Proposal On

Sales Intervention
For
Quality Kiosk

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Sales Intervention

Proposal for Quality Kiosk

Submitted by Acumen Business Processes (I) Pvt. Ltd.

Proposal No ACU-TRN-QKL-CSS-001

Document Date 5th May 2020

Document Version 1.0

Acumen Contact Person Shweta Kanojia
Contact No 9004616207

Acumen Business Processes (India) Pvt. Ltd. has taken all reasonable care to ensure that the information contained in
this proposal is accurate at the time of preparation & publishing. It is not intended that this document forms part or all
of a legally binding contract. The information contained within this document is commercial in confidence & should not
be disclosed to a third party without written authority of authorized personnel from Acumen.

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Sales Intervention

BACKGROUND

When it comes to selling, the primary difference between products and services
is that the former is more often than not something the customer can see, a
tangible item with defined qualities and limitations. Services, on the other hand,
can be more difficult to showcase as there is nothing physical to present. For
this reason, services require a demystifying explanation of how they work and
how they will add value. However, they often also allow a sales person to be
more flexible, adapting the parameters to meet the specific needs of the
customer.
Research shows that while sales reps seem to know what buyers want, there’s
a huge disparity between this, and what they actually deliver.
▪ 50% of sales reps’ state that they avoid being pushy; 84% of buyers think
they don’t.
▪ 83% of sales reps think they listen to their prospect’s needs; just 62% of
buyers agreed.
▪ 74% of sales reps said they research prospects before calls (so they can
provide relevant information); only 45% of buyers felt that this was the
case.
The problem lies primarily with reps’ focus on closing a sale instead of the
journey required to get there.
They are still – in many cases – practicing transactional selling, instead of
consultative selling
This Acumen workshop shifts the approach from Transactional Selling to
Consultative Selling. Consultative selling is a sales approach based on
understanding each customer’s unique needs and how the product or service
being sold can address them.
Reps act more like consultants than “traditional” salespeople. They build
relationships with prospects and work to find a solution that fits each prospect’s
needs, instead of pushing the solution that’s most profitable, or the easiest to
sell.

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Sales Intervention

WHAT WE PROPOSE FOR QUALITY KIOSK

STEP 4
STEP 1 STEP 2 STEP 3
SUSTAIN
DEDUCE DESIGN DELIVER
(OPTIONAL)

STEP 1: DEDUCE
Interaction with Sales Reps (a sample size)
We will do depth interviews with the target audience and understand:
▪ The role being currently performed
▪ The sales process currently used
▪ Customer segments
▪ Challenges in dealing with decision-makers and influencers
▪ How they plan their Day/Week/Month/Quarter
▪ The details of the sales data maintained by them
▪ The challenges faced by them is closing deals
▪ The knowledge of the job, company, products, customers, competition, etc. &
their challenges
▪ The sales planning, customer interaction, collaterals used, relationship
management
▪ Need gathering and solutioning process

Interaction with Sales Managers

We will do depth interviews with the sales managers and understand:
▪ Attributes of a top-performer
▪ Case situations
▪ Challenges that their team members face
▪ Their perspective on developmental needs
▪ Their assessment of current competence
▪ Customer pain-points that we resolve
▪ The QK advantage
▪ Deal-won and Deal-lost anecdotes

Timelines: Telephonic conversation / one-on-one meeting – 2 days

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Sales Intervention

STEP 2 & 3: DESIGN AND DELIVER ONLINE SALES TRAINING

Equipped with the inputs gathered from the meeting with the Sales Head and the
prework the Acumen team will design the sales training intervention for the entire
sales team of QK. This intervention will be conducted to hone the sales capabilities.
This will include:
• 4 online session of 2.5 hours each
• 1day gap in between the session followed by post-work
• PPTs to be used for on-line training session would be designed
• Post the session a summary of topics discussed, would be shared

Timelines: Designing – 1 week

The facilitator from the Acumen team would deliver the training workshop(s) based
on the content finalized. The facilitator for the workshop would be chosen based on
his/her relevant experience & expertise in conducting similar engagements. The
training workshop(s) will be rolled out as per mutually agreed dates.

