1

Continuously Adaptive
Be like water
Evolution - slaying of beautiful hypotheis by ugly fact (chess game)
Key metrics (external/internal) to gauge the environment
Business model
Set of assumptions about how value is created for all
Story with characters, plausible motivations, and plot driven by economic logic
Back up and redundancy in the structure of the system
Templates of great models
Toll Bridge
Two sided platform
Hbr - get the side with the weakest need - Sugar and ants
Network economies - connecting users with positive feedback
Competitive Advantage / Moat
What would Croesus do?
Invert - what can go wrong (make sure it never happens)
Pricing power as indicator of moat
Strengthening of Moat not always correlated with revenues
Any Cumulative Advantage? - like a relationship
Making Trade - offs
Marginal costs & marginal benefits
Outliers/ Lollapaloza
N number of factors aligning
Extremely good at one or two key things
Further break down those two key things into sub parameters
2 by 2 matrix
4 kinds of businesses(ROIC and Incremental capital needed)
Decision making criterion
Should come before evaluating the choices
Translate the problem - into yes or no decision with few key success factors
Unique every time - no cook book approach
Externalities (positive and negative)
Outside your locus of control

Leap of faith into execution

Animal Spirits of Capitalism (spontaneous urge for action, joy of doing something - Prakriti
Role of Bravado in business
Serendipity

Expose yourself to chance happenings

Prepare and be aware for all worst case scenarios
Most people are scared of losing jobs, houses, spouses, relatives, careers, reputation e
Objects of attachment are like pieces in chess game
Combine the matter wealth to create a new combination - it will be destroyed - eventually

Two brains (Left & Right)

Rationally discriminating (excel cells)

Engaging Both the brains

Engage left brain
Develop checklists
Analyse and prioritise key elements to focus on
Frugality matters in fast decision making
Reason through it (give yourself time, delay decision making, say let me process the in
Engaging right brain
Learn to pick all cues (itellectual, emotional, sense cues) intuitively
Connect cues to old knowledge
Validity of environment, feedback and practice of intuition
Left Brain (Convergent Thinking, Apollonian)
Fundamental attribution (who created the knowledge, on whose authority)
Organizing etho of science- newtonian reductionism
Reductionism related to simplicity (ultimate sophistication)
You see an animal, I see the DNA
JEE Physics
Noise and Signal
Scale (mattra) may be different - fundamentals are same
Plug and Chug (Systems thinking - AuthBridge)
JEE Chemistry
Reductio ad absurdum (Invert)
What if this happened - would it lead to something absurd?
Deductive Logic
Fact or inference or judgement or assumption (check the premises)
when would the assumption fail
Decision trees - Bayesian thinking (updating odds with new info)
See all worst case scenarios - till nuclear explosion - power of negative thinking
Eliminate risk but embrace uncertainty
Like a punter, constantly shifting odds with every roll of dice (show of info)
Talk in probabilistic terms in everyday life (how can my house be attacked)
Sequential thinking (Structured problem solving)
Management Consulting Slides
Timeline
Occams razor
Simplest explanation is usually the best
No brainer questions first
I doubt therefore I am
What about the anomaly?
Numeracy
Be numerate - expressing thinking in Excel

Combine the matter wealth to create a new combination - it will be destroyed - eventually
Knowledge / Expertise / Skills

Intuitively connecting the dots (shades in the cells)

y let me process the information)

Right Brain (Divergent Thinking, Dionysian)

Connectedness
JEE Maths (Recognizing the web from small part on display - Euler)
Synthesis - sketching a face by combining the elements
Systemic thinking - tying up fundamentals across domains
Thought experiment
Relativity -best example
Reconstruction (Inversion) - I do not understand what I cannot create (munger on coke
Inductive logic
Faulty inductive logic - blanket generalization
Dialectic
Hypoethesis - Antithesis - Synthesis
Exception proves that the rule is wrong (Pooper's falsifability)

gative thinking

ow of info)
attacked)

destroyed - eventually
Land / Network

nnot create (munger on coke)

Capital

Labour

1.1

1.2

1.3

2
2.1

2.2

2.3

3
3.1

3.2

Three Dominant Thought Streams (see the Simulation and test)

Orientation towards material objects

Attitute towards human resource:
Attitude towards other material resources:
Range of Perspective (Gaze)
Harmony of Thoughts - speech - actions:
Awareness of consequences of actions:
Task (Process) Orientation V/s Outcome (Goal) Orientation

