A Summer Internship Project

Report On
“LEAD GENERATION & CONVERSION THROUGH
TELECALL & INTERNET MARKETING”
At

By
RAVI RANJAN
MBA-II (MARKETING)
BATCH (2019-21)
Under the guidance of
Dr. SWAPNALI BHOSALE
Submitted to
Savitribai Phule Pune University
In partial fulfillment of the requirement for the award
of Degree of Master in Business Administration
(MBA)

ARIHANT INSTITUTE OF BUSINESS MANAGEMENT PUNE-411021

 Certificate

This is to certify that the Project Report entitled LEAD GENERATION & CONVERSION
THROUGH TELECALL & INTERNET MARKETING in TMHM Pvt Ltd Prepared by

Ravi Ranjan is a student of Second Year Masters of Business Administration

(M.B.A.) Semester - III course Academic year 2019-21 at Arihant Institute of Business
Management (AIBM), Pune – 411021

To the best of our knowledge, this is an original study done by the said student and
important sources used by them have been duly acknowledged in this report.

The report is submitted in partial fulfillment of Masters of Business Administration

(M.B.A.) syllabus as per the prescribed guidelines of Savitribai Phule Pune University of
Pune.

(DATE ) ( INTERNAL ) ( AIBM

GUIDE DIRECTOR)
 TABLE OF CONTENT

Serial No. Contents Page No.

1. INTRODUCTION

2. OVERVIEW

3. THEORETICAL BACKGROUND

4. OBJECTIVES

5. RESEARCH METHODOLOGY

6. DATA ANALYSIS , RESULTS AND INTERPRETATION

7. CONCLUSION

8. LIMITATIONS OF THE PROJECT

9. RECOMMENDATIONS

APPENDIX
BIBLIOGRA
10. PHY
 INDEX OF TABLE

S.No Description Page No.

Table 1: TABLE SHOWCASING OF RESPONDENT CLASSIFIED

1 UNDER GENDER BASIS

Table 2: TABLE SHOWING DISTRIBUTION OF RESPONDENT

2 OCCUPATION

Table 3: TABLE SHOWING DISTRIBUTION OF ANNUAL INCOME OF

3 THEIR FAMILY

Table 4: TABLE SHOWING DISTRIBUTION OF EXPERIENCE IN

4 COUNSELLING SESSION.

Table 5: TABLE SHOWING DISTRIBUTION OF COMMUNICATION

5 BETWEEN CHILDREN TO PARENT

Table 6: TABLE SHOWING DISTRIBUTION OF COMMUNICATION

6 BETWEEN PARENTS TO CHILDREN.
Table 7: TABLE SHOWING DISTRIBUTION OF UTILIZING
7 CONSULTANCY SERVICE FOR COUNSELLING SESSION AND OTHER
THINGS
 ACKNOWLEDGEMENT

Primarily I would thank God for being me able to complete this project successfully with in time.
Then I would like to thank our project guide and our internal mentor Dr. Swapnali Bhosale whose
valuable guidance has been the ones that helped me patch this project and make it full proof success his
suggestion and guidance has served as the major contributor towards the completion of the project.

Then I would like to thank my organization mentor Mr. Kamal Pabha who gave me direction how
to complete the project, how to deal with difficult situation. He gave me the knowledge of all product of
Organization due to which it became a very easy for me to complete this report in a given time period.
 DECLARATION

I do hereby declare that this project work entitled “LEAD GENERATION & CONVERSION
THROUGH TELECALL & INTERNET MARKETING”
Submitted by me to the ARIHANT INSTITUTE OF BUSINESS MANAGEMENT AFFILIATED
TO SAVITRIBAI PHULE PUNE UNIVERSITY of the partial fulfillment of the requirement for the
award of Master of Business Administration (MBA) is a record of my own research work. The report
embodies the finding based on my study and observation and has not been submitted earlier for the
award of any degree or diploma to any in institute to any university.

DATE: RAVI RANJAN

 EXECUTIVE SUMMARY

This was an attempt to throw some light on summer internship experience which gives us idea about how
theories are very different from its Practical Implication. This project report throws light on the reasons behind
customer‘s decision of choosing TMHM Pvt Ltd for purchase of its services and various other products from
online outlay is one of the emerging players in the Indian education industry which offers a deep insight to its
business model and industry. For completion of this report various surveys was conducted and for the fulfillment
of the legit questionnaire a sample size of 100 clients depending upon the duration of limited time. Among those
who were interviewed consist of housewives, parents, and many high school student. Though the sample size
considered was small but it was so varied in order to overcome all the odds. Random stratified sampling method
was considered to be best suited to fulfill the project hypothesis. A structured questionnaire was constructed in
order to measure the responses of respondents. Primary data collection was done through questionnaire and
interviews and Secondary data collection through company websites and various previous research reports.
Through survey effect of various factors like ambience of internet connectivity, flexibility in price and different
extraneous institution.
CHAPTER 1
 INTRODUCTION
A consultancy firm is a firm providing placements or job to the individual in a specific or varied industry. The
primary purpose of a consultancy firm is to provide jobs to the candidates according to their requirements.
Consultancy firms in essence are hired for a variety of purposes starting from something to be as straight
forward as researching a new market, technically challenging as designing and coding a large manufacturing
control system, as sensitive as providing outplacement services for the HR department, or as a sophisticated as
totally rethinking the client’s organization and strategy. Their expertise in the chosen field not only makes them
suitable but also due to exposure to other clients and similar problems in the same industry aware of best
practices as well as probable solutions. The ultimate aim is to understand the root of the problem and provide
solution that is both cost and time effective and performance enhancing. The management consultancy industry
has seen rapid growth and development since 1980’s with more than 20% growth rates.