Timelines:
1. Online (Zoom) – Four session 2.5 hours each

Please note: If this needs to be delivered in a classroom setup the training duration
would be – 3 days

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Sales Intervention

Given below are the list of topics we wish to cover in this intervention for the
entire sales team. This however will be fine-tuned based on the pre-work

THEME APPROACH DETAILS TAKEAWAY

S

INTRO Welcome Facilitation Introduction to the Program

Intro to the Facilitator
Intro of participants

THE BUSINESS The Video Video of Business Head OR The market

CONTEXT Context an address by someone from size and the
the Senior Management Team level that we
The Vision; are currently
How does this program make playing at.
a difference to our business. Talent
Even when we know differentiates
everything, the difference is organizations
done through putting it in .
practice.

THE PERSONAL Icebreaker Closed Eye Reputation v/s Reality Reputation

CONTEXT Are we as good as we think we makes a
are? How do customers see brand
us? Do we need to change or
we are content with what we
are?
Introspection Let’s get to the basics. Differentiatio
Why are we in sales? What n creates a
does work mean to me? brand
What do people remember me
for? What’s different about
me?
Have you achieved what you
set out for? Have you become
complacent or is the fire still
strong in you?
Setting Facilitation We have to turn this around?
Expectatio Are you game for it?
ns and
Outcomes

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DIP STICK The Role Play A role-play with a couple of

Current participants in the beginning to
State check where they stand in
terms of selling.
Observers to reflect on what
are the aspects which are
similarly lagging in them too.
Making a sales self-check list
to introspect and then check at
the end of 3 days where I have
moved ahead.
Facilitation Most have the knowledge but it Knowing ->
doesn’t come into practice and Doing ->
that’s the biggest challenge Being;
one needs to overcome
because results are achieved
in 'Doing' and not in 'Knowing'
SALES The 3 Facilitation Definition of Sales; The Sales is not a
Questions Process; The ‘why’ of the goal; it is an
profession outcome;

SELF Difference Facilitation There are two types of Sales Selling and
between a People. Each of them has Consulting
Sales certain strengths.
person The Best of both the worlds for
and our role
Consultant Introspection Where do I stand on the two
Exercise types
The worth Facilitation The importance of Packaging
I Sell. The towards perceived value.
worth I Grooming as an important
come factor in sales.
across
NLP How to stay positive Physiology
throughout and not let the and
external environment impact Psychology
you.
Anchoring Sales is about Sales Person's
NLP state of mind. Resourceful
states and getting into one by
choice.
Substance Facilitation Mental State and Grooming Substance
and Form can take you till one stage. and Form
Beyond that it’s the substance
that you bring to the table.
My Knowledge coefficient.
What I ought to know to crack
a deal?

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Sales Intervention

BARRIERS TO What Facilitation Fears and hurdles that stop Path of Least
SUCCESS Stops me me from going all out. Resistance
Why we let fear rule us? How
to overcome the hurdles and
move beyond fear?

PLANNING What Activity An activity to find out the

Stops us inhibitions while taking stretch
from targets
Stretching
Where do Facilitation Concept of Sales Funnel Sales Funnel
I stand Exercise Apply Sales Funnel to existing
Customers in your portfolio
and Sales Universe
Planning Facilitation Input and Output indicators
while planning
Exercise Create a month plan to be Lead and
achieved on the basis of Lead Lag
indicators to create movement indicators
in the Sales Funnel

THE CUSTOMER Knowing Facilitation What points are important for

the you to know, from your
Customer business point of you?
What percentage of these
points, of your customers, are
you aware of?
Adopting a AV Understanding the 5 aspects What the
top down of Business: Customer
approach Cash, Margin, Velocity, wants you to
to meeting Growth, Customers understand
customers
Exercise Ask the participants to list
down the aspects of critical
factors for any 2 customer
businesses that they deal with
(MNCs/ Indian Large
Companies; Semi Corporate;
1st Generation Family owned
business)
Customer Facilitation Three Levels of Customers: Decision
Levels Decision Maker, Influencer, Maker,
User - What role do each of Influencer,
them play User
Our role towards each of them
Facilitation Different types of Customers: Extrovert,
Extrovert, Amiable, Analytical Amiable,

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Sales Intervention

Customer and Pragmatic. How to deal Analytical

Personalit with each of them. and
y Types Pragmatic.
Exercise Ask the participants to map
different customers in their
category to the four types

UNIVERSE TO Which Facilitation Discover - Research - Discover -

MARKET Customer Approach Research -
s to target Difference between Suspect Approach
and Prospect
The factors that separate the
two. Mandatory and optional
factors while conducting
research. How to and when to
research.

