MASSACHUSETTS

The Company

Our client is relied on as an industry leader for providing timely information and advice on how business strategy drives technology adoption. Their research is unique in its focus on technology only in the context of the business issue or process it supports. The company’s wide array of clients receives crucial support in the most critical business initiatives, including supply chain transformation; new product introduction, customer profitability, compliance and governance, and IT benefit realization. Long recognized for their visionary insights, this company has a distinguished record of highly relevant and effective client services based upon the principles of integrity, objectivity and independence.

Wallace Associates Inc Singapore Executive Management Recruitment

The Job

The Research Director will become a thought leader in enterprise architecture and Service Oriented Architecture (SOA) through developing and executing a research agenda that is compelling to CIO’s and IT Executives in Fortune 500 Companies. This opportunity is ideal for an experienced, personable, research-oriented individual seeking to join a renowned firm.

Responsibilities include:

• Developing and delivering reports and presentations involving best practices and strategies to guide user decision-making.
• Driving research on enterprise architecture specifically targeted towards the trends and direction of SOA.
• Interact on an ongoing basis with clients and prospects.
• Work on business and technology issues with all company levels, including VP’s, CIO’s and CEO’s.

What it Takes

• Bachelor’s degree (MBA preferred)
• 10+ years of experience in a related field
• Past experience working towards metrics or quota targets, with a proven track-record of success
• Thorough understanding of best practices, business strategies, goals and metrics, and the ability to link them to the company’s IT strategy
• Ability to represent and defend analysis in client interactions
• Concise and persuasive writing and presentation skills
• Strong communication and interpersonal skills in dealing with both colleagues and clients

Most important attributes of our candidate:

• Strong understanding of industry best practices and business strategies
• Strong writing and presentation skills
• Excellent interpersonal skills when dealing with clients and prospects

Why apply?

If you are a qualified professional who seeks the benefits of working with an outstanding organization, and you want to be part of a team of professionals who are industry leaders in developing information and advice on how business strategy drives technology adoption, you should consider this job.

This is a company that helps its clients to define competitive technology solutions by offering integrated, industry-specific areas of coverage, analyst interaction and leading-edge research. You can be a catalyst for change to the customers you serve.

Please email your resume along with a cover letter to positions@wallaceassoc.com

PRINCIPAL CONSULTANT – IT/TELECOM

NORTHEAST US

The Company

Our client is an established well respected international consulting firm which provides the most comprehensive economic, financial, and political coverage of countries, regions, and industries available from any source. As one of the world’s leading economic information and consulting firms, it covers over 200 countries and spans more than 170 industries.

Wallace Associates Inc Singapore Executive Management Recruitment

The Job

• Prepare proposals and presentations for sales purposes
• Identify and develop business opportunities with IT and Telecom organizations
• Assist practice managing director in developing new products and services to expand the market
• Manage client accounts
• Develop models, forecasts, analytical reports and presentations that examines market sizing and company sales
• Work closely with various groups, including the company’s sales team, clients, and prospects

What it takes

The selected candidate will have:

• Bachelor’s Degree in economics; 7+ years of working in the IT/Telecom industry, 7+ years of consulting - experience; previous experience in economic and demographic analysis
• Familiarity with a range of industry-specific analytic techniques, including econometrics, forecasting, modeling, and statistics
• Knowledge of IT/Telecom software to create effective proposals and sales presentations
• Strong office and statistical software skills
• Excellent written and verbal communication skills
• Advanced Degree preferred

Most important

This is what really matters to us in a candidate:

• Ability to build strong client and prospect relationships
• Ability to make a strong connection between economic/demographic drivers and the strategic requirements of consumer-oriented companies
• Thorough understanding of the analysis and needs of the IT/Telecom industry

Why apply

What we are about:

The company understands that their employees are their most valuable asset and that the quality of the company services depends on their employees’ knowledge, skill, and teamwork. This is a highly visible position in fastest growing division of the The company is committed to providing a work environment that encourages its employees to grow in capabilities, responsibility, and impact. This company is an equal opportunity employer.

Please email your resume along with a cover letter to positions@wallaceassoc.com

PRINCIPAL CONSULTANT – IT/TELECOM

NORTHEAST US

The Company

Our client is an established well respected international consulting firm which provides the most comprehensive economic, financial, and political coverage of countries, regions, and industries available from any source. As one of the world’s leading economic information and consulting firms, it covers over 200 countries and spans more than 170 industries.

