and improve the state of health in the village,
despite the challenges faced?
[Hints:
– How can Narendra adopt the age old saying ‘Prevention is better than cure’?
– Think of how he can discover meaning in his work.]
Q2. In the workplace, suppose you are sent on a posting which is considered difficult, what
would be the possible benefits of accepting such a posting? Discuss to answer.
[Hints:
– How the opportunities for learning change in this situation? What does it do to your own capabilities?
– How will the organization view you in the future?]
9.9: FIELD WORK
PROJECT 1:
Project Goal: To study how people (contributors) “engage deeply” in their work, and how they
demonstrated “engaging deeply” practices.
STEP 1: Identify any 2 contributors who you believe are role models in the way they “engage deeply” with
their work. (This person may be from any field of work, and may be personally known to you OR may be a
well-known personality you have heard / read about OR someone who works in your locality eg: vegetable
seller, sweeper, etc.)

STEP 3: On each of these 2 people, do a research study to collect data (video, photographs, data, etc.)
for your project presentation. Your research can include -
• Primary research done by interviewing the person and others he/she regularly interacts with at
work.
In your research study, identify specific examples / incidents in this person’s life where the person had –
• Taken up an idea and worked deeply with that idea to make it a reality
• Created “high quality” products, caring about the perfection and beauty in the product delivered (try
to get samples / pictures of these products if possible). What are some of the choices he/she had
to make to ensure this quality? (eg: had to put in extra time and effort)
• Taken up a project or vision and remained committed to its success despite many challenges /
difficulties / opposition
• Taken up a seemingly routine / boring / small work, but discovered it was quite interesting and
meaningful once he/she poured his/her full energy into it (doing it wholeheartedly).
Ask him/her to narrate each of these incidents to you, also explaining the “inner as well as external
rewards” he/she experienced in each of these incidents.
STEP 4: Make your final presentation by compiling the answers from your interviews / research and your
observations on each of these answers, highlighting the “deep engagement” practiced by this person.
REFLECTIONS

Dive Deep
Swami Vivekananda wanted each of us to plunge whole heartedly into the task at hand. It is
only through such single-minded devotion can excellence be achieved.
“ Give up, once for all, this nibbling at

things. Take up one idea. Make that one
idea your life – think of it, dream of it,
live on that idea. Let the brain, muscles,
“ Education is not the amount of information
that is put into your brain and runs riot there,
nerves, every part of your body, be full of undigested all your life. We must have life-
that idea, and just leave every other idea building, man-making, character-making,
alone. This is the way to success, and this is assimilation of ideas. If you have assimilated five
the way great spiritual giants are produced. ideas and made them your life and character,
Others are mere talking machines. If we you have more education than any man who
really want to be blessed, and make others has got by heart a whole library. If education is
blessed, we must go deeper. identical with information, the libraries are the
greatest sages in the world, and encyclopedias
are the Rishis. No scriptures can make us
“ Take one thing up and do it, and see

the end of it, and before you have seen
religious. We may study all the books that are
in the world, yet we may not understand a word
of religion or of God. We may talk and reason
the end, do not give it up. He who can
become mad with an idea, he alone all our lives, but we shall not understand a word
sees light. Those that only take a nibble of truth until we experience it ourselves. You
here and a nibble there will never attain cannot hope to make a man a surgeon by simply
anything. They may titillate their nerves giving him a few books.
for a moment, but there it will end.
“
Be like the pearl oyster. There is a
pretty Indian fable to the effect that
if it rains when the star Svati is in the
ascendant, and a drop of rain falls Swami Vivekananda at Nadiad - 2
into an oyster, that drop becomes a
pearl. The oysters know this, so they
come to the surface when that star
shines, and wait to catch the precious
raindrop. When a drop falls into
Nadiad
them, quickly the oysters close their
shells and dive down to the bottom
of the sea, there to patiently develop
the drop into the pearl. We should be
like that. First hear, then understand,
and then, leaving all distractions, shut
your minds to outside influences, and
devote yourselves to developing the
truth within you. There is the danger
of frittering away your energies by Swami Vivekananda also met in Nadiad, in April 1892, the famous
Vedantist and a prominent literary figure Manilal Nabhubhai
taking up an idea only for its novelty,
Dwivedi (b.1858, d.1898).
and then giving it up for another that
Throughout the short span of forty years of his life, Manilal tried
is newer.
to interpret all aspects of human life and civilization in the light of
Advaita Vedanta of Shankaracharya and left behind a rich treasure
“
of writings in Gujarati and English, which comprises essays,
Getting by heart the thoughts of plays, poems, novels, translations, edited works, compilations,
literary criticisms and book reviews. His paper on Hinduism was
others in a foreign language, and read out in the Parliament of Religions, Chicago in 1893.
stuffing your brain with them and
Swami Vivekananda also immensely enjoyed his company
taking some university degrees, you during his stay at Nadiad and spoke highly of him in his letter
consider yourselves educated! Fie dated April 26, 1892 to Haridas Desai. Apart from writing more
than sixty books during his lifetime, Manilal also left behind
upon you! Is this education? What is a few unpublished manuscripts including a work on Swami
the goal of your education? Vivekananda, ‘Swami Vivekanandani Americani Mulakato’, which
he wrote before his death in 1898. This gives us an idea of the
reverence with which he looked upon Swami Vivekananda.
Source: The Complete Works of Swami Vivekananda

(Published by Advaita Ashrama, 5 Dehi Entally Road, Source: Shri Ramakrishna Ashrama, Rajkot, website (www.rkmrajkot.org)
Kolkata 14, India)


Swami Vivekananda
UNIT 10:
Think in Enlightened
Self-interest

by
University
Services
UNIT 10:
Think in Enlightened
Self-interest
Contributors think in Enlightened Self-Interest. In every
situation they get into, they find a way to create good for self
and good for all at the same time – including team mates,
bosses, customers, their organization.
Contrast this with the mindset of a Non-Contributor. Such a

person is only concerned with his / her own self-interest in a
situation. He/she is not concerned about the impact (positive
or negative) on the other person. This leads to unpleasant
situations, broken relationships, unhappy team-mates,
subordinates, and bosses, and lower trust in any situation.

UNIT 10: THINK IN ENLIGHTENED SELF-INTEREST
Concept Exploration
EXPLORATION 1:
Non-contributors are worried only about Contributors are focused on the big
their narrow role in the total picture picture
If we can support each
other, then the company
can deliver a superior
product in less cost
Why should I do and time
this?! This is not
my work!
The other
departments are
always taking
advantage of our The goal is to satisfy
department. the customer. I am
quite happy to help /
do what is needed to
achieve that goal.
REFLECTIONS
Q1. What are the consequences of missing the “big picture” and focusing on one’s own narrow role?
Discuss this question with some working professional and share your understanding in the class.
EXPLORATION 2:
Non-contributors give respect to only a Contributors give respect to all team

“select” few members
He is in a high position so
I must behave respectfully
to him
He is a mere
junior officer. I
can treat him in It does not matter what the person’s
any way I want position or qualification is. All people are
to be treated respectfully because they
are first and foremost, human beings.
REFLECTIONS
Q1. Share some experiences wherein you have seen both types of individuals (as shown in this
exploration) in action. Write about this.
EXPLORATION 3:
Non-contributors think “win-lose” Contributors think “win-win”
My team goals have to How to achieve my team

be met. Why should goals and also ensure
I care about negative there are no negative
consequences for other consequences for other
teams and departments? teams.
Let me somehow sell

this product, even if How to make sure that
the customer does I act in a manner that
not need it and will be is beneficial both to the
wasting money company and to
the customer.
REFLECTIONS
Q1. “The win-lose approach sometimes makes us look more successful in the short run, and lose out
in the long run”. Do you agree with this observation? Explain with reasons.
EXPLORATION 4:
Non-contributors do not take into account Contributors take into account the concerns
the concerns of all stakeholders. They focus of all stakeholders
on their own interests alone.
Sir, by your project so many of us How to make sure that

villagers will become homeless! the project takes into
consideration the concerns1 Let us
of all “stakeholders2”. work out
a solution
together
Sorry, I can’t do anything about that!
Why should the company worry

about the fate of the villagers who
are going to be displaced by this
project? Somebody has to lose in Sir, this project will displace many
this world! villagers. We need to see how to
address their concerns.
REFLECTIONS
Q1. Can you think of a recent industrial project where the management had a choice of both behaviors
(as shown in this exploration)? Share details of that project.
MEANINGS:
1
Concerns: worries, problems, specific challenges.
2
Stakeholders: all people/groups who are/maybe involved and affected
Concept Application

STORY
On a battlefield over 200 years The Section Leader, A stranger on

ago, a small group of exhausted made no effort to horseback comes
battle-weary soldiers were digging help. riding by.
an obviously important defensive Faster! Finish within
position. the hour or else…
Why are you are not helping?

To the Section Leader’s
surprise, the stranger
dismounted and helped
the men until the job
was finished.
Before leaving, the
I am in charge. The men do as I
stranger congratulated
tell them! Help them yourself if
the men for their work.
you feel so strongly about it.
The stranger approached On going closer,

the puzzled Section Leader. the Section Leader
recognized the
stranger as General
You should notify top Washington.
command next time your
rank prevents you from George Washington went on to become the 1st
supporting your men. President of the United States of America.
REFLECTIONS
Q1. George Washington showed human concern and treated his people with mutual
respect. How do you think his way of dealing with his people would have impacted their
confidence, motivation, and will to accomplish their goal?
Q2. George Washington led his people by working along with them. Can you think of a
leader who has a leadership style similar to that displayed by George Washington?
Write down about this person, with examples from his / her life showing this.
Q3. In the workplace, as a team leader, what are some of strategies / tips you can follow so
as to create a positive team environment (where team members respect and value each
others’ contribution)? (For example: Considering the views of all team members when
taking any decision). Brainstorm in groups to answer.

STORY
A corn farmer had been winning the contest for the best produce year after year. A
reporter interviews him…
What is the secret of your You wont believe it, but it

bumper produce of such good is because I share my corn
quality corn year after year? seeds with my neighbours.
Oh no… I stand to gain from this. The wind

carries the pollen of the ripe corn, from one
crop to the other. If my neighbors cultivate
an inferior quality corn, then the quality of
my yield will also go down. But if they have
good corn in their fields, then through cross-
pollination my corn grows well.
Why do you do
that? After all your
neighbours also enter
the same contest every
year. They are your
competitors!
REFLECTIONS
Q1. The farmer recognizes the importance of taking responsibility for good quality corn, not
only in his own corn fields, but also that in the fields of other farmers in the locality. Why
do you think, most farmers may not see things in the same way?
Q2. Narrate an incident when you consciously tried to think “win-win” for all the people
involved and took responsibility for finding a solution beneficial to all.
[Hints: Write about –
– what responsibility did you take up?
– why was taking up of this responsibility necessary?
– what was the fulfillment that you got?]
Q3. In the workplace, what are the short-term and long-term benefits of enabling the success
of your peers and juniors?
[Hints: What is the power of a more capable team around you?]

SCENARIO
Nilesh is a 25 year old from India. Till date In January 2011, President Ben Ali of
he has never voted. He feels that his vote Tunisia was ousted from power after a
makes no difference and it does not matter month and a half of non-violent demon-
who gets elected from his constituency. stration by the Tunisian youth.
All the candidates are as bad as each
other. Further, Nilesh believes that one Abès, a young student, participating in
vote of his, is not of enough consequence the movement expressed, “I feel that I
to make a difference to the nation. have a role to play in this nation building
movement. We, the students, are an
integral part of it. We will continue to
demand change until our demands are
all met.”
REFLECTIONS
Q1. What can we learn from the youth of Tunisia, about the influence each one of us can
have on the destiny of our nation? Discuss to answer.
Q2. As contributors, we have a role to play in the destiny of our nation. How can you as an
individual take up the responsibility and contribute in making the changes you want to
see in your locality, your city / town, in the country? Write about this.
[Hints:
– What is the change you wish could take place around you?
– What are some personal choices and efforts you can make to contribute towards this?]

SCENARIO
Rakhi was reading the newspaper at

home. She saw an advertisement in
the newspaper that touched her.
She decided that she will save as

much water as possible from today.
Rakhi had a cook named Shilpa. Shilpa worked as a

cook in several residential complexes around her
slum in Mumbai. Rakhi noticed that Shilpa is in
the habit of leaving the kitchen tap running while
cooking and washing dishes. Rakhi explains to Shilpa
that it is important to use water more carefully.
Shilpa did not understand why Rakhi is careful about wasting water, when all her
neighbours are not.
REFLECTIONS
Q1. How can you help Shilpa see the consequences of her small action for the larger water
problem? Discuss to answer –
If water is wasted by each citizen...
– What will be the immediate short-term consequences of water wasted by one

household?
– What will be the multiplied effect of water wasted by numerous households?
– What will be the long-term consequences for water supply to entire city (including Shilpa’s locality)?
min.level
danger
level
Resulting in reduced water level of the lakes that supply water to the city

SCENARIO
Deepa is part of a team of four, working on a science project. She is very good with
experiments and has designed interesting ways to practically apply some of the theories
they learn in class. However…
All of us contribute… Sunita

is a great organizer. Sachin
documents and writes the
Hey! I have an idea on how reports well. I detail out and
we can practically apply the build the model… but Deepa
theory we are working on! doesn’t recognize all this! She
takes all the credit!
Deepa doesn’t realize how

much goes into actually making
a project happen on the
ground… without the team
nothing would happen!
DEEPA
Deepa thinks no end of

herself! She doesn’t
I am the smartest
really listen when we give
in the group. I come
suggestions. At this rate,
out with all the
I don’t want to do anything
ideas. Others just
inthisproject! Let’s see how
execute!
she manages without us!
Deepa finds that her teammates are un-cooperative

and she cannot understand the reason why.
REFLECTIONS
Q1. Deepa is unable to recognize the value of the contributions of her team members in the
project. As a result, her team members are un-cooperative. If you are Deepa’s friend,
how will you enable her to see the value of her team members?
Q2. In the workplace, as a team member, what short-term and long-term benefits will you gain
when you recognize and value everybody’s contribution and give everybody due credit?
[Hints: Consider
– motivation of team members
– cohesiveness and bonding of the team (What is the benefit of this?)
– what happens when a well-bonded team is faced with high-pressure situations?]
CASE STORY
The 1963 film “The Great Escape” narrates the true story of a mass attempt by Allied prisoners
of war to break out of the imposing Stalag Luft III Nazi Prisoner of War Camp near Berlin, in 1944.
Within the camp was a core group of prisoners determined to escape. Their goal was to facilitate
the escape of about 250 men in one night. An escape so difficult would require prisoners to work
together in a coordinated manner.
The core group plans the greatest escape, digging a tunnel to ex-filtrate 250 prisoners. Teams of
men are organized. Jobs delegated include: Survey, dig, dispose the soil, keep records of soldiers
movements, distract security guards, supplying fresh air in the tunnels, provide lighting in the
tunnels, etc.
The worst of the work, noise of digging, was covered by the men singing in chorus. The list of
supplies needed for the job was unbelievable. It took an army of prisoners, just to find and steal
all the material required.
Each person had a job. There were tailors, blacksmiths, forgers, pickpockets & camouflage artists.
They kept record of every movement of every guard. They used an elaborate yet inconspicuous
set of signals to warn others.
On March 24, 1944, after more than a year of work, 220 men prepared to creep through the
tunnel into the woods outside the camp. The plan was to send out one man per minute until all
had made their escape.
In all, eighty six men escaped before the tunnel was discovered. The Nazis ordered a national alert
to deal with it. Most of prisoners were recaptured, only three made it to freedom.
Though the attempt failed in accomplishing its objective, it offered the world a historical example
of collective endeavour.
[Adapted from the Source: http://kamyabology.com]
REFLECTIONS
Q1. What can we learn from this story about the “power” of coordinated collective action in
achieving seemingly impossible goals?
Q2. Can you think of any big project you were a part of, where if “collective action” had
happened, the result would have been far more successful?
[Hints:
– what was the situation?
– what were the different abilities required?
– what were the challenges because of which people could not work together in a co-ordinated manner?
– what was the outcome / result?]
Q3. If an organization is able to get its people to work together in a similar manner, what
would be the benefits to –
– the organization?
– the team?
– each individual participant? Discuss to answer.

CASE STORY
`
Until 1946, milk producers of Kaira district had to travel a long
distance to deliver milk to the only dairy, the Polson Dairy in
Anand. Often milk went sour as they had to physically carry the
milk in individual containers. The traders working with Polson
arbitrarily decided the prices depending on the production and
the season.
The milk producers were extremely angry with the unfair practices
of the traders. Frustrated, under leadership of Tribhuvandas Patel
(a local farmer leader), they approached Sardar Vallabhbhai
Patel for a solution to their problem.
Vallabhbhai advised them to form Cooperatives, boycott Polson

Dairy and start supplying their milk directly to Mumbai State
Government instead of routing through Polson Dairy. The milk
producers who till date worked as single individuals, now had
to work together as a group, something completely untried and
unthought of by them till then. Under the guidance of Morarji Desai,
the producers in each of the villages in Kaira started forming their
own village co-operatives to act as milk collection centres for the
entire village. These co-operatives were owned and managed by
the producers themselves. As they knew each others’ problems,
solutions started emerging through collective thinking.
At the district level Kaira District co-operative was formed to

manage collection and processing of milk supplied by the village
co-operatives.
The successful co-operative structure in Kaira, soon led to

setting up of similar such co-operatives in other districts. To
ensure that these co-operatives act as a united force, rather than
compete against each other, the milk producers formed Gujarat
Co-operative Milk Marketing Federation (now better known as
Amul). GCMMF was to handle the marketing of the milk and
milk products. It was to be professionally managed under the
leadership of Dr. Verghese Kurien.
Research institutions like ICAR were roped in to find ways to

increase milk production of cattle.
Today, nearly after 65 years from the day the idea of co-operative took root in a small district of
Gujarat, Amul has grown to become the largest food producer in the country. It is today jointly
owned by 2.8 million milk producers.
You can watch an interesting video on the Amul story at
http://www.youtube.com/watch?v=njMYhH9bE4Y
REFLECTIONS
Q1. The Amul movement involved the coming together of different people from different
places for different purposes. Through this initiative, how were the concerns of the
various stakeholders addressed?
[Hints:
– Who were all the stakeholders / different groups involved?
– What were each of their concerns?
– How did these concerns get addressed?]
(Do further research on the Amul movement, if necessary, to answer these questions).
10.8: FIELD WORK
PROJECT 1:
Project Goal: To study how people (contributors) “think in enlightened self-interest”.
STEP 1: Identify any project case that has been in the news or has happened in your area where many
stakeholders (affected groups) were involved. You can study this case to find out how the people involved
acted in “enlightened self-interest” or if not, then what was missing.