APPROACHING Cold Exercise What stops us from making

Calling cold calls?
Different ways to approach
potential customers.
Selling an Appointment - The
Reason to meet
Mailers Exercise It’s about them and not about
us. Giving them a reason to
invest time in meeting you

OPENING Conversati Facilitation Understanding different ways

on of starting conversations and
Starters breaking ice.
Activity Identify 5 conversation starters
to talk to strangers around.

CONSULTING - Activity Understanding one's probing

INVESTIGATING style.
THE NEED SPIN Facilitation Understanding the SPIN SPIN
Questionin Questioning Technique for Questioning -
g Consultative Selling: Situation,
Technique Situation Problem,
Problem Implication,
Implication Need-Payoff
Need-Payoff
Group Applying SPIN to our way of
Exercise selling

VALUE SELLING Speaking AV What happens when we don’t

the speak their language?

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Customer'
s
Language
Features Facilitation The concept…What is Value Value =
Vs Selling. Benefits –
Benefits Features tell…Benefits Sell Risks-Efforts-
Various examples from Cost
different products and brands.
Group Features and Benefits of your
Activity services

Stories Activity The Sentry… a small activity to

Sell understanding the power of
storytelling and the impact it
leaves.
Group Creating Stories out of Case
Activity Studies.

OBTAINING Stated Facilitation What are stated motives and One needs to
COMMITMENT Motives what are hidden motives unveil the
Vs Hidden Motives play an important role Hidden
Motives and if not handled, conflicts Motives to
could arise. resolve
objections
AV AV to show how hidden and
stated motives are different
and when handled, how
conflicts are resolved.
Role Plays Identifying Hidden Motives Managing
sales
relevant
situations for
our Business
Conflicts/ Exercise Make a list of Conflicts /
Objections Objections raised by the
customers based on your
experience.
Objections Exercise 4 types of objections: 4 types of
Capability Can, Capability objections:
Can’t, Non-Issues and Value. Capability
How to handle each category Can,
Identify the listed objections Capability
into these four categories. Can’t, Non-
Issues and
Value
Role Plays Managing Objections Managing
sales
relevant

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situations for
our Business

Closing AV 24 of the best closing

Styles techniques by Brian Tracy.
Which closing techniques can
be used in which situations?

PRACTICE End to SBD Teams to put all learnings into Managing

End roleplays and enact. sales
Learnings relevant
into situations
practice

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DESIGN AND DELIVER INTERVENTION ON SALES

MANAGEMENT AND KEY ACCOUNT MANAGEMENT

This intervention would be delivered exclusively for the Nation Account Managers
(NAMs).
This will include:
• 3 online session of 2.5 hours each
• 1day gap in between the session followed by post-work
• PPTs to be used for on-line training session would be designed
• Post the session a summary of topics discussed, would be shared

Timelines: Designing – 1 week

Please note: If this needs to be delivered in a classroom setup the training duration
would be – 2 days

Given below are the list of topics we wish to cover in this intervention. This however
will be fine-tuned based on the pre-work

No Theme Input Deliverables

1 Introduction and ice Activity • Setting the context of the

Breaker Exercise intervention
• Getting the distinction of knowing,
doing, and being
• Understanding the expectations of
the participants
• Introduction to the workshop

2 Goal, Plan & Facilitated • Understanding the territory potential

Commitment discussion • Goal v/s Plan
Introspection • Gaining commitment
Video
3 Stakeholders Exercises • Identifying and understanding the
Concepts Stakeholders
Videos • Understanding the styles to manage
Facilitated stakeholders
discussion • Understanding the relationship goals
with them

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Sales Intervention

4 Team Video • Understanding the ability and

Concepts willingness differences and how to
Facilitated address them
discussion • Understanding the different
Practice conversations for different needs
• Understanding the role of Coaching
and developing team members

5 System Video • Understanding the concept of

Facilitated conducting effective reviews using
discussion data
• Understanding a plan to put all
critical systems in order

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BestSellers – KAM workshop will enable NAMs to work their way in managing key
accounts. Every Organization has a diverse set of Key Accounts. With each Key
Account being Different, it is important for the teams to understand that the same
Strategy does not apply to all.