Wallace Associates Inc Singapore Executive Management Recruitment

The Job

• Prepare proposals and presentations for sales purposes
• Identify and develop business opportunities with IT and Telecom organizations
• Assist practice managing director in developing new products and services to expand the market
• Manage client accounts
• Develop models, forecasts, analytical reports and presentations that examines market sizing and company sales
• Work closely with various groups, including the company’s sales team, clients, and prospects

What it takes

The selected candidate will have:

• Bachelor’s Degree in economics; 7+ years of working in the IT/Telecom industry, 7+ years of consulting - experience; previous experience in economic and demographic analysis
• Familiarity with a range of industry-specific analytic techniques, including econometrics, forecasting, modeling, and statistics
• Knowledge of IT/Telecom software to create effective proposals and sales presentations
• Strong office and statistical software skills
• Excellent written and verbal communication skills
• Advanced Degree preferred

Most important

This is what really matters to us in a candidate:

• Ability to build strong client and prospect relationships
• Ability to make a strong connection between economic/demographic drivers and the strategic requirements of consumer-oriented companies
• Thorough understanding of the analysis and needs of the IT/Telecom industry

Why apply

What we are about:

The company understands that their employees are their most valuable asset and that the quality of the company services depends on their employees’ knowledge, skill, and teamwork. This is a highly visible position in fastest growing division of the The company is committed to providing a work environment that encourages its employees to grow in capabilities, responsibility, and impact. This company is an equal opportunity employer.

Please email your resume along with a cover letter to positions@wallaceassoc.com

Director of Sales

San Francisco, CA or New York, NY

The Company

Our client helps the world’s media, information, and technology providers grow revenue, deliver superior solutions, optimize their clients’ performance, and thrive in a fast-changing global digital market. Our client advances the business of information as a company “that works” — for each other, their clients, their stakeholders, and their community.

The Job

Our client is looking for a proven top-producer, entrepreneurial-minded, highly motivated, results-driven candidate to drive new business within the company’s syndicated subscription services and manage a small sales team to deliver total sales results for the company. The company is looking for a strong player/coach who’s up for a challenge.

This key talent will drive sales of the company’s payment services by establishing and nurturing partnerships with various POS developers (ISVs).

The primary responsibility of this role is to engage with strategy, corporate development, and market intelligence executives in the information industry for the purpose of generating new sales for our Marketing Intelligence Service and develop leads for our custom research and consultancy services. You will manage the team that delivers renewals and sells new memberships and you will oversee sales production for the firm.

You will be responsible for developing a strong pipeline, representing the service, and closing new business in a predominately hunter role while providing forecast oversight for the firm and ensuring successful monthly performance overall. You are a hands-on individual contributor and team leader.

Key Responsibilities

• Meet/exceed assigned new business targets within a defined territory comprising large non-client organizations in the information industry and assigned accounts. Oversee sales production
• Generate sales through professional networking cold-call techniques, following up leads, and business development efforts
• Proactively prospect and build new business with effective pipe management
• Serve as a team leader for a field sales team member and two client services specialists focused on generating new business and client retention
• Develop forecasts for finance, ensure forecast accuracy, and deliver sales targets and meet or exceed them individually and for the team
• Develop sales plans for budget years and establish quotas and compensation plans
• Hire, mentor, develop, retain, and coach individual contributors

What It Takes

The selected candidate will have:

• Must have sales management experience
• Bachelor’s Degree
• 10+ years’ experience with business development selling to the information, software, or media industry preferred
• Solution selling orientation with the ability to quickly build credibility with executive-level audiences
• Powerful business development skills to repeatedly gain new clients
• Ability to speak the business language of C-Suite, Heads of Strategy, and CMOs
• Successful sales manager who has rolled up to a sales VP or has run a subset team and territory in a larger sales organization and is now looking for the next level up in a career move to run sales for an organization.
• Demonstrated history with running and growing larger territories
• Experience with Salesforce.com and hands-on use of it to develop and deliver necessary pipeline and forecast reports and sales performance
• Strong business-to-business (B2B) sales experience
• A strong sales record and familiarity with selling information and intelligence services or solutions to the information industry
• Solution-based sales experience with an emphasis on service-oriented products and new business activity
• Skills and confidence to call “high” and “across” organizations and to be part of growing the sales function as product execution ramps in the firm
• Polished, professional, good communicator, accountable, follows through with colleagues, and can present and discuss business issues in a cogent and concise way
• Comfortable in a fast-moving agile environment, can work across time zones, and communicate with individuals across many countries
• Business development experience (such as licensing) is a plus

Why Apply

What the company is about:

Our client we believes that information and knowledge are fuel for the human spirit. They foster understanding, discovery, enjoyment, learning, and commerce around the globe. Our client believes in a world where people always have access to the information they need, advancing their lives so they can advance the lives of others.