This Report presents a focal point of this exorbitant Consultancy Industry and how it works Oscar Wilde
was known to say that he had only one use for advice: to pass it on to someone else. Over the Years, the Indian
consulting industry has seen a substantial growth, not only in terms of size, but also in terms of the service
offerings. In recent years, the demand of specialist consulting services is being immensely sought by customers
in India, which has eventually opened the opportunity for a large number of consultants to help businesses with
expert knowledge base and resources. Due to constantly increasing demand, the industry is estimated to
grow at a compounded annual growth rate of 30 percent to become a Rs 27,000 crores industry by 2020,
as per the reports of The Associated Chambers of Commerce and Industry of India.
Business and management consulting in India has breached $11.5 billion, or Rs. 73,800 crores in revenues
this year, and is forecasted to register continuous growth over the next few years as per new estimates.
Business consulting is a broad field, covering a spectrum of consulting activities including finance, advisory,
management, digitalization, implementation and strategy, among others. Having reached the $11.5 billion mark
this year, the Indian business consulting market is due to book further growth over the next year, with Statista
analysis now forecasting the market to rise over the $12 billion threshold by 2018. The growth is consistent with
a trend over the last few years which has seen the Indian management consulting sector having registered an
average growth rate of 6.75% since 2013.
As of now, there are about 6000 consultancy firms in metropolitan cities including Delhi (25.7 percent) followed
by, Mumbai (25.5 percent), Chennai (12.1 percent) and Kolkata (9.1 percent). Moreover, service sector
contributes more than 50 percent to nation’s GDP. Besides, there are around 2000 R&D institutions and
laboratories supporting several domestic consultancy organizations directly or indirectly at a reasonable cost.
This fast growth of this sector in India is largely attributable to improved investment activities because of low-
cost structure, entry of many big players into the Indian market, relaxation of previous FDI restrictions, and
strong capabilities in areas like IT, management, civil engineering, telecommunication, petrochemicals, power
and metallurgy. The steady growth will ultimately lead to expected rise in hiring activities.
The Consulting Industry in India is growing at fast pace and soaring new heights all across the world.
This time, it is required to make an action plan to exploit the tremendous potential available for growth of
consulting market. Also, there is a need to strengthen the framework of Indian consulting industry by embracing
innovation, nurturing talent, improving the quality of consulting services, and enhancing consulting skills. 
The Demand of Consulting Services in India
Due to the involuntary reduction in workforce, many organizations lack the technological, strategic and project
management abilities to handle market and technical changes in the ever growing market. Therefore, currently,
the business world desperately needs consulting assistance.  It is projected that by the next three years, there
would be more than 2.2 lakh people getting employment in almost 10,000 consultancy firms across the
nation.
Owing to the shortage of enough qualified people, some consulting firms have already devised creative solutions
by launching their own accredited MBA programs. Many people are inclined towards this profession because of
its heightened demand and visibility, along with enticing salary packages.
The Major Strengths of the Industry
The major strengths that set Indian consultancy firm above the consultancy organizations of developed
economies are professional competence, low-cost structure, high acceptability, flexible thinking, high
learning agility, strong interpersonal skills, focused approach and overall business understanding. Moreover,
their expertise in diverse areas and familiarity with the local conditions are a few other reasons that help them to
score over the global players. However, the Indian consulting sector has some shortcomings, which have been
hindering the export growth such as limited local presence in a foreign country due to lack of intensified market
expertise, low quality assurance, low brand equity, lack of strategic tie-ups, insufficient international experience
of Indian Consultants working overseas, and low level of R&D. Despite these limitations, the consulting sector
in India is responding creatively to the changing needs of the clients and seeking innovations to meet their future
needs.
The adoption of best practices data warehousing, knowledge management tools and internet ensures the faster
growth of this industry in near future. Despite the expansion of the consulting organizations, the size of
individual firms is growing in response to another industry trend. Consulting firms that are unable to compete on
size are trying to fulfill the client’s requirements by outsourcing their project to another firm while maintaining
responsibility for the overall project.
Management Consulting Industry– A Major Contributor
Indian management consulting industry is one of the fastest-growing industries, fuelled by the advancement in
technology and rapid adoption of mobile devices. This sector includes areas like telecommunications, e-
commerce, software designs, hardware systems design and implementation, intranet and internet schemes and
functionality, and website development and operation. The multiple layers of management consulting sector
cater to a distinct set of needs. TCS, Wipro, Infosys, are a few major IT industries in India competing with major
contenders in the global IT sector.
Challenges for Indian Consulting Organizations
Keeping in mind the differences of the domestic market in India with respect to the Global market, the major
challenges Indian Consultants usually face in India are:
Competition and differentiation: The biggest challenge for the Indian consulting firms is to compete with the
global players in the market. There is need for Indian consultancy sectors to define their specializations and
differentiate themselves from their competitors.
Adoption of New Organizational design: With increasing globalization of consulting firms, Indian consultancy
sectors need to adopt new organizational design that best suit their contexts and identities.
Outsourcing to India acts as a challenge as well as driver: Though outsourcing assists development and
globalization, many Indian consulting firms find that it restrains their growth in the outsourced regions.

CHAPTER 2
 INDUSTRY AND COMPANY OVERVIEW

Consulting as a profession or formal business didn’t formally come into being until the late nineteenth century.
True, the biblical kings had prophets and the Greeks had their oracles; Mauryan Emperor Chandragupta had
Chanakya, and Akbar had Birbal. Even the mafia had their consigliere. But consulting took institutional shape
only around the Industrial Revolution. The first recognised consulting firm was established in 1890 by Arthur D.
Little, and it specialised in technology. In 1898, Coopers and Lybrand (today’s PricewaterhouseCoopers) was
set up for accounting consultancy. In 1914, Booz Allen Hamilton became the first management consultancy to
engage with both the government and the industry. In the same year, 1914, Arthur A. Anderson founded an
accounting practice that onced employed the largest number of consultants. The Enron scandal pulled it down.
But its consulting division (now Accenture) was hived off before the implosion happened. James O. McKinsey
established McKinsey and Company, the first exclusive management and strategy consultancy, in 1926. After
the death of McKinsey in 1937 at the age of 48, his associate, Marvin Bower, ran the firm. Bower boosted the
professional status of consultants by insisting on their using appropriate business language; it was he who started
the practice of hiring business-school graduates in place of established management consultants. Consulting
firms played a significant role during the Great Depression in the 1930s, when companies sought their wisdom
to put their troubles behind. Good times came again for consultants during the end of World War II, when they
were gratefully remembered for their wartime assistance to the government. After Cold War ended, when
businesses began to look for opportunities overseas, they sought the help of consulting firms to do well in the
new market. The strategies the consulting firms developed made their way to the curriculum of top business
schools around the world. The new MBAs paid them back when they started their careers and rose up the
hierarchy: they brought in more consultants. However, consulting firms have had to face two major setbacks
since 2000—the dotcom crash (2000-02), when high-tech and dotcom companies were forced to let them go,
and the credit crisis (2009-11), when most Western governments, heavily under debt from trying to fund
financial companies out of their troubles, were forced to cut down on their dependence on consultants. They
have recovered, but not fully. The growth rate in the US is yet to pick up, the Arab countries are still only
recovering from the drop in oil prices, and the Chinese story has taken a sombre turn. However, Indonesia,
Singapore, Taiwan, and South Korea seem to be doing well enough to contract consultants for many projects.
Despite its predicaments, the consulting industry, in 2014, recorded revenues of nearly $415 billion worldwide,
from all types of consulting, including management and strategy consulting, information technology, other
technical and scientific fields, and human resources. Of this, the US accounted for about $191 billion.
Accounting services brought in an additional $152 billion in that country in the same year. According to
Plunkett Research, global revenues from consulting will soon be around $449 billion. India’s consulting and
outsourcing industry, put together, had revenues of $89 billion in 2014. Today, many of the old-warrior
consulting firms still thrive, mainly providing management and strategy advice, along with new and smart
groups and independent consultants, providing clear road maps for general business, information technology,
accounting, marketing, and a host of other functions. But they face tougher and more demanding clients, who
insist on proof of their efficacy in their operations and bottom lines. Consultants have risen to the challenge.
Instead of leaving town after handing in particularly bulky reports, they are staying on and implementing their
own recommendations. Not only that: they are now prepared to become stakeholders in the businesses they are
confident they have improved.
Consulting Industry in India
At the end of the Cold War, American and other Western corporations employed consultants from Asian
nations, including India, before venturing to explore these new markets.
In India, after the liberalisation of the economy, consultants were hired by Indian companies that wanted to
expand their operations abroad. Now, Indian consultants, particularly those in the IT world, are most sought
after, not only in India but also by world powers, for developing their global businesses. Today, TCS, Infosys,
Wipro have offices all over the world, and they give US and European consultancies a run for their money.
Among other major IT consulting and outsourcing companies in India are Tech Mahindra, HCL Technologies,
Genpact, Mphasis, and Mindtree. The Indian consulting story began in the 1990s when C. K. Birla requested
McKinsey to devise a turnaround project for Hindustan Motors. Soon, McKinsey opened an office in Delhi,
employing about 100 consultants. According to an estimate, there are now over 10,000 big and small consulting
firms in India, 6,000 of them in the four metros of Delhi, Mumbai, Chennai, and Kolkata. According to the
Associated Chambers of Commerce and Industry, the Indian consulting industry is expected to record revenues
of Rs. 27,000 crore by 2020. One estimate says that between 500 and 600 high-value consulting contracts, worth
$250 million to $300 million, are awarded every year by Indian companies, including 30 or 40 projects worth
over $2 million each. As in many other sectors, low cost was the first major initial advantage of Indian
consulting companies and consultants. But their major clients and their partners abroad have found that Indian
consultants have other advantages, such as professionalism, industriousness, willingness to learn, and
adaptability to technology. Their competitors have started to view them as worthy equals. However, they suffer
from shortcomings, too. Among them are poor brand equity, experience in foreign markets, ability to maintain
quality, and low level of R&D. But they can overcome these difficulties and emerge more powerful in the global
scenario if they adopt the best practices in the industry and improve their knowledge.
Categories of consulting firms
Academics and industry experts categorize the best consulting companies and consultants as:
1. The industry elite
The industry elite counsel the top management of mega corporations on business strategy, and include Arthur D.
Little, A. T. Kearney; Bain and Co, Booz-Allen and Hamilton, the Boston Consulting Group, Mercer
Management Consulting, and Monitor and Co.
2. The Big Four
The Big Four provide strategy advice too, but they also focus on implementation, particularly in the case of their
IT clients. This group consists of Deloitte Consulting, Ernst and Young, KPMG, and Pricewaterhouse Coopers.
3. Boutique firms
Boutique firms specialise in particular fields of consultancy. Examples are Oliver Wyman (financial services),
Gartner (research), MarketBridge (sales), and APM (healthcare).
4. IT specialists
IT specialists provide planning and implement projects related to computer systems, telecommunications, and
the Internet. They include IBM, Accenture, and the Big Four.
5. Human resource advisers
HR advisers offer solutions for employee management, compensation, and pension programmes. Hewitt
Associates, Mercer, the Hay Group, and Towers Perrin are among the top firms.
6. Independents
Independents are experienced business management experts who are hired for their special functional talent.
Instead of hanging up their boots, they hang up their own shingles, very profitably. After a fulfilling career,
many former executives use their resources to help out corporations and smaller companies. They comprise
about 45 percent of all consultants, and typically work from their own small offices or even a spare room at
home.
Types of Consulting Services
Consultants walk into offices and find new ways of doing things. They provide insights on how to increase
profits and how to reduce costs and debts, how to improve work flow and how to bring in change where
necessary, how to use technology to improve operations and how to get the most out of their employees through
training and benefits. Some of the services that consultant companies provide have found mention in the section
above on categories of firms. But here’s a list of services that are most sought after:
Management/strategy: Management consultants suggest and implement methods to improve the strategies,
operation efficiency, and policies of their clients.
Human resources: HR consultant’s help companies get the best from their workforce and help ensure that
employee benefits bring the results that management desires.
Technology: Technology consultants facilitate the integration of the latest technologies with their clients’
businesses, lending a hand in the installation, maintenance, and management of tech tools.
Marketing: Companies call in marketing consultancies to help promote and sell their products to their target
customers using state-of-the-art strategies.
Legal/accounting: Legal and accounting consultants well-versed in company and tax laws are sought after by
corporations to ensure compliance and to prepare their documents.
Media/public relations: Businesses are keen to present their best image to customers and clients and use the
services of media consultants. The advent of social media has made image management a sensitive issue for
which the knowledge and experience of media experts are required.
Financial/investment: Investment consultants are aware of developments in the financial world and can guide
individuals and organizations in making good decisions on where to place their funds. Consultants are also
active in the fields of publishing, designing, public policy, and careers, to name a few.