KEY KEY
REVENUE INDUSTRY
ACCOUNT ACCOUNT

KEY KEY
LEVERAGE FUTURE
ACCOUNT ACCOUNT

Acumen BestSellers Key Account Model

The Acumen BestSellers KAM workshop equips the teams to categorize each Account
and based on their potential and strength, apply the right Strategy to maximize the
opportunity available with the Account.

This will include:

• 3 online session of 2.5 hours each
• 1day gap in between the session followed by post-work
• PPTs to be used for on-line training session would be designed
• Post the session a summary of topics discussed, would be shared

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Sales Intervention
Please note: If this needs to be delivered in a classroom setup the training duration
would be – 2 days
No Theme
1 Being Scientific in
managing key accounts
2 Profiling your Key
accounts
3 Key Account Strategies
4 Mapping your Key
Account team
Description
▪ Understanding of core concepts of KAM
▪ Set your own benchmarks to the processes that
work for you in the current business
▪ If it exists already, what will happen if one does
not follow it
▪ Understanding how each account is different
(profiling customers in various regions and
understanding the difference in account behavior)
▪ Identifying the Accounts as per the Acumen
BestSellers Key Account Identification Tool
▪ Understanding the relevant business and
practices of the account
▪ Identifying the Account Drivers, what makes the
Account click
▪ Designing the Key Account Strategy Map aligning
all the above-mentioned elements
▪ Understanding how the customer makes a
buying decision
o Who makes the buying decision?
o Who influences the decision?
o Is the decision made quickly or only after a
long analysis?
o What does the customer normally consider
when making a decision?
o Why business “Owners” make decisions
differently from “Managers”
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5 Managing your key
accounts
6 Managing relationships
with your accounts
7 Creating a business case
8 Review and monitoring of
accounts
▪ Making an Objective Man 2 Man Mapping for
each Key individual
▪ Selling Business Results
▪ Advance key account management concepts
▪ The major must haves for key accounts
▪ Sensing the level of dissatisfaction in the account
▪ Understanding Fundamentals of Interpersonal
Relationship Orientation – Behaviors)
▪ Finding out your readiness to leverage the
network (are we looked up to as people who are
one-point contacts for their industry challenges)
▪ Learning how to dovetail your offering to
o Solve their problem
o Meet their needs
o Satisfy their wants
▪ Learning how to have an ROI conversation
▪ Learning how to appeal to customers by using
o emotions,
o values, and
o logic
▪ Learning how to build a solution around the
following points:
o Things you want your accounts to know
about your product or value bundle
o Ideas that help your account understand how
you and your product can help them
▪ What gets measured gets done
▪ The review systems that works for us
▪ The benefits that it will generate
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ACUMEN
KEY ACCOUNT STRATEGY MAP

Account Key Key Key Key

Category Revenue Industry Leverage Future
Account Account Account Account

Account Revenue Market Internal Relationship Network Share of Pie Brick Walling
Goals Share Position Depth Expanse

Key Account External Drivers | Internal Drivers | Controllables

Drivers

Choice
Account
Strategy

Result Action

Strategic M2M
Company Side | Purpose | Client Side
Marking

The Needle Measurables Measurables Measurables Measurables

Acumen BestSellers Key Account Strategy Map

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INVESTMENTS
Your investments in terms of fees for designing and delivering the engagement
is as follows

s
No STEP DETAILS INVESTMENTS IN INR

PRE-WORK & DATA Interaction sales reps, sales

1
GATHERING managers
-
DESIGN THE Content comprising of:
2
CONTENT • Presentations for all
four online sessions
• Post work
• Summary of learnings

4 online session of 2.5

3 DELIVER TRAINING 2,50,000
hours each
Classroom Training
Batch of 20 participants
max
Sales Management program
1,00,000
3 online session of 2.5 hours
each
Key Account Management
1,00,000
(Optional)
3 online session of 2.5 hours
each
A separate proposal will be
4 SUSTENANCE Will be submitted later
presented based on the need.
It could be:

- Coaching calls on Zoom for

Sales Managers one every
month for 6 months post
training)
- Online Learning Modules
from Sales Star

The above investment does not include expenses incurred towards the following heads
of expenses:
• Travelling (local & outstation), lodging and boarding of the consultants /
facilitators involved in executing the assignment

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• Printing of handouts and any props procured and used during the
assignment
• Any out of pocket expenses incurred by the consultant in executing the
assignment
• Procurement of any copyrighted videos, case studies, articles, etc.
These would be charged at actual. Acumen, however, will inform the Client before
incurring these expenses.

Payment Schedule:
An activation fee of 50% of the total fees will be due upon acceptance of the proposal.
Acumen will commence the related work activities only upon receipt of the initial
payment along with a signed contract / work order. The balance payment will be due
post completion of the workshop.

Payment terms and conditions

1. Payment is to be made in favor of “Acumen Business Processes (I) Pvt.

Ltd.”
2. Acumen is registered under “Central Excise Department”. GST @ 18% or
whichever is applicable at the time of invoicing will be charged on the total
invoice amount.
3. The invoices raised by Acumen, must be paid by the Client, on or before
the due dates specified in the payment schedule. Acumen does not offer
any credit period.
4. In the event of a postponement/change in dates, an additional charge will
be due according to the following terms:
a. 0% charge on the total service fees (if changed 15 days prior to the
program)
b. 25 % charge on the total service fees (if changed between 8 and 14
days prior to the program)
c. 50% charge on the total service fees (if changed within 7 days prior
to the program)
5. In the event of a delay of any payment from the Client for more than 7 days
beyond the due date, Acumen will stop all engagement related work. In
such an event, Acumen will be able to commence work only when the

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amount due is paid, and when the resources in the engagement team are
re-grouped from any other projects that they may be staffed in during the
intervening period.
6. In the event of a delay of any payment from the client for more than 7
working days beyond the due date, Acumen will charge an interest of 2%
per month on overdue bills. This invoice will be raised on the receipt of
payment and will be applicable from the date of dispatch of invoice from
Acumen.
7. Considering the longevity of the assignment and other exigencies some
activities as detailed in the scope may spill over to the subsequent time.
The payments terms however will remain unchanged.
8. The timelines provided in Article II (Scope of Work), are indicative in nature.
We work on an understanding that we must do what is required to be done
at the appropriate time.

Payment Mode
NEFT / RTGS TRANSFER DETAILS (BANK DETAILS)
Legal Name Acumen Business Processes India
Private Limited
CIN U72900MH2000PTC126670
Bank Account No. 006727100040033
Bank Branch Name Bank Of India, Chakala Branch
Bank Branch Address Sir M V Road, Andheri (East), Mumbai -
400093
Bank IFSC Code – RTGS BKID 0000067
9 digit MICR Code 400013012
PAN AADCA0593Q
GSTIN 27AADCA0593Q1Z8

Validity: The prices and other terms mentioned in this proposal are valid till 20th June
2020

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Other terms and conditions

This agreement document is strictly confidential and is intended for use by the Client
top management or authorized personnel only. No part of this document or any
subsequent work conducted by Acumen as a result of the Client taking it forward, may
be published or reproduced in any form, without prior consent from Acumen.

The terms and conditions governing this agreement and the deliverables of the
engagement are set out below:
• Acumen will work on the assignment, as detailed in the scope of this proposal.
If required, the Client will provide a decent workplace for the consultant(s) and
make available all documents, reports, office facilities, personnel & other
resources required to execute the project.
• It is agreed between the parties hereto that either party, by providing 30 days
written notice, may terminate this agreement at any time without assigning any
reason whatsoever. In the event the Client decides to terminate the
engagement, for any reason whatsoever, during the period of the engagement,
all fees due to Acumen, as set out in this agreement, up to 20 days after the
termination date, will need to be paid to Acumen within 7 days of the termination
date.
• The Client acknowledges that all materials, documents and information
provided to it or its employees or agents, by Acumen and all information
developed by Acumen pursuant to this agreement shall at all times be
considered as confidential information and as proprietary information, unless
such information is to be delivered to the Client in the form of documentation.
The Client agrees and undertakes to hold such confidential information in strict
confidence at all times and it shall disclose the confidential information only to
its directors, employees, officers, agents, consultants and representatives on a
need-to-know basis only if the forgoing parties are bound and obligated by the
provisions set out hereunder.
The Client acknowledges that the confidential information provided to it by
Acumen is for its internal use only, no portion of the confidential information

