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Conquering the Chaos: Win in India, Win Everywhere by Ravi Venkatesan

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9
Leading the Paradigm Shift

You can’t find new land with an old map.”

—PROFESSOR C. K. PRAHALAD

Vince Forlenza, chairperson and CEO of New Jersey–based medical devices manufacturer Becton Dickinson (BD), was thinking about his recent review of the company’s India business with his executive team and BD India’s country manager Manoj Gopalakrishnan. Since 1998, the India team had built a capable organization and a powerful brand, and delivered good financial results. Bullish about growth, the India team had proposed a strategy that in five years would make India one of BD’s five biggest markets and contribute nearly 15 percent of BD’s global growth over the period. Faced with headwinds in the United States and Europe, that was exactly the kind ...

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