ABOUT THE COMPANY

Founded in October 2019 and based in Hyderabad, Telangana, TMHM is a private consulting company that
offers their expert consultancy services in various dimensions of individuals ranging from education level to
corporate and officials. We have a dedicated team for providing these services at different stages. Being a
startup, we are growing into new dimensions of business both online and offline. TMHM is a career-oriented
platform which  envisions  ameliorating your skills by providing you with career set-up programs to explore and
compete with the competitive world. We offer various courses related to business, web designing, marketing,
development and much more. We make the process easy going for students and job seekers who are willing to
explore all the career paths and transform their hidden talents and skills into their profession. Its objective is to
bring talent to limelight. We assist emerging organizations apart from helping learners to choose their career
path and honing skills. This platform is for all those enthusiasts who want to explore new opportunities and
possibilities.
Many students unaware of effective career choices, chooses the bandwagon of popular jobs. This is not the right
way to take one of the most important decisions of your life, your career. In this cut-throat competition time,
students want to pick nothing but the best career track for a successful life ahead. There are so many career
opportunities that students by getting puzzled often take irrelevant courses and then suffer in an uninteresting
job. Career counseling, therefore, is an important aspect to consider before making a career decision. It is a key
component in today’s education sector that promises to deliver the best results in terms of education.
On the other hand, many people change their career track after settling into a job. This is most likely due to the
fact that they haven’t consulted a career counselor before starting their career. Everyone knows about popular
job fields like engineering, law, and doctorate. However, there are many other areas too that can be considered
for making your passion as your career choice. If you like stars and wish to do research about them, why take
engineering? In such cases, maybe you are unaware of the skills you possess and just pursuing the most optimal
option.
If you can relate to any of the discussed scenarios, finding and talking to a career counselors can be the best
decision of your life. Gone are the days, when the only popular choice for students was to get a degree, do a
decent job in a government organization, and work until you retire. Today’s generation and career opportunities
both are different and way too far than ever expected.
A summary of their Products & Services:
o Learneopad

LearnOpad is the result of our vision and mission to help learners acquaint with new skills even in
unprecedented time. They believe that learning process should never stop in your life and therefore LearnOpad
is here for your rescue.

 Connecting learners with facilitators.

 An e-learning platform which especially caters to specific learning needs for our aspiring and enthusiastic
learners.
 Customized courses for our learners.

They came up with all in-demand courses in various domains for our learners to hone their skills in respective
fields. Their illustrious and celebrated facilitators have planned various activities for each course which enables
our learners outstand in the queue.

o Think Magical

Magical thinking will help you get a platform to showcase your artistry thoughts. Yes, you read it right. We are
here to bring your organization to limelight through our portal. We take care of each talent and treat it equally.
Benefits of being with us:

 Grow your business.

 Conjoin with TMHM.
 Flourish with us for better exposure.

This is the right place for you to believe in. They assist you in growing your incredible business thoughts with
us.  If you are looking for a source, then this is the right place for you to implement and grow your thoughts
which you think is impossible. Connect with TMHM for better reach!

o Ecubator
A digital space for young minds to voice their opinions on topical events through articles. They aim to empower
the voice of youth. TMHM respects all the individuals who are looking for a source to take their opinions to the
next level. We are here to cater their needs. 

 Voice your opinion.

 Express your evoking thoughts.

 Jot down your empowering ideas.

They assist all those young minds out there who are willing to voice their opinions on topical events through
articles. They are a digital platform who envisions empowering the voice and ideas of youth through our social
media platforms.

o Talent Hub

They have perfect destination where talented intellects come together for carving a promising future for you.
Their Talent Hub service works closely with LearnOpad. They want each and every learner to have practice
orientation in their respective fields and interest.  Talent Hub is for

  Interaction for better growth.

  Best future possibilities.
  Exposure to hone skills.

They envision that each learner is competent and capable to outstand in the crowd. Therefore, they came up with
talent hub - a perfect destination for learners and organizations to interact. They assist all our users to pursue
their dreams and help in your development and growth.

 Test Me, Hire Me

Learn, interact and grow in your dream career through TMHM platform and conquer success under the
supervision of the company. They might be clear with our tagline itself but to be more elaborative, we test all
our enthusiastic learners before the collaborated organizations hire the learners.  Therefore, Test Me Hire Me is
to -

  Assist job seekers.

  Pursue your dream career.
  Be a part of MNC’s.

