Incorporating philanthropy and love of helping others

Arun Kumar our consultant managing the role
Posting date: 13 May 2021

About Me

 


I hail from the picturesque Himalayan region of Himachal Pradesh, Northern India. After my Bachelors in Maths Honors, I completed my MBA in HR and Marketing at a Business School in New Delhi. I met my wife, Neha there and we have been together for the past 8 years.

I always try to be straightforward to the extent of sounding blunt at times. I am a keen learner and try to learn from every experience. I try to incorporate philanthropy and love helping others.

Cooking and reading form part of my hobbies. I also play badminton and cricket whenever I get the chance to.

 

Early Career

I started my professional career with Vinci Energies + Cegelec Oil & Gas, as a Recruitment Process Outsourcing (RPO) consultant. I was responsible for the Oil & Gas business. To further develop my expertise, I undertook training in Petroleum Exploration and Production.

 

I next moved into a business development role focusing on renewable energy, manufacturing and the EPC sectors. I honed my skills in bidding, proposal making, negotiations and new business acquisition. I worked on a successful strategy to connect with C-suite professionals. Some important lessons learned during this time, were the ability to keep an open mind, and generating ideas, testing there validity until they proved to be a sound solution for the client’s requirements.

 

My story with TRS Staffing Solutions

 


In August, 2019, I got an interview call from TRS Staffing Solutions (TRS). The interview was with Abhilasha Gupta (TRS India Manager). I had heard a lot of positives from my network about Abhilasha and was already looking forward to the meeting. She has a very a good understanding of the staffing industry and has worked her way up into her current role. We discussed workforce staffing contracts, business forecasting, commercials for staffing contracts, GM calculation tactics, referencing, market and many other topics. The meeting went very well and I joined TRS as a Business Development Manager.  


Exciting day one and further induction.

On my first day, apart from getting introduced to the Gurgaon team, I made a call to one of my old clients. By the evening I had received my first project with 11 contractors! The proposal was sent earlier in the day. It was a special day for me.

Apart from my interactions over emails and calls, I met Martin Foulser (TRS Business Line President). I got to know more about the organization’s vision and mission. His elaboration further helped me to build confidence to set my own targets and a direction to strategically achieve them.

Subsequently, I met with Mike Innes (TRS Regional Director, UK, Ireland, India & the Middle East) and accompanied him on several client meetings in Southern India. I got a chance to learn from his way of communication and strategizing.

 

My Business Model for Success

I passionately believe that the candidate - contractor relationship is the future of the Staffing Industry. I have gained a strong understanding of how to meet the needs of candidates, contractors, and clients by negotiating deals which are fair to all parties. To achieve this, I have created various types of workforce staffing contracts, commercials and cost proposals that offer the flexibility my customers are seeking for their businesses and markets.

 

Successful Sales in Staffing Requires a Multi-Level Approach

Staffing sales often result from establishing relationships with the client’s HR management team. However, it’s important to build relationships with other client managers. Taking a multi-level relationship approach to sales is often critical to winning new business.

I take a multi-level approach, targeting the client’s senior management as well HR. By doing so I get a deeper understanding and insight into their business and strategies. By pursuing this strategy, I can offer the client a tailored solution which understands the needs of all client stakeholders.

I also make extensive use of referrals to gain introductions to new clients, these can come from Fluor managers referring me to their external client contacts. It also helps that TRS is a global business, which gives me a further edge when selling to international clients based in India.

 

Urban Solutions

TRS is a business line of Urban Solutions. This generates plenty of interest from the external market with clients enquiring about TRS and the services provided by Urban Solutions. I ensure that my sales pitch covers Fluor’s world-wide credentials for ethical business, quality, and safety. By doing so, my customers can see that TRS is a serious and credible contender for their business. Businesses that are looking for open and transparent business relationships are keen to partner with us as global presence and strict adherence to regulatory compliances are seen as key value differentiators for them.

 

How are we different?

Pitching for client business based on TRS capability, expertise and Fluor’s credentials, has helped me win new business. Clients recognize that TRS is different to most of our competitors who make up the Indian staffing industry. They see that we are uniquely placed to offer better services across our scope of supply.

 

On several occasions, clients were pleasantly surprised to learn of our differentiators from those of our competitors and some even remarked “Why didn’t you approach us earlier?”

All clients, big or small, value the best possible business deal. Our endeavour is to bring that to the table.

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