Disciplined (de
Three Dominate SubConscious Tendencies

Narcissm (versus Humility)

Pragmatic reason for humility - merit itself is offensive
Confident person does not react to negative feedback, need not wear his ability/virtue
Use of Maya - Truth is killed, for doing good also you need a mask
Keep your happiness hidden from others
Satyam Shivam Sundaram - but not in a world of gangsters (96% of human DNA Ani
All moving on the same level - been there - all bubbles burst including yours
All specks of dust in large scheme of things - even the king of world
Obsessiveness (versus Detachment and Letting Go)
Whole life is an act of leaving behind - ultimately your body
Ready to resign from the workplace every morning
Eroticism (versus Inner Validation)
Love (Human Need) to Sefless Compassion
Love - Dissolving of ego boundaries (but soul selects its own society)
Pure emotion can transfor into compassion
Control versus Letting go (final stage of love)
Two Energies in Meditation

Judging (Shiva) - like evolution breaking of beautiful hypothesis by ugly facts

First half of Clockwork Orange
Active Tapas - an hour like chess match/JEE/CAT - see the ouput/evidence to improve
Wicked Messanger - but people dont want the bad news
The awareness of Death (Shiva) - all matter will be destroyed- knowledge will grow bigge
Terribly rational - to thine own self be true -mockingly burst your own bubbles (Shiva)
Poopers Falsifiability
Cogito ergo sum - I doubt therefore I am
Confirmation gives pleasure while disconformation feels painful (neti neti neti)
Extreme & Sudden Tight Corners reveals a persons character (like mugging)

Flowing (Shankar)- this too shall pass

Second half of Clockwork Orange -but love is theuniversal energy that binds all
Passive Flow
Empathasing with the path of others
People have egos since they are scared (they overcome fear in different stages)
Veil of Ignorance
Gentle accpetance of desires (tamsik) - 96% of human DNA is of animal
Seeds of evil in goodness and vice versa (joined at hip) - whore story from Siva Pura
Most of logic is a negative exercise
Sensitive people can be sense indulging
Traffic Driving as test of tolerance
All roads lead to hospital (death bed) - all are happiness seeking missiles
All will bear the consequence of the choices they make (but unfair cruel blows are p
Conflict and Chaos will always be there

Satvik (Silver)
Logical
Imagination & Real Knowledge
Thinkers
Why
Generous & Democratic (Win-Win)
Mindset of Abundance
Broad & Long term
Truth Seeking
Consequence for others
Task Focused
Disciplined (delay of gratification long term good)

t wear his ability/virtues on his sleeve

96% of human DNA Animals)

ding yours

esis by ugly facts

idence to improve

wledge will grow bigger than you

wn bubbles (Shiva)

nful (neti neti neti)

mugging)

that binds all

in different stages)

re story from Siva Purana

ing missiles
unfair cruel blows are part of life)

Rajsik (Bronze)
Emotional
Chauffeur Knowledge
Execution (Getting it done)& Organizing
How
Feudal & Selfish (Win-Lose or Race)
Mindset of Opportunity
Short term & Narrow
Rationalizing & Tossing up-down
Consequence for self
Outcome Focused
Action (quick results long term discontent)

Tamsik (Iron)
Appetitive
Ignorant, Cynical & Negative
Following Orders
What
Distructive (Lose-Lose), Hostile & Head On
Mindset of Scarcity
Tunnelled (based on habit)
Falsehood
Consequence of neither
Unfocused
Slothful (instant gratification)

Head On

3
4

Asset = Liability + Equity (For every Transaction)

Debit Increase Credit Increse (DICI)
Beginning + Addition - Subtractions = Ending (BASE)
Buyer+Target+/- Deal Changes = Consolidation (BTDC)
Valuation - Project cash flow and discount them
Past record value- if future same as past
Present value - if assumptions hold
Investment value & speculative value
Margin of Safety
Compounding & Cumuative Advantage
Time value of money

Investment versus Speculation

Grahams definition of investment operation tht promises return of principal and possibiilt
Investment - cash flow it will give; Speculation - how much can I pass it off for
Fixed Income Security
True Economic Yield- interest payment received /outstanding principal balance
Mr Market - manic depressive creature that will propose prices to you

ilty of return

Mind of a Recruiter
We are both on the same level (but giver versus fake humilit in practice)
An hour is a rare opportunity to meet a person (200,000 hours of life)
Act compassionately judge rationally
affirmation
People are what they do, not what they say (sudden tight corner test)
etc
Is he hedgehog or fox?
People are sum total of choices or groups they are part of
Who are your role models?
How would your father, mother, wife, friend describe you in a sentence?
People cannot handle freedom (rich kids, towards maid)
How would you handle this problem if I was to give you the following resources?