They believe in growth and development after you acquire skills from the courses we provide. They want our
learners to learn and grow. They want you to conquer success in every field by interacting with your dream
company and secure a place.
 CHAPTER 3

LITERATURE REVIEW

As a consultant, new, fresh leads are the lifeblood of your business. Without them, you will soon run out of
services you can sell to your existing clients. You need to ensure there is always an influx of new leads pouring
into your business daily. Many will not pan out, and others will want something for free. Resist the temptation to
give your services away for the promise of a larger payday down the road. This almost never pans out, and your
clients will only keep asking for more. This is not to say you should never help someone out, but be selective
and remember this is your business! Treat it as such. (Trust me: Been there. Done that. Have the T-shirt.)
There are a large number of ways to generate consulting leads. Remember to pre-qualify your leads according to
the parameters you want to work within. You don’t have to take on each and every person who comes along.
Many will be very hard to work with or want guarantees you simply can’t make, and while it can be hard to
decline business, particularly when starting out, in the long run you’ll be better served if you do.
1. Ranking your own site. Perhaps the best way to generate targeted leads is to have your consulting site come
up at the top of Google’s search results when your keywords are searched for. If you’re consulting specifically
for local businesses and your consulting business in Carlsbad, California, ranks in the top three in a search for
“internet marketing Carlsbad,” you’ll be sitting pretty in the pole position.
2. Blog. Your site should have a blog where you regularly post useful content that genuinely helps people in
some aspect of their business. When they see your expertise and how much great content you’re willing to give
away for free, you’ll get some calls.
3. Targeted paid ads. Running precisely targeted ads, especially on Facebook where you can really zero in on
your demographics, makes a lot of sense. This can be a very cost-effective method of lead generation.
4. Google+ communities and Facebook groups. Each of these can yield large numbers of leads, but be careful
to geo-target your services or you’ll get a lot of useless leads.
5. Video. Making a promotional video(s) is a great way to help target your presence for consulting keyword
terms. These videos will likely show up in Google’s search results and bring a good amount of direct traffic as
well.
6. Strategic partnerships. Striking deals with other service providers can work wonders for both of you.
Perhaps they offer something you don’t and vice versa. You can work out a deal whereby each of you benefits
and effectively get more of the available market share.
7. Retargeting. Investigate retargeting as a way to follow interested parties around the web in the hopes that
they will succumb to your persistence. While some may think retargeting smacks of stalking, it has been proved
that most people need to see your offers seven times before buying, and retargeting works very well—and it’s
fairly inexpensive to boot!
8. Email marketing. Building and marketing to a targeted list will ensure that your business lasts for many
years to come.

9. Social media. Using your social media channels as a way to market and engage with your audience, announce
events, and highlight your services gives you yet another lead generation tool.

10. Meetups and local events. If there are local business groups in your area, make sure you get in front of
them. Ask to speak at a local chamber of commerce meeting, and join any Meetups or similar groups trying to
promote business in your area. These people are your audience, and you should be doing all you can to make
yourself known to them!
11. Referrals. Don’t just solicit those you’ve worked with for referrals, but consider asking highly trafficked
establishments in your area if they wouldn’t mind referring your services to anyone asking, and be sure to
incentivize this.
12. Brochures, business cards, and fliers. Don’t be afraid to go old school and distribute your printed
materials. If you are strategic about where you leave these, you will find that there’s a reason they’ve worked for
a long time.
How do you market your consulting business effectively? If you’re considering becoming an independent
consultant or if you’re already self-employed, you’ve likely asked yourself this question. Branding is a difficult
process for all small businesses, especially in a competitive environment. Things are even more challenging
when your business is “you.” Follow these tips for marketing your consulting business, and with a bit of hard
work, you’ll be on your way to cultivating a distinctive and respectable brand.
1. Understand Personal Branding
When you start out as an independent consultant, it’s important to remember that you are now your brand. There
are many new, emerging ways to market yourself to ensure your small business is visible not only on the
Internet, but also in your community and among your colleagues. Remember, everything you do, say, or publish
online reflects on your business.
2. Create an Effective Sales Pitch
If you’ve done any research on starting a business, you’re likely familiar with the elevator pitch: a concise,
compelling statement describing your business. You should be able to give a potential client your elevator
speech in no more than 30 seconds. Although this technique may be more common in traditional business, it will
help highlight what’s important about your personal brand and share information quickly with others.
3. Create a Personal Website
A credible website is the backbone of a good brand. Your website will likely be the first place potential clients
look when they’re researching your credentials, so make sure it is well written, up-to-date, and professional. The
quality of your website often speaks to the quality of your work, so be sure to employ professional design help if
needed, and ask for candid feedback from friends and colleagues.
4. Establish Thought Leadership
Establishing yourself as a thought leader is one of the most effective marketing tools for independent
contractors. Blogging via your own website or through a channel such as LinkedIn is a creative outlet that
allows you to share your expertise and reach an audience you may not connect with through traditional
marketing methods. Speaking opportunities are another way to promote your name and voice. Reach out to
professional organizations, conferences, and local media and offer to share your expertise.
5. Grow Your Social Network
Social networking has become a marketing force to be reckoned with. What better way to speak directly to
people with similar interests and leverage word of mouth referrals to win new clients? To brand your business
online, start with LinkedIn and Twitter accounts. Your professional profiles should contain important
information clients may need and must be updated with current content. To maintain professionalism, don’t
spam your social network contacts at every opportunity. Work to find a balance between sharing what’s
interesting to you and what’s related to your business.
6. Bookmark Your Content
Social networking isn’t just about linking up with friends and colleagues. To be fully active online, bookmark
the content you create on your website or blog. By bookmarking, you can bring exposure to your work through
additional avenues. Creating backlinks to your site from several other sites can also raise your Search Engine
Optimization (SEO). To start your bookmarks, prioritize the big three sites: Delicious, Dig, and Stumble Upon.
7. Embrace Video
If you are charismatic and have something powerful to share, then use your expertise to create a podcast or
video blog. Give listeners and viewers a sense of who you are as an expert and as a professional. By sharing
your personality, you can begin to build a circle of trust and drive new clients to your business. For best results,
get a friend or colleague to help set lighting and edit for introductions and titles.
8. Network Offline
Networking in real life is one of the biggest secrets of consulting success. You are the best representative for
your brand, so become involved with your industry publicly by attending relevant conferences, local meet-ups,
or promotional events. Be sure to go armed with your elevator pitch, business cards, and a fearless attitude.
Lead generation
In marketing, lead generation is the initiation of consumer interest or enquiry into products or services of a
business. Leads can be created for purposes such as list building, e-newsletter list acquisition or for sales leads.
The methods for generating leads typically fall under the umbrella of advertising, but may also include non-paid
sources such as organic search engine results or referrals from existing customers. Leads may come from
various sources or activities, for example, digitally via the Internet, through personal referrals, through telephone
calls either by the company or telemarketers, through advertisements, and events. A 2015 study found that 89%
of respondents cited email as the most-used channel for generating leads, followed by content marketing, search
engine, and finally events. A study from 2014 found that direct traffic, search engines, and web referrals were
the three most popular online channels for lead generation, accounting for 93% of leads. Lead generation is
often paired with lead management to move leads through the purchase funnel. This combination of activities is
referred to as pipeline marketing. A lead is usually allotted to an individual to follow up on. Once the individual
(e.g. salesperson) reviews and qualifies it to have potential business, the lead gets converted to an opportunity
for a business. The opportunity then has to undergo multiple sales stages before the deal is won.
A lead usually is the contact information and in some cases, demographic information of a customer who is
interested in a specific product or service. There are two types of leads in the lead generation market: sales leads
and marketing leads. Sales leads are typically followed up through phone calls by the sales force. Sales leads are
commonly found in the mortgage, insurance and finance industries. Marketing leads are brand-specific leads
generated for a unique advertiser offer. In direct contrast to sales leads, marketing leads are sold only once.
Because transparency is a necessary requisite for generating marketing leads, marketing lead campaigns can be
optimized by mapping leads to their sources.
An investor lead is a type of a sales lead. An investor lead is the identity of a person or entity potentially
interested in participating in an investment, and represents the first stage of an investment sales process. Investor
leads are considered to have some disposable income that they can use to participate in appropriate investment
opportunities in exchange for return on investment in the form of interest, dividend, profit sharing or asset
appreciation. Investor lead lists are normally generated through investment surveys, investor newsletter
subscriptions or through companies raising capital and selling the database of people who expressed an interest
in their opportunity. Investor Lead lists are commonly used by small businesses looking to fund their venture or
simply needing expansion capital that was not readily available by banks and traditional lending sources.
Business leads are often grouped into segments to the level of qualification present within an organization:

Marketing Qualified Leads (MQLs) are leads that have typically come through Inbound channels, such as
Web Search or content marketing, and have expressed interest in a company's product or service. These leads
have yet to interact with sales teams.
Sales Qualified Leads (SQLs) are leads screened by salespeople, oftentimes Sales Development
Representatives (SDRs), for appropriate qualifying criteria to be followed-up with. Qualifying criteria include
need, budget, capacity, time-frame, interest, or authority to purchase.
Online lead generation
It is an Internet marketing term that refers to the generation of prospective consumer interest or inquiry into a
business' products or services through the Internet. Leads, also known as contacts, can be generated for a variety
of purposes: list building, e-newsletter list acquisition, building out reward programs, loyalty programs or for
other member acquisition programs:
 Social media
With the rise of social networking websites, social media is used by organizations and individuals to generate
leads or gain business opportunities. Many companies actively participate on social networks including
LinkedIn, Twitter and Facebook to find talent pools or market their new products and services.
 Email Marketing
Email remains one of the main ways that businesses communicate with clients & vendors. Because of this,
marketers often send messages to users’ inboxes. Many leads are generated every day with cold email
campaigns and warm email campaigns. For the foreseeable future email campaigns remain a great email
marketing tool.
 Online advertising
There are three main pricing models in the online advertising market that marketers can use to buy advertising
and generate leads:
 Cost per thousand (e.g. CPM Group, Advertising.com), also known as cost per mille (CPM), uses
pricing models that charge advertisers for impressions — i.e. the number of times people view an
advertisement. Display advertising is commonly sold on a CPM pricing model. The problem with CPM
advertising is that advertisers are charged even if the target audience does not click on (or even view) the
advertisement.
 Cost per click advertising (e.g. AdWords, Yahoo! Search Marketing) overcomes this problem by
charging advertisers only when the consumer clicks on the advertisement. However, due to increased
competition, search keywords have become very expensive. A 2007 Doubleclick Performics Search
trends report shows that there were nearly six times as many keywords with a cost per click (CPC) of
more than $1 in January 2007 than the prior year. The cost per keyword increased by 33% and the cost
per click rose by as much as 55%.
 Cost per acquisition advertising (e.g. TalkLocal, Thumbtack) addresses the risk of CPM and CPC
advertising by charging only by the lead. Like CPC, the price per lead can be bid up by demand. Also,
like CPC, there are ways in which providers can commit fraud by manufacturing leads or blending one
source of lead with another (example: search-driven leads with co-registration leads) to generate higher
profits. For such marketers looking to pay only for specific actions/acquisition, there are two options:
CPL advertising (or online lead generation) and CPA advertising (also referred to as affiliate marketing).
In CPL campaigns, advertisers pay for an interested lead — i.e. the contact information of a person
interested in the advertiser's product or service. CPL campaigns are suitable for brand marketers and
direct response marketers looking to engage consumers at multiple touch points — by building a
 newsletter list, community site, reward program or member acquisition program. In CPA campaigns, the
advertiser typically pays for a completed sale involving a credit card transaction.

To Understand Consultancy Business One Should always Read these books:

You probably already know that being well-read is a must in the consulting world. Consultants are expected to
have a broad knowledge of management, as well as good understanding of finance, strategy, and
communications—among other things.
But if you’re looking to up your consulting game, it’s hard to know where to start among the wealth of resources
out there. So this week, I rounded up the eight books that have helped me along my consultant journey and
career. Whether you’re applying for a job, trying to develop new skills, or just trying to kill some time, these
books will help you learn tons more about the field.
1. The McKinsey Way
While this book is focused on a specific firm, the insights and recommendations from it are applicable across the
entire industry. The book doesn’t go very deep into specific frameworks or methods and instead focuses on how
to survive at “The Firm” and some of the cultural considerations of working and succeeding in consulting. It’s a
good read for those just getting into the industry who wants to understand more about the mindset and day-to-
day work of consultants.
2. HBR'S 10 Must Reads: The Essentials
It’s important to have at least a basic understanding of major theories and academic thought within the business
field, and for this, HBR’s 10 Must Reads is a great place to start. This book compiles the top 10 articles on
management and covers topics such as innovation, strategy, analytics, and managing change. Once you finish
the essentials, HBR also offers Top 10 reads on specific topics, like strategy or change management, to deepen
your knowledge.

3. Valuation: Measuring and Managing the Value of Companies

This tome is an essential read from a technical standpoint and also aids in understanding the underlying drivers
of major corporations. If you are new to how organizations are valued, it will walk you through tactics on how
to approach it. If you just want an overview on how financial statements tie to the share price and the decision
making process of organizations, you’ll get a great overview. And if you’ve been asked to value a company or to
gain a deeper financial understanding of organizations, this book is the ultimate reference.
4. Key Management Models: The 60+ Models Every Manager Needs to Know
Because consulting is all about structured problem-solving, it’s important to become familiar with tools that you
can use to help solve your clients’ problems. The book covers a range of models, from strategic to operational,
and provides information on how and when to use each of them. I use it as a quick reference guide when faced
with a new client problem or question.
5. Pyramid Principle: Logic in Writing and Thinking
I’ve talked about the Pyramid Principle before, as it is one of the most quoted and widely used frameworks for
structuring communications in consulting. It essentially explains that, in any communication, you should start
with your recommendation, arrange supporting ideas into groups, and then provide detailed evidence in order to
effectively support your story. If you have read the Cole’s notes on the framework and want to go deeper into
how to apply it, then I would recommend diving into the full book.
6. The Back of the Napkin: Solving Problems and Selling Ideas with Pictures
In the day-to-day work of a consultant, you will participate in a number of meetings, planning sessions, and
workshops that require you to explain complex ideas or processes simply. This book gives you tools to do that
with the help of of graphics and pictures. I love it as a reference guide when planning a meeting or presentation.
7. Case Interview Secrets: A Former McKinsey Interviewer Reveals How to Get Multiple Job Offers in
Consulting
If you haven’t heard of Victor Chang yet, he’s a case interview guru who has helped many people secure prime
consulting offers. In his book, he outlines how to approach case interviews and provides tips and tricks on what
interviewers look for—as well as common mistakes that candidates make. It’s a must-read for anyone going
through the interview process.
8. The Consultant with Pink Hair
This story about the management of a struggling consulting practice provides an entertaining look at the lives of
consultants—working late nights, struggling with client management, and managing competition. While it’s
technically fictional, it’s very based in truth, and there is a lot of real learning you can get out of it.
What is Internet Marketing? You’re Guide to Today’s Online Marketing:
Here's everything you need to know about internet marketing, also known as online marketing, to help your
business or brand drive traffic, leads, and sales. Internet marketing is the most inexpensive way to reach your
target market, regardless of the size of your business.
But what is internet marketing, really?
Defining Internet Marketing:
Also called online marketing, internet marketing is the process of promoting a business or brand and its products
or services over the internet using tools that help drive traffic, leads, and sales.
Internet marketing a pretty broad term that encompasses a range of marketing tactics and strategies – including
content, email, search, paid media, and more.
These days, though, internet marketing is often used interchangeably with “content marketing.”
Why?
Because content marketing is the internet marketing of the present and future.
Content Marketing Institute defines content marketing as:
“A strategic marketing approach focused on creating and distributing valuable, relevant, and consistent content
to attract and retain a clearly defined audience — and, ultimately, to drive profitable customer action.”
Think of it like this: content marketing (or inbound marketing) is in direct opposition to traditional advertising
(outbound marketing), and in direct integration with the patterns and habits of today’s generation. We don’t like
to be sold to, we have our ad-blockers on, and we barely watch cable anymore.
Content marketing serves up content that addresses our pain points, and is there when we want it.
Content Marketing vs. Traditional Advertising
Here’s the evolutional pathway behind the modernized form of marketing that is most successful today. Telling
no longer works (a.k.a., traditional advertising).Why?
Traditional advertising focuses on pushing messages at the consumer to get them to buy. It’s interruptive,
obstructive, and intrusive. It shouts, “Hey, look at me!” while waving its arms. You may try to avoid eye
contact, but traditional ads are persistent. You know what traditional ads look like because you’re bombarded
with them every single day. Think TV commercials, billboards, magazine ads, radio ads, and web banner ads.

