Chapter 15
NV “Tiger” Tyagarajan
President and CEO, Genpact

The best predictor of your future is not past performance; it is the combination of your past, your willingness to accept your gifts and deficiencies, your willingness to commit to a plan in which you leverage your gifts and address your deficiencies, your willingness to execute your plan, your willingness to be vigilant to the results you achieve, and most importantly your willingness to course correct continuously.

—John Mattone

NV “TIGER” TYAGARAJAN GREW UP in the culturally diverse city of Bombay, India, where more citizens were from “somewhere else” than in any other Indian city. From his early days in school to his college life, this would become important as it informed his life in a profound way. A small family of five, the Tyagarajans were close knit and committed to education.

Luckily, a good education was attainable at only one dollar a month. And not only was Bombay full with people of all nationalities, but it was rich with various religions as well, a true metropolitan city. In classes of up to 60 students in the local Catholic school, sometimes 10 languages were spoken. There were Catholic students, Muslim students, Hindu students, and Jewish students, all speaking English. Tiger didn't know it at the time, but it was a tiny microcosm of his future life in New York City.

After these formative educational years, Tiger did his undergraduate studies at the Indian Institute of Technology in Bombay, studying mechanical engineering. Tiger was a natural, excelling at the logic-driven approach an engineering degree required, and yet he felt a mild dissatisfaction with mechanical engineering. Like many future leaders, the gut instinct would be an insight into his future. Tiger realized very early on that his passion lay not in machines, but people.

To earn a master's degree in marketing and finance, Tiger attended the prestigious Indian Institute of Management, spending two idyllic years in what seemed to be the perfect fit. He was able to use his love of numbers for finance combined with his passion for people to drive the marketing needed to bring people to the products they needed.

A sweet spot was found.

Straight out of grad school, Tiger started working for the Indian subsidiary of U.S.-based Chesebrough-Ponds, selling, of all things, cosmetics! After just seven years with the organization, which had been recently acquired by Unilever, Tiger's sales management responsibilities included the country's largest region, accounting for a whopping 40 percent of Chesebrough-Ponds' sales.

Those years proved to be heady and intense—a great training ground for single product marketing. But it was time for a change in course, so Tiger set out to enter the world of financial services. When offered a position with Citibank's retail mortgage lending business, he accepted. In six different jobs in three years at Citibank, Tiger was almost instantly tagged as the “cleanup guy,” the person designated to clean up various messes, often very serious. His most effective strategy for doing so? Attracting then developing a team of A players.

Around the same time, GE Capital announced plans to set up a financial services company in India. Tiger, a fan of Jack Welch, knew that he could build a career in a company as big as GE, where he could move from one company to another within the organization over the course of his professional life. He joined GE Capital India as one of only five employees in India, head of risk for consumer lending.

As planned, Tiger stuck with GE, eventually relocating to New York in 2002 as global head of operations and Six Sigma for GE's commercial lending business. Finally, Tiger joined Gecis, which is now Genpact.

Based in New York, Tiger is credited as one of the industry leaders who pioneered a new global business model and transformed a division of GE (formerly GE Capital International Services) into Genpact, a leading business process management and technology services company with $2.28 billion in annual revenues in 2014. With nearly 68,000 employees across 25 countries, Genpact designs, transforms, and runs intelligent business operations, including those that are complex and specific to a set of chosen industries. The company generates impact for more than 800 clients, including more than one-fourth of the Fortune Global 500 representing key vertical industries. Based on the company's GE heritage and Lean Six Sigma DNA, Tiger spearheaded the development of Genpact's Smart Enterprise Processes (SEPSM) proprietary framework for making business processes more effective and driving transformation for global enterprises. Genpact is publicly listed on the NYSE under the symbol “G.” Tiger is a Genpact executive officer and serves on the company's board of directors.

Tiger frequently writes and speaks about global talent issues, continuous skill development, and the importance of building a strong corporate culture. He is also passionate about diversity and serves as one of the founding supporters of the U.S. chapter of the 30% Club, an organization of CXOs focused on achieving better gender balance at U.S. companies. Tiger is also a member of The Wall Street Journal CEO Council. I talked to Tiger (Skype) while we were each seated at our respective desks, both littered with far too many electronic devices.

JM:

Thank you for speaking with me, Tiger. I'm so pleased to have you participating. We have CEOs from all over the world in this book, and it sounds as if that is an issue that is important to you.