2
Self Worth or Drivers or Objects of Attachment (See the simulation and test)

Motivation

Mind of a Coach / Emotional Healer

Let them try it out (Visnus way)
Managing extreme emotions like Phobia, Rage, Depression is the acid test
Breaking the feedback loop of negative emotions
Ask gentle questions and make them say what you can see
Make a statement and step back
To give feedback - set proper place,pace, context and listen
Attachment - Desire - Anger - Hate - Suffering
Enchantment by an object (makes you run after it)
Ultimately the patient must minister himself (Free Will & Choice of Actions)
Negative emotions encoded in the DNA of some professions

Preferred Modes of learning - but be open to all modes ( how would u learn a new thing

Put knowledge to test ( Cogito ergo sum)

Test it by execution (every start-up a university course)
Test it by measuring it against other bodies of knowledge
Four stages of learning (to make competence intuitive and sahaj)
Unknown and known, competence & incompetence
Welcome the anomaly that bugs (tapas inside)
Conflict needed for progress of knowledge (change is the only constant)
Nietszhe eternal recurrence
Magic of compounding and cumulative advantage
Find your swing and keep swinging (identify your domains)
Thinking /Generic problem solving and/or Skills/Know-How /Expertise/Domain Kn
5

Multiple Intelligences
Analytical
Verbal
Visual
Kinesthetic
Interpersonal
Existential
Musical

OPTM by Mark Effron

sentence?

llowing resources?

Knowledge / Expertise / Skills

Land / Network

Knowledge & Creativity & Fame

Self expression & Problem Solving

Honor, Power
Prestige

Appeal to Reason
Incentive of learning

Appeal to Interest
Incentive of network

acid test

of Actions)

u learn a new thing)

onstant)

pertise/Domain Knowledge

Capital

Labour

Money
Affiliation

Fear & Control

Temptations

Appeal to Interest
Inentive of money

Scare & Demoralize

Incentive of good time

Job of an administrator - a series of meetings with different stakeholders

Effect of effects - and then what?

All human systems are gamed
Locus of Control (can only truly control yourself)
2*2 - Important & Knowable
Uncertainty tolerance - ability to admit "I dont know"
Fake Urgency while being calm yourself

Working with Vendors

Trust but Verify
Talk to multipe vendors before hiring one- they will end up education you
Make them do the dance before the selection- or be prepared to dance later
Maker and Checker should be different in the process
Overconfidence
Planning fallacy
Start from base rate and adjust
Keep margin for unknowable unknowns
Pre-mortem analysis

ance later

Mind of a Salesman
Temporary but mindfull & earnest engagement - (make them feel
Prospecting - where to invest time?
Influencing by asking questions - what, when, where, how and why?
By asking questions take them through stages
Judging rationally but acting emotionally / compassionately
Different combinations of think - feel - do
You can oversell in the movement of positive feeling
People are gullible when they are tired
Attention - Interest - Desire - Action
Holding the agenda
Inspiring Trust - Openness, Truthfulness, Integrity (familiar seems true - common
Everything is connected
Keeping everyone at ease during social exchange
First mover disadvantage - let the other side open his card
Storytelling problem - simple, coherent, consistent (rather than completeness)
Network of atmost 150

Self serving bias/ Fool yourself tendency

Rationalizing (lies to yourself- to reduce cognitive dissonance)
Never actually resolves the conflict
2 ways to resolve conflict - unprepared for end sem

Effect of expectations (Associative coherence -sequencing in pitch)

Priming for action
Availability and Vividness - WYSIATI - Halo effect
While selling a product - first mention drawbacks and then benefit

Influence

Reason respecting tendency - just say because in the sales pitch (single, simple reaso

Sealing the deal (due to associative coherence seeking mind)

Contrast effect (small request followed by big)
Commitments are powerful when public, active, effortful and apparently uncoerce
Make the customer say a series of yes in the sales pitch
Endowment effect -Make the person choose his product, write down his goal shee
Best way to steer a horse - go in the direction he is going - and then maneouvre
Customize the client offering to remind him of himself