The Most Important Benefits of Marketing Online

What’s there to gain by implementing a well-rounded online marketing strategy?
1. More Customers
The chances of a consumer learning that your business exists and becoming a customer, without some kind of
online medium—whether that’s a website, review site, social media platform, or search engine—are slim to
none. In other words, online platforms are now inextricable from the customer journey, no matter the business.
That being said, you can rest assured that marketing your business online will allow you to reach and acquire
more customers.
2. Better Visibility
Online marketing tactics like search engine optimization (SEO) enable your business to be more easily found on
the channels your customers are using most. People are more likely to investigate the options that appear first in
search results. So as you gain visibility online, it’s more likely that they will check out, interact with, and
purchase from you.
3. Improved Local Presence
When consumers perform a Google search for a product or service, Google uses their IP address to detect their
location so it can provide local results. Proper online marketing tactics will signal to Google where you are and
Google can then expose your business to more people in your area—the people most able and most likely to
become customers. The easiest of these tactics is fully completing your Google My Business profile.
4. Increased Authority
Online marketing is important not just because it helps you to get found online, but also because it can change
the way your business is perceived by potential customers. For example, ranking high in search engine results
pages, along with respected industry authorities, instantly boosts your business’ credibility. In other words, this
is one of the first steps toward becoming a respected local or industry authority and a go-to provider.
5. Higher Quality Website Traffic
Various marketing practices including local SEO, social media marketing, and paid advertising involve what’s
called targeting. Targeting refers to narrowing the focus of your efforts to attract only the people who’ll be most
interested in what your company does or offers. If you have a website, such targeted efforts will draw high-
quality traffic to that site. There you’ll likely see more engagement and more sales than you would if your efforts
were broad and not tailored to any particular audience.
5. In-Person Visitors
The same goes for in-store visits. When you zero in on those most likely to become your customers and speak
directly to them, you’ll also notice an increase in visits to your physical location and, ultimately, sales.
6. Long-Lasting Relationships
Marketing boosts sales, which keeps your small business afloat. However, online marketing also does something
more, which has a greater long-term impact. It enables you to build relationships. Building relationships with
customers earns you repeat business. Your customers will be loyal to your brand. As a result, they will be happy
to refer your business to others, which, as you probably guessed, leads to more sales and loyal customers. It’s a
never-ending cycle of goodness, which many businesses are now seeing for themselves! In reality, you’re
probably a customer of several of those businesses. They’ve probably been marketing to you online without you
even realizing it!
Online Marketing Strategies
Another approach to understanding the importance of online marketing is to take a step back and see just how
prevalent it is in our own daily lives. You may be surprised to see just how frequently you’re being marketed to
every day. Consider some common practices that you’ve seen in action, whether you noticed it at the time or not.
Search Engine Optimization
Think of the last time you typed something into your favorite search engine. Were you on the hunt for
information or looking for a specific type of business, product or service? Regardless, if you found what you
were looking for, you owe it to SEO, or search engine optimization. This powerful online marketing practice is
what helps search engines like Google show you the most relevant information. In the past, this may have even
led to your making a purchase!

Social Media Marketing

If you’re on social media, you probably follow some of your favorite brands there. And even if not, it’s likely
that you’ve at least engaged with them in some way after stumbling across their accounts. This engagement,
whether it happens often or not, exposes you to the marketing efforts of those brands. No doubt you can recall
seeing a social ad or a post about an upcoming sale or popular product. In other words, social media marketing.
Content Marketing
Without content, the internet would be empty. But it’s most certainly not empty today. It’s filled with billions of
pieces of content, both written and otherwise. Each piece is a part of someone’s content marketing strategy, even
when that content is purely informational. In such cases, it’s easy to think that you’re simply being provided
with useful information. However, you’re also being marketed to by the businesses that produce that content.
Are you beginning to understand how widespread online marketing really is…and how well it works, even on
you?

What is Telemarketing?
Telemarketing is the process of selling products or services over the telephone. Businesses sometimes refer to it
as “inside sales” or “tele-sales.” Those calls at dinner time from politicians or companies encouraging you to
switch from cable TV to a dish service? That’s telemarketing. So is the local office supplies dealer where you
shop calling to see if you’d like to order another case of paper, or your favorite yoga studio calling to offer a
discount if you sign up for a new class. Telemarketers might be calling from a “call bank” – a business
specializing in telemarketing – or from the offices of a business with fewer than 10 employees.
Legal Requirements
Telemarketers must abide by any local, regional, or national regulations. In the U.S., the Federal Trade
Commission’s Telemarketing Sales Rule “requires that telemarketers make specific disclosures of material
information; prohibits misrepresentations; sets limits on the times telemarketers may call consumers; prohibits
calls to a consumer who has asked not to be called again; and sets payment restrictions for the sale of certain
goods and services.”
Best Practices
While telemarketing has acquired a bad reputation because it’s used by unscrupulous people trying to steal from
the vulnerable and by annoying “robo-callers” who play a recorded outgoing message in a continuous loop, it
can be an effective small business marketing tool when used properly. Whether selling to businesses or to
consumers, telemarketing is most effective when the business making the call has an established connection –
even a slight one – to the person being called. For example, the call recipient might already be a customer of the
business or is a prospect who has requested more information.

Best practices for telemarketing success include:

Customer information. The caller should know why the people being called are good prospects – did they open
an email message about the product or enter a prize drawing at a trade show?
Knowledge. Individuals placing the sales calls should know the products they’re selling and the companies they
represent, and should also be able to answer questions about both. They should also be trained in typical
purchase objections and how to overcome them in a conversation.
Empathy. An empathetic telemarketer who demonstrates listening skills is better able to develop a customer
relationship than a caller who is focused on nothing more than the sale.
 CHAPTER 4

OBJECTIVES

 Apply business concepts and theories to real-world decision-making

 Increase proficiency in specific business disciplines; such as human resources management, operations
management, marketing, accounting, statistics, economics, finance, and business law.
 Develop and improve business skills in communication, technology, quantitative reasoning, and
teamwork.
 Observe and participate in business operations and decision-making.
 Meet professional role models and potential mentors who can provide guidance, feedback, and support.
 Expand network of professional relationships and contacts.
 Develop a solid work ethic and professional demeanor, as well as a commitment to ethical conduct and
social responsibility.
 To understand the significance of internet marketing
 To understand how generating lead in corporate arena plays a very important role to gain business
 To understand why wolf of wall street promote telemarketing channels.
 To Build a carrier with exorbitant required realistic knowledge set.
 Observing the business model of B2C and B2B consultancy market
 Gathering feedback and intelligence
 Providing customer service
 Increase revenue of my company and to perform best in my class of internship which would add in my
future aspect of Doing MBA.
 And last to Improve Project-related skills. (i.e. develop skills in research, analysis, organization, time
management, teamwork, multiple task coordination, initiative, adaptability, and project completion.)
CHAPTER 5
 Research Methodology

Research methodology is the process used to collect information and data for the purpose of making business
decisions. The methodology may include publication research, interviews, surveys and other research
techniques.

Research Design

A research design serves as bridge between what has been established (the research objectives) and how to
accomplish these objectives. In fact, the research design is the conceptual structure within which research is
conducted; it constitutes the blueprint for the collection, measurement and analysis of data. More explicitly, the
design decisions happen to be in respect of;

 What is the study about?

 Why is the study being made?
 Where will the study be carried out?
 What type of data is required?
 Where can be the required data found?
 What period will the study include?
 What will be the sample design?
 What technique of data collection will be used?
 How will the data be analyzed?
 In what style will the report be prepared?

The function of research design is to provide for the collection of relevant evidence with minimal expenditure of
effort, time and money. But how all these can be achieved depends on the research purpose.