NVT:

It resonates completely with the way I view my job. I'll often answer the question, “what is the one thing that keeps you awake at night?” It's a standard question that people ask CEOs and my answer has always been, “first of all, I sleep well at night. I sleep actually for a very short time because I believe sleep is a waste of time.”

JM:

It's fascinating.

NVT:

I love saying this.

At the age of 90, when I'm on my deathbed and I'm beginning to say good-bye to the world, I'll sit back and think about how I've spent those years. Do I want to say that 30 years of my life, I slept? No. I'm scratching my head and saying how bizarre is that?

Particularly if you also have the view that even on the last day of my ninetieth year, I'm still learning. And I think, why should I waste time sleeping? Of course, my wife has a big problem with that discussion.

JM:

How many hours do you sleep at night?

NVT:

Often it's four. But you know, more like five is what it ends up being because there are times when my wife comes into my room and says, “okay, it's time for you to go to sleep.”

JM:

Well, we're alike. I sleep about five hours a night, too.

NVT:

Yeah. I'm also a very, very early morning person. The second part is that I sleep really well; nothing worries me. The only thing I wonder is how do I wake up in the morning and know that the culture of this place is maintained. We pride ourselves on our ability to change and morph as the world changes. And I worry a lot about how I maintain it as the company becomes bigger. To me, that's the single biggest question that I grapple with.

JM:

This is good.

NVT:

So if I go to the C-suite of my clients and I ask them, “Tell me the one or two things that are different about us, that you like about us versus many other things.” They'll have a long list of things that they don't like about us. But they say the one thing we love about you guys is your culture. Then they would go on to explain what the differences are.

JM:

Tell me about your early markers. What were some of the things that propelled you in the direction that you have gone in?

NVT:

I'm a big believer that history and experiences determine who you are and that applies to individuals, businesses, institutions, countries, everything. So I grew up in the city of Bombay all my life until I went to college. I spent all of that time in Bombay. We were a small family, my parents and a younger brother who was two years younger than me and a sister who is 10 years younger than me, just the five of us.

And as you may know or may not know, Bombay is probably—more so in the days I used to be there growing up in the '70s—much more of a metropolitan, cosmopolitan city than any other city in India. I think today a few other cities are, halfway, 80 percent there, Bangalore, for example, and Delhi, but in those days it was only Bombay. So Bombay had a mixture of people coming from all parts of India, so there's not one group.

And it had probably a larger population of people from outside of India than any other city in India. Again, today probably Bangalore has a good number and so does Delhi. But in those days, Bombay had the most. So why is that important? It's important because from the time I went to school, I dealt with people who came from extremely different backgrounds.

JM:

Amazing—clearly that early experience served you well. So after your MBA, what was your first job?

NVT:

My first job was to be the sales trainee in a company called Chesebrough-Pond's, which then subsequently, two years into my employment, was acquired by Unilever. In my seven years in that company, I joined sales. The power center of the company was sales. And I joined the sales team as a management trainee. And again, I thought that was great learning. To me, the single biggest learning when joining a team, you come in—you're 22 years old and you're given a territory and you have 10 sales reps who are part of your team and you are the sales leader.

JM:

And you're young.

NVT:

The sales leader, at the age of 22 or 23, you're a complete rookie. You've never worked in your life. And you have a team of 10 people ranging in age from 35 to 59.

JM:

It's tough.

NVT:

Very. So you've got to start by finding a way to build a relationship that cannot start by saying, “I'm your boss” because if you do that, it's game over.

JM:

Yeah, absolutely.

NVT:

And I've realized that—you know, very quickly I realized within the first couple of days talking to people that there's just one person in that group of 10 who is 59 years old, who was considered to be the absolute godfather of the company—he has mentored everyone in the company, ranging from the big guys to the little sales guys and he was extremely experienced and was highly opinionative and was an ultimate egoist.

Within the first 48 hours I walked up to him and I said, “You know, I really need to learn a lot. I don't know anything. I know that I'm supposed to be your boss, but you know this and I know this that I can't do anything unless you teach me. Are you willing to teach me?”

JM:

What a critical step in your development as a human being, right? That is a future CEO; that was pivotal.

NVT:

I did not know it would make that big a difference. I thought I had no option. He was chopped off his wits. So he actually took me under his wing and said I was like his son. “And I'm going to make you successful.”