STEP 3: On the case, do a research study to collect data (video, photographs, data, etc.) for your project
presentation. Your research can include -
• Primary research done by interviewing people belonging to the various stakeholder groups (affected
parties such as - farmers, citizens, government officials, etc.)
In your research study, find out details of the project case and identify specific examples / incidents. Find
out –
• Who were all the stakeholders involved?
• What were the concerns of each of the stakeholders involved?
• Who were the main active stakeholders (who were driving the project, taking decisions, etc.)?
• Were these people focused on the “big picture” of what needed to get achieved (or were they only
worried about their own narrow role in the whole project)? What incidents show us this?
• How did these people interact / deal with the different stakeholders? Was there a sense of mutual
respect or did they use/misuse power and position? What examples show us this?
• Did they think “win-win” for all stakeholders involved? What examples show us this?
• Were the concerns of all stakeholders taken into account? What examples show us this?
observations on each of these answers, highlighting how “enlightened self-interest” was practiced in the
thinking of the people involved.

Act with unselfish motives
Swami Vivekananda disliked small-minded and fearful selfishness. He wanted us to be large,
unselfish, and therefore free and bold in all our dealings with the world.
“ If you want to help others, your little self must go.
“
Give up this little life of yours. What matters if you
die of starvation – you and I and thousands like us Unselfishness is more paying, only
– so long as this nation lives? people have not the patience to practice
it. It is more paying from the point of
view of health also. Love, truth and
“ We will have to help each other, but we have to

go one step farther: the first thing is to become
unselfishness are not merely moral
figures of speech, but they form our
highest ideal, because in them lies such
unselfish in help. “If you do just what I tell you to
a manifestation of power. Self-restraint
do, I will help you; otherwise not.” Is that help?
is a manifestation of greater power than
So help whenever you can, but mind what your
all outgoing action.
motive is. If it is selfish, it will neither benefit
those you help, nor yourself. If it is unselfish, it will
bring blessings upon them to whom it is given, and
infinite blessings upon you, sure as you are living.
The Lord can never be hoodwinked. “ Ask nothing; want nothing in return.
Give what you have to give; it will come
back to you – but do not think of that
now, it will come back multiplied a
“
thousandfold – but the attention must
It is selfishness we must seek to eliminate! I find
not be on that. Yet have the power
that whenever I have made a mistake in my life,
to give: give, and there it ends. Learn
it has always been because self entered into the
that the whole of life is giving, that
calculation. Where self has not been involved, my
nature will force you to give. So, give
judgement has gone straight to the mark.
willingly. You are a machine for taking
and giving: you take, in order to give.
Ask, therefore, nothing in return; but
the more you give, the more will come
to you.
“ The man who works through freedom

and love cares nothing for results.
But the slave wants his whipping; the
servant wants his pay. So with all life;
take for instance the public life. The Swami Vivekananda at Porbandar
public speaker wants a little applause
or a little hissing and hooting. If you
keep him in a corner without it, you kill
him, for he requires it. This is working
through slavery. To expect something in
return, under such conditions, becomes
second nature. Next comes the work of
the servant, who requires some pay; I
give this, and you give me that. Nothing
is easier to say, “I work for work’s sake”,
but nothing is so difficult to attain. I
would go twenty miles on my hands
and knees to look on the face of the man
who can work for work’s sake. There is
a motive somewhere. If it is not money, In Porbandar Swami Vivekananda met Pandit Shankar Pandurang
(1840-1894) of Konkan, Maharashtra, who was the administrator
it is power. If it is not power, it is gain. of the State at that time. Swami Vivekananda stayed as Panditji’s
Somehow, somewhere, there is a motive guest at his Bhojeswar bungalow for about four months or
so, probably attracted by his large library and his loving and
power. You are my friend, and I want scholarly nature. Swami Vivekananda also finished his reading
to work for you and with you. This is of Panini’s ‘Mahabhasya’ and also learnt French at the instance
of Panditji. Panditji was not only a Sanskrit scholar of great
all very well, and every moment I may eminence, but was proficient in nine languages and was earlier
make protestation of my sincerity. But an Oriental Translator of Bombay State. Swami Vivekananda also
helped him in editing the standard edition of the Atharva Veda,
take care, you must be sure to agree with during his stay at Porbandar. It is likely that during his long stay
me! If you do not, I shall no longer take at Porbandar Swami Vivekananda might have been introduced to
many Gujarati scholars by Shankar Pandurang.
care of you or live for you! This kind of
work for a motive brings misery. That Apart from this, Shankar Pandurang was a great philanthropist.
He arranged for irrigation facilities for farmers, started telegraph
work alone brings unattachment and offices all over the State of Porbandar, started schools for girls
bliss, wherein we work as masters of our as he was a staunch supporter of female education, opened
hospitals in the villages and carried out various works for the
own minds. benefit of the public.

Kolkata 14, India)


Swami Vivekananda
UNIT 11:
Practise
Imaginative Sympathy

by
University
Services
UNIT 11:
Practise
Imaginative Sympathy
One of the unique qualities of Contributors is their ability
to appreciate and understand others’ life situation, others’
mental condition, and others’ point of view. How do they do
this?
They have consciously developed a ‘way of thinking’ called

‘Imaginative Sympathy’. In this way of thinking, they are able
to give due importance to the human aspects of a situation,
and not just the technical or commercial aspects.
But this is not all. Imaginative Sympathy goes beyond

looking at the human aspects of the situation. It also means
that Contributors are able to anticipate possible interactions
or reactions, they are able to take a multi-dimensional view
of a situation and they are able to bring about changes or
results while taking everybody along with them.

UNIT 11: PRACTISE IMAGINATIVE SYMPATHY
Concept Exploration
EXPLORATION 1:
Non-contributors look at the activity Contributors also look at the vision

dimension of work dimension of their work
By completing this
One more proposal, I will be
able to make one
proposal to be
more contribution to
evaluated national development.
Clearing
Proposals
REFLECTIONS
Take up 3 or 4 common professions and brainstorm to uncover the “vision dimension” in their work. Write
about these.
REFLECTIONS
EXPLORATION 2:
Non-contributors look at the process Contributors also look at the human

efficiency dimension of work dimension of their work
Today we “processed” Today we were able to

200 more patients than “serve” 200 more people
yesterday as compared to yesterday
REFLECTIONS
What happens when people miss out on the human dimension of work? Share some experiences you have
come across that help you explain this.
EXPLORATION 3:
Non-contributors look at the immediate Contributors also look at the longer-

benefits of the situation. term consequences of the situation
Let me help the students

understand the subject,
so that they can not only do
well in the exam, but also be
able to do well in their
future jobs.
I will give the
students the ‘list
of questions’ to be
asked in the exam.
Then they will get
good marks.
REFLECTIONS
Take up a situation in your own life where you have a choice between “immediate benefits” and “long-term
/ sustainable benefits”. Discuss the situation and your own choice.
REFLECTIONS
EXPLORATION 4:
Non-contributors see themselves in Contributors are able to see

narrow “material” terms themselves in wider “change-maker”
terms
My degree gives My education gives

me the power to me the power to
get a job. transform society
in my own way.
REFLECTIONS
Are you a change-maker? Write a half-page note explaining why you can be a change-maker in society.
Concept Application

NEWS ANALYSIS
An Excerpt from an article in Hindustan Times, Mumbai Edition, May 21, 2011
Clean-up drive or fine collection drive of BMC
More than four drive to make the

months after city clean or to
the clean-up earn revenue?
marshals scheme The scheme has
was discontinued not even resulted
over charges of in one clean
corruption, the street in the city,”
civic standing Desai had said.
committee has cleared an altered
version of the scheme on Friday, Additional Municipal Commissioner
which drastically reduces the powers Manisha Mhaiskar said that the
given to clean-up marshals. Brihanmumbai Municipal Corporation
would ensure that marshals do not
However, despite clearing the misuse the scheme. Also, a new clause
proposal, the corporators remain has been introduced, wherein even the
skeptical about the usefulness of the marshals or their appointing agency
campaign. The scheme, introduced, can be fined for wrongdoing.
in 2007 came under fire last year
and was discontinued. Congress “The chief shortcomings of the
corporator Sameer Desai said that previous scheme were the approach
instead of bringing about awareness of marshals towards people and their
and inducing clean habits amongst lack of awareness about the role of a
citizens, the focus of the drive had BMC representative.” said BP Patil,
shifted to collecting fines. “Is this a Chief Engineer of the Solid Waste
Management department of the BMC.
REFLECTIONS
Q1. The lack of recognition of the importance of the role they were to play in the lives of
citizens, and an inability to fully appreciate the consequences of their actions, led the
clean-up marshals to lose focus. The drive which was supposed to ensure the city was
kept clean by the citizens, instead came to be seen as a fine collection drive.
What would have been the consequences of this for –
– The credibility of this campaign?
– The citizens of Mumbai?
– The Municipal Corporation?
– India?
Q2. Imagine in the workplace, you are developing a product to deliver to your boss. What if
you lose sight of the end users that the product is meant to serve, and you are unable
to imagine how your product can help these end users in the best possible way? What
will be the consequences / effects of this –
[Hint: Think of how your work will become routinized and boring because you have lost sight of the vision
you serve.]
– On the future users of the product?
– On your organization?
– On yourself?

SCENARIO
Dr. Shah is a well-known orthopedic surgeon, specializing in back-related illnesses. He

consults in several large hospitals and also has his own private practice.
Let me hurry.
Have to reach the
Manu has been having a bad back pain Doctor’s clinic on
for several weeks. He finds it hard to time.
sit for a long time. He takes a 11:30 am
appointment to consult Dr. Shah in his
private clinic.
On reaching there, he finds that the Dr. Shah comes in 45 minutes later, gives a
Doctor has not come in as yet. curt apology to all, as he walks into his cabin.
We have These seats Hmm…

been waiting for are terrible!! My Sorry
over 1 hour back is worse!
Come again
When Manu’s turn finally arrives, the after 2 weeks
doctor does a quick check, prescribes
some medicines and asks him to come
back 2 weeks later.
Manu groans! I would rather go

to a lesser known
doctor. My pain
has worsened due
to the wait.
REFLECTIONS
Dr. Shah is an expert and is very competent in his field of work. Yet his actions show that
he does not have the ‘human touch’ in his interactions with patients. Further, despite his
customers being back patients, he has not cared enough to provide comfortable seating in
case they have to wait for long.
Q1. What is the importance of recognizing the ‘human-level concerns’ of his patients?
Q2. What are the consequences of not doing so – on his patients? on his future medical
practice (and business)?
Q3. What is the value of “human touch” in customer service interactions? Discuss to think of
examples showing the importance of this “human touch”.
SCENARIO
REFLECTIONS
Q1. The watchman was aware of his power to contribute in the situation. He did not restrict
himself to just guarding the gate. He contributed to his customer first and foremost as a
human being.
– What fulfillment would he have got from this interaction?
– What value did he create for the customer and for the bank?
REFLECTIONS
Q2. Write about a person, whom you have seen converting any role or work into an
opportunity for him/her to make a positive difference to the people around.
Q3. In your own work role or role as a student, what are the ways in which you can contribute
and make a difference to the lives of people around you?
Write down at least 2 new ways in which you can make a difference to the lives of people
around you.
SCENARIO
Paresh goes to the insurance office to submit some documents for a claim.
REFLECTIONS
The officials at the insurance office were focused on their functional role without am thought
of the trouble Paresh was being put through. Hence Paresh was made to run from one office
department to another without his work getting done.
Q1. What are the immediate and longer-term consequences of their actions –
– In Paresh’s life?
– On other customers like him?
– For the overall service levels of the company?
REFLECTIONS
Q2. Discuss to answer –

When you are assigned a project, why is it beneficial to you to
(i) “engage deeply” with it (to understand the issues, study the subject area, final solutions
that work, etc.) rather than
(ii) copying from a senior or doing a “chalta hai” job of it?
Think of and write about the –

– immediate consequences and benefits of both actions (i) and (ii).
– longer-term consequences and benefits of both actions (i) and (ii).
Thus, which of the two (i) and (ii) are more beneficial to you in the longer-term in your
career?
ROLE MODEL
Known for her no-nonsense ways, Kiran Bedi introduced a new way of policing in Tihar
Jail. Once considered a hell hole, today Tihar stands testimony to the transformative
intervention led by Bedi.
The jail was a mad house. It was accepted by all

Inmates were treated with that a jail term had
no respect. I shared my to be made miserable.
cell with 25 other inmates. I challenged that.
Fights were frequent. I did Jail has to be
not know whether life was transformative. Only
more miserable outside or then will we have
inside. reformed citizens.
The first day Bedi walked into the jail in

plain clothes. I wanted to give
them the message
Madam asked us, that ‘I am here for
“Do you pray?” you for a new way of
life’.
I was surprised…
I did not answer. When we finished
When none of us said praying there was
I was surprised…
anything, she asked complete silence. We
I did not answer.
us, “Would you like to had broken the ice.
pray?”
Next, Bedi introduced a series of transformative measures in the jail such as literacy and
higher education programs, panchayat system for self management of prison by inmates,
de-addiction programs etc. Bedi and her team worked with missionary zeal to get these
interventions to become an integral part of the jail. The sustained and persuasive effort
started showing results after some time.
We formed different
I completed my committees to manage In my teens I
graduation from open kitchen, library, sports I got addicted
university while in jail. activities, internal to drugs. Here,
This was after a break discipline etc. It was I underwent
of 7 years. very satisfying to do counseling for
something constructive. de-addiction.
REFLECTIONS
Kiran Bedi did not see herself only as the “Inspector-General of Prisons of Tihar Jail”. She saw
herself as someone who had the power to transform the lives and futures of the jail in-mates.
Q1. In Kiran Bedi’s words, “ These transformations require missionary zeal from the leader”.
One has to feel the joy of giving, only then deep rooted change is possible.
What kind of choices do you think she had to make to bring about this change?
[Hints: Think of what choices she had to make –
– as a lady in a man’s domain
– to challenge a system, which worked in a certain fixed way.]
Q2. Think of and write about one example of deep-rooted transformation that you may have
read about or heard of. Write about how the people involved widened their “vision of
their role” to see themselves as “change-makers”.
[Hints:
– what is the context?
– what was the need of transformation?
– what were the alternatives available?
– how was the final choice made?]
CASE STORY
Dr. Patel reads in the newspaper about He starts receiving malaria patients
Malaria epidemic in his city. in his clinic.
However, the number of malaria patients He identifies pockets of stagnant water in

coming to his clinic keeps increasing every the locality and works with the municipality
day. He is concerned. He thinks over the to get them covered. He then arranges for
issue and realizes that he has to play a more fumigation of the area.
active role in addressing the problem.
After a few days, Dr. Patel reads that the He decides to hold Health and Hygiene
city is still struggling in its fight against camps to educate the people, until even
Malaria. children begin to take care of the hygiene in
the city.
By the end of a few months, the city was

free of Malaria.
Based on a true case story
REFLECTIONS
Dr. Patel realized that his treatment of patients is only a temporary solution to the Malaria
problem. It did not actually provide a real solution to the epidemic. He therefore starts looking
for better and better ways of providing a more permanent solution.
Q1. Learning from this story, as a contributor, what do you think are some of the choices one
needs to make so as to be able to find deeper solutions to a problem? Discuss to write
down a few key strategies / tips you can learn from Dr. Patel to apply for yourself.

NEWS ANALYSIS
[Adapted from an article appearing in April 23, 2011 [Adapted from an article appearing in Jan 04, 2007
edition of Mumbai Mirror] edition of Mumbai Mirror]
On 23rd March 2011, Pradeep Kumar was On 4th January 2007, a Western Railway
piloting Pragati Express from Mumbai’s train in Mumbai bound from Churchgate
CST station to Pune. When the train was to Virar inexplicably did not halt at a
crossing one of the in-between stations, scheduled in-between station. It overshot
a paver block which was kept on an over- the station and stopped 155 metres ahead
bridge fell and smashed the window of the of the station.
locomotive engine.
Commuters who had to get down at this
The shards pierced Pradeep’s face, neck and station had to jump off the train and tread
hand. Blood was oozing from the wounds. their way back, running the risk of being
He blacked out for a second. run over by approaching trains. Many had
to take a train back from the next station.
Even though he had the option of stopping

for medical aid, he chose not to stop for
medical aid immediately. He was aware
that his train was running on the high traffic
central suburban railway tracks. Any delay Motorman J Ramachandran, on being
would put the entire suburban railway questioned, responded, “A motorman is
schedule into disarray. running more trains now than earlier. The
level of alertness required is tremendous
He chose to pilot the train to a junction an and all the stress is telling on us. It is
hour’s distance away from whereon the unfortunate that this incident happened,
traffic became lighter, before stopping for but we are not to be blamed.”
medical aid.
REFLECTIONS
Q1. Pradeep Kumar understood the importance of his role and that if he failed to make an
appropriate choice in the situation, it would impact the lives of thousands of commuters/
travelers. What were the benefits of his action –
– for Pradeep Kumar
– for commuters
– for the railways
Q2. Do you know of more incidents like this, when a person acted in a certain way because
s/he appreciated the consequences of her/his actions. Write about one such incident.

