Grail Research – Campus Interaction

Campus Placements – 2011

August 2010
Presentation Plan

 Introduction to Grail Research

 What We Offer

 Q&A

August 2010 | Copyright © 2010 Integreon — Confidential 2

About Grail Research
 Grail Research provides organizations with accurate, succinct answers to their most important business
questions
 Global firms rely on Grail to deliver market intelligence required to make strategic decisions that support
business growth
 Common client themes include entering new markets, launching and enhancing products, making acquisitions
or strategic investments, unseating competitors, and more
 Grail Research was founded by Monitor Group, one of the world’s leading business advisory and investment
firms with its own US 2Bn+ private equity firm
 Grail Research is now a part of Integreon, a market leader in research, legal, and analytics services
 Grail’s global capabilities include conducting research in 110+ countries and 35+ languages

In A New World, A New Model For Answers

Market Research Strategy Consulting

 Cost-effective  Personalized
Immediate,
 Data rich
Global and Concise  Insightful
 Rigorous

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About Integreon
A Leading Global Provider of Knowledge Services

 Our mission is to be the most trusted provider of Knowledge Support Solutions to professionals
 Integreon is a stable, profitable private company
• Established in 1998
• Financially secure, 75% owned by Ayala Corporation, a leading publicly listed Philippines
conglomerate with a market capitalization over $15 billion, 25% owned by management
 We employ almost 2,000 staff worldwide
 We have Six Sigma Black Belt expertise and are certified in
• ISO 27001:2005 Information Security
• ISO 9001:2000 Quality Management

UK
London
Bristol
US China
Atlanta Beijing
Cambridge
Fargo Philippines
Los Angeles Manila
New York South Africa India
Washington DC Johannesburg Mumbai
New Delhi
Office Locations

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 Our History

2006 2007 2008 2009 2010

Colin Gounden, Annica Maximum number Grail Research

Blake and Amit Kumar Beijing office opens; ~180 professionals of retainers across receives
start full time: first First retainer client across 5 offices; 5 location; highest 'Corporate
external clients one retainer clients utilization ever Excellence Award
month later for The Innovation
& Intellectual
Media Visibility:
Delhi office opens Resource
Grail quoted in NY
Grail crosses the Utilization’ from
Johannesburg Times and HBR
100 professionals Amity University
office opens; 1st
Mark Fuller, Chairman of mark products launched
the Group, opens the
Grail shortlisted in
permanent office in Delhi
NASSCOM
EMERGE 50 ~250 professionals
HBS presents a case
Paul Boni starts study on Monitor and in the Delhi office
Grail reaches 60 appearing on Fox’s Grail as part of their Integreon acquires
professionals Happy Hour 100 year anniversary Grail Research
summit

… and each year, Grail continues to set new milestones and moves
towards greater heights

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The Leadership Team

 Amit Kumar is Grail Research’s Country Head and is responsible for research delivery worldwide
 Prior to Integreon, Amit was also an Associate Partner at Monitor Group. At Monitor, he had also spent
several years as a consultant with their core consulting group. His work has focused on corporate strategy,
due diligence, organization restructuring, marketing strategy, market entry strategy, industry analysis and
market sizing
 Prior to joining Monitor, Amit worked for a research company and was part of the leadership team
responsible for scaling up the operations from 20 to 200+ professionals. Amit is a graduate in Engineering
Amit Kumar from IIT Delhi
Country Head,
Vice President,
Research & Analytics

 Kurian Thomas is the Managing Director of Integreon’s Middle East and Africa practice. In this role, he is
responsible for the firm’s Middle East and Africa business and personally leads some of Integreon’s most
strategic client relationships. He also co-manages the firm’s research operations with particular emphasis on
employee learning and development, and knowledge management
 Prior to Integreon, Kurian was an Associate Partner at Monitor Group where he spent five years as a strategy
consultant post his MBA from Kellogg. His experience includes corporate strategy, M&A strategy (including
due diligence and transaction advisory services), and marketing strategy. He has consulted across a number
of different industries including chemicals, energy, automotive and healthcare
Kurian Thomas
Managing Director,  Kurian holds a bachelors degree in Mechanical Engineering, a masters degree in Industrial Engineering and
Middle East & Africa, an MBA from Kellogg Graduate School of Management
Vice President,
Research & Analytics

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Meet the Team
VIVEK NEB
DIRECTOR
 Based out of South Africa and heads the Johannesburg office
 MBA from the Indian Institute of Management Indore, India. Bachelor in Technology from Punjab Technical
University, India
 Prior to joining Integreon, he has worked in the capacity of National Accounts Manager with a leading chemicals and
paint company in India

VIKRAMADITYA NARENDRA
PROJECT LEAD
 Based out of Noida office
 Post Graduate Diploma in Management from the Indian Institute of Management, Ahmedabad. Bachelor degree in
Instrumentation and Control Engineering from the University of Delhi
 Prior to joining Integreon, he has actively tracked various industries, such as telecommunications, IT services,
pharmaceuticals and the metals sectors, as an equities analyst with a Swiss bank

MUNMUN NATH
PROJECT LEAD
 Based out of Noida office
 M.Sc. in Decision Sciences from London School of Economics (LSE). Bachelors in Mechanical Engineering from
Veermata Jijabai Technological Institute (VJTI), Mumbai
 Prior to her Masters, she worked with one of the leading players in IT industry for 3 years in Bangalore, Pune and
London

ARIEL LU LIU
ASSOCIATE
 Based out of China office
 Master’s degree in Mass Communications, from the School of Journalism and Communications, Peking University
 Prior to joining Integreon, Ariel Lu Liu worked with a Beijing-based Telecom / Media / Technology consulting firm as
an associate analyst mainly focusing on China’s Telecom / Wireless industry

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Presentation Plan

 Introduction to Grail Research

 What We Offer

 Q&A

August 2010 | Copyright © 2010 Integreon — Confidential 8

Grail Experience Advantage

Research
Rigorous and consistent
Triangulation: secondary, experts,
surveys
 Ensure approach meets the required
burden of proof

Insights
Clear “so what’s”
Context to make data meaningful

Question Analytical Plan  Extract logical conclusions Answer

 Explain the non-obvious insights

Synthesis  Address the underlying

 Reframe business need Simple but not superficial need behind the initial
as a research question question
 Know why the question  Highlight and explain
 Articulate nuanced summary in 1-2 findings that are
is being asked pages surprising, new, or
 Weigh the importance provocative
of the question
Presentation  State what remains
 Identify the audience Concise unanswered
 Confirm that the right Powerful graphics  Leverage for future
question is being asked value
 Determine whether the  Provide visual metaphors to make insights
question can be from data intuitive and easy to grasp
answered

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Learning and Exposure
Projects across Sectors

Life Sciences Technology Financial Services Consumer Telecom

 Biotechnology  Hardware  Asset Management  Apparel  Cable
 Diagnostics  Internet  Retail Banking  Automotive  Satellite
 Healthcare  IT Services  Hedge Funds  Food & Beverage  Wired
 Medical Devices  Networking  Insurance  Electronics  Wireless
 Pharmaceuticals  Software  Investment Banking  Health & Beauty
 Lending  Media &
 Private Equity & Venture Entertainment
Capital  Retail
 Travel & Tourism
 White Goods

Energy Materials Business Services Industrial Government

 Alternative Energy  Chemicals  Advisory  Manufacturing  Competitiveness
 Electricity  Commodities  Outsourcing  Packaging  Country
 Gas  Metals & Mining  Printing  Textiles  Local
 Oil  Publishing  Transportation  Regional
 Utilities  Wholesale

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Learning and Exposure
…across Geographies
Grail’s global capabilities include conducting research in 110+ countries and 35+ languages

Countries where we have

conducted research

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 Organization Structure
Groups in Grail
Custom Research
 Industry Attractive Study
 Sector Analysis
 Competitive Benchmarking
 Market Feasibility Study
 Benchmarking Studies
 Grail conducted a Market
Opportunity Analysis for
Enterprise Applications of a
large software vendor
 Grail conducted Product
Assessment for a financial
services client
Life Sciences
Research
 Product launch feasibility
 Drug Pipeline Analysis
 Acquisition target identification
 Technology assessment
 Physician perception mapping
 Grail was tracking pipeline
development and strategy
initiatives taken by competitors
of a large pharmaceutical
company
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QR & Analytics
 Online Questionnaire Analysis
 Qualitative Analysis
 Focus Groups
 Statistical Analysis
 Segmentation Studies
 Grail is helping a client create a
pricing mode for a product
based on statistical analysis of
transaction data
Investment Research
 Financial Modeling
/ Forecasting
 Equity Research / Valuation
 Cash Flow
 Other Financial Analysis
 Grail helped a PE firm identify
and evaluate potential
acquisition target
12
Learning and Exposure
Outside Project Initiatives

Internal Process Confidentiality

Branding IT Tools
Improvement Compliance

Knowledge
Capability Groups Part-time Associates Newsletter
Management

August 2010 | Copyright © 2010 Integreon — Confidential 13

Professional Development
Pillars of Grail’s Professional Development
There are three pillars of Professional Development that Grail employees will interact with;
Combined, these are often referred to as “The System”

Allocations

Conversations with
Allocations

PD Advisor helps set PD goals Feedback used by allocations

and provides advice on how to determine skill levels of
to work with allocations individuals

GRAIL EMPLOYEES

Conversations with Project and Semi-

PD Advisor annual Feedback

PD Advisor Feedback
PD Advisor helps interpret
feedback and look for ways to
act on developmental
priorities

August 2010 | Copyright © 2010 Integreon — Confidential 14

Professional Development
Alternative Paths
Career growth of individuals on different career tracks in Grail - based upon merit, individual’s desire
and firm’s need

Latika Mahar Shashank Dewan

(Member of Allocation Team) (Member of Jo’burg Team)

Manager, Human Resource Project Lead

 Got promoted to Manager – HR in Apr’10  Promoted to Project Lead in Oct ’09

 Now key member of the HR team, working
across the entire value chain of HR
 Showed interest in moving to HR
 Worked actively with the allocations team
 Joined organization in June, 2007
exhibiting strong people skills
 Was an integral part of the team in
South Africa for 6 months
 Got promoted to Associate in Oct’ 08
 One of the consistent top performers of
the group
 Joined Grail in June, 2007

Human Resource Associate Career shift to Human Resource Analyst

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Value Proposition
‘What it is in for me?’

Diverse Industry
Continous Learning
Exposure

Talent Management

Professional Compensation and

Development Growth

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Career at Grail
Talent from World Class Institutes
Grail has a set of extremely talented people with education from world class institutes

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Compensation and Growth
Career Path

Director Skills
 Strong orientation to solve complex problems
Project Manager  Good subject knowledge
 Ability to learn faster
 Strong written and oral communications skills
Associate PM  Strong team player

Characteristics
Project Lead  Self starter
 Strong work ethic and maturity in in
professional environment
Associate  Should take pride in his / her own work
 Have drive and enthusiasm to take initiatives

Analyst Job Location & Salary

 Base Location: Noida
 CTC: INR 4 Lacs per Annum (Fixed)
Management Trainee

August 2010 | Copyright © 2010 Integreon — Confidential 18

Recruitment Process

 Written Test
• Objective: Analytical and Language test
• Subjective: Case study and Self Assessment test

 Announcement of first short list

 Interview rounds: 2 – 3
• Consist of case based studies to assess the problem solving skills and
analytical ability of the candidates

 Final selection

August 2010 | Copyright © 2010 Integreon — Confidential 19

Presentation Plan

 Introduction to Grail Research

 What We Offer

 Q&A

August 2010 | Copyright © 2010 Integreon — Confidential 20

For more information contact:
 Swati Bakshi
(Swati.Bakshi@integreon.com)

Copyright © 2010 by Integreon

No part of this publication may be reproduced, stored in a retrieval
system, or transmitted in any form or by any means —
electronic, mechanical, photocopying, recording, or otherwise —
without the permission of Integreon.
This document provides an outline of a presentation and is incomplete
without the accompanying oral commentary and discussion.
COMPANY CONFIDENTIAL
August 2010 | Copyright © 2010 Integreon — Confidential 21