Negotiation
All Negotiation based on deception
Each party makes other believe - I dont need ya
Subtle Anchors

Brinkmanship
BATNA
Keyword is alternative - deception plays a role
Actual interest versus stated interest
12

Scarcity Mindset - Root of suffering - basis of econmics

DSRS, Loss Aversion (fear of small certain losses), Near misses
Newly scarce resources heightened in value, more scarce if others are competing fo
You will lose something if you dont buy it

13

Business Development - Final Frontier of Sales

Mapping the organizations (all 9 functions)
Organization structure:muliple power centres , politics , key success stories / fail
Where is the decision maker in organization and what is he accountable for
Influencers and your connects
Groupthink - No such thing as collective decision making

14

Mind of a Relationship Guy

them feel special)

ow and why?

iar seems true - common ground)

her than completeness)

Knowledge / Expertise / Skills

Altering perception of aestheitics

Land / Network
love my boss (but I hate him)

Anchor of learning

Anchor of network

Benefits of knowledge

Benefits of network

Similar Others

Authority Figure

pitch (single, simple reason will be best)

and apparently uncoerced - IIT

write down his goal sheet, to do list, application forms

- and then maneouvre

f others are competing for it

key success stories / failures

at is he accountable for

Capital

Labour

Mental accounting

Attribution error

Anchor of money

Anchor of security

Benefits of capital

Benefits of security

Reciprocity

Social Proof

1
1.1

1.2

1.3

1.4

1.5

Product (Customer)
Customers dont buy products but uses of product
Which product attribute to be highlited in advertising
Linking product attributes and consumer attitude in communication
Highlighting relevant points in the resume
Needs (Cognitive) and Wants (Emotional and Appetitive) - Reasons and Excuses
Fundamentals and the frills, bells and whistles
STP
Segmentation is not always needed
Choice of targeting has implications - message, media etc
Demonstrating a claim works wonders
Well entrenched position has its own limitations - it should be malleable
Positioning is your space in consumers mind and has to be monitored
Product lIfe cycle (Diffusion of Innovation or Tipping Point)
Some see value first and then others see it
Extending the PLC - Soap Opera trick
Related concepts- Salesman life cycle, Brand loyalist life cycle
Customer Lifetime Value / Consumption equation
Profitibality customer will give over lifetime of product
Cross selling
Loss leader proposition
Product Brand Continumm / Are you buying product or brand
Brand as a dope - numbs your sensibilities
(subconscious)
Creatures of habit & status quo bias
Customer funnel/ Consumer decision journey / Pyramid
Similar Concept: Sales funnel , BD Sales Funnels
Identify the most critical stage in the funnel
Place (Convenience)
Website - Inbound marketing
Customer finds you rather than you finding the customer
Multiple touch points with consumers

Make the product available (WYSIATI)

Optimum number of choices
Contrast effect and anchoring
3

Price (Cost)
Cost of creating value < price < perceived value
Marketer can change the perception in perceived value

Promotion (Communication)
Slow down to the pace and path of your audience
Connectors, Mavens and Salesman
Communication depends on perception more than emotion or logic
Perception is based on experience & habit (tamas) and can be illogical
Perception has range
Disagreement is a result of incongruence in perception not in reality
Content of messsage - Reason, Interest & Emotion, Sense Gratification
First decide organization strategy, then STP, objective of message, then content
Objective of message varies - eg communicate product benefits or invoke feelings
If fear is the key emotion - then give the audience clear specific remedies (else paralysis)
Continuity is imp - repositioning is bad
An epic that will run over the lifetime of the consumer- not a short term thing
Code of the medium - TV, paper, Net
Newspaper test for written and oral communication
Accept the feedback, process and then deal or discard
Smokescreen answers - everybody lies- read between the lines
Impute the values of the company
Structure and Sequence of Presentation

(else paralysis)

Consume the surplus resources as much as you can

There are always some resources that are free

Indexes of Market Sentiment

Periodic boom in closed end mutual fund

Fundamental Elements- Colours, Notes and Words

Harmony of fundamental elements

Building Blocks - Lines & Shapes, Phrases and Sentences,

Shapes

Texture

Proportion & Balance

Light & Shade
Tone

Coherence
Editing - the key to movie making
Fluidity of writing

Empty or Negative Space

Pauses in music or speaking

Structure
Parallelism in painting

Repetition & Patterns

10

Composition