SCENARIO
Malini is on her last week at work, as administrative officer with a software company. Now
after 5 years of working with the company, she is moving to a new city.
I have to document all information.

The new officer coming in should not
have difficulty in ensuring that
the office runs smoothly. People
here should not face any trouble
because I am leaving.
She prepares for a smooth handover When the new officer joins the following
to the new officer who is going to join. week, Malini guides her on how
And ensures all things are in order things work there.
before she leaves.
We use the services
I have to order office of these people. I
supplies for the next will introduce you to
1 month. Then the new them.
officer won’t have to
worry for some time.
Check all the ACs

in the office.
REFLECTIONS
Q1. Malini knew the value of the work she did for her colleagues. She had the foresight and
concern to appreciate the difficulties her company could face, when she left. Thus she
took responsibility for ensuring transition to a new officer was smooth. What would have
been the consequences had Malini not proactively taken responsibility in this situation,
and left without making suitable arrangements –
[Hint: Think of the longer-term consequences over and above the immediate consequences.]
– For her organization and colleagues?
– For her own work satisfaction?
– For her future career prospects?

CASE STORY
The most important aspect while selling and marketing

to rural India is to understand usage of products.
Take for example, pressure cookers. In urban India,
most of the cooking is done on a counter top, whereas
in rural areas cooking happens at the floor level.
Therefore, cookers need to have two handles to enable
easy handling. Just having one handle will not work. It
is a simple aspect of a product, but it makes a huge
difference in terms of usage. In order to understand
PRADEEP KUMAR, the needs of rural India we need to resort to what I
FOUNDER CEO-MART call ‘community embedded innovation’.
One of the creators of WordPress, Matt Mullenweg,

was interacting with wordpress users...
The media library in WordPress was discussed. A man

in the audience brought up a technical issue he had
with the library. Mullenweg explained that you could
actually do what the man wanted to in WordPress,
but stated: “The software is wrong, not the people”.
Mullenweg could have just told the man that “you’re

doing it wrong” before telling him the “right” way to MATT MULLENWEG,
work with WordPress. Instead, the fact that users CEO-WORDPRESS
had problems with the media library told him that
the software needed to be improved.
Banks should ensure transactions are hassle-free and

user-friendly.
For example, multi-layer security by way of login password,

transaction password and confidential data confirmation
make online transactions more secure. But, there are
issues like memorizing multiple passwords etc. Some
transactions of urgent nature get stuck due to these
problems. This, coupled with the time taken for access re-
G PADMANABHAN, activation, password generation, etc, which is sometimes
RBI EXECUTIVE a lengthy, time-taking process, causes irritation and
DIRECTOR inconvenience to the customer.
REFLECTIONS
The above 3 examples demonstrate that it is very important to deeply understand the end-
user / customer in order to design products and services that truly address their needs.
Q1. Identify one service/product that you use currently, which you think could be improved
to make it easier to use. What factors do you feel were not taken into consideration while
designing this product/service, thus making it more difficult to use?
Q2. Though companies keep stating how “user-centric” they are, most often we as users
ourselves find that there is a lot lacking in that aspect. What are the consequences of
not being “user-centric” when designing products or services –
– on users?
– on the company?
– on the designers of the products?
11.10: FIELD WORK
PROJECT 1:
Project Goal: To study how people (contributors) “practice imaginative sympathy”.
STEP 1: Identify any one Contributor who you believe is a “change-maker” in his/her profession and
approach to any work. It is recommended that you choose a “contributor” who is known to you or you can
get in touch with, so that you can get the chance to interview this person. (This person may be from any
field of work, and may be personally known to you OR may be a well-known person with whom you can get
an interview OR someone who works in your locality eg: postman, watchman, etc.)

STEP 3: Interview this person and also talk to other people who know this person and interact regularly
with him/her during the course of his/her work.
In the interview, ask this person –

• Talk about your profession / work and what you do.
(Discuss with him/her to find out what is the “vision dimension” that he/she sees in the work i.e. what
is the vision he/she has of his/her role)
• Narrate 2-3 specific examples of –
– Typical interactions with colleagues, juniors, seniors, customers – describing how you interact
with them.
– How you would describe the daily work you do / targets you meet.
(In his/her answer, observe: In this person’s narration of these examples, does he/she talk about
the “human dimension” of the work or is only focused on the “efficiency dimension” of the work.)
• Share about a situation / experience in your work life where you had the choice between “immediate
benefits” and “long terms / sustainable benefits”. What was the choice you made and why?
• In your job / role, what is the “power” you have to contribute and make a positive difference in
society? How can you increase this “power” to contribute more?
observations on each of these answers, highlighting how this person practiced “imaginative sympathy”
in his/her work.
REFLECTIONS

Expand your heart
No individual can be a contributor if he/she is self-centered and uncaring about others.
Therefore, to be a contributor, we must first expand our hearts. At the same time, one of the
effects of contribution is that our hearts get expanded greatly.
“ Who feels there for the two hundred millions of men

and women sunken forever in poverty and ignorance?
Where is the way out? Who feels for them? They
“ First, feel from the heart. What

is in the intellect or reason? It
cannot find light or education. Who will bring the
light to them – who will travel from door to door
goes a few steps and there it stops. bringing education to them? Let these people be your
But through the heart comes God – think of them, work for them, pray for them
inspiration. Love opens the most incessantly – the Lord will show you the way.
impossible gates; love is the gate to
all the secrets of the universe.
“ Him I call a Mahâtman (great soul) whose heart bleeds

for the poor, otherwise he is a Durâtman (wicked soul).
Let us unite our wills in continued prayer for their good.
We may die unknown, unpitied, unbewailed, without
accomplishing anything – but not one thought will be
lost. It will take effect, sooner or later.
“ So long as the millions live in hunger and ignorance,

I hold every man a traitor who, having been educated
at their expense, pays not the least heed to them! I
call those men who strut about in their finery, having
got all their money by grinding the poor, wretches, so
long as they do not do anything for those two hundred
millions who are now no better than hungry savages!
“ Feel, therefore, my would-be

reformers, my would-be patriots! Swami Vivekananda at Bhuj
Do you feel? Do you feel that
millions and millions of the
descendants of gods and of sages
have become next-door neighbours
to brutes? Do you feel that millions
are starving today, and millions
have been starving for ages? Do
you feel that ignorance has come
over the land as a dark cloud? Does
it make you restless? Does it make
you sleepless? Has it gone into
your blood, coursing through your
veins, becoming consonant with
your heartbeats? Has it made you
almost mad? Are you seized with Swami Vivekananda visited Kutch and met the Dewan Motichand
Lalchand who introduced him to the Maharaja Rao Khengarji
that one idea of the misery of ruin,
Bahadur III. He had long talks with both of them, upon the
and have you forgotten all about industrial, agricultural and economic problems of the land. He
impressed upon them the need for ameliorating the condition of
your name, your fame, your wives,
the masses as he had a great faith in the ability of the rulers to do
your children, your property, even good to their subjects if they could be taught about the ancient
Indian ideals of civil government.
your own bodies? Have you done
that? The Maharaja of Kutch was one of the most cultured, advanced
and enlightened native rulers of India. He took keenest interest
in the subject of female education, got many standard English
works translated into Gujarati and carried out considerable
“
improvement in public works. Being three years younger
to Swami Vivekananda, he must have entered into intimate
Have you never thought, of the
friendship with him. The Maharaja was deeply impressed by
hearts of the heroes? How they Swami Vivekananda’s magnetic personality and was astonished
at his vast knowledge. He said : “Swami Vivekananda, as after
were great, great, great, and soft as
reading may books the head becomes dazed, even so after
butter? hearing your discourses my brain becomes dizzy. How will
you utilise this talent? You will never rest until you have done
wonderful things !”

Kolkata 14, India)


Swami Vivekananda
UNIT 12:
Demonstrate
Trust Behavior

by
University
Services
UNIT 12:
Demonstrate Trust Behavior
The last and most important mindset of a Contributor is
‘Trust Behavior’. The term Trust Behavior may be described
as character-in-action. This includes keeping one’s word
and commitments, staying with a task, acting with integrity
in every situation, making sure that there is complete
transparency in one’s actions and interactions, etc.
Contributors recognize that they are able to achieve results

and make contributions with the help of other human beings.
They receive this help if and only if they are trusted and, in
turn, trust.
Therefore, Contributors practise trust behavior from very

early in their career, thereby building a huge trust balance (like
a bank balance) over their career and relationships.
Swami Vivekananda Speaks to you pg. 21-22

UNIT 12: DEMONSTRATE TRUST BEHAVIOR
Concept Exploration
EXPLORATION 1:
Non-contributors can be Contributors are trustworthy

“un-trustworthy” in their communications in their communications
REFLECTIONS
What happens when people stop trusting what a person speaks? Give an example to explain this.
MEANINGS:
1
Fudging Data: Changing data, replacing it with false data. “Adjusting” data records or presenting data in a way that gives a
false impression.
2
Being Transparent: Telling people things directly without hiding. What you say and what you are thinking are the same.
REFLECTIONS
EXPLORATION 2:
Non-contributors often break the stated Contributors respect and follow the stated
and unstated “code of conduct3” in an and unstated “code of conduct3” in an
organization / community / country organization / community / country
We feel secure in doing

business with Amit. He respects
the code of conduct of the
Japanese business community.
I want to
stand out
Would you trust him with your

life-savings?
REFLECTIONS
What happens when people repeatedly break the rules of conduct of your organization / institution /
community? Give examples to explain.
MEANINGS:
3
Code of Conduct: Rules of conduct or behavior. Expected / acceptable social behavior in a community.
EXPLORATION 3:
Non-contributors make decisions in Contributors always make “trust-choices”

unpredictable and inconsistent ways
The boss focuses
on organizational The boss always
The boss’s The boss decides interests and not acts according
decisions depend depending on his on any one person’s to his principles
on his likes and mood on that interests alone.
dislikes day
The boss favors The boss is

some people and always fair
not others and impartial
REFLECTIONS
What happens when people are impartial and unfair? How do others react? Discuss to answer.
REFLECTIONS
EXPLORATION 4:
Non-contributors over-promise and Contributors set clear expectations and

under-deliver1 meets them. They under-promise and
Sumit promised over-deliver2
our company many
When Amit commits
benefits to get the
to something, he does
order. But when the
it. Therefore we must
time for delivery
give him the next
came, he backed out…
contract.
I do not trust Sumit Amit always ensures that

to deliver the whatever he produces
product on time and is of a high quality, and
with quality. meets our requirements
perfectly.
REFLECTIONS
If you consistently over-promise and under-deliver, you lose “credibility” as a professional. How will this
loss of credibility affect your career? Discuss to answer.
MEANINGS:
1
Over-promise and under-deliver: Making big promises and not fulfilling them. Promising much more than what one can
deliver results for.
2
Under-promise and over-deliver: Talking or promising less, but doing and delivering more results. Delivering results much
more than what one has promised.
Concept Application

SCENARIO
You are scanning the newspapers for job advertisements, when this
advertisement catches your attention.
While you have not yet made up your mind, Jitesh who is an old classmate of yours, joins the institute
for a 3 month course. He calls you up a month later, to tell you that he has discovered that 75% of the
jobs on offer in the campus are in Rs. 1-2 lakh range. Only people with a minimum of 5 years prior work
experience get better job offers – and that too if they have done at least a 1-year course. Jitesh and others
like him would have chances of getting a job only in the Rs.1-2 lakh range.
REFLECTIONS
Q1. This institute puts out its advertisement in a “clever” way. Though it never explicitly
made any promises, it miscommunicated to students and set up false expectations
in their minds. What will happen once the word spreads amongst students and future
applicants that this institute makes false promises?
REFLECTIONS
Q2. In contrast to the given example, write about an experience when the transparency of a
person’s actions and interactions made you trust him / her more.
Q3. In the workplace, what would be the immediate and long-term consequences of setting
up false expectations in the minds of your customers? (promises that your company
cannot fulfill)?
Write about the impact –
– on your organization
– for your career development
– on the customers who have put their trust in you
SCENARIO
Vaidehi is an accomplished Indian classical singer. She is asked about her opinion on
some details of tabla playing, a field about which she does not know much. She has 2
options –
?
People look up to my As an expert I cannot
opinion as an expert. I let my image be spoilt.
want to guide them in No one should know I
a responsible manner. am ignorant in this
subject.
Response 1 Response 2
Vaidehi says, “I am sorry but I don’t know Vaidehi gives an unclear answer with lots of
much about this topic. But a good friend of technical words – that impresses the listener
mine is a tabla player – I will discuss this with (though the listener doesn’t understand
him and surely get back to you.” anything).
REFLECTIONS
Q1. As a Contributor, which response should Vaidehi choose, so that her words will increase
the trust of people in her future opinions and assessments as an expert? Explain why
this would happen.
Q2. Write about a person who invoked your trust by giving opinions/ judgments/guidance
which were fair / unbiased by any personal interest.
Q3. In light of the above example, if you are a team lead who is considered an expert in his/
her field, what can be the consequences if your opinions and feedback do not invoke
the trust of your team members? Discuss to answer.
[Hints: Suppose people doubt your motive, then what are the consequences – in terms of the support that
you get from your team, their respect for your feedback, etc.]
SCENARIO
A company invites applications for the Naresh appears for the interview but
post of an accountant. They interview 15 despite his outstanding records, he is not
candidates for the position. selected.
Congratulations,
She must be
Vidushi. You can join
more suitable
us from this Monday.
for this job.
Oh, Vidushi was the

Naresh’s friend who
General Manager’s cousin…
works for the same
She resigned because
company calls him
of too many complaints
after 5 months asking
against her!!.
him if he would still
be interested in
considering the same
position.
REFLECTIONS
Q1. The interviewer (HR manager) of the company allowed the misuse of power (by selecting
the General Manager’s cousin) when he selected the candidate on the basis of personal
relationships rather than on suitability for the job. Now that Naresh is being asked to join
the same company, what will he be risking if he accepts this offer?
[Hints: Can Naresh trust that the future decisions of the company will not be biased? How can it impact his
future career?]
Q2. Can you identify some people you know, who use their office powers with responsibility
– resisting pressures from all quarters. Write about some incident which shows this.
Q3. In the workplace, if your boss asks you for your feedback about your colleague, who
is also your close friend, how should you go about doing it in a trustworthy manner?
Discuss to answer.
NEWS ANALYSIS
Source: http://www.ndtv.com
Jawans died fighting Naxals, their widows

still await compensation
They had to bear one of the toughest Gadchiroli SP Rajesh Pradhan says, “If
sacrifices - losing their loved ones to one single factor is responsible for the
Naxals. But the widows of commandos, low Naxal activities in the district, it is the
who lost their lives battling Naxals, are C-60 commandos.”
now facing more trouble as they have
still not received the entire compensation However, the families of the C-60
promised to them by commandos allege
the Government. this contribution
goes unrewarded.
“After our men were The state
killed they came government gives
and told us we are a compensation of
like family. But two Rs. 25 lakh in the
years have passed event of a death
since my husband’s which goes into a
death and no one fixed deposit for
has bothered about 10 years. Also a
our plight,” said Smita Damodar Maitam, house, free schooling for the children and
who lost her husband to the Naxals. job for a family member. Many women
are yet to get a house, a critical package
Their men were elite C-60 commandos – not delivered to any of these mothers and
the crack unit set up to fight Naxals in the widows.
forests, a battle the unit fights everyday
with little training and arms. Drawn from “We have not got a house yet. They
the tribal community, their knowledge of have not given my daughter the job they
local topography gives them an advantage promised. It’s been two years,” says the
in operations. mother of a deceased soldier.
REFLECTIONS
In this story, the government lost the trust of the people because it did not keep the commitments
made to the families of the commandos, leading to great hardship for them. We keep reading
about such cases every other day in our newspapers.
Q1. What are the consequences of the government not keeping commitments again and
again? What could be the consequences of this on –
– the people of this nation?
– the country?
– the government?
Q2. In contrast to this example, narrate a personal experience when your trust in somebody
increased because the person kept his/her commitment.
Q3. When you keep your commitments to your organization, an equation of trust is
established over time. How does this impact the relationship between you and your
organization?