Our client offers flexible work hours to help their employees maintain a schedule that works for them.

Please contact our search firm:

Wallace Associates

positions@wallaceassoc.com

Director of Sales

San Francisco, CA or New York, NY

The Company

Our client helps the world’s media, information, and technology providers grow revenue, deliver superior solutions, optimize their clients’ performance, and thrive in a fast-changing global digital market. Our client advances the business of information as a company “that works” — for each other, their clients, their stakeholders, and their community.

The Job

Our client is looking for a proven top-producer, entrepreneurial-minded, highly motivated, results-driven candidate to drive new business within the company’s syndicated subscription services and manage a small sales team to deliver total sales results for the company. The company is looking for a strong player/coach who’s up for a challenge.

This key talent will drive sales of the company’s payment services by establishing and nurturing partnerships with various POS developers (ISVs).

The primary responsibility of this role is to engage with strategy, corporate development, and market intelligence executives in the information industry for the purpose of generating new sales for our Marketing Intelligence Service and develop leads for our custom research and consultancy services. You will manage the team that delivers renewals and sells new memberships and you will oversee sales production for the firm.

You will be responsible for developing a strong pipeline, representing the service, and closing new business in a predominately hunter role while providing forecast oversight for the firm and ensuring successful monthly performance overall. You are a hands-on individual contributor and team leader.

Key Responsibilities

• Meet/exceed assigned new business targets within a defined territory comprising large non-client organizations in the information industry and assigned accounts. Oversee sales production
• Generate sales through professional networking cold-call techniques, following up leads, and business development efforts
• Proactively prospect and build new business with effective pipe management
• Serve as a team leader for a field sales team member and two client services specialists focused on generating new business and client retention
• Develop forecasts for finance, ensure forecast accuracy, and deliver sales targets and meet or exceed them individually and for the team
• Develop sales plans for budget years and establish quotas and compensation plans
• Hire, mentor, develop, retain, and coach individual contributors

What It Takes

The selected candidate will have:

• Must have sales management experience
• Bachelor’s Degree
• 10+ years’ experience with business development selling to the information, software, or media industry preferred
• Solution selling orientation with the ability to quickly build credibility with executive-level audiences
• Powerful business development skills to repeatedly gain new clients
• Ability to speak the business language of C-Suite, Heads of Strategy, and CMOs
• Successful sales manager who has rolled up to a sales VP or has run a subset team and territory in a larger sales organization and is now looking for the next level up in a career move to run sales for an organization.
• Demonstrated history with running and growing larger territories
• Experience with Salesforce.com and hands-on use of it to develop and deliver necessary pipeline and forecast reports and sales performance
• Strong business-to-business (B2B) sales experience
• A strong sales record and familiarity with selling information and intelligence services or solutions to the information industry
• Solution-based sales experience with an emphasis on service-oriented products and new business activity
• Skills and confidence to call “high” and “across” organizations and to be part of growing the sales function as product execution ramps in the firm
• Polished, professional, good communicator, accountable, follows through with colleagues, and can present and discuss business issues in a cogent and concise way
• Comfortable in a fast-moving agile environment, can work across time zones, and communicate with individuals across many countries
• Business development experience (such as licensing) is a plus

Why Apply

What the company is about:

Our client we believes that information and knowledge are fuel for the human spirit. They foster understanding, discovery, enjoyment, learning, and commerce around the globe. Our client believes in a world where people always have access to the information they need, advancing their lives so they can advance the lives of others.

Our client offers flexible work hours to help their employees maintain a schedule that works for them.