Research Type
In this report I have used Descriptive research technique.
Descriptive research includes surveys and fact-finding enquiries of different kinds. The major purpose of
descriptive research is description of the as it, exists at present. The main characteristic of this method is that
researcher has no control over the variables

Research Methods Used by Consultants for lead generation :

Management consultants typically take two approaches to research:
1. Qualitative (phenomenological). To gather necessary data, this approach uses:
 Ethnography (participant observation)
 Interviews (structured, semi-structured, and unstructured)
 Ground work (reviewing existing documentation and reports).

2. Quantitative (empirical). To gather necessary data, this approach uses:

 Surveys and questionnaires
 Experiments (for example, quasi-experimental design)
 Business process modeling and simulations to model data, enterprises, and their operations.

Statement of Problem:
The consultancy business in India is the major service player in the Indian market and as MBA pursuing intern,
one must evaluate its major aspect of business modeling of this criterion. As we already came to know that how
TMHM business modeling is no different than other players in the market. Our main problem which one must
evaluate is how the business lead are generated and what is PESTEL and demographic analysis of the
customer data base. And the last which we would be going analyze through questionnaire is what major aspect
of internet is marketing being used by the TMHM business modeling.

Choice of topic:
One must Know that how digitilization has affected the whole era of our economy, and on my daily Job Role of
My summer intenship I was assigned to generate leads through major telecalls channel and utilise exorbitant
internet marketing sources. Thats why in my summer internship report I want to analyse some major aspect
TMHM Consultancy Marketing Pvt Ltd, That why my favourable topic would be the ahead mention only.

Study area:

The study area has been selected as Pune Metropolitan Region but the major part was prescribed from major
pilot and descriptive research. the sample size includes 100 contestent from sub regions of Pune and hydrabad
metropolition cities.

Major Aspects of the topic which was researched:

1. Lead Generation
2. Telecall Selling
3. Client Acqusition
4. Social Connectivity
5. Marketing Demographics

Methodology:

It is very difficult to isolate the impact of IT industry in city. The present investigation has adopted the following
methodology to prove the hypothesis. By adopting following approaches, some of the impacts of IT industry
have been observed.

Approach:
1. Questionnaire: A questionnaire is a research instrument consisting of a series of questions (or other
types of prompts) for the purpose of gathering information from respondents. ... Although questionnaires are
often designed for statistical analysis of the responses, this is not always the case.
2. Pilot Survey: A pilot survey is a strategy used to test the questionnaire using a smaller sample compared
to the planned sample size. In this phase of conducting a survey, the questionnaire is administered to a
percentage of the total sample population, or in more informal cases just to a convenience sample.
3. Google Forms: Google Forms is a web-based app used to create forms for data collection purposes.
Students and teachers can use Google Forms to make surveys, quizzes, or event registration sheets.
4. Google analytics and Reverse Searching: Google Analytics is one of the most popular digital analytics
software. It is Google's free web analytics service that allows you to analyze in-depth detail about the visitors on
your website. It provides valuable insights that can help you to shape the success strategy of your business.

Type of Reasearch:

Descriptive research is a type of research that describes a population, situation, or phenomenon that is being
studied. It focuses on answering the how, what, when, and where questions If a research problem, rather than the
why.

A Pilot survey is a strategy used to test the questionnaire using a smaller sample compared to the planned
sample size. In this phase of conducting a survey, the questionnaire is administered to a percentage of the total
sample population, or in more informal cases just to a convenience sample.

Problem oriented research: As the name suggests, problem-oriented research is conducted to understand the
exact nature of a problem to find out relevant solutions. The term “problem” refers to multiple choices or issues
when analyzing a situation.

What is Data Analysis? Definition & Example

The systematic application of statistical and logical techniques to describe the data scope, modularize the data
structure, condense the data representation, illustrate via images, tables, and graphs, and evaluate statistical
inclinations, probability data, to derive meaningful conclusions, is known as Data Analysis. These analytical
procedures enable us to induce the underlying inference from data by eliminating the unnecessary chaos created
by the rest of it. The generation of data is a continual process; this makes data analysis a continuous, iterative
process where the collection and performing data analysis simultaneously. Ensuring data integrity is one of the
essential components of data analysis.

Considering the example of healthcare as we have noticed recently that with the outbreak of the pandemic
Coronavirus hospitals are facing the challenge of coping up with the pressure in treating as many patients as
possible, considering data analysis allows to monitor machine and data usage in such scenarios to achieve
efficiency gain.

1. Qualitative Analysis
This approach mainly answers questions such as ‘why,’ ‘what’ or ‘how.’ Each of these questions is addressed
via quantitative techniques such as questionnaires, attitude scaling, standard outcomes, and more. Such kind of
analysis is usually in the form of texts and narratives, which might also include audio and video representations.

2. Quantitative Analysis
Generally, this analysis is measured in terms of numbers. The data here present themselves in terms of
measurement scales and extend themselves for more statistical manipulation.

Challenges Faced In Collection of sample Data (Major Factors glitches in TMHM Consultancy Pvt Ltd)

 Changing client behavior

Corporate buyers of professional services have become more demanding, pushing back against concepts such as
billable hours, and requiring fixed fees and with greater transparency on costs. In an increasingly agile
environment, intensified by rapid digital innovation, clients now expect more value, a higher quality of work,
and a faster delivery of solutions and services.
2. Profitability

As clients are more willing to shop around for consulting services, they understandably hold more sway than in
the past, and are demanding greater value and flexibility at lower prices. In Delta’s survey, 54% of chief
operating officers said their biggest challenge caused by “changing client behavior” was that of providing more
value at the same cost.

3. New competition

Buoyed by innovative new technologies enabling them to do more with less, new players are entering the
consulting market, and alternative, digital-savvy business structures are being deployed. In Delta’s survey, 55%
said that addressing the increasing competition in the sector was a major business priority, while 33% of chief
operating officers said “defining competitive advantage” was among their top three priorities for the next five
years.

4. Project complexity

Consulting firms are facing an increasingly complex macro macro-environment in which they must continue to
provide the best advice. The global nature of the industry adds to the problem, as firms deliver more projects
overseas, in many cases also working with subcontractors, partner companies and/or independents. Delivering a
project itself is not the issue – the challenge is doing so faster, more efficiently and to tighter budgets, while
continuing to satisfy customer needs. Complexity is also rising because clients are gaining better insight into
their projects and demanding more control. The evolution of mobile technology has, for instance, caused a
seismic shift in the sector, enabling stakeholders to gain instant access to project information on the go. It
presents project managers with the challenge of staying on top of their projects within a more dynamic data
environment. Project complexity comes with a cost.
CHAPTER 6
 Data Analysis, Results and Interpretation

Data analysis and interpretation is the process of assigning meaning to the collected information and
determining the conclusions, significance and implications of the findings. Analysis involves estimating the
values of unknown parameters of the population and testing of hypotheses for drawing inferences.

TABLE 1: TABLE SHOWING DISTRIBUTION OF GENDER

OPTIONS NO. OF RESPONDENT % OF RESPONDENT

MALE 58 54.5%
FEMALE 42 45.5%
TOTAL 100 100%

GRAPH NO.1: DISTRIBUTION OUTLAY WITH PIE CHART

TABLE 2: TABLE SHOWING DISTRIBUTION OF RESPONDENT OCCUPATION

OPTIONS NO. OF RESPONDENT % OF RESPONDENT

STUDENT 36 35.4%
GOVT EMPLOYEE 36 34.6%
PVT EMPLOYEE 16 15.9%
BUSINESSMAN 16 14.1%
OTHER - -

GRAPH NO.2:
GRAPH SHOWING
DISTRIBUTION OF
RESPONDENT
OCCUPATION

STUDENT
GOVT
PVT
BUSINESSMEN
OTHER

INFERENCES:

The Chart Clearly indicates that the most of the Respondent’s Occupations is Student.