ROLE MODEL
Rahul Dravid – Being Dependable

Rahul Dravid is famously known as ‘The Wall’
in the cricketing world. He established a track COMMENTS ON RAHUL DRAVID
record of batting for long periods of time,
keeping his cool under all circumstances.
Form, consistency,
Though a specialist batsman, Rahul Dravid made
patience, hard work, ability
his debut at the No. 7 position, something which to shift gears when needed,
would have rattled many of lesser character. With playing for the team always
sheer hard work and consistent performance – make him a legend without
doubt.
he gradually cemented his position at No. 3 in
the batting lineup. In the years when India did
not have definite openers, he opened for India
Clearly, the USP of his
though it was never a position of his preference.
batting is his patience. He
is prepared for the hard
grind and sets himself for
the long haul every time he
has the willow in his hand.
‘If I have to put anyone to

bat for my life, it would be
Dravid’
Consistency, patience, hard work and the ability

It’s like a paint
to adapt to any situation are some qualities that
advertisement, which
went on to make Rahul Dravid a batsman the shows the paint is fine in
team could count on. Though Dravid played in a cold, hot, and rains, all the
team which had stalwarts like Sachin Tendulkar places. Rahul Dravid is one
such consistent performer,
and Saurav Ganguly, he always remained
everywhere.
secure, always playing for the team and rising to
the demands of the team.
REFLECTIONS
Q1. Rahul Dravid, over the years, through his conduct, earned the name of being dependable.
What personal choices do you think he made, which had his team members, rivals and
critics trust his dependability?
[Hints:
– Consider how Dravid engaged with the game. (e.g. when he played, did he chase personal records? etc.)
– What different roles did he play for the Indian cricket team? What do these tell us about him as a cricketer?]
Q2. Identify one person who you trust, because you can depend on him/her to do what it takes
to get the work done. Write about incidents from his/ her life which bring out this aspect.
Q3. When you have a dependable team member in your team, what is the value of the ‘trust’
that he/she creates?
[Hints:
– What is the value of such a team member in important assignments?
– What is the impact of dependability on the person’s sense of responsibility? What does it mean for the
organization and team?
– How will other team members behave towards such a person?]
– for the organization?
– for your team?
– for him/herself?
SCENARIO
You go for an interview. The following interaction happens there…
In your previous company,

Let me
you worked on this cardio-
test him
vascular drug. I want you to
join my company and share
with us the formulations of
that drug.
As a Contributor, how would you respond in a manner that respects

the terms of confidentiality with your previous employer?
REFLECTIONS
Q1. Have you seen relationships getting impacted because one of the parties felt that
confidentiality was not maintained. Write about one such case.
REFLECTIONS
Q2. Why will an employer prefer to hire a person who maintains confidentiality and keeps
his/her commitments to any previous employer?
[Hint: How does this impact the trust the company can have in the person’s future commitments?]
Q3. In organizations, confidentiality between employee-employer, client-service provider

etc. has been institutionalized by way of Non-Disclosure Agreements. These are legally
binding agreements between signing parties which restrict them from sharing information
regarding each other, with any third party. Why do you think such agreements are
necessary?
– Think of and put down some situations where you have shared confidential
information with any of your service providers. How would you feel if they gave away
your information to other parties?
[Hints: What can be the consequence of confidential information falling in wrong hands or being
misused? (e.g. If your personal information that you share with your banks or telecom service provider, is
shared with a third party, what can be the consequence?)]
ROLE MODEL
Kiran Bedi, India’s first woman police officer is one

of the greatest change agents of modern times.
In 1981 as DCP (Traffic), she controlled traffic during

the 1982 Asian Games. She didn’t hesitate to tow away
cars and once even challenged the car from the Prime
Minister’s office for wrong parking near
a car repair shop. Recalling the incident she says:
My sub-inspector Nirmal Singh had challenged a wrongly

parked car in Connaught Place. The driver came and warned
the sub-inspector that this car belonged to the Prime
Minister’s Office.
Without bothering about the threat, my sub-inspector

told the driver that he will have to pay the fine, come what
may. There was a bit of a riot there, but nothing serious
happened. This incident made policemen feel empowered.
They felt they could take on powerful people.
I authorized and supported such action by my staff.
I knew that I will be transferred when I decided to lift

Indira Gandhi’s car (for wrong parking). I gave a thought
to it and decided to do what was right then.
REFLECTIONS
Q1. Through a single action, Kiran Bedi sent out a strong signal to her staff that they need not
discriminate between the ‘powerful people in high positions’ and the ‘common citizen’,
when it came to enforcement of law. What possible benefits did the people of Delhi get
from having her as a leader of the traffic police ?
[Hints: Consider the morale of the traffic policemen under Kiran Bedi and resulting impact on their own
conduct.]
Q2. Can you identify some contributor leaders who are trusted for their unbiased excercise
of power? Comment on some of the visible impacts of their unbiased approach.
Q3. While working in an organization, which are the areas where power and position can
come in the way of your decision making? What are the choices that you will need
to make, to ensure that your conduct invokes trust? Discuss with some working
professionals to answer this.
– How choices get impacted while dealing with ‘big’ and ‘small’ customers
– How choices get influenced while dealing with seniors, as different from juniors]
12.8: FIELD WORK
Project 1:
Project Goal: To study how people (contributors) demonstrate “trust behavior”.
STEP 1: Identify any 2 contributors who you believe are highly respected and trusted by people in the
community. (This person may be from any field of work, and may be personally known to you OR may be a
highly respected person in your community / locality OR a famous personality OR someone who works in
your locality eg: vegetable seller, sweeper, etc.)

STEP 3: On each of these 2 people, do a research study to collect data (video, photographs, data, etc.)
for your project presentation. Your research can include -
• Primary research done by interviewing the person and others he/she lives and works with.
In your research study, identify specific examples / incidents in this person’s life where the person has
demonstrated “trust behavior”, including situations where the person –
• Was faced with a tough choice (where he/she may have lost something because of the trustworthy
choice), and yet he/she chose to communicate in a manner that was trust-worthy (transparent,
honest, clear, presenting data truthfully, telling the whole truth not hiding anything).
• Had to go into a new community or joined a new institution, where he/she adjusted his/her habits
out of respect for the “code of conduct” or acceptable behavior in that community.
• Had to make difficult decisions or choices (maybe with pressure from external sources) – yet he/she
chose to remain firm, stand by his/her principles, and made a fair / unbiased choice that was in the
larger best interests of the group (rather than personal interests).
• Took up some projects where he/she made commitments, set clear expectations, and delivered
to what he/she promised (and even delivered much more than what was promised) – because of
which people can depend on him/her. (Identify 2-3 such projects to show this person consistently
delivered to commitments).
Ask him/her to narrate each of these incidents to you, also explaining what motivated him/her to behave
in this manner (trustworthy behavior).
observations on each of these answers, highlighting how this person demonstrated “trust behavior”.
REFLECTIONS

Integrity is the foundation for success
Swami Vivekananda felt that without trust and integrity, no work could be accomplished.
These are the foundations of sustainable results in our career.
“ Every successful man must have behind him somewhere

tremendous integrity, tremendous sincerity, and that is
the cause of his signal success in life.
“ I trust those that will not desert me in prosperity

and adversity alike. ...the most trustworthy men are
needed. Then, after the foundation is laid, let him who
will, come and make a noise, there is no fear.
“ Have patience and be faithful unto death. Do not

fight among yourselves. Be perfectly pure in money
dealings… So long as you have faith and honesty and
devotion, everything will prosper.
“ Business is business, in the highest sense, and no

friendship — or as the Hindu proverb says “eye-
shame” — should be there. One should keep the
clearest account of everything in one’s charge — and
never, never apply the funds intended for one thing
to any other use whatsoever — even if one starves the
next moment. This is business integrity.
Swami Vivekananda at Baroda
“
Good motives, sincerity, and infinite
love can conquer the world. One
single soul possessed of these virtues
can destroy the dark designs of
millions of hypocrites and brutes.
“
Arise and awake and be perfectly
sincere. Our insincerity in India is
awful; what we want is character, that Before leaving Gujarat, Swami Vivekananda also met
steadiness and character that make Shri Manibhai J. Dewan of Baroda, a man of piety
and noble character.
a man cling on to a thing like grim
death. Before that as Dewan of Kutch he had introduced a
lot of beneficial reform in all departments – collection
of revenue, education, sanitation etc.
At Baroda, Manibhai worked hard and there was
“Be steady, and, above all, be pure and

sincere to the backbone.
spectacular progress in the field of education. Swami
Vivekananda spent some time with him in discussing
about the education system of the State.
Though it is not known where and when Swami

Vivekananda met Maharaja Sayajirao Gaekwad of
Baroda he had later told Prince Martanda Varma
at Trivandrum that “of all the ruling princes he had
met, he had been most impressed with the capacity,
patriotism, energy and foresight of the Gaekwad of
Baroda.”
Source: The Complete Works of Swami Vivekananda Source: Shri Ramakrishna Ashrama, Rajkot,
(Published by Advaita Ashrama, 5 Dehi Entally Road, website (www.rkmrajkot.org)
Kolkata 14, India)


Swami Vivekananda
UNIT 13:
Resume Building

by
University
Services
UNIT 13:
Resume Building
Learn to develop a resume for the job-market. Learn how to develop
both a generic resume and resumes specific to some types of jobs.
Also learn the best practices and common errors in developing
resumes.
Most importantly, learn to analyze the jobs offered and present

yourself in terms of your potential / willingness to contribute to the
job.
13.1 What is the Employer looking for? 2
13.2 Assemble your Resume Pack 6
13.3 Build your Resume 7
13.4 Write your Cover Letter 20
13.5 Assemble your Records Portfolio 24
13.6 Build your Work / Projects Portfolio 26
13.7 Recommendation Letters and References 28

UNIT 13: RESUME BUILDING
13.1 What is the Employer looking for?
When Employers offer jobs, they look for 4 key aspects in an applicant. Thus, as a
Contributor, when you are thinking of applying for a job, look out for what the Employer is
looking for under each of these 4 categories.
[A]
Appropriate Personality
(What personal
characteristics is the
employer looking for?)
[B]
[C]
Right Capabilities
Can Deliver Results
(What skills/
(What results is the
capabilities is the job
person taking this job
applicant expected to
expected to deliver?)
have / demonstrate?)
[D]
Can “fit-in” to the
day-to-day job environment
(What kind of environment will
the person taking this job be
expected to work in?)
PRACTICE EXERCISE 1: Study this job advertisement in a newspaper
Data Collection Supervisior
Responsibilities include supervising and Must be able to manage staff through

training telephone interviewing staff, briefing, constructive feedback, discipline and
editing, and monitoring production rates training. This position requires strong
for both on-line and focus group recruiting interpersonal communication skills, a take-
studies. This position requires a minimum charge attitude, strong organisational
of one year supervisory or management skills and the ability to manage multiple
experience. Market research or phone room projects. This is an evening and weekend
experience is a plus. Individual must be able position, which averages 35 hours per week.
to recognise potential project and personnel Compensation depends on experience.
problems and give suggestions on how to Benefits include: medical /dental /vision,
improve them. paid holidays & vacation time.
Summary of what we are looking for:
• Excellent communications skills - both verbal and written

• Strong leadership skills with a managerial background
• Proactive problem solver
• Able to manage people under stress from a fast paced and ever changing environment
• Very organised
• Enthusiastic motivator of interviewing staff
• Can oversee and interact daily with a large staff of interviewers
• Good computer skills, i.e. MS Office products such as Word, Excel and Access
• Self-motivated and self-starter
If you enjoy managing people and excel under pressure in a fast paced and rewarding
environment, then you are the candidate for us.
continued ...
2 OF 31 © NOVEMBER 2011; ALL COPYRIGHTS ARE OWNED BY ILLUMINE KNOWLEDGE RESOURCES PVT. LTD. | STUDY BOOKLET
...continued SWAMI VIVEKANANDA CONTRIBUTOR PERSONALITY PROGRAM
WHAT ARE THE EMPLOYER’S EXPECTATIONS:
[A] What personal characteristics is the employer looking for?
Discuss this job advertisement in groups and write down “what qualities is this employer looking
for in a person, when they say each of the following...” –
We are looking for a person who -
– Is a proactive problem solver
– Is self-motivated and is a self-starter
– Has a take-charge attitude
[B] What skills/capabilities is the job applicant expected to have / demonstrate?
Discuss this job advertisement in groups and write down - (a) What will doing each of the
following in this job involve? (b) Have you demonstrated any of these skills / capabilities before?
If yes, where? [HINT: You may have organized a college or family event where you needed to use organizational
skills]
We are looking for a person who -
– Recognizes potential project and personnel problems and suggests improvements
– Can manage staff through constructive feedback, discipline, and training
– Has strong organizational skills, leadership skills, and communication skills
– Is an enthusiastic motivator of staff
continued ...
...continued
[C] What results is the person taking this job expected to deliver?
Discuss this job advertisement in groups and based on what is said below, write down what
are the key results the employer expects you to deliver and what this would imply for you –
We are looking for a person who –
– Will supervise and train telephone interviewing staff.
– Will monitor production rates for both online and focus group recruiting studies.
– Will oversee and interact daily with a large staff of interviewers.
[D] What kind of environment will the person taking this job be expected to work in?
Discuss this job advertisement in groups and write down what kind of job environment and
life-style each of the following would mean for you if you took up this job –
– “This is an evening and weekend position, averaging 35 hours per week”.
– “You need manage people under stress from a fast paced and ever changing
environment”; “Do you excel under pressure in a fast paced and rewarding environment”.
PROJECT 1: Short-list jobs to apply for
In Project Teams of 3-5 students each –
STEP 1: Identify 8-10 jobs you would be interested in applying to, and study each job’s
profile.
(Look for the job descriptions in newspaper advertisements, job profiles on websites, job
posts on job sites on the internet)
[Do STEP 1 at home and bring to class for discussion]
STEP 2: For each job profile, discuss with your project team to write down what the
employer is looking for, in terms of –
[A] What personal characteristics is the employer looking for?
[B] What skills/capabilities is the job applicant expected to have / demonstrate?
[C] What results is the person taking this job expected to deliver?
[D] What kind of environment will the person taking this job be expected to work in?
STEP 3: In light of this, individually put down for each job profile –
 Do these personal characteristics match with your personality?
 Have you either been formally trained for these required skills/capabilities or have you
demonstrated these in any other situation, if yes where? (Eg: you may have organized
a college or family event where you needed to use organizational skills)
 How can you demonstrate that you have the capacity to deliver these expected results?
 Is this kind of job environment, location, and life-style requirements suitable to you?
STEP 4: In light of this, shortlist the jobs that you will be right for.
13.2 Assemble your Resume Pack
Your Resume Pack will need to contain the following components. In this Unit, we will learn
to build each of these components step by step.
3 – Records Portfolio
2 – Cover Letter 4 – Work / Projects Portfolio
5 – Recommendation
1 – Resume Letters & References
MY RESUME PACK
PRACTICE EXERCISE 2:
Explore the communication purpose of each of the 5 components of your Resume Pack
– For each component, discuss in small groups and write down –

– What is the purpose of this component in my overall communication to the
employer?
– What should it tell the employer about me?
– Do an open class discussion to share the ‘communication purpose’ of each component
1 – Resume
2 – Cover Letter
(specific to the job you are applying for)
(eg: mark-lists, certificates, etc.)
4 – Work / Projects Portfolio
5 – Recommendation Letters & References
13.3 Build your Resume 2 – Cover Letter

1 - Resume Letters & References
MY RESUME PACK
Build your Resume step by step.
Level 3 Resume:
CONTRIBUTOR PROFILE
Communicate how you can
contribute in the work place
Level 2 Resume: QUALITY

Communicate “quality”
through your resume
Level 1 Resume: FACTS

Describe all your
information and facts
Level 1 Resume: FACTS

At the first level, you need to assemble all your facts or basic information about
yourself. This will be a description of your academic track record, details on courses taken,
work experience, etc.
Study all 10 categories in Geeta’s resume. In light of this, discuss in groups what kind of
information you would need to put into your own resume.
Observe the different parts of 1

Geeta K. Mishra
her resume - to D-181, Indira Nagar, Barielly 226016 , Tel: 382841 ; Email: gmish@vsnl.com
5 Date of Birth: 26th September 1978
1 Name Value Profile
 Can take initiative , work under pressure and balance multi-task
2 Address assignments. (E.g. balancing curricular and extra-curricular activities)
 Can be a good team member, especially in situations where tough and
3 Telephone no. high stress goals have to be achieved (E.g. Mountain climbing)
 Have the tenacity to patiently work through an area , for achieving results
4 Email address (if any) (E.g. Practicing music)
6 Educational Profile
5 Date of birth Have displayed a consistent track record throughout my academic life
6 Educational Profile (your academic Year Degree & University Marks

track record, including – qualifications, B.A. with English, Psychology and Economics ,
1995 - 98 61%
I.T. College, Lucknow University, Lucknow
marks, institutions you have been to)
I.A. with Psychology, History, Geography ,
1993 - 95 65%
7 Special achievements (to draw the Loretto Girls School, U.P. Board, Lucknow
evaluator’s attention to areas where 1992 - 93 I.C.S.E.; St. Anthony's High School, Barielly 74%
you have excelled)
7 Distinctions and Achievements
Have displayed the ability to balance academics with extra& co-curricular activities
8 Co-curricular and Extra-curricular
Year Awards
Activities (to communicate that you
1994 Best all rounder of the year
have a wider range of capabilities and 1997 Marget W. Scholarship for good academic performance
talents beyond just academics)
8 Co-curricular and Extra Curricular Activities
Have actively sought career and professional enhancement courses in keeping with
9 Areas of interest (areas where you current environmental needs
want to learn and develop in, where Year Experience
you would like to work / study further if 1998 - 99

Diploma in DTP and Computer graphics. Jetking
Software, Malad (W), Mumbai
given a choice) Nov-Dec Two months of 'on the job training' in an ad agency, XYZ,
1998 Mumbai
10 Skills and hobbies (talking only Apr-Jun
Project on CAD, as a part of curriculum at Jetking
1999
about those skills and hobbies that
9 Area of Interest
demonstrate capabilities relevant to the Interest to work in project management and co-ordination
job applied for)
10 Skills and Hobbies
1. FORMAL TRAINING IN CARNATIC MUSIC : Have trained since the
age of six. I devote 4 hours per week to this
2. TREKKING: Includes regular weekend treks to small and big peaks
in the Vindhyas. Have climbed up to Gangotri in 2001 summer.
3. WATCHING PLAYS: Enjoy varied performances and dance-drama
styles of theatre.
4. TRAVELLING: Have hitch hiked, gone on cruises, and holidays to
various tourist , religious and remote areas in India.
PROJECT 2: Build a Level 1 Resume for yourself
Complete this at home and bring to class for further discussions –
STEP 1: Learning from Geeta’s resume, write out a draft of your own resume, presenting
all the information about yourself covering all the 10 categories shown in her resume.
STEP 2: In addition, also add a section on your “Experience Profile” (if any).
– In this, talk of any projects you may have done in college or outside. In your description,
clearly and briefly mention (i) project goals (ii) your specific role and what you did in
the project team (iii) project outputs delivered.
– If you have prior work experience, talk about this. In your description, clearly and
briefly mention (i) organizations / institutions you worked with, with basic details on
what they do; give a web-link if possible (ii) your period of work (iii) role you were
working in (iv) major contributions you made during your period there. Be brief and
specific – talk about the major results you delivered NOT long lists of activities you did.
[HINT: For example, SAY - Responsible for scheduling and guest management for an entertainment event
attended by over 2000 people DON’T SAY - Picked up and dropped guests, organized seats for them, etc.].
Level 2 Resume: Quality