Please contact our search firm:

Wallace Associates

positions@wallaceassoc.com

Wallace Associates Inc. Singapore Executive Management Recruitment

The Company

Our client is an independent research and advisory firm focused on business, technology, and regulatory issues and their impact on the financial services industry. With expertise in banking, payments, wealth management, capital markets, and insurance, the firm’s analysts deliver comprehensive, actionable advice to key market participants in financial services. Headquartered in Boston with a presence in Chicago, New York, San Francisco, London, and Milan, this organization works with its clients as a partner, advisor, and catalyst, challenging their basic assumptions and ensuring they remain at the forefront of industry trends

The Job

As a Senior Analyst within our insurance practice, you will strive to become a thought leader and a trusted advisor to insurance carriers and distributors, other financial institutions, and technology vendors. You will focus on providing actionable recommendations to our customers by producing research papers, interacting with clients, and leading consulting engagements.

Senior Analysts are expected to excel in the followings areas:

• Producing high-quality research papers on a monthly basis;
• Providing ongoing support to the financial institutions and technology vendors that subscribe to our research practice;
• Supporting the sales team in expanding our client base for our research and consulting practices;
• Securing speaking engagements on a regular basis at industry and client conferences and events; and
• Becoming a source of reference for the trade and top-tier press in their domain of expertise.

What It Takes

The selected candidate will have:

• At least 6-10 years experience in P&C and/or Life insurance at an insurer, leading technology vendor, industry analyst firm, or management consultancy
• Proficiency in technology and business strategies
• Proven written and oral communication skills
• An ability to formulate original analyses and actionable recommendations
• Proven quantitative analysis skills.
• Candidates must be fluent in English.
• Fluency in another language, such as French, German, Spanish, Mandarin or Japanese is a plus.
• A bachelor’s degree from an accredited college or university is required. An MBA is a plus.

Why Apply

Our client believes their success depends on the human and professional qualities of its employees. They seek well-rounded, personable individuals that can work independently with minimal supervision and also excel in a team-oriented environment. The company welcomes inquiring minds and provocative thinkers who, in addition to closely following their own sector, keep current with domestic and global social, economic and political trends and issues.

This organization has high expectations for the individuals they attract, and is committed to offering these individuals a professional and rewarding environment. Compensation consists of a base salary along with a bonus, which is based on performance.

Applicants should contact our search firm:

Wallace Associates

positions@wallaceassoc.com

Wallace Associates Inc. Singapore Executive Management Recruitment

The Company

Our client is an independent research and advisory firm focused on business, technology, and regulatory issues and their impact on the financial services industry. With expertise in banking, payments, wealth management, capital markets, and insurance, the firm’s analysts deliver comprehensive, actionable advice to key market participants in financial services. Headquartered in Boston with a presence in Chicago, New York, San Francisco, London, and Milan, this organization works with its clients as a partner, advisor, and catalyst, challenging their basic assumptions and ensuring they remain at the forefront of industry trends

The Job

As a Senior Analyst within our insurance practice, you will strive to become a thought leader and a trusted advisor to insurance carriers and distributors, other financial institutions, and technology vendors. You will focus on providing actionable recommendations to our customers by producing research papers, interacting with clients, and leading consulting engagements.

Senior Analysts are expected to excel in the followings areas:

• Producing high-quality research papers on a monthly basis;
• Providing ongoing support to the financial institutions and technology vendors that subscribe to our research practice;
• Supporting the sales team in expanding our client base for our research and consulting practices;
• Securing speaking engagements on a regular basis at industry and client conferences and events; and
• Becoming a source of reference for the trade and top-tier press in their domain of expertise.

What It Takes

The selected candidate will have:

• At least 6-10 years experience in P&C and/or Life insurance at an insurer, leading technology vendor, industry analyst firm, or management consultancy
• Proficiency in technology and business strategies
• Proven written and oral communication skills
• An ability to formulate original analyses and actionable recommendations
• Proven quantitative analysis skills.
• Candidates must be fluent in English.
• Fluency in another language, such as French, German, Spanish, Mandarin or Japanese is a plus.
• A bachelor’s degree from an accredited college or university is required. An MBA is a plus.

Why Apply

Our client believes their success depends on the human and professional qualities of its employees. They seek well-rounded, personable individuals that can work independently with minimal supervision and also excel in a team-oriented environment. The company welcomes inquiring minds and provocative thinkers who, in addition to closely following their own sector, keep current with domestic and global social, economic and political trends and issues.

This organization has high expectations for the individuals they attract, and is committed to offering these individuals a professional and rewarding environment. Compensation consists of a base salary along with a bonus, which is based on performance.

Applicants should contact our search firm:

Wallace Associates

positions@wallaceassoc.com

The Company

Our client is an independent research and advisory firm focused on business, technology, and regulatory issues and their impact on the financial services industry. With expertise in banking, payments, wealth management, capital markets, and insurance, the firm’s analysts deliver comprehensive, actionable advice to key market participants in financial services. Headquartered in Boston with a presence in Chicago, New York, San Francisco, London, and Milan, this organization works with its clients as a partner, advisor, and catalyst, challenging their basic assumptions and ensuring they remain at the forefront of industry trends

The Job

As a Senior Analyst within our Wealth Management practice, you will strive to become a thought leader and a trusted advisor to financial institutions and technology vendors. You will focus on providing actionable recommendations to our customers by producing research papers, interacting with clients, and leading consulting engagements.

Senior Analysts are expected to excel in the followings areas:

• Producing high-quality research papers on a monthly basis;
• Providing ongoing support to the financial institutions and technology vendors that subscribe to our research practice;
• Supporting the sales team in expanding our client base for our research and consulting practices;
• Securing speaking engagements on a regular basis at industry and client conferences and events; and
• Becoming a source of reference for the trade and top-tier press in their domain of expertise.

What It Takes

The selected candidate will have:

The ideal candidate brings a solid industry expertise (10+ years experience at a introducing broker/dealer firm or a service provider to this wealth management industry segment, e.g., correspondent clearing firm, asset management firm, management consulting firm, or leading technology vendor); proficiency in technology and business strategies; proven written and oral communication skills; an ability to formulate original analyses and actionable recommendations; and proven quantitative analysis skills.

Candidates must be fluent in English. Fluency in another language, such as Chinese, Japanese, French, German, or Spanish is a plus. A bachelor’s degree from an accredited college or university is required. An MBA is a plus.

Why Apply

Our client believes their success depends on the human and professional qualities of its employees. They seek well-rounded, personable individuals that can work independently with minimal supervision and also excel in a team-oriented environment. The company welcomes inquiring minds and provocative thinkers who, in addition to closely following their own sector, keep current with domestic and global social, economic and political trends and issues.

This organization has high expectations for the individuals they attract, and is committed to offering these individuals a professional and rewarding environment. Compensation consists of a base salary along with a bonus, which is based on performance.

Applicants should contact our search firm:

Wallace Associates

positions@wallaceassoc.com

The Company

Our client is an independent research and advisory firm focused on business, technology, and regulatory issues and their impact on the financial services industry. With expertise in banking, payments, wealth management, capital markets, and insurance, the firm’s analysts deliver comprehensive, actionable advice to key market participants in financial services. Headquartered in Boston with a presence in Chicago, New York, San Francisco, London, and Milan, this organization works with its clients as a partner, advisor, and catalyst, challenging their basic assumptions and ensuring they remain at the forefront of industry trends

The Job

As a Senior Analyst within our Wealth Management practice, you will strive to become a thought leader and a trusted advisor to financial institutions and technology vendors. You will focus on providing actionable recommendations to our customers by producing research papers, interacting with clients, and leading consulting engagements.

Senior Analysts are expected to excel in the followings areas:

• Producing high-quality research papers on a monthly basis;
• Providing ongoing support to the financial institutions and technology vendors that subscribe to our research practice;
• Supporting the sales team in expanding our client base for our research and consulting practices;
• Securing speaking engagements on a regular basis at industry and client conferences and events; and
• Becoming a source of reference for the trade and top-tier press in their domain of expertise.

What It Takes

The selected candidate will have:

The ideal candidate brings a solid industry expertise (10+ years experience at a introducing broker/dealer firm or a service provider to this wealth management industry segment, e.g., correspondent clearing firm, asset management firm, management consulting firm, or leading technology vendor); proficiency in technology and business strategies; proven written and oral communication skills; an ability to formulate original analyses and actionable recommendations; and proven quantitative analysis skills.

Candidates must be fluent in English. Fluency in another language, such as Chinese, Japanese, French, German, or Spanish is a plus. A bachelor’s degree from an accredited college or university is required. An MBA is a plus.

Why Apply

Our client believes their success depends on the human and professional qualities of its employees. They seek well-rounded, personable individuals that can work independently with minimal supervision and also excel in a team-oriented environment. The company welcomes inquiring minds and provocative thinkers who, in addition to closely following their own sector, keep current with domestic and global social, economic and political trends and issues.

This organization has high expectations for the individuals they attract, and is committed to offering these individuals a professional and rewarding environment. Compensation consists of a base salary along with a bonus, which is based on performance.

Applicants should contact our search firm:

Wallace Associates

positions@wallaceassoc.com

Editor: In 2004, Edwin Sim established Human Capital Alliance, Thailand’s Premier Executive Search & Senior Advisory Firm. Between 1997-2003, Edwin Sim was Managing Partner of Korn Ferry Thailand. This article was first published by the Nation in April 2003.

K I Woo reviews comments made at a recent seminar by The Economist Intelligence Unit entitled “Sustainable 21st-Century Business.” Part one of a two-part series.

In Thailand, as elsewhere, businessmen are under constant pressure to ensure their business is sustainable in the 21st century. They are flooded daily with high-priced business solutions developed by numerous international companies.

Chavalit Tsao, the Chairman of IMC Pan Asia Alliance, a shipping company with global operations, including Thailand ’s Unithai Group, said his companies had tried almost every business solution coming down the line during his 25 years in business.

” ’In Search of Excellence’, ’Seven Habits of Effective People’ and now the ’Balanced Scorecard’ and ’Six-Sigma’ – you name it, we’ve looked at it and probably tried it,” he said.

A fourth-generation shipping tycoon, Chavalit took over the family business from his father a little more than a decade ago. Recognized across the global industry, Chavalit is currently Chairman of the London-based International Association of Dry Cargo Ship-owners.

At a recent seminar in Bangkok entitled “Sustainable 21st-Century Business” co-sponsored by The Economist Intelligence Unit and Korn Ferry Thailand, Chavalit acknowledged that although every successful company was compelled to try the latest management techniques, his experience still indicated that few solutions were capable of guaranteeing an organization would be sustainable throughout the 21st century.

Chavalit said that during the 1990s boom, business leaders faced an almost irresolvable dilemma. “No one was just doing business: they were only speculating. Anyone can throw a dart and hit an elephant,” he said.

That period, he said, led to tremendous cultural changes in Asia . People became much more materialistic, running around with three mobile phones, buying land and speculating on shares. “Leaders had to analyze how and where they were leading their people,” he said.

The social costs were tremendous. “Perception became more important than truth, legality became more important than justice, and actions that were bad suddenly became good,” he said.

To resolve his dilemma, Chavalit said, he decided to look closely at cultural issues. He endowed his East West Cultural Centre and began research on 3,000 years of management history in China .

“In both an Asian and a Western context, we wanted to see if we could draw something from the wisdom of the past,” he said.

Chavalit said that based on his study and interpretation of Chinese culture he would respond to the question of sustainability with the following formula: achieving sincerity, finding a holistic and interdependent dynamic balance, and the creation of harmony.

“This is the process, the means and an end,” he said.

Chavalit said that in his opinion, any actions that ultimately created harmony were sustainable. “Those are your key productivity-indicators,” he said.

Conversely, activities that do not create harmony are not sustainable.

“Business is inherently a social enterprise: it’s about serving human needs and receiving a return or reward, which is part of the system’s design,” he said.

With globalization, business has grown immensely and has a much more important role in shaping culture. Chavalit said that at the end of the day businesses, governments, and non-governmental organizations had to work together as three pillars of social development to ensure that markets and cultures were operating properly and delivering happiness to everyone.

“The business sector is the most powerful and most able to mobilize and deploy resources,” he added.

Modern businesses can also learn sustainability by following the ancient belief of cycles, he said.

“In the ’Yijing’ ’The Book of Changes’, a classic of Chinese philosophy, everything grows, matures, dies, and then renews,” he said.

At the same time, the “Yijing” emphasizes that if everybody plays his or her role, then everybody is rewarded, Chavalit said.

“Heaven and earth are all-giving,” he said.

As for the companies under his control, Chavalit said he wanted to develop a living organization, something that would grow and renew itself.

He said that to achieve sustainability, one must be guided by principle – exercise self-restraint if the market does not itself encourage restraint. Be financially motivated – because that is how the system is structured. Be commercially oriented and technically sound.

A living organization, Chavalit said, must look at more than just efficient key productivity-indicators. Company leaders must closely consider issues such as internal motivation, people orientation, process rationality, and leadership guidance.

“The whole thing must be built on the concept of growth, relationship and the concept of self,” he said.