JM:

I love the story. This is so powerful. Talk to me about the work that you've done as a CEO. It's my belief that culture in any organization starts in the C-suite, starts with the CEO and the C-suite. What do you think?

NVT:

No question. Zero chance of it being any other way. With a couple of exceptions, I suspect, you know most corporations, businesses, particularly in the western world, I think that's a given. The CEO and the C-suite is where it starts. They are the culture keepers.

JM:

Talk to me about the culture at Genpact. Tell me about what you've done along with the C-suite team to create and nourish the culture.

NVT:

I'd start by saying that we were extremely fortunate to be born as a subsidiary and as an extension of GE. I consider it to be one of the best corporations to have ever existed, particularly from a leadership and a culture perspective.

Even though we were an outpost in India, much of what we did was Jack's doing. I learned a lot from his example. At some point in time when we were four years into that journey running financial services for GE Capital in India, we decided to set up this business, which is to provide services to GE Capital businesses in the U.S. and globally and, over time, services to all the GE businesses. This was the business we set up.

And very early in that journey, a lot of the culture that we embodied was the GE culture. So what was that? An intense focus on process, which means that if you have a problem that you're trying to solve or if you have an opportunity that you're trying to attack, one of the best ways to go after it is to deconstruct it—deconstruct the process that gets you to the answer, the from and the to and then get down to the deconstructed, granular layout of that process.

And then check out what's working, what's not working, how to improve it. It coincided very nicely with my engineering background and engineering thinking.

JM:

Perfect, absolutely.

NVT:

One of the tools that we picked up early in that journey was Lean Six Sigma. Jack had launched it in the mid-1990s. We were green, starting from scratch. So our ability to actually inculcate Lean Six Sigma culture within an organization that we grew organically was so much easier than trying incorporating it into an existing culture.

We had the easy job of building an organization from scratch and immersing them in process thinking, metric student thinking, in order to drive improvement using things like Lean Six Sigma.

The other part of our culture would be a culture that says everything can be continuously improved, it never ends.

And so the culture of continuous improvement again, correlates to curiosity. The word that we use and we've now used it for 15-plus years to describe our customer focus is maniacal focus on the client.

JM:

Love that, Tiger!

NVT:

I actually tell people that what it really means is that when it comes to the client, we have to get mad about it.

We have to behave irrationally. Rational decision-making, when it comes to client, is actually not a good thing.

JM:

I love this! This is great. You're outside the comfort zone. You're pushing people outside the comfort zone to think differently and act differently.

NVT:

And the third one that intersects both these is an incredible metrics-driven culture. When it comes to maniacal focus on the client, we picked up a metric, net promoter score, and we've used it now for 15-plus years to measure client satisfaction.

JM:

Tell me about how you view talent in the equation of driving the kind of culture that you've created and you must sustain. Talk to me about how you view talent in the equation.

NVT:

It's a great question, John. For us, talent is the nature of our business. At the lower levels of the organization, it's important to look for skills and knowledge in certain specific areas when we hire people.

However, I think deep in the organization, we would all still argue that given a choice, it's better to find a person who is hungry to learn and capable of learning versus someone who may not be very good on those two dimensions, but knows exactly what needs to be done in that space.

Our belief is that what you know today is guaranteed to be irrelevant tomorrow. So what qualities are imperative? One is willingness and the other is the capability. And are you passionate about it? For us, that becomes important. And that correlates well with curiosity, with inquisitiveness, with complete humility.

I'm really looking for inquisitiveness, curiosity, learning, desire, passion, and all of that. And obviously you know, all of that, the ability to work with a broader group of people in order to be able to drive that.

JM:

I love that. Give me a sense of when you look at your younger leaders, because I know that you've got a lot of young talent in the organization, what are some things that you're doing to strengthen your leadership skills to ready them for the Genpact of the future, you know, the next 5 to 10 years. What are you doing to help them?

NVT:

I am fortunate to have grown up in the world of GE, where leadership development and talent development is one of the key things that they do well.

We learned a bunch of methodologies, tools, and programs from them in the first seven years of our existence as a part of GE. And the last 11 years, we've been an independent company. We have a strong hierarchy of programs that we run starting with very young team leaders. How do you coach them and train them, both in and out of a classroom setting? It's all about experiential learning from each other.