At the second level, you need to communicate high quality work through every action
related to your resume. This means taking care of the language you use, structuring the
resume carefully making it easy to read for the employer, ensuring the “look and feel” and
presentation of your resume is good, packaging the resume so that it stands out and the
employer feels like giving you a call.
Recruiters are receiving more resumes than ever these days and don’t have a lot of time to
review them. A quick glance at the editing, structure and organization of your resume helps
them form a quick impression of what kind of worker and communicator you may be. Thus, it
is important to make a good ‘first impression’ through your resume.
PRACTICE EXERCISE 4: Five presentation goals have been given here. Brainstorm in
small groups to discuss best practices for each and come out with more ideas. Then do
an open class discussion on each presentation goal, to share ideas with the class.
How to create a good first impression – 1
SOME BEST PRACTICE IDEAS
Choose your design and format

carefully. Except in very creative Use simple fonts that are crisp
professions, colors (of the paper and, professional-looking. Don’t
and the text) should be sober. use more than 3 font variations
Black and white is safe. (including style, size, etc.) in the
document. One font variation for
title (your name etc.); one for sub-
You should be available headings (eg: educational profile,
when they try to get in title); one for highlighting key
Presentation Goal 1:
touch. words to stand out; one for body
My resume text).
State your contact details
looks and sounds
clearly, including a postal
address; email id that you
“professional”
check regularly; working
phone number (preferably Use professional language. DON’T be casual in
a mobile number, if any). your language, avoid slang words or short forms
(eg: don’t use “doc” instead of “document”).
DON’T use personal pronouns (“I” and “me”).
Use a professional sounding e-mail id A resume is a form of business communication,
(eg: avoid e-mail id like coolgirl@gmail. which should be best written in an impersonal brisk
com). Create a new email id if needed. and active tone of voice.
continued ...
...continued
SOME BEST PRACTICE IDEAS Use plenty of white space on your resume. Thus leave
enough margins, spaces between categories; don’t
crowd. Don’t cram every single detail into a resume
with no margins and tiny fonts. Use white space
Use “easy to read” fonts and and go to additional pages or cut out unnecessary
font sizes (not smaller than information. Leave enough of margin space.
10pt size).
Use bold and italics to Don’t make it long and boring. Be

highlight important brief, simple, and clear. When
information. Highlight Presentation Goal 2: writing your resumé, ask yourself,
those words that you My resume is “Will this statement help me get a
want to catch the “easy to read” call for an interview?” Only include
attention of the evaluator. information that gets the answer
This also makes it easier Have a summary section “yes” to that question.
for the person to quickly demonstrating the skill
read through your resume Write in short paragraphs
level and experiences
without getting into for a “quick” read and use
directly related to the
reading every word. bullets to showcase your
position being sought.
achievements.

Write to the future. Rather than just giving long boring
Consider using a typestyle other
lists of things done in the past, talk about how these
than Times New Roman, which is
will help you in the job or in the career path you wish to
the most-widely used of all fonts.
pursue. Present your work in a forward looking way.
Arial, Tahoma, Verdana, Garamond
Eg: Instead of saying “I did a project on Garbage Waste”, say or any one of a number of other
“In the project on Garbage Waste I learnt that it was not enough
typestyles are clean and crisp, yet
to simply collect and present data from the internet, but it was
also important to present some alternative solutions that the
give your resume a unique appeal.
local community could actually apply.”
Use attractive stationery

Presentation Goal 3: that will stand out and
My resume is inviting look appealing. (Eg:
and appealing cream colored instead
NOTE: “Inviting” does not of white paper that
Re-weight your skills / capabilities / mean loud and colorful. maybe slightly textured;
experience. Talk of those things that will high-quality paper; etc.)
be directly relevant to the evaluator first. A This can make your
reader will be interested if he/she sees you resume not only look
have what he/she wants. professional, but also
classy and elegant.
continued ...
...continued

Carelessness in the little details shows how careless you will be at work. Thus communicate care and
attention in every action related to the resume.
Ensure it is not shabby looking. Eg:
there are no dirt marks, fold marks
other than the 2 folds for putting into
Ensure your resume (if more
the envelope, etc.
than 1 page), is neatly stapled
Use a neatly addressed envelope
in one corner with all pages
(with no scratches if hand-written).
carefully aligned.
Use a business size envelope (eg:
110mmX220mm).
My resume shows
attention to the
little details
Produce high-quality output. Use good quality A4 size paper (bond

paper or alabaster). Use a good printer with even, neat print. (These days
resumes are expected to be printed rather than typed or hand-written).

When you submit a resume with errors, you’ve almost certainly eliminated yourself from consideration.
Before prospective employers meet you, they meet a “piece of paper” (or electronic document), and that
“piece of paper” demonstrates the quality of work that you produce. If you want someone to extend you
the offer for an interview and then a job, you had better be sure that your resume is 100% accurate and
indicative of the quality of work you will perform for that company.
Get at least 2 other

people (who are good in
the language), to check
your resume for language,
spelling, framing errors.
My resume is PROOFREAD,
“error-free” PROOFREAD,
PROOFREAD!
Form Project Teams of 3-4 students each. In your project team, take up each project team
member’s resume one at a time for discussion. For each team member’s resume –
STEP 1: In light of the class discussions and the best practices given here, what suggestions
can be made to re-package and re-present this resume, so that all 5 Presentation Goals
given here are met.
The concerned team member should take note of all these suggestions.
STEP 2: Individually, use these suggestions to re-package and re-present your own
resume.
Bring this re-packaged resume back to your project team for discussion.
STEP 3: In the Project Team, take up each resume and discuss to check whether all 5
presentation goals are met –
 Presentation Goal 1: My resume looks and sounds “professional”
 Presentation Goal 2: My resume is “easy to read”
 Presentation Goal 3: My resume is inviting and appealing
 Presentation Goal 4: My resume shows attention to the little details

 Presentation Goal 5: My resume is “error-free”
Give any more suggestions for improvement to concerned team member.
Level 3 Resume: Contributor Profile
At the third level, you need to present your contributor profile.
To be able to do this, you need to first identify what capacities you have developed in your
life, that will help you contribute better in the workplace. Then you will be able to present these
capacities in your resume.
These capacities could have been developed through any activity you have done “well” in
your past. So the first task is to unearth these “capacities” from the various sets of activities
you may have done well in.
For example:
Therefore how I can contribute better

Activity Set
in a workplace
I love singing. I have learnt classical I have built the self-discipline to be able to work in a
singing since the age of 8, practicing focused manner for long hours, without getting tired.
regularly.
I get along well with people and make I will be able to

friends very easily. I have many lasting – work well in teams
relationships. – create a positive environment in the work place
– understand customers’ and users’ concerns, so as to
serve them better
I am good at maths. I have done a Post I will be able to
Graduation degree in Mathematics. – Analyze and interpret data and perceive patterns.
– Work comfortably with abstract ideas.
– Think through issues logically and systematically.
I am a good chess player. I will be able to strategize and plan ahead.
I have won trophies in debating and I will be able to

elocution. – Logically argue out issues and take a stand. This will
help in thinking through issues and decisions.
– Communicate ideas and present confidently.
I am an accomplished athlete. I have – I have the drive and competitive spirit to meet tough
held the Athletics Championship for targets and achieve goals.
several years. – I can be rigorous and disciplined in the work I do.
I have played football with friends since I will be able to

the age of 10. I love football and am – Work well in teams.
quite good at it. – Take a lot of physical stress without getting tired,
since I have built up the stamina.
(i) Study all the solved examples given in the previous page.
(ii) Using that as a guideline, take up each of the following activity sets and do open
class brainstorming to unearth the “capacities” that will help a person contribute
better in a workplace. [HINT: Think of what one “will be able to do...”]
Therefore how I can contribute better

Activity Set
in a workplace
Captain of the sports team.
I have done mountain climbing.
I am a technology enthusiast. I am very

good at figuring out technology gadgets
and how they work.
I do extensive internet browsing,

interacting on social networks,
blogging.
I am a brown belt in karate.
I have traveled to many places across

India.
I am good at cooking and invent many

new recipes.
I have attended a workshop on theatre.
I teach my younger brother / sister

regularly. I also help him / her plan
study time-table.
I am good at crafts, creating new things
out of waste material.
My notes are very systematic and

comprehensive. All my classmates
photocopy my notes for reference.
I am good at gardening. I take care of

plants and they grow well under my
care.
Individually – (i) Think of and put down 5 activity sets you have done well in the past / do
regularly / are good at.
In small groups of 3-5 – (ii) For each activity set, brainstorm to define how it has made
you more capable to be able to contribute better in a workplace.
Activity Set Therefore how I can contribute better in a workplace
1.
2.
3.
4.
5.
Form Project Teams of 3-5 students each.
Individually:
STEP 1: Make an inventory of all your qualifications, courses, awards, hobbies, skills,
talents, projects and other activities that you have done well / regularly.
Taking the help of your project team:

STEP 2: For each item in your inventory, unearth what “capacities” you have developed
while doing these, that will help you contribute better in the workplace.
STEP 3: Put down how you intend to demonstrate / prove each of these in case you are
asked to do so by the employer.
NOTE: Talking about how you can contribute is not enough. For an employer to believe
what you say, you need to also be able to demonstrate or prove this in some way. You can
do this by giving examples from your personal or college life where you showed these
capabilities in action. Though you may not put all of this into your resume, this thinking will
be useful for your interview / any conversation with the employer.
Use STEPS 1, 2, 3 to build the following table for yourself –

My qualifications, courses, Therefore how I can
How I intend to
awards, hobbies, skills, talents, contribute better in a work
demonstrate / prove this
activity sets, etc. place
Take the help of your project team for specific suggestions on how to communicate your
contributor profile, using your above filled-in table.
STEP 4: Re-write your resume to communicate the “capacities” that you have identified in
the table above, so that you communicate your “Contributor Profile” to the employer (i.e.
how you will be able to contribute better in the work place.)
[Use the sample of Mukund’s resume on page 18-19 as a guideline to write your
“Contributor Profile”]
STEP 5: Check that your resume meets the expectations of the employer in the jobs
you have short-listed to apply for (based on your work done in PROJECT 1). Refine your
resume if necessary, to match expectations.
Mukund Sharma
D-181, Patrakar Colony, Sholapur
Email: msharma@vsnl.com
Date of Birth: 26th September, 1978
Contributor Profile
l Can take initiative, work under pressure and balance multi-tasking assignments. (e.g.
balancing curricular and extra-curricular activities).
Capacity to l Can be a good team member, especially in situations where tough and high stress goals
Contribute have to be achieved. (e.g. mountain climbing).
l Have the tenacity to patiently work through an area, for achieving the desired results (e.g.
practicing music).
Education Profile
Capacity to
Contribute Have displayed a consistent track record throughout my academic life
Year Degree and University Marks

1993-94 Secondary School Certificate Exam, State 55%
University, St. Peter Academy, Sholapur, with
Science and Maths as major subjects
Proof 1995-96 Higher Secondary Certificate Exam, State 58%
University, St. Peter Academy, Sholapur, with
Maths, Physics, Chemistry as major subjects
1996-2000 Bachelor of Engineering, College of Engineering, 65%

Indira Nagar, Computer Science
Distinctions and Achievements

Have displayed the ability
Capacity to l to balance academics with extra and co-curricular activities.

Contribute l to lead and motivate teams.
l to respond intelligently and quickly.
Year Degree and University

Proof 1993-94 Captain of all the four houses of school
1995-96 Represented school at the national level quiz
continued...
...continued
Co-curricular and Extra-Curricular Activities

Have actively done management and soft skill courses in keeping with current environmental
Capacity to
Contribute
needs.
Year Experience
1997 (Nov-Dec) Soft skill course

Proof
1998 (Apr-June) Part-time diploma in management
2000 (Jan- Apr) Course in banking and finance
Academic Project
Quick Cash Banking Solution: Banks need to keep their customer information quickly accessible
and secure. In order to answer this need, Quick Cash Bank sponsored a project to develop an
algorithm which would optimize a query for customer information leading to faster access in
huge databases without sacrificing the important security concerns. Our team accomplished
this project within the given constraints.
This project taught me to identify an area in banking, where software application can give Capacity to
added advantage. Contribute
Practical Experience
I was chosen for summer internship at the prestigious MBI Lab in Delhi. This internship involved
working on cutting edge software technologies with the best brains in the country. The focus
of my internship was to check and validate various modules, which were building blocks for
huge software.
During the internship I acquired a keen appreciation of the heavy costs that software Capacity to
companies have to pay for small errors in module development, and the ways to avoid Contribute
such errors.
Areas of Interest
l Software project management.
l Researching and developing interesting computer games using artificial intelligence.
Skills and Hobbies

1. FORMAL TRAINING IN CARNATIC MUSIC: Have been trained since the age of six.
Capacity to
Helps in maintaining discipline and concentration at work.
Contribute
2. TREKKING: Includes regular weekend treks to small and big peaks in the Vindhyas.
Have climbed up to Gangotri in the summer of 2001.
Capacity to
Such treks helped in keeping enthusiasm alive in tiring situations.
Contribute
3. ASTROPHYSICS: Have interest in exploring various hidden aspects of universe.
Capacity to
This has helped in developing an attitude of looking beyond the obvious.
Contribute
13.4 Write your Cover Letter 2 – Cover Letter

The cover letter gives the employer / evaluator a quick snapshot

of why you might be the “right candidate” for them. Looking at MY RESUME PACK
this, the employer may get drawn into going through your resume
in detail OR decide that your resume is not worth his/her time.
Thus, pay good attention to the cover letter you write.
What your Cover Letter should contain –

 Why you are sending  What are your enclosures
“This is with reference to ...” “Enclosed herewith is the ...”
“Please refer to your advertisement dated ...” “Please find enclosed ...”
 What is your value add (how you can contribute)  What you expect in return
“I have displayed consistency in ...” “Looking forward to meeting you ...”
“My unique capabilities in this area include ...” “I would appreciate an appointment with you so that ...”
Study Geeta’s cover letter. Notice 2 aspects (i) the basic letter format (ii) what is being
communicated and how
Date : 2nd January, 2003

To,
The Human Resources Division
M.M. Publications Limited,
P.B. No. 226, Erayilkadavu,
Kottayam – 686 001.
Salutation Dear Sir/Madam,

Why you are sending
Subject Subject: Application for the post of "Illustrator"
This has reference to your advertisement in Ascent, TOI, dated 2nd January,
2003 for the post of illustrator.
My unique capabilities in this area include an easy grasp of concepts and

translating them into friendly designs
What is your value add?
Body As indicated in the resume, I have had some worthwhile experiences while
working with an advertising agency. My project on CAD, as part of the academic
curriculum, was declared the best project for the year.
What are your
enclosures?
Enclosed alongwith my resume are some samples of my works.
I feel that my talents and training match your requirements, as will be clear,
when we meet. Hoping to hear from you.
Complimentary
Close
Sincerely, What you expect in return
Signature
Sender's Name GEETA K. MISRA
Enclosures Encl : 1. Resumé

2. Certificates
3. Work samples
continued...
...continued
Notice (i) the basic letter format Geeta has used
Notice and put down –

– How has Geeta addressed the reader of the letter?
– How has she framed the “subject” of the letter? Why is it important to mention the
“subject”?
– How has she closed and signed off the letter? What are some other ways in which you
could close the letter? Would these be appropriate for this purpose? Why?
– Why is it important to mention the ‘list’ of documents enclosed / attached with the cover
letter? What could happen if she didn’t mention this list?
continued...
...continued
Notice (ii) what is being communicated and how Geeta has communicated this
Imagine you were the person receiving this cover letter with Geeta’s resume attached –
– Why is it important to mention “why you are sending” this application? What if Geeta
skipped this part in the letter?
– Mentioning her “value add” in the cover letter was not essential. Why do you think
Geeta mentioned this? How did it help you as a reader / evaluator?
– Why is it important to clarify “what you expect in return”? How does this help you as the
reader / evaluator?
– On seeing this cover letter, would you want to open and read her resume? Why?
PROJECT 5: Write your Cover Letter
Individually, using the Cover Letter checklist and Geeta’s sample letter (on page 20) as a
guideline –
STEP 1: For any one of the jobs you are considering applying for (short-listed in PROJECT
1), write a cover letter for the resume you will send to this employer, so as to apply for this
job.
Taking the help of your project team –
STEP 2: Present your cover letter to your project team and get its feedback on whether it
has understood through your letter –
– Why you are sending this application
– What is your value add (how you can contribute - identified in PROJECT 4) and is this
aligned with what the employer expects (identified in PROJECT 1)
– What are your enclosures
– What you expect in return
Note down suggestions for improvement based on the feedback of your team.
STEP 3: Refine your cover letter based on the team’s suggestions.
13.5 Assemble your Records Portfolio 2 – Cover Letter

MY RESUME PACK
Your track-record (mark-sheets, certificates, etc.) builds your basic credibility with the employer
/ evaluator. It is less important to have high marks, what is most important is that your records
are accurate and true.
These don’t have to be sent to the employer, but will need to be shown to them once asked
for in the interview. Thus ensure your claims in your resume are backed up by strong records
where necessary.
Checklist of basic records expected in your portfolio
 Mark-lists and university certificates for highest qualification (e.g.: BE or MA degree)
 Mark-lists for all key intervening years (e.g.: first year, second year, third year of college)
 12th std board exam mark-list
 10th std board exam mark-list
 Certificates of any significant awards – such as scholarships, state-level or national awards, etc.
 Work experience certificates (including any internship you may have done, etc).
 Salary certificate of last employment (if you were employed)
 Certificates of any special concessions availed (e.g.: OBC certificate)
NOTE: Never send originals, only photocopies. Carry originals with you when you meet them, so they can verify the
photocopies you give them.
How to develop a Records Portfolio
Ensure your academic track record

