Infosys ropes in McKinsey to tweak sales plan
The Economic Times,
August 22, 2018
BENGALURU: Infosys chief executive Salil Parekh has roped in global consulting firm McKinsey to help the company refine its sales strategy and help win large deals, two people with knowledge of the matter told ET.
McKinsey consultants are already participating in sales review meetings at Infosys, one of them said.
“The consultants are sitting in the meetings. They have to find ways to boost growth,” this person said, asking not to be identified. The development comesat a time when Parekh has said the IT services company is sacrificing margins for growth. McKinsey has worked with Infosys before and had expanded some of the work it does with the Bengaluru headquartered IT company.
“While McKinsey was given the responsibility of improving EBITDA(operating) margin in the past, the agency has been told to also improve a few other business lines of Infosys,” said another person familiar with the consultancy firm’s role at Infosys. McKinsey is also supporting the IT services major achieve faster cost take-outs across multiple delivery functions, this person said.
Infosys declined to comment on the matter. Parekh has crafted a three year plan to transform the company — stabilise in the first year, build momentum in the second, and accelerate in the third year. Parekh had told ET in an interview that the company had focused on 12 initiatives that will help set milestones on the three-year journey. The milestones range from tracking the growth of the company’s deals pipeline to the number of digital specialists it is bringing in. He had also said Infosys was engaged in conversations with at least 25 clients for large multi-million-dollar deals. Parekh had also said the company had brought in external advisers on its strategy.
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