TABLE 3: TABLE SHOWING DISTRIBUTION OF ANNUAL INCOME OF THEIR FAMILY

OPTIONS (PA.) NO. OF RESPONDENT % OF RESPONDENT

1 TO 3 LAKH 18 27.3%
3 TO 6 LAKH 18 27.3%
6 TO 9 LAKH 48 36.4%
ABOVE 9 LAKH 16 9.0 %

GRAPH NO.3: GRAPH SHOWING DISTRIBUTION OF ANNUAL INCOME (FAMILY INCOME.PA)

OF RESPONDENT

% OF RESPONDENT

1 TO 3 LAKH
3 TO 6 LAKH
6 TO 9 LAKH
ABOVE 9 LAKH

INFERENCES:

The Chart Clearly indicates that the most of the Respondent’s annual income group varies between 6 to 9 lakhs.

TABLE 4: TABLE SHOWING DISTRIBUTION OF EXPERIENCE IN COUNSELLING SESSION.

OPTIONS NO. OF RESPONDENT % OF RESPONDENT

YES 70 70.00%
NO 30 30.00%

GRAPH NO.4: GRAPH SHOWING DISTRIBUTION OF RESPONDENT EXPERIENCE IN

COUNSELLING SESSION.

HAVE YOU HAVE EVER TAKEN ANY

COUNSELLING SESSION?

YES
NO

INFERENCES:

The Chart Clearly indicates that the most of the Respondent’s attended counseling session.
TABLE 5: TABLE SHOWING DISTRIBUTION OF COMMUNICATION BETWEEN CHILDREN TO
PARENT.

OPTIONS NO. OF RESPONDENT % OF RESPONDENT

YES 60 60.00%
NO 40 40.00%

GRAPH NO.5: GRAPH SHOWING DISTRIBUTION OF RESPONDENT EXPERIENCE IN

COMMUNICATION BETWEEN CHILDREN TO PARENT.

INFERENCES:

The Chart Clearly indicates that the most of the Respondents are able to communicate to their parents.

TABLE 6: TABLE SHOWING DISTRIBUTION OF COMMUNICATION BETWEEN PARENTS TO

CHILDREN.

OPTIONS NO. OF RESPONDENT % OF RESPONDENT

YES 54.6 55.00%
NO 45.4 45.00%

GRAPH NO.6: GRAPH SHOWING DISTRIBUTION OF COMMUNICATION BETWEEN PARENTS

TO CHILDREN.

% of Respondent

60
50
40
30
20
10
0
Yes
No
INFERENCES:

The Chart Clearly indicates that the most of the Respondents are able to communicate to their Children’s.

TABLE 7: TABLE SHOWING DISTRIBUTION OF UTILIZING CONSULTANCY SERVICE FOR

COUNSELLING SESSION AND OTHER THINGS

OPTIONS NO. OF RESPONDENT % OF RESPONDENT

FAVOURABLE 20 20.00%
NON FAVOURABLE 60 60.00%
UPON USAGE 10 10.00%

GRAPH NO.7: GRAPH SHOWING DISTRIBUTION OF UTILIZING CONSULTANCY SERVICE

FOR COUNSELLING SESSION AND OTHER THINGS

UTILIZING CONSULTANCY SERVICE

UPON USAGE

UTILIZING CONSULTANCY
SERVICE
NON FAVOURABLE

FAVOURABLE

0 10 20 30 40 50 60
INFERENCES:

The Chart Clearly indicates that most of the respondent isn’t in favor of utilizing consultancy services.

CHAPTER 7
 Conclusion

 During my internship survey, i came to evaluate that most of the respondent were men, which is typically
an indication that major key player of a family group is a father who takes major decisions of family and
even the children's. The major family groups were from evolving from middle-income groups. And they
were able to pass free flow of decision making for substantial living standards of their family members.
The major key creamy layer where my business can come to help is that there is no proper
communication between parents and children on counseling aspects.
 They need counseling to understand their emotions, clear their doubts and conflicts; they need someone
to share the special experiences and feelings. In such cases counseling can help children to assess their
abilities, interests, and needs and find solutions to personal social adjustments at their school and home.
 Through this process counselors can help parents understand the messages they bring home about work
(both positive and negative), and how to help their children understand the advantages of work in their
lives. The second step is to help parents work directly with their child.
 Once a student is tested and her unique needs are identified, effective accommodation plans can be
developed. K-12 and higher educational institutions each have "systems" that, from a parental
perspective, can seem intimidating or inadequate and from a school's view be overwhelming and/or
lacking in individualization.
 TMHM Consultancy provides consulting services to both schools and parents, with an aim to bridge
divides between a student's needs and a school's support services. We can support and guide families to
advocate for the services their child requires and advise them through the maze of complicated legalities,
terms, and cultures that are encountered in the process of acquiring accommodations and learning
supports for their child.
 Our accomplishments as teachers, teacher educators, interventionists, clinicians, trainers, researchers and
parents of children from gifted to special needs provides us with unparalleled insights and vast
experiences from which to draw upon for providing proven supports to ensure that your child's unique
learning needs are met.

CHAPTER 8
 Limitations of the project

 First and foremost limit the consultant needs to understand: you DO NOT tell your client what
they should do. Consulting work involves diagnosing the problem, suggesting possible solutions
(preferably always more than one possibility), presenting possible courses of action, but NEVER
making a decision.
 Nothing is less professional than criticizing or mocking someone else's work - especially when it
comes to “competition”. Even if, apparently, the professional who went through the hiring
company before you made glaring mistakes, keep it to yourself. Speaking badly about someone
else's work, even if you think it is over justified, will not make you look better, more skilled, or
more experienced. Perhaps, on the contrary, it just makes you look petty and arrogant.
 Lack of knowledge: As a student, in the research field, I have no past practical experience of
data collection, data processing, data analyzing, integrating and presenting. So it is a limiting
factor for obtain accurate information.
 Lack of time: For the time limitation I could not gather more information to justify exact
condition. The time constraints are limiting factors.
 Small sample size: The study is limited by the size of the sample. As the sample size is very
small, geographical and regional differences could not be included.
 Fund unavailability I don’t have much financial support to conduct this study. I could not
interview with more respondents covering the survey area.
 APPENDIX

CUSTOMER EVALUATION

1. NAME

2. GENDER

Mark only one oval.

Male

Female

Prefer not to say

3. OCCUPATION

Mark only one oval.

STUDENT

GOVT EMPLOYEE

PVT EMPLOYEE

BUSINESSMAN

OTHER
4. WHAT IS YOUR FAMILY ANNUAL

INCOME? Mark only one oval.

1 TO 3 LAKH PA

3 TO 6 LAKH PA

6 TO 9 LAKH PA

ABOVE THAT

5. ARE YOU ?

Mark only one oval.

PARENT

STUDENT

GUARDIAN

6. HAVE YOU HAVE EVER TAKEN ANY COUNSELLING

SESSION? Mark only one oval.

Yes

No
7. HOW IS CHILD IS ABLE TO EXPRESS THINGS CLEARLY?

Mark only one oval.

1 2 3 4 5 6 7 8 9 10

NOT ABLE TO EXPRESS MUCH CLEARLY EXPRESSING EVERYTHING

8. DOES PARENT OR GUARDIAN IS ABLE TO EXPRESS THINGS CLEARLY?

Mark only one oval.

1 2 3 4 5 6 7 8 9 10

NOT ABLE TO EXPRESS FREE FLOW EXPRESS OF THOUGHTS

9. HAVE YOU EVER HAVE TAKEN AN

COUNSELING SESSION? Mark only

one oval.

Yes

No

10. WOULD YOU LIKE TO TAKE A DEMO COUNSELING SERVICE

FOR PATERNAL ADVICE? Mark only one oval.

Yes

No

Maybe

11. WHAT IS YOUR CAREER

PROSPECT IDEOLOGY?

Mark only one oval.

TO SEE IN STEM FEILD

DOCTOR, ENGINEERING, ETC

GETTING SUCCESSFUL IN COMMERCE FEILD

TO PROSPER AHEAD IN THE FUTURE IN ANY FEILD

TO BE SELF INDEPENDENT

OTHER
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