Ensure what you present is credible is complete
– If your certificates are not issued by a – Ensure you have a complete set of
well-known, credible source, then ensure certificates to support your academic
you are prepared to back up your claims track-record.
with background information on the source,
contact details of people who employers – If there are any serious gaps in records
can talk to (in case they want to investigate (e.g.: first year college mark sheet
the genuineness of the source). is missing), then ensure you have a
good reason for this, with support
– Don’t fabricate. Most employers / documentation (e.g.: a letter issued by
institutions do a background check to the college) in case needed.
verify credentials. Thus if they find out
inconsistencies or fabrications in what you
submit, they can black-list you in that job
market.
GOAL:
My credentials are
Ensure your additional certificates strong and accurate
(beyond academics) are relevant
– Focus on the few really powerful
Keep ready originals and
certificates and documents that make
photocopies
you stand out. Mention only these in your
– Employers may ask you to
resume.
leave copies of mark-sheets /
– Don’t use piles of certificates that may
certificates with them.
not be relevant to the job you are applying
– They may want to verify copies
for (e.g.: a certificate of first prize in
against the originals.
elocution won in junior school).
PROJECT 6: Assemble your Records Portfolio
STEP 1: Use the checklist and best practice guidelines given here to assemble your records
portfolio.
STEP 2: Look at all the “claims” you have made about your capacity to contribute better
in the workplace (identified in PROJECT 4). Identify all the records you have that can
demonstrate each of these. Add these records to your portfolio and mention these in your
resume if needed.
13.6 Build your Work / Projects Portfolio 2 – Cover Letter

4 – Work / Projects
Portfolio
1 - Resume
Letters & References
A Work / Projects Portfolio demonstrates samples of work done

by you, to help employers assess your competence for the job MY RESUME PACK
and the quality of your work.
Different professions are typically associated with certain types

of work samples (e.g.: a designer would need to have a Design
Portfolio to show samples of his/her work).
Some Typical Portfolios
My Portfolio Product Output

Portfolios are a common requirement in the You could demonstrate some of the outputs of
design, media, entertainment industries. A projects you may have done (in college or at
portfolio is a compilation of the best samples work) – such as a product or presentation.
of your actual work (like an album). You may – Ensure you have the permission to show
have developed these work samples during this (it should not violate privacy or
some project done for a client, or during college intellectual property rights).
practical / project work, or during your own – Acknowledge other team members’
practice (not in relation to any external project). contributions in making the product.
– Design portfolio – Acknowledge copyrights etc. (if any).
– Art portfolio – Get these attested by the institution /
– Photography album / portfolio organization / team lead.
– Modeling portfolio In case you cannot show the actual product
– Music portfolio (e.g.: if it is too big to carry), then you can
show photographs of it.
Project Report
Project reports may be – Research Report
– Part of the output delivered in a project – You may have undertaken a research study
– OR a written record by you of your project on your own initiative or as part of a project.
experience. – Even in cases where you haven’t made a
– In the project experience report include – formal report, it is a good idea to write out
and present what you did.
- the goals of the project
– In the research report include –
- context
- purpose of your research
- process followed in the project
- the research methodology followed
- team involved
- sources used
- the thinking that went into it, project learnings,
references used, photographs, etc. - samples of research data / work done
In case you have been part of a project where you - inferences, learnings, recommendations,
have no concrete product or output to show, it is a etc.
good idea to make your own project report and get it – In case you had a guide, get a
affirmed by your project leader / guide / institution. recommendation from him/her.
Show-reel
Samples of work that have been composed together as a demo for a viewer
(like a short film). This maybe put onto a CD or as a short film on the internet.
PROJECT 7: Build a Work / Projects Portfolio for yourself
STEP 1: Study the typical portfolios (on page 26) and guidelines for each, mentioned here.
Discuss these in your project team.
STEP 2: Brainstorm in your project team to generate ideas on – what kind of Work /
Projects Portfolio(s) you can create for yourselves.
STEP 3: Discuss in your project team, what you need to do (what is involved) to build such
a portfolio for yourself.
STEP 4: Build a Work / Projects Portfolio for yourself.

NOTE: Try to support / demonstrate the capacities you have identified in PROJECT 4, with
this Work / Projects Portfolio.
Keep in mind:
– The choice of ‘work samples’ should be made according to relevance to a potential
employer. For example, if the company you are applying to is an accounting firm, and
if you have done any project or responsibility in which accounting is involved, then
carry some sample of your work there. This might give you an edge over others. For
this, refer to the employer’s expectations that you have identified in PROJECT 1 for the
jobs you have short-listed.
– Work samples are usually not submitted but are carried along with you only when you
meet the employer (in an interview). However, you need to keep the samples ready and
mention these in your resume.
– It is also possible to upload your work samples onto the internet, and provide the link
in your resume.
13.7 Recommendation Letters and References 2 – Cover Letter

1 - Resume
Letters & References
The employer / evaluator uses recommendation letters or talks

to people you have provided as “references”, to find out more MY RESUME PACK
from someone who knows you on – your personal qualities,

accomplishments, and experiences that the person thinks you
possess. They also use this as a basis to verify some of your
claims, get an insight into your background, and so on.
[1] Choosing a person to recommend you

The quality of this input to the employer / evaluator depends on how well the writer / person referred
knows you. Thus choose who you are giving this responsibility to, carefully. Check that –
 Your referees should have knowledge of your academic, professional / working life.
 Be ready with at least two people to refer you. These people will be contacted by telephone for their
comments. Always ask permission to use a person as a referee and be sure to explain the nature of the
position. Also mention the essential and desirable skills for the position, as this is what the referee will
be asked to comment on.
 Where possible, choose those people who are able to articulate their views and those who will be seen
in the eyes of the potential employer as credible. In most instances people you have reported to (bosses,
project guides, etc.) should be on your list of referees.
 The more well-known the person or the higher his/her position in the organizational hierarchy, the greater
the weight his/her opinion will carry.
 The referees you select may vary with different jobs. The employer is checking for your competence in a
particular position. Do not include referees who will relate skills not required for the job you are applying
for.
 In addition to references, you may be asked for contact information concerning your current supervisor
/ guide. However, prospective employers should get your permission before contacting your current
supervisor to avoid jeopardizing your current position.
 If you are new in an industry or just starting your career, don’t underestimate or forget references
that relate to your personal life. If you have been an active, outgoing student, etc. – include these
achievements. Get recommendations from seniors / guides from college or people you have worked
with during internship.
[2] How to ask for a letter of recommendation
l Don’t ask “Could you write a letter of reference for me?” - Anyone can write a letter. The problem can be
what they are going to write about.
l Ask “Do you feel you know my work well enough to write me a good recommendation letter?” or “Do
you feel you could give me a good reference?” That way, your referee has an easy way out if they are not
comfortable writing a letter and you can be assured that those who say “yes” will be enthusiastic about
your performance and will write a positive letter.
[3] What a recommendation letter can include

Here are some tips about what the employer is expecting to see in a recommendation letter.
FIRST PARAGRAPH
– The first paragraph should include in what capacity and for how long the referee has known you. This
could include - the term of employment, the responsibilities of the position, and any significant projects
undertaken. A sentence about the nature of the company and its activities. A one-sentence overview of the
referee's opinion of you.
SECOND PARAGRAPH
– The next paragraph could have a more detailed evaluation of you as an employee. It can describe your
performance on specific assignments and list any important accomplishments. It should also state his/her
opinion of your strengths or shortcomings in the workplace – what it was like to interact with you.
THIRD PARAGRAPH
This paragraph will sum things up
– With a broader characterization of your nature – were you responsible, polite, warm, disagreeable, lazy,
spiteful, etc.
– And finally, it could indicate the degree to which the referee recommends you for the position you are
seeking: without reservation, strongly, with some reservation, or not at all.
Study this recommendation letter written for Mukund
Computer Science Department

College of Engineering,
Indira Nagar
July 20, 2000
Dear Mr. Sinha,
I am writing this reference letter at the request of Mukund Sharma, who has applied for the
position of ‘Software Developer’.
Mukund worked under me as a project student for Quick Cash Bank’s “Query optimization
project” for which I was his project guide. Based on his commitment, along with his
enthusiasm and participation, I’d rate his performance in my team as A+.
Over the course of our interaction, I am impressed with Mukund’s sound and in depth
knowledge of fundamental concepts, and his power of application. Given his strong
analytical abilities and rigorous approach towards problem solving, I expect him to have a
great career in software development and testing.
He also has excellent oral and written communication skills in English and a steady
temperament that helps him get along well with his peers and teachers.
In conclusion, I would highly recommend Mukund for the position of Software Developer
in your organisation. I strongly believe that he will live up to the job’s expectations.
Sincerely yours,
Hari Khosla
Assistant Professor,
Computer Science Department,
College of Engineering, Indira Nagar.
Q1. What does this letter tell you about Mukund (that you didn’t know from his resume)?
...continued
...continued
Q2. Imagine you were the employer Mukund was applying to. What is the value of getting
another person’s opinion on what Mukund is like to work with?
Q3. What if Mukund had submitted such a recommendation letter from a relative instead
of a college guide or person he has worked with? How would this affect the credibility
of what is said in the letter?
PROJECT 8: Get Recommendation Letters for yourself
STEP 1: Choose 3 people who can recommend you (using the guideline (1) given on page
28).
STEP 2: Request them to write a recommendation letter for you (using the guideline (2)
given on page 29).
You can show them this sample Cover Letter (Mukund’s Letter on page 30) as a guiding
template.


Swami Vivekananda
UNIT 14:
Group Discussions (GDs)

by
University
Services
UNIT 14:
Group Discussions
(GDs)
Explore how to engage like a “Contributor” in any group discussion.
Here, you will learn (i) how to participate in a group discussion

from the Contributor’s view-point (i.e. how to speak) (ii) how to
contribute to the development of the topic (i.e. what to speak) and
(iii) to develop the Contributor’s view-point on various GD topics (i.e.
how to interpret a topic of discussion from the point of view of a
Contributor).
Part 1: The GD Process pg. 1-6
Part 2: GD Topics pg. 7-16
Part 3: Contributing to a GD pg. 17-22

Part 1: The GD Process
What is the process followed when GDs
are conducted
UNIT 14: GROUP DISCUSSIONS (GDs)
PART 1
14.1 How a GD is conducted THE GD PROCESS
WHAT IS THE PURPOSE OF A GROUP DISCUSSION (GD)?
Group Discussions are used by employers / evaluators to short-list suitable candidates.

Through GDs they test for how well a person will be able to contribute in a team environment
and think through issues in a group.
A GD is usually conducted in groups of 8-12 participants.
A topic is announced
Time to think (approx 2-3 minutes)

You are usually given a few moments to understand
the subject and collect your thoughts
Actual Discussion (10-15 minutes)
Initiation / Introduction
One person initiates the discussion around the given topic
Body of the group discussion

All group members participate in the discussion
Conclusion / Closure (last 5 minutes)

One person summarizes the various points raised in the
discussion & the group arrives at some common understanding
CHECKLIST: Participating in a GD
Initiation / Introduction Body of the Discussion Conclusion / Closure
 Initiating a GD is a high-profit /  In your initial thinking time,  Keep it concise and brief.
high-loss strategy. It is a chance quickly put down a few talking
to make a good first impression, points.  Don’t raise new points. Instead
ensure all the points that have
however, if you are unsure of
the topic and what to say, it is  Clarify and be focused on the come up already are integrated.
goals of the GD and steer the
best to let someone else begin.
arguments towards those goals.  Talk to the goal, drawing a
common understanding from
 When initiating, try and set a
“perspective” or framework for  Keep your arguments short the group.
and simple. Make your point
the discussion.  In case there is no consensus,
without preventing others from
present the different stand-
 Don’t worry if you are not the expressing their views.
points that are in conflict.
first to speak. The evaluator will
notice a good perspective even  Listen carefully to others’ view  Though usually one person
points - Don’t overlook and
if you are not the first to speak. concludes the GD, it is not
don’t repeat things without
uncommon for others to add
building on / adding value.
to the concluding remarks, if
he/she has not covered all the
perspectives clearly.
PRACTICE EXERCISE 1: Conduct a Group Discussion (GD) in the class
STEP 1: 8-12 participants volunteer to come in front of the class and do a group
discussion. Rest of the class observes the discussion.
STEP 2: The class chooses any one of the following topics to be discussed by this group
for 10-15 minutes.
– The role of technology in business
– India’s case for a permanent seat on the Security Council of UN
– Advertising – fairness, company responsibility, unbiased information
– Brain drain in India
STEP 3: Discussion group sits in a circle / around a table in front of the class. Others are
observers, who observe the GD participants and answer the questions on page
4-6.
The discussion follows the process given on page 2.

Do the group discussion.
continued...
...continued
QUESTIONS TO BE USED BY OBSERVERS
[A] While observing the GD in action, observers answer the following:
Q1. Who initiated the discussion in the group? How did he/she initiate it? What was the
point made by him/her?
Q2. Were there any conflicts that came up in the discussion? Were they resolved? Who
stepped in and resolved them? How?
continued...
...continued
Q3. Did the discussion go off-track / deviate from the topic? If yes, how? How could this
have been avoided? Was it brought back on track? By whom? How?
Q4. Who concluded the discussion? How did he/she conclude? Were all points that
came up in the course of the discussion taken into consideration in the conclusion?
continued...
...continued
[B] After the GD is over, (in an open class discussion) discuss and write down:
Q1. Looking back, how could the discussion have been initiated differently?
Q2. Looking back, how could the discussion have been concluded differently?
Q3. Did everyone get a chance to express his/her views? Did a few people dominate the
discussion? How could others (who didn’t get a chance to speak) have been drawn
into the discussion?
Part 2: GD Topics
Learning to think in various GD topics
PART 2
14.2 Exploring a GD Topic – 1 GD TOPICS
PRACTICE EXERCISE 2: Discuss to answer
SAMPLE TOPIC:
“Primary education is a pre-requisite for any meaningful development program in India.”
APPROACH: Exploring the meaning of the terms used
Q1. What do we mean by “primary education”? What is the scope of primary education?
Q2. What is a “development program”?
Q3. By “development” do we mean “economic development”, “social development”,

“development of all strata of society”, or something else?
Q4. When are the benefits of development rendered “meaningless” or “value-less”?
Q5. Why is “primary education” a pre-requisite for development?
PART 2
SAMPLE TOPIC:
“TV commercials should be banned.”
APPROACH: Exploring multiple viewpoints
VIEWPOINT 1 VIEWPOINT 2
Advertisers / Companies Television Producers
TV commercials
should be banned
VIEWPOINT 5 VIEWPOINT 3
Social Activists / NGOs Viewers of various ages
VIEWPOINT 4
Parents of young children
PART 2
SAMPLE TOPIC:
“To survive in the world, one is forced to compromise.”
APPROACH: Exploring different aspects of the topic
HINT 1
Do we know of individuals who can
“survive” without compromise?
HINT 2
What does “survive” mean? Is the
definition of “survive” set by others
or by ourselves?
HINT 3
What does “compromise” mean? Is
there a limit to “compromise”?
HINT 4
What is the connection between
“compromise” and “self-esteem”?
HINT 5
Does one need to do
what everyone does?
PART 2
PRACTICE EXERCISE 5: First discuss and answer level 1 points; then move to level 2 points;
then move to level 3 points.
SAMPLE TOPIC:
“Computers will destroy human’s capacity to think.”
APPROACH: Debating opposite views by following discussion threads
DISCUSSION DISCUSSION
THREAD 1 [FOR] THREAD 2 [AGAINST]
LEVEL 1 LEVEL 1
Computers reduce Computers increase
thought because they thought because they
do the thinking for you do all the routine work
at the data level
LEVEL 2 LEVEL 2
Computers save time, cost, and Computers are devices that will
effort. They are useful devices control humankind because they
that make humans free have entered every part of our life,
without us even realizing it
LEVEL 3 LEVEL 3
Machines can dominate Humans will always dominate
humans in the future machines at present or in the future
PART 2
PRACTICE EXERCISE 6: [A] Study this issue
Capital Punishment for terrorists?
…As a special court in Mumbai held the prime

terror accused guilty for waging war against the
country and murdering civilians as well as police
officials, the debate is still on in the country
whether capital punishment should be given or
not…
Citizen A: “He was acting at the behest of his handlers across the border. These are young
boys who have been brain-washed. By killing him, I do not think anything will be achieved. I
think he should be given life imprisonment and detained in India for what he has done”.
Citizen B: “He has destroyed lives of several families, including ours. No one can understand
our pain. I think he should be hanged”.
Citizen C: “There is no use of hanging such a person. Such terrorists are anyway ready to die.
He should not be given a “quick and easy” death. He should be taken to some undisclosed
place and subjected to the most severe kind of torture, and this should be publicized. Only
then will this serve as a deterrent for terrorists targeting India”.
Citizen D: “This is a democracy with a fair judicial system. Even the worst of criminals
deserve a fair trial and have the right to appeal”.
Citizen E: “We are keeping such high-security prisoners alive at a huge cost. It is an
unnecessary drain on our resources. We as tax payers are bearing the cost to feed this
person who has murdered so many. He should be hanged”.
Citizen F: “If we don’t take strong action at this point in time, it will show other countries that
we are weak as a nation”.
continued...
...continued
[B] Build your own point of view
Q1. Briefly summarize the viewpoint of each person, clarifying that person’s driving
concern.
Citizen A:
Citizen B:
Citizen C:
Citizen D:
Citizen E:
Citizen F:
Q2. What is your opinion in this matter? Explain why.
PART 2
PRACTICE EXERCISE 7: [A] Study this Issue
Which Lokpal Bill for us?

