Management Perspectives

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An ideal prospect

by John Rosso and Mark McGraw
Indian Management August 2022

Busting the following myths-

MYTH 1: You get rejected—that is just part of the job.
MYTH 2: Whether you feel like prospecting matters.
MYTH 3: When prospecting, your job is to sell.
MYTH 4: Your clients and customers know what your ideal prospect looks like.
MYTH 5: Once you hear “No,” the discussion is over.

Latest Articles

Building cultures of adaptability

Organisations often forget that their earliest successes were built on curiosity, creativity, and constant reinvention. As AI reshapes the nature of work, these qualities become essential for survival. Reinvention cannot be delegated to innovation teams or episodic transformation initiatives.

by Dr Helmut Schuster and Dr David Oxley
Indian Management March 2026

Designing work, not decorating it

"Myth 1: Employee experience is about ping pong, perks, and parties—not profit.
Myth 2: HR is in the Employee Experience driver’s seat.
Myth 3: We handled this a few years ago.
Myth 4: An annual engagement survey is enough.
Myth 5: Technology will make work less human."

by Dean E Carter
Indian Management February 2026

More From The Category

Designing work, not decorating it

"Myth 1: Employee experience is about ping pong, perks, and parties—not profit.
Myth 2: HR is in the Employee Experience driver’s seat.
Myth 3: We handled this a few years ago.
Myth 4: An annual engagement survey is enough.
Myth 5: Technology will make work less human."

by Dean E Carter
Indian Management February 2026

The real leadership risk

"Debunking the following myths-
Myth 1: Ego is a character flaw.
Myth 2: Strong leaders are above the ego.
Myth 3: The ego only appears as arrogance.
Myth 4: Ego management is ‘soft’ leadership work.
Myth 5: Managing ego weakens ambition."

by Christie Garcia
Indian Management February 2026
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