The Hindu Business Line : A.T. Kearney plans portfolio rejig to prop up revenues

MANAGEMENT consulting firm, A.T. Kearney Ltd (ATKL), plans to undertake a portfolio rejig exercise aimed at growing its revenue pie in the country, besides achieving "higher price realisation" in its engagements.

Currently, 60 per cent of the revenue emanates from public sector engagements and the remaining 40 per cent is equally shared between top business houses in the country and global multinational firms.

"By 2006, we want the proportion to be one-third each," Mr Ravi Kushan, Managing Director, ATKL, told Business Line. He highlighted that the price points in public sector work are not very high.

"Our goal is not only to grow but with higher profitability. The strategy is to change the price mix and move to higher price points by increasing our share of work for the private sector and global multinational companies. It does not mean that we are going to shift focus away from public sector," Mr Kushan said.

He also maintained that the loss of Dr C. Srinivasan, who had quit as Chairman of A.T. Kearney in India, has not affected business for the consulting firm.

"We have reinforced all our major existing engagements in the country with partners from other parts of the world. From client perspective, we have not slipped. Clients have taken his departure in their stride. We have not lost business," Mr Kushan said.

Claiming that A.T. Kearney is on a growth path in the country, he highlighted that the management-consulting firm has last week recruited as many as 12 persons from three Indian Institute of Management (IIMs).

"All the 12 would initially be deployed in engagements in India. Our pipeline is full and we have enough work," Mr Kushan said, adding that there was no truth in media reports that A.T. Kearney was winding up its operations in the country.

When asked about the status of establishing a full-fledged office in Mumbai, Mr Kushan said: "We are close to coming to a conclusion."

He held that practice areas of financial institutions (which includes banking, insurance and asset management), high tech areas such as telecom and information technology and non-voice based business process outsourcing are going to play a key role in helping the consulting firm increase its revenue pie.

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