The Jan Lokpal Bill, also referred to as the Citizens’
Ombudsman Bill, is a proposed independent anti-corruption
legislation in India. The Jan Lokpal Bill aims to effectively
deter corruption, redress grievances of citizens, and protect
whistle-blowers. If made into law, the bill would create an
independent ombudsman body called the Lokpal. It would
be empowered to register and investigate complaints of corruption against politicians and
bureaucrats without prior government approval. The first version of the Lokpal Bill drafted by
the Government of India was considered ineffective by anti-corruption activists from the civil
society. These activists, under the banner of India Against Corruption, came together to draft
a citizen’s version of the Lokpal Bill, later called the Jan Lokpal. Public awareness drives and
protest marches were carried out to campaign for the bill.
Civil society activist’s view: “The government’s Lokpal Bill is dangerous as it virtually covers nobody. Besides 1.25
crore government ‘babus’, the Prime Minister, Ministers, MPs, MLAs and even Chief Ministers do not fall under the
ambit of the Lokpal Bill. It is a farce”.
Government’s view: “…A serious concern is that the Jan Lokpal Bill lets civil society gain the
upper hand over Parliament in lawmaking. The bill will lack accountability, be oppressive and
undemocratic”.
Policy research expert’s view: “The bill has been criticized as being naïve in its approach to
combating corruption. The bill is premised on an institutional imagination that is at best naïve;
at worst subversive of representative democracy”.
Member of activist team: “I strongly criticize this insistence of this team on “having his way”. I feel
I am no longer part of this Team, given the way things are going. These actions (telling Parliament
what to do) are not democratic things.”
Other critics: “The exact judicial powers of Lokpal are rather unclear in comparison with its
investigative powers. Although some supporters have denied any judicial powers of Lokpal,
the government and some critics have recognised Lokpal to have quasi-judicial powers. If a
bill has to be accepted, far more clarity has to be brought in.”
Activist from an opposing camp: “Vesting jurisdiction over the length and breadth of the government
machinery in one institution will concentrate too much power in the institution, while the volume
of work will make it difficult to carry out its tasks. We have proposed an alternative mechanism
consisting of five institutions.”
Noted author and social activist: “You could say that the Maoists and the Jan Lokpal Bill have one thing in common –
they both seek the overthrow of the Indian State… while the means may be Gandhian, the demands are certainly not.
Contrary to Gandhiji’s ideas about the decentralisation of power, the Jan Lokpal Bill is a draconian anti-corruption law,
in which a panel of carefully chosen people will administer a giant bureaucracy...”
continued...
...continued
[B] Build your own point of view
Briefly summarize each of the 7 viewpoints given here, clarifying their driving concern.
Civil society activist’s view:
Government’s view:
Policy research expert’s view :
Member of activist team:
Other critics:
Activist from an opposing camp:
Noted author and social activist
continued...
...continued
Q2. What is your opinion in this matter? Explain why.
Part 3: Contributing
to a GD
Learning to engage as a Contributor in any GD
PART 3
14.8 : How to contribute to a GD? CONTRIBUTING
TO A GD
During the course of any group discussion, there are several “contribution points” that
will come up, where you will have the opportunity to contribute meaningfully to the overall
discussion. Look out for these “contribution points” and act there.
PRACTICE EXERCISE 8: Conduct a Group Discussion (GD) in the class
STEP 1: A different set of 8-12 participants volunteer to come in front of the class and do
a group discussion. Rest of the class observes the discussion.
STEP 2: The class chooses any one of the following topics to be discussed by this group
for 10-15 minutes.
– Is coalition politics here to stay?
– What ails Indian sports?
– Success is all about human relations.
– We have exchanged our golden heritage for a pair of blue jeans.
– All nationalized banks in India should be privatized.
– What is wrong with child labor?
– Educated Indians lack national commitment.
– Communism has lost its relevance.
– Examinations have killed education.
– If Sardar Vallabhbhai Patel were our first Prime Minister, then...
STEP 3: Discussion group sits in a circle / around a table in front of the class.
Others are observers. They look out for the “contribution points” (given in the
“Checklist of contribution points in a GD” on page 19-21) that come up in the
discussion. Observers watch the GD participants and answer these questions
during the GD.
STEP 4: Do the group discussion. The discussion follows the process given in 14.1
(on page 2)
CHECKLIST of “contribution points” in a GD

At the beginning of the discussion…
 CONTRIBUTION POINT 1:
Did someone help in developing a basic shared understanding of the topic? If yes, how was this done?
If not, how could this have been done?
Did someone generate an approach to the topic that not only lets himself / herself speak, but also gives
an approach for all the others in the group to speak? If yes, how was this done?
If not, how could this have been done?
As the discussion developed…
Did someone help include more people into the discussion?
If yes, how was this done? If not, how could this have been done?
Did someone help the group stay focused on some key arguments / points of view?
Did someone help some of the other participants who were “unclear”, to communicate more clearly?
continued...
...continued
After some time, when the discussion starts slowing down, where people begin repeating themselves, and no
new points are emerging. At this stage…
Did someone re-energize the group by adding fresh discussion points?
Did someone summarize the discussion thus far, thereby allowing new ideas to flow into the group?
Did someone support / encourage some quieter and more thinking members of the group to express their
thoughts?
Sometimes the GD can become very noisy and individuals may begin “fighting” or arguing with each other.
At this stage…
Did someone offer some common platform / ideas for both the arguing parties to agree upon?
continued...
...continued

Did someone lift up the quality of the discussion by making some “solid points”, thus rising above the
arguments / fights?
Towards the end of the discussion…

Did someone help crystallize some of the key conclusions / learnings of the group?

Did someone recap the points made – giving credit to those who made each of these points originally?
IN CLASS PROJECT: Conduct multiple GD rounds
PROJECT ACTIVITY:
• Conduct many Group Discussion rounds with different groups of 8-12 students getting
a chance to be active participants. Others are observers.
• It is recommended that every student gets to be an active participant in a minimum of
4-5 rounds (however plan this depending on time available).
• At the end of every GD round, do a feedback discussion, where observers share their
observations / evaluations of active participants (based on the 12 contribution points).
TIME NEEDED: 20-25 mins per GD round
STEPS TO BE FOLLOWED IN EACH GD ROUND:
STEP 1: Choose a new topic (refer to the topics on page 228 of the Unit 14 Study Booklet,
or choose any other topic of the group’s choice)
STEP 2: 8-12 different students come forward to be active participants in the GD.
Remaining students take the role of observers.
STEP 3: Spend 5-7 minutes thinking about the chosen topic. In this time –
a. Active participants think about their GD Topic (using any of the techniques
learnt in 14.2-14.5 on pages 220-223 of the Unit 14 Study Booklet).
b. Observers study the Checklist of “contribution points” in a GD (given on
pages 229-230 of the Unit 14 Study Booklet). These are the 12 “contribution
points” that observers need to look out for and answer the given questions
during upcoming GD.
STEP 4: Begin the GD. With the active participants sitting in a circle / around a table
in front of the class. Observers sit behind, observing the active participants in
action.
STEP 5: After about 7 mins of discussion, active participants conclude their discussion
(taking about 3 mins for this).
STEP 6: Do an open class discussion to share feedback and also generate more strategies
to the 12 Contribution Points (on page 229-230). In this session, observers share
their answers and observations for each of the 12 Contribution Points.
STEP 7: Individuals take 2-3 mins to write down tips / suggestions / strategies for improving
performance in a GD (using the 12 Contribution Points as a guideline).
Repeat this for all GD rounds.


Swami Vivekananda
UNIT 15:
Interview Skills

by
University
Services
UNIT 15:
Interview Skills
Explore how to give a “Contributor” Interview.
Here you will also learn about common interview questions and how
to develop answers, typical challenges faced in interviews beyond
the questions (such as body language, grooming, presentation), and
most importantly, learn the importance of trust building and creating
confidence in the interview.
Part 3
After the
Part 2 Interview
During the (page 25)
Interview
(page 9)
Part 1
Before the
Interview
(page 1)
PART 1:
Before the Interview
Learn what to prepare for before
entering an interview
Part 3
After the
Part 2 Interview
During the
Interview
Part 1
Before the
Interview
UNIT 15: INTERVIEW SKILLS
15.1 The Contributor is well-informed about the employer Part 2

Part 3
After the
Interview
During the (page ??)
Interview
(page ??)
Part 1
Before the
Interview
Do some background research to get to know your potential employer, before going in
for any interview with them.
check out any blogs and social network pages
(eg: Linked-In, Facebook) of key people in the company
check the
company website
do a web-search to find
any review articles on
the company, press
releases, public writings or
statements, photographs,
etc.
Become well-informed
check company about the employer
brochures
try and connect with some people who are

working / have worked with the company
CHECKLIST: What to learn about the company
 What is their area of work? What are their current initiatives? What products and services do they
offer?
 Who are the key people in the organization? What is their background?
 Who are their business associates (such as collaborators, partners, clients, etc.)?
 What are their business locations (where is the head quarters, where do they have offices / factories /
etc.)?
 What are their stated values and mission? What are the ideas they propagate?
 Are there any public achievements or controversies associated with the company?
 How old is the organization? How have they grown in that period? Is there any information on its
history?
 Do they have a strong training system?
– Being well informed demonstrates your interest in the organization and your keenness
for the job. It also shows that you prepare well for a new engagement/assignment and
don’t just treat it lightly.
– Moreover, this will also help you to ask intelligent questions about the company during
the course of the interview.
– Learning more about the company will help you to assess and make a more informed
final job decision. Remember, they are assessing you as much as you should be
assessing them. The first few years of your career are critical foundation years where
lots of learning will take place. Choose your employer well.
PROJECT 1:
STEP 1: Identify a Company you are interested in applying for / have applied to.
STEP 2: Do a background research on that Company, using the checklist given on

page 2, as a guideline.
STEP3: Present to the class.
15.2 The Contributor understands how he / she can Part 3
contribute in a job role

After the
Part 2 Interview
Interview
(page ??)
Part 1
Before the
Interview
If the job profile is well-known / common, then before the interview, proactively find out
what is the kind of work involved in the job role.
Talk to family /
friends / relatives
who have work
experience in
the area
Connect with
Talk to seniors from people with similar
college who may have job profiles over social
taken up jobs in that networks (such as
area Linked-In /
Facebook)
Do a web Know how you can

search on the job contribute in a job role
role. Many career and Ask & explore
job support websites questions posted on
provide basic information discussion boards in
on what is the kind of work online professional
involved in forums on the web (eg:
Search
various job roles. software
newspapers/websites
developers forum)
having supplements
focused on “careers”,
profiling common job
roles (eg: Hindustan
Times, Times of
India, etc.)
CHECKLIST: Questions that will help you find out about the job role
 What is a typical day at work like?  What are the challenging parts of the assignment
where one can differentiate oneself?
 What are some of the important projects that you
have done? What aspects were you responsible  Is there a lot of problem-solving needed?
for?
 Are there opportunities to learn and grow? If yes,
 What kind of special skills and capabilities are
what kind?
needed for success in this job role?
 Is there any recognition given for special
 What kind of outputs are expected?
contributions? If yes, what kind?
 What is the typical working style (eg: desk job /
on the phone / on the field / in teams / etc.)?  Is there a lot of travel?
PROJECT 2:
STEP 1: Choose a typical job role that people in your campus usually get into (maybe
through campus placements).
STEP 2: – Do research using sources given on page 4.

– What people are expected to do in this job role. (Use the checklist given
abov as a guideline).
STEP 3: Based on this, prepare a job profile on how one can contribute in the role.
Present to the class.
15.3 The Contributor ensures that the first Part 3
impression is good
After the
Part 2 Interview
Interview
(page ??)
Part 1
Before the
Interview
Every profession has its own standards of dressing. Before the interview, understand
what is the expected attire, so that you can go appropriately dressed.
PRACTICE EXERCISE 1: Mark out below which of the following ways of dressing are
appropriate for a person going for an interview of a -
– Software Developer’s job

– Bank Executive’s job
– Fashion Model’s job Colorful
clothes, dark
glasses, cap Fashionable
clothes that
reveal a lot
Business formals
Flashy
clothes Smart
sober colored
Huge earrings Indian wear
Tattoos and fashion (for women)
accessories
CHEKLIST: Safe dress-code for an interview
WOMEN’S ATTIRE MEN’S ATTIRE
 Formal Indian wear (sober colored salwar/  Solid color, conservative trousers
churidhar kameez with dupatta OR Sari. No
flashy prints or embroidery) OR Solid color,  White / light colored long sleeve shirt
conservative western suit with coordinated  Sober looking tie

blouse
 Dark socks, formal shoes
 Moderate shoes
 Avoid fashion accessories / jewellery
 Limited jewellery
 Neatly shaven, neat hairstyle
 Neat, professional hairstyle
 Avoid strong smelling aftershave
 No / light make-up & perfume
 Neatly trimmed nails
 Manicured nails
 Portfolio or briefcase for documents
 Portfolio or briefcase for documents
Professional dressing on your
part shows respect for your
interviewer
15.4 The Contributor’s portfolio Part 2

Part 3
After the
Interview
Interview
(page ??)
Part 1
Before the
Interview
Prepare a professional looking portfolio or folder to carry into the interview. Ensure you
have in it all that you may need to show the interviewer.
extra copies of your
resume
references,
recommendation letters
essential supporting
documentation – original
and photocopies (such as
certificates, mark-sheets, etc.)
essential stationery
(pen, blank paper)
Samples of your work that are relevant to the
job applied for (eg: project reports done during
internship, content samples for a content writer,
design portfolio for a designer, etc.)
PRACTICE EXERCISE 2: Discuss in groups to add to the list of items given below, on
“what works” and “what doesn’t work”. Present to the class.
What to carry with you when going for an interview
What doesn’t work What works

– Carrying all kinds of documents that are – Carrying a few really powerful certificates
unnecessary and irrelevant (eg: a certificate and documents that make you stand out. In
of first prize won in junior school), making it case you have missed carrying something the
hard and messy for you to find and take out interviewer asks for, you can say that you will
documents asked for by an interviewer. give it the next day.
– Certificates which you have received from – In cases where you have dubious looking
dubious or unknown sources. (eg: a hand- certificates, come prepared to back up your
written letter from a local NGO saying you did claims with references of people / contact
volunteer work there). details / background information – because
the employer is likely to ask for it, to investigate
– False certificates or letters (eg: letter saying you
the genuineness of the case. Don’t fabricate.
have worked in a place where you never did).
– Companies these days engage professional
agencies for doing background verification
checks.
– Serious gaps in your mark-sheets (eg: 10th Std – Complete proof of your academic record.
mark-sheet is missing, first and second year
college mark-sheets are missing).
PART 2:
At the Interview
Learn how to conduct yourself in an
interview. Prepare yourself for the
typical questions asked in each of the
7 zones of an interview.
Part 3
After the
Part 2 Interview
During the
Interview
Part 1
Before the
Interview
15.5 The 7 zones of an interview Part 2

Part 3
After the
Interview
Interview
(page ??)
Part 1
Before the
Interview
Be prepared for all 7 Zones of an Interview

ZONE
4
Technical Zone
ZONE ZONE ZONE ZONE ZONE
1 2 3 5 7
Getting to the The first Testing your Personal Zone Closure / Go
interview 3 minutes – credibility / ZONE
Forwards
Introductions basic level
6
Career Plans /
Aspirations Zone
PRACTICE EXERCISE 3: For each zone, discuss in small groups and write down–
– “Why is this zone of the interview process important? What will the interviewer assess of me, based on this?”
– Present to the class.
Zone 1 : Getting to the interview
Zone 2 : The first 3 minutes – Introductions
Zone 3 : Testing your credibility / Basic level
Zone 4 : Technical Zone
Zone 5 : Personal Zone
Zone 6 : Career Plans / Aspirations Zone
Zone 7 : Closure / Go Forwards`
ZONE
4
Technical Zone
1 2 3 5 7
Zone 1 : Getting to the interview interview 3 minutes –

Introductions
credibility /
basic level
ZONE
6
Forwards
Career Plans /
Aspirations Zone
Being on time
– Find out about the location In case of delays /
in advance so that precious rescheduling
time is not lost in searching – In case you need to
for the venue. reschedule the interview
– Keep enough time for due to unavoidable
reasons, inform the
registration at the company
company and / or
security desk (this could
placement agency as
take time due to elaborate
early as possible.
company procedures or
– In case you are getting
crowd).
delayed on the way to the
interview, call and inform
the company.
The Contributor’s
Communication Goal:
Professional Conduct
Keep the company informed

– In case you have taken up another job appointment, and have
decided not to pursue this job – call up and inform the company.
– It is unprofessional to “not turn up” and keep the interviewers waiting.
This can negatively affect your reputation in the job market.
PRACTICE EXERCISE 4: Discuss each of the following questions in small groups. Share
examples of similar experiences in context of any previous meeting or appointment.
Write these down.
Q1. What are the consequences if you reach in a rush, just on time, and you get called in
for the interview immediately – where you have not had time to cool off and gather
your thoughts?
Q2. What if you are not there when they announce your turn? What if you turn up late?
Q3. What if you don’t show up and the interviewers are kept waiting?
ZONE
4
Technical Zone
1 2 3 5 7
Zone 2 : The first 3 minutes – Introductions interview 3 minutes –