So 50 people in the room go through a two-week program that arms them with the methodology and the truth that hone their skills to be able to manage teams better.

We spend a lot of time bringing people together into these programs. We have a pretty significant investment in these programs. Our leaders spend time teaching the program.

JM:

Yes, wonderful. I think that's great. It makes them stronger leaders.

NVT:

One of the behaviors that we search for—and a lot of behaviors surface in these programs—is someone who can say, “I just found an answer to something and I tried doing it and I found that it works and I love it. And I'm going to tell everyone about it. And I'm going to teach people about it. And I'm going to share and I'm going to invite them to come and ask me and my team and they can connect and learn and go away.” They have a generosity of spirit for the greater good of the organization.

So that's one behavior that we love, which is share your wins and losses continuously so that everyone can learn.

JM:

I want to go back to your point about cultural transformation. The stronger the culture, the more difficult it is to change. Give your perspective on your experiences with Genpact and transforming this big company every day. How are you doing this? How are you navigating this?

NVT:

Cultural change is continuous. There are times when it has to accelerate because of a series of events, the way the world is changing. I think the world is in the middle of one of those big changes. You can attribute that to technology. You can also attribute it to one of the beliefs that I have which is the world is extremely volatile and uncertain. And that's the nature of the world of today and tomorrow. It's not going to change.

Part of the reason it's so volatile and uncertain is actually technology, because the moment you have cycles of change being so short in terms of new things, the new destroys the old. By definition you have volatility.

But if you go back to one of our tenets of our culture, it's process, it's discipline, it's execution, it's say-do ratio—when I promise something, I deliver it. That is a way to address the chaos. There are no questions asked. That's the culture we have. And our clients love that culture.

And then you combine that with a culture maniacally focused on clients. The client is often right. And therefore, listen carefully to the client and find a way to execute to it. That's the culture we have.

But here is the problem with that culture in today's world that I'm trying to change: Our clients are beginning to say, “you should tell me when what I'm asking you is completely wrong. You should tell me when I'm an idiot. You should tell me when you are unwilling to accept what I'm asking you to do.”

This is a shift. Now the clients are not saying, “I'm the expert,” the clients are saying, “You are the expert.” That's a big cultural change and our teams are grappling with the combination of both. It doesn't mean you give up the say-do ratio, it doesn't mean you give up the client focus and promise, but it does mean you have to figure out how to incorporate the change.

JM:

In your mind Tiger, what's causing the client shift, because that's a big shift. What's causing that?

NVT:

It's mostly evolution, but it's also partly that patience is limited. The clients are on a path of change that is far more rapid than it used to be. For them, two years is too long. They don't want to go through a two-year process.

So, that's one culture change. The other culture change is a shift in vision: people want to be presented with the dream. They want to be sold on the next most beautiful, best thing. It doesn't matter if that thing doesn't yet exist, they're willing to get in line. And that's a big shift. Selling an aspiration, a dream.

JM:

This has been amazing. What do you want to say to the younger people about them getting on a pathway where they unlock greatness in themselves? What are some of the things that you've learned that you want to share with the world?

NVT:

One is that I don't believe that you have to follow your passion.

JM:

No? That's certainly unconventional wisdom.

NVT:

So often young leaders are so paralyzed by choosing the right job, the right industry, the right position. The truth is, you don't know. The only way you'll know what's right is by doing. Once you're out there, you're going to figure out where your passion is.

And the other thing that I tell them is do not choose based on short-term material numbers, because there's going to come a time when you actually realize it has not advanced you to where you need to be, to where you want to get to.

Compounding long-term makes a huge difference. Step functions make a huge difference. And therefore, if you chart your career over 30 years and if your goal is be something big, to create wealth, then do not necessarily jump into the one that's the highest paying today, because that may not be the best path.

You must follow the path and the passion and then be flexible and nimble and move in different directions.

The last thing is start by saying you don't know anything. The end of your college is not the end of your learning. I do think that one of the dangers in society today (and I think the United States probably has the biggest danger of this) is people think about lives as 20 years of learning; 40 years of contribution, both to companies and society and to oneself; and then 20, 30, 40 years of so-called retired life.

That thinking creates a situation wherein we have a stagnant workforce that's unprepared for the new world.

We live in a dynamic, changing world. The only way to thrive is to be willing to learn anew every day, to have a childlike curiosity and sense of wonder, to approach adversity with humility, and to never waste a moment.

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