Dotting the 'I' WHAT THEY DON'T TEACH YOU AT BUSINESS SCHOOL

Having started to build a company just a year after my graduation, I had no idea that my business school education would come in so useful at every step of the way. Yet there are such critical aspects in building and running a company that cannot be learnt in a classroom.
First is the importance of building relationships. Anyone that was part of the first “sale” by a company will vouch to the critical role that the relationship and trust built with the customer by the founder and the sales team played in landing the sale. Our company was able to successfully execute four strategic M&As in the last two years and the clinching point for each of these was the mutual trust and good faith that we shared with the sellers.

People work with people, and managers need to learn to invest in building these relationships over a period of time and not always look for immediate return on time and effort spent. B-schools tend to overlook this critical human aspect when they teach sales and marketing, strategy and negotiations.

Crisis management is another area where we learn very little in business school. Most companies, especially in their early years, face crises of various types and magnitudes — cash flow situations, senior management attrition, market turmoil and so on. Learning to deal with and overcome these crises is critical to survival and success. At one level, this involves addressing the immediate issue at hand, but at another, it requires re-building of confidence and re-commitment to the strategic direction, which is lost sight of in a crisis.

Third, most management programmes encourage students to take a high-level perspective of things, and less attention is provided to dotting the “I”s and cross the “T”s. It is dangerous for senior management to take their attention away from the detail. A strategy that’s not grounded in basic details may be disconnected from the reality.

Fourth, on a related point in strategy formulation, while it is critical for senior management to stay focused on the strategic direction at all times, they also need to be dynamic in learning from the market, and be pragmatic in refocusing their direction when necessary. The ability to know when to stay on the chartered course and when to change direction based on market responses can be cultivated only from years of experience and is not something that can easily be taught in a classroom.

Finally, most MBA graduates are hard-wired towards success and are not effective in dealing with failure. Personally and professionally, it is when one learns to deal with and learn from failure that the fear of failure vanishes, and innovation and risk-taking start taking root.

The Author:"Kami Narayan" graduated from Harvard Business School