Introductions
credibility /
basic level
ZONE
6
Forwards
Career Plans /
Aspirations Zone
Walk in confidently. Show your Greet and shake hands with the
proactive attitude by introducing interviewer(s) when you meet
yourself to the secretary or person them and introduce yourself.
available to receive you. Explain Thank them for the opportunity
your reason for coming. to meet.
The Contributor’s
Communication Goal:
Quiet Confidence
Be cheerful and maintain

eye contact throughout / Sit forward and upright in your
during your interview. chair (don’t slouch) and rest
your hands on your lap or on the
table. Your body language should
communicate your alertness.
PRACTICE EXERCISE 5: Imagine that you are the interviewer. What would you think of
the person you are interviewing if –
Q1. The person you are interviewing “shows attitude or acts over smart” in the way he/
she interacts with you?
Q2. He/she is restless with nervous gestures (such as playing with his/her hair or buttons,
or tapping the table top, or shaking legs under the table)?
Q3. He/she is “casual” in his/her manner (such as sitting with legs crossed or stretched
out casually, sitting with one arm resting on the back of the chair, slouching low in
the chair, chewing gum, etc.)?
ZONE
4
Technical Zone
1 2 3 5 7
Zone 3 : Testing your Credibility / Basic level interview 3 minutes –

Introductions
credibility /
basic level
ZONE
6
Forwards
Career Plans /
Aspirations Zone
Typical Questions asked

Be prepared for the typical questions that may be asked
Explanations for gaps in
Questions on your education (if any).
educational background Eg: Why did you take a break
and academic for a year after your 12th,
achievements before entering college? (You
may have done this to prepare
The Contributor’s for competitive entrance
Communication Goal:
Questions about your projects or examinations.)
Personal Credibility
work experience (if any). Eg:
– What was the project / work team?
Questions about other activities
– What was your role as a team member? What
you have been involved in. Any
were you responsible for?
other achievements.
– What were the goals of the project?
– What were the outputs delivered?
– Was it considered as a success by others?
– Any acknowledgements received?
– What personal successes did you see in it?
– What were your key learnings?
PRACTICE EXERCISE 6 : Think about how you can answer the above questions. Put down
a few points for yourself.
CHECKLIST: How to be prepared

 Carry proofs of your academic performance (mark-lists, certificates, etc.)
 Even in case of gaps, be transparent and honest. Most employers respect transparency. (Don’t fabricate
records. Being found out (even later) could not only cost you the current job, but will also black-list you in
the job market. Employers are likely to investigate your credentials with past employers and institutions
you have been in.)
 Keep ready samples of project / work outputs (if any), to show in case asked.
 Take permission and inform beforehand, the people you are giving as references. Keep their details ready
in case asked (contact details of people you have worked with – boss / seniors / team leaders / mentors
/ team members).
 Be ready with explanation / proofs of special acknowledgements or awards you mention.
 Identify a few activities and achievements from your past, that are powerful demonstrations of your
capability to contribute in this job. Focus on talking about these only.
ZONE
4
Technical Zone
1 2 3 5 7
Zone 4 : Technical Zone interview 3 minutes –

Introductions
credibility /
basic level
ZONE
6
Forwards
Career Plans /
Aspirations Zone

Questions on your knowledge Questions on your level of

of the subject, as relevant to the competence in essential skills
domain you are expected to work for the job (eg: writing skills).
in.
The Contributor’s
Questions on your familiarity Communication Goal: Questions on your thinking
with various tools necessary Technical Competence abilities necessary for the job
for the job (eg: software tools, (eg: problem solving, critical
technical instruments for thinking, etc.)
engineers, etc.).
PRACTICE EXERCISE 7 : Think about how you can answer the above questions. Put down
a few points for yourself.
[A] CHECKLIST: How to be prepared

 What is the subject knowledge you will be expected to have for doing this job well? Have you studied
this well?
 What special skills will you need for the job? Have you practiced enough?
 What tools will you need for the job you are applying for (eg: specific software packages)? Are you
familiar with these tools?
 What is the kind of work you would be expected to do in this job? What thinking abilities will you need for
this? Have you consciously developed these abilities ?
 Practice solving practical cases or problems. This is how employers usually test thinking abilities. In
such questions, finding the final ‘right’ answer is less important than demonstrating the way you go
about thinking through the various issues involved.
[B] CHECKLIST: Keep in mind when answering

 Don’t be in a hurry in answering questions immediately. Ask for time to think, think through carefully, and
answer clearly, explaining your thinking behind it.
 Don’t try to bluff your way through this. If you do not know an answer, it is best to say so, and point out
where you might find the information, or how you would go about finding a solution if you had to solve a
similar problem.
 Don’t lie or exaggerate the truth. You may be asked to prove it right then and there. Eg: a person applying
for a copywriter’s job in an advertising agency may be asked to do a ‘copy test’.
ZONE
4
Technical Zone
1 2 3 5 7
Zone 5 : Personal Zone interview 3 minutes –

Introductions
credibility /
basic level
ZONE
6
Forwards
Career Plans /
Aspirations Zone

What are your key Give an example of one

Tell me about yourself strengths and of your weaknesses and
weaknesses? where it hindered you in
making a decision
Tell me about a time when you
were confronted with a crisis
Describe an experience when
What would you do if you had to do several things
you wanted to stand for at the same time, and thus
college elections and found find a balance
that your close friend is The Contributor’s
competing against you? Communication Goal: Tell me about a time when you
I am capable of had a conflict with a teammate
Tell me about a time when you learning and growing or a fellow-student. What did you
had to make a decision you knew with experience do? What else could you have
would make you unpopular done?
Describe a time when you Share an experience from your life where
were under pressure and you were greatly disappointed. How did you
missed a deadline handle/cope with the disappointment?
PRACTICE EXERCISE 8: Think about how you can answer the above questions. Put down a
few points for yourself.
CHECKLIST: Keep in mind when answering

 In answer to “tell me about yourself”, talk only of relevant facts in your current life situation and specific
experiences that demonstrate that you are a strong candidate for the job at hand. Don’t give long drawn
life stories!
 This is where the interviewer will find out more about your family and social background, constraints that
you might have (eg: inability to stay late at work due to family pressure). If asked, it is best to mention
any such constraints upfront without hiding facts.
 Project qualities and strengths that are valued in the workplace - such as enthusiasm in any work, self-
motivation, flexibility, eagerness to learn, willingness to work, and a positive attitude. However, for the
employer to believe you, it is also important to prove these by giving specific examples or experiences
from your college and personal life that demonstrate these qualities in you.
 When talking about a weakness, mention what you are doing to overcome that weakness.
 Your qualities and strengths should come across in the way you conduct yourself at the interview.
ZONE
4
Technical Zone
1 2 3 5 7
Zone 6 : Career Plans / Aspirations Zone interview 3 minutes –

Introductions
credibility /
basic level
ZONE
6
Forwards
Career Plans /
Aspirations Zone

Questions about your interest in

the organization in specific and How has your college
the industry in general. What is experience prepared you for
your interest in this area? your career in this field?
What are your short-term The Contributor’s Why do you want to work
Communication Goal: for this company? Why
and long-term goals? Do
I seek to grow and should I hire you?
you have plans for further contribute
education?
What do you want to achieve in

life, by the end of your career?
How is this job going to help you
achieve this?
PRACTICE EXERCISE 9: Think about how you can answer the above questions. Put down a
few points for yourself.
CHECKLIST: Keep in mind when answering
 Reflect and think about what your long-term career aspirations are, and how this job is aligned to your
long-term goals. Discuss this with someone you trust (seniors / teachers / parents) to get some clarity
before you go for an interview.
 Understand the area / field of work in this job. Think about how you might be able to learn and develop
yourself professionally through this job.
 Be honest when answering questions in this area – most interviewers will be able to make out if you
have not thought deeply about something and are talking superficially. If you are not clear about your
career goals etc. it is best to say so; however, mention your thinking in this area. It is more important to
communicate that you have thought about these matters, than to show that you know all the answers
already.
ZONE
4
Technical Zone
1 2 3 5 7
Zone 7 : Closure / Go Forwards interview 3 minutes –

Introductions
credibility /
basic level
ZONE
6
Forwards
Career Plans /
Aspirations Zone
Prepare to answer “Do you have any

questions to ask of us? “
This seems like a harmless, polite gesture
but there is a lot the interviewer will gather Leave with a firm
about you depending on what you ask – handshake Thank the
this is the last impression the interviewer interviewer for
gets about you. his/her time
If they offer to contact you, The Contributor’s Reiterate your interest

politely ask when you should Communication Goal:
in the position and
I am interested in the
expect their call job offer company
As a follow-up of to your interview, you could email

a ‘thank you’ note to your interviewer, noting your Clarify if any other documents or
interest in the position. information are needed from you.
Ensure you send these to them
immediately (within the next few
days).
PRACTICE EXERCISE 10: Imagine that you are the interviewer. What would you think of
the person you are interviewing, if on asking “do you have any questions to ask of us” –
Q1. He / she is afraid to ask anything?
Q2. Even before you have said whether the person has passed and got the job, he/she
asks about what salary and benefits you will be offering?
CHECKLIST: Prepare 3-4 questions you can ask of the employer at the close of the
interview. Some ideas –
 Questions that clarify your role and the company’s expectations from you
 How this role impacts the overall business and the inter-linkages with other functions/ departments in
the organization
 How advancements in technology could impact this industry
 What are the career advancement / growth paths available in the company
 What kind of on-job training you would be going through

And so on ...
Summary of your Communication Goals in each of the 7 zones of the interview:
4
Technical Zone
Technical
Competence
1 2 3 5 7
Getting to the The first 3 Testing your credibility / Personal Zone Closure / Go Forwards
interview minutes - Introductions basic level I am capable of learning &
growing with experience I am
Professional Quiet Personal interested in
Conduct Confidence Credibility the job offer
6
Career Plans/Aspirations Zone
I seek to grow
and contribute
© NOVEMBER 2011; ALL COPYRIGHTS ARE OWNED BY ILLUMINE KNOWLEDGE RESOURCES PVT. LTD. | STUDY BOOKLET
21 OF 30
15.6 The Contributor’s conduct in an interview Part 2

Part 3
After the
Interview
Interview
(page ??)
Part 1
Before the
Interview
How to conduct oneself in an interview
The way I communicate 

What I speak  Speak clearly, relevantly and to the point
Communicate facts – Don’t ‘ramble’ and give long drawn
– It should not look like you answers that will bore the interviewer.
are ‘fabricating’ or making – Don’t go round in circles instead of
up things. answering directly.
The way I present facts  The way I behave 

Show confidence in the facts you Focus attention on the interviewer
present – Be alert and listen carefully to all that the interviewer
– Speak confidently and be sure of has to say.
yourself. – Make sure you understand a question properly
– Being non-committal, vague, giving before you answer.
inconsistent answers – can give the – Focus on what the interviewer is looking for, and not
impression that you are unsure of on yourself and what you want to say.
facts / lying.
– Not paying attention is a sign of disrespect.
My mannerisms 
Ensure your conduct is pleasing, respectful, and comfortable
– Irritating or displeasing mannerisms, carelessness, insensitive behavior, untidy
dressing, etc. will put off the interviewer.
– Don’t act in a manner that will make the interviewer uncomfortable.
The way I present my suitability for the job 

Let concrete actions / experiences speak for you
– Verbal assurances (words without action to back it) are not enough to convince the interviewer
you are ‘right’ for the job.
– Demonstrate / concretely prove your suitability for the job. Even if you don’t have certificates
or past work experience to prove something, think of concrete examples from your college or
personal life, that show how you are in action (don’t make up examples, because the employer
may sometimes want to verify these).
IN CLASS PROJECT: Do a mock interview
STEP 1: Form small groups of 3-4. Each individual: choose any one question to answer
from any of the ‘typical questions’ given in zones 5 or 6 (on page 17 or 18).
STEP 2: In groups of 3-4 in the class, each group member gets a chance to present his/
her answer, to others. Others listen, ask any further questions on the topic, and
evaluate the person using the checklist “Self-test for Contributor’s Conduct”.
CHECKLIST: Self-Test for Contributor’s Conduct
 Did you communicate ‘facts’, not making up things?

 Did you speak clearly, relevantly, to the point – without rambling unnecessarily?
 Were you alert and attentive, listening carefully to any questions asked?
 Were you confident of the ‘facts’ you presented? Were the different activities /
examples you talked of consistent with each other?
 Was your manner pleasing, respectful, and comfortable?

 Did you substantiate all your claims convincingly?
STEP 3: Share feedback in a positive manner to help presenting group member improve
(LOOK OUT: Don’t get into personal criticism).
[Repeat steps 1 to 3 until all group members get their chance for presentation]
STEP 4: Individually, reflect and write down some key personal learnings – “tips for
myself” to help improve.
PART 3:
After the Interview
What are the impressions you have left
behind in the mind of interviewer(s)?
Whether you get selected for the job or

not depends on these impressions. Thus it
is important to leave behind ‘Contributor
Impressions’.
Part 3
After the
Part 2 Interview
During the
Interview
Part 1
Before the
Interview
15.7 Last and lasting impressions Part 2

Part 3
After the
Interview
Interview
(page ??)
Part 1
Before the
Interview
PRACTICE EXERCISE 11: Discuss in groups to answer the questions given in each of the
interview scenarios below:
What impressions will you leave behind in the mind of the interviewer(s)?
[A] ‘Non-Contributor’ Impressions ‘Contributor’ Impressions
This is a possible
way how it could
get done…
Will “make things happen” and

Too theoretical
create value for us
What actions of yours could lead to such What actions of yours could lead to such
an impression? Discuss and answer. an impression? Discuss and answer.
[B] ‘Non-Contributor’ Impressions ‘Contributor’ Impressions
Low confidence. No trust in his Trust himself and others

own capabilities
What actions of yours could lead to What actions of yours could lead to
such an impression? Discuss and such an impression? Discuss and
answer. answer.
[C] ‘Non-Contributor’ Impressions ‘Contributor’ Impressions

Hmmm…This
Blah!
could be a
Blah!
possible way
of looking at
the issue…
No ‘substance’ / does not Thinks and engages deeply with the

engage deeply subject / challenge
answer. answer.
[D] ‘Non-Contributor’ Impressions ‘Contributor’ Impressions

I did this… Through this
I did that… project we
Blah! Blah! learnt that...
...this would help
in the future in
this way...
Talks a lot without relevant Has something valuable and

value to the interview meaningful to say
answer. answer.
[E] ‘Non-Contributor’ Impressions ‘Contributor’ Impressions
Knows that salaries etc. are usual

Too worried about salaries and details, and will be worked out at
benefits the right time
answer. answer.
[F] ‘Non-Contributor’ Impressions ‘Contributor’ Impressions

I hope there
is not too
What will my
much travel…
responsibilities
Do you’ll work
late often? include?
Too comfort oriented Contribution oriented
answer. answer.
[G] ‘Non-Contributor’ Impressions ‘Contributor’ Impressions

If these are
I need to know the company’s
exactly what goals, I look
I am supposed forward to
to do. I cannot do whatever
take up new is needed to
work easily. achieve them.
Too rigid Flexible / Open to new things
answer. answer.
[H] ‘Non-Contributor’ Impressions ‘Contributor’ Impressions

I did all the
good work but The
no one else team was
in the team great… we
cooperated and accomplished
did any work… a lot
My previous together
boss was not
good….
Inspires confidence / Takes

Unreliable / Blames others
responsibility
answer. answer.
[I] ‘Non-Contributor’ Impressions ‘Contributor’ Impressions

Starting
What is the ground up will
position I will be a great
be in? I hope learning
I have a team experience for
working under me… It will
me… strengthen my
capability in
action
Unwilling to start at the bottom / Willing to start at the bottom, learn,

Expects too much too soon and work his way up
answer. answer.
PRACTICE EXERCISE 12: Put down some key personal learnings – “tips for myself” on what
I can develop in myself, so as to leave behind ‘contributor’ impressions.


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LABORATORY MANUAL

Contributor Personality Development Program

TERM DATES: 30-01-2023 to 27-05-2023

Vision of the Department

Mission of the Department

1. Better Employability, Startups and Entrepreneurship.

2. A professional career with essential technical and managerial skills.

3. Collaboration with industries through research and innovation.

4. Other avenues for higher education.

To create better learning environment to develop entrepreneurship capabilities

To inculcate research capabilities in different areas of Electrical Engineering to

This is to certify that Mr./Ms…………………………....................................

Enrollment No…………….......................... of semester …..…………………

branch……………………… has satisfactorily completed his/her term work

of the subject- Contributor Personality Development.

Student’s Signature: Professor’s Signature

An Adani Group Initiative

for students and faculty of

The first aspect of the Contributor Mindset is the Contributor’s

When faced with a challenge, the Contributor’s first response

But this is not all. The Contributor also finds a solution. In

Concept Exploration pg. 2-5

Concept Application pg. 6-19

Field Work (Project) pg. 20

Swami Vivekananda speaks to you pg. 21-22

I don’t care if we don’t Let us find a

Non-contributors do not consider new Contributors consider new / alternate

Non-contributors begin with discussing Contributors begin with the assumption

1. But... Why not?! Let

Non-contributors fear failure. For them, Contributors overcome their fear of

APPLICATION EXAMPLE 7.1:

In 1968, Dr. Spencer Silver, a chemist with

In 1974, a colleague of his, Art

1977: 3m Launches the product in 4 cities, the response is disappointing.

(ii) benefit for Art Fry

APPLICATION EXAMPLE 7.2:

Nikhil, a computer engineer, was

Nikhil was excited! He didn’t think

No! If I don’t make this vision

APPLICATION EXAMPLE 7.3:

Too many road accidents

When vehicles coming from

The number of accidents came down

You do whatever is required of your role

You do whatever is required to reach the goal

You do whatever your boss tells you to do

APPLICATION EXAMPLE 7.4:

Aravind calls itself an “eye care system” as it goes

The company, on a daily basis, seeks to deliver

Aravind adopts active rural outreach. It holds “eye

To bring eye care costs down and make it available to

Q1. What are the benefits of this approach taken by Aravind?

– To the eye care system

– To the people of India & abroad

APPLICATION EXAMPLE 7.5:

Branch Manager These people were

The bank gave the farmers

APPLICATION EXAMPLE 7.6: