Copyright CoEvolve 2010

SWAMI RAOTE’S STORY

Over a period of the last five years Johnson &Johnson's Sales Organization has

undergone a tremendous transformation. This change has not only been in the

nomenclature, which changed from Sales to Customer Development; but at a far

deeper level in its processes and outlook towards its Customers and Consumers.

In the internal Credo surveys carried out by J&J annually, this is reflected in a very

strong showing in the Teamwork, Innovation, Customer Orientation and many such

indices, which are consistently above the J&J, Worldwide benchmarks. The market

place results are equally sparkling: In an otherwise flat to declining FMCG market, J&J

has grown sales and market share consistently and profitably whilst many other reputed

units have faltered.

Kiran, we are privileged to acknowledge has been one of our key partners in helping us

harness the energy within J&J, so productively. Right from the early days on confusion

about the new roles, to helping us build a high performance team culture, to moving

on to learning about some cutting edge forward moving ideas - Kiran has pushed,

provoked and ignited thought, releasing the much needed energy to transform the

organization. His specialty has been in "customizing" his thoughts and formats for the

needs of the various teams that we have met over this time. The flexibility, with which

he converses with his audience is what makes the programs so engaging...

While everyone within J&J have contributed to and co-authored the success that we see

- it is the collaboration, with Kiran all through this journey which has been a key inspiring

factor."

Swami Raote