If I want to make a sale, why should I appeal to your head, I should rather appeal to your heart!

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The expectations were something else. We were going to meet 54 yrs old gentle-man who had been a Banker most of his life – and now runs his own financial consultancy. As we approached his Fort office, did not really expect much than receiving some old age gyan, however, so soon we realized that our feelings were changing for better. Adorned with the degrees like B.Com, L.L.B., M.A.(Eco), ACS, A.I.I.A from USA and Ph.D. from UK, here are some interesting insights from Dr.Visswas, Ex-Banker and now Founder of NPA Consults Pvt Ltd..

Dr Vishwas

Q. What is NPA in layman’s language?
NPA stands for Non Performing Asset. In simple words, when any amount due to the Bank remains unpaid for more than 90 days, the account is eligible to be classified as NPA. It’s the borrower’s asset or account that has been categorized by banks as sub-standard, doubtful, or loss asset – as per RBI guidelines.

Q. What services NPA Consultants PVt Ltd essentially offers?
We are your first friend in crisis, God forbid! A Friend, philosopher, and guide that it is. We help you to resolve your legal matters, assist you in arranging alternate finance, suggest you the ways of peaceful settlements (to an extent possible!) with Banks, review and revive your business policies / strategies, so as to reduce your dependence on Bank for all your capital requirements. We, basically, help you come out of your financial crisis.

Q. How affordable are your charges?
More than numbers, it’s people’s good-will that matters. Once we help pulling them out from the dark labyrinth of breathless days and sleepless nights.
Each case is different, needs a tailormade solution. We charge Rs. 2000/- as first time consultancy fees & Rs. 3000/- as documentation analysis. Thereafter depending upon the nature of action mutually agreed upon we quote in advance. In case of alternate finance we charge 3% to 10% depending upon the complexity of the case.

Q. You have been a Banker yourself. How do you see the attitudes and approaches of Bankers today?
That’s an interesting question.
Most Bankers think :
• They have to work for their Bosses and not for their Customers!
• Tend to provide ‘generalized solutions’ – they seem to be really not interested in educating themselves about his/her customer’s nature of business.
• They forget, ‘Banking is an aids to trade, and not the trade by itself!’
• The attitude for rehabilitation and nursing of sick-units has now changed to target-oriented and commercial attitude. It’s like, ‘Instead of treating the sickness, let’s kill the sick!’ The best way to reduce NPA is to eliminate NPAs.

Q. How do you define Entrepreneurship?
Well, we know that there are 4 factors of Production, or Business, as per the fundamental economic principles. These 4 factors are :
1. Land
2. Capital
3. Labour
4. Entrepreneurship
Now, if you study these 4 factors, you’ll find that land & capital are more of passive elements i.e. they do not really contribute themselves. Instead, labor & entrepreneurship are your active elements. Between these two, labor is nothing but the extension of entrepreneurship when an entreprenure deskill & delegate it become laboure. So I say that the only active factor of Production, or Business, is Entrepreneurship.
Once you open the entrepreneurial attitude, capital is nothing but discounting the future profit. So it’s an Entrepreneurship vision, that creates a business opportunity, and that business opportunity means profit creation. Well, but from where the profit creation comes? It comes only with a value addition. So the simple equation says that the essence of any business is a value addition. And when you provide value addition, you automatically create profit. And capital is nothing but discounting of future profit. And once capital is created, your other issues will fall in place. It’s all inter-dependent.

Q. What do you think are the issues with the Entrepreneurship today?
What I always see is that Entrepreneurship is there within everybody. Since birth. It’s nothing something you can learn into the class-room. It’s just that culturally we are left far behind to break into one – we have to discover that, we have to get it out!

Q. How does one go about ‘Selling’ as a whole?
How Profit comes? Profit comes out of Sales. Minus Cost. There is a Limitation for the Cost. How much can you put it down? you cannot make it zero or negative. So there is a limitation. But there may not be a limitation of the Selling Price. Now how do you define selling price? If you know how do you make a purchase, then you’ll be able to know how can you sell.
So what every Human being does is whatever resources he has, he prioritizes using those resources – and while doing that prioritization, he mentally calculates what is called consumer surplus. So the real challenge I see is the creation of consumer surplus and not determine the price of the product.
For example, I want to sell this chair. My cost is say 1000 Rs, and I want to sell it at 10000 Rs. Now, if I say that this chair is made out of this technology, that technology, so and so, who’s going to buy it? But with entrepreneurial attitude, I would say, when Michael Jackson was here in India, he used this chair! So what are you selling? When you make your product as a by-product of something, sales become easy. And that creates the highest consumer surplus. And creating consumer surplus is purely a psychological issue.
There are certain things I talk people don’t agree, whatever decisions you have taken in your lives, go back and check them, you have taken the decisions by heart and then justified them by head! So if I want to make a sale, why should I appeal to your head, I should rather appeal to your heart!

Q. What advice you would give to young entrepreneurs who’re tired of approaching several investors?
I’ll answer this in one line – what you sell to them is very important, and how you sell too.

Q. What advice you would give to people who say that they have a great idea but they don’t have funds?
Aah! You have a good idea, that is why you have to go out and create funds for it.
You have to know how to sell your idea. If you are not able to sell your idea, you won’t ever be able to sell your products. I really don’t see a point when somebody is giving you money as a charity and then you build your business with that!
I can give you number of examples, with Rs.101/- or with even 1 Rupee, I have made them starting something and create crores of rupees. And there is not one example. There are many of my clients who have experienced What I say.
Yes, in my Life, with 101 Rs, I have created crores of rupees for many people.

Story as Shared by –
Dr.Visswas , NPA Consultants Pvt. Ltd

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