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may be reproduced in full or part or in any manner whatsoever except with prior
written permission of Acumen.
In the same tone, Acumen will hold all the information received from the Client
during the execution of this assignment as being confidential in nature. Acumen
further agrees that it will not disclose to any third party without prior written
consent of the Client any proprietary data, trade secrets, business plans and
confidential or other information related to the business of the Client and which
may be proprietary to the Client. All the confidential information pertaining to
the business of the Client which may be acquired during the execution of this
agreement by Acumen shall be subject to this clause and Acumen’s obligations
under this clause shall survive expiration or termination of this agreement and
any amendments thereto.
It is specifically agreed between the parties hereto that obligations contained in
this confidentiality clause shall not apply to the information which was part of
the public domain at the time of disclosure or properly became the part of the
public domain by publication or otherwise, was rightfully acquired by either
party prior to disclosure by the Client, was independently developed by either
party or its representative without reference to the confidential information, or
is required to be disclosed by government agency or by proper court of
competent jurisdiction.
• The Client agrees that all information developed by Acumen pursuant to this
agreement shall at all times vest solely with Acumen, unless such information
is to be delivered to the Client in the form of documentation. All title rights and
interest in and to all inventions, trade secrets and other proprietary data and all
other materials, deliverables, work of authorship, whether in the form of
programs, listings, print-outs, documentation, notes, flow-charts or in any other
form, which are conceived or developed by Acumen, either solely or jointly with
the representative of the Client, in connection with the performance of services
under this agreement, shall be the property of Acumen and the Client shall have
no right to disclose or use any such trade secrets, proprietary data or other
material, etc. for any purpose whatsoever. The Client shall not communicate to
any third party the nature of or the details

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• relating to such work collected or conceived during the execution of this

agreement.
• In the event that the Client hires any employee of Acumen or retains such
employee through any source engaged in Project Services at any time either
during the duration of this engagement or within a twenty four (24) month period
following the termination of this engagement, the Client agrees to pay Acumen,
at the time such employee commences employment or retention, a sum equal
to five (5) times the prevailing annual salary of such employee.
• It is explicitly understood that during any roll out sessions / coaching session /
workshop / intervention, in the eventuality of any participant/s, suffering any
injuries despite the controlled safety environment, no claims on Acumen either
monetary or otherwise will be made. It shall be a matter resolved exclusively
between the Client and its employees to settle any such claims or liabilities that
may arise or accrue out of such situation/s.
• The Client acknowledges that Acumen will facilitate the engagement (limited to
scope as mentioned in Article II). The decision as to whether or not the Client
should implement the same or not is solely the responsibility of the Client and
Acumen shall accordingly have no responsibility or liability for any such
decision.
• Any legal requirements related to the Engagement including, without limitation,
any laws, rules or regulations with which the Client or the work or strategies
forming part of the engagement must comply are outside the scope of the
engagement and Acumen shall accordingly have no responsibility to advise the
Client on any such requirements or obligations. It is recommended that the
Client seek legal advice as to any legal or regulatory requirements with which
such work or strategies and/ or the Client must comply.
• It is explicitly understood that in the eventuality of any participant/s, suffering
any injuries despite the controlled safety environment, no claims on Acumen
either monetary or otherwise will be made. It shall be a matter resolved
exclusively between the Company and its employees to settle any such claims
or liabilities that may arise or accrue out of such situation/s.

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• The Client shall defend, indemnify and hold harmless Acumen and its Directors
and employees and associated Acumen companies and partnerships from and
against any and all claims made by third parties for damages, losses, expenses
or costs (including legal fees and expenses) arising out of or in connection
directly or indirectly with Acumen services under this contract.
In no event shall Acumen be liable (whether in contract, tort - including
negligence - or otherwise) for any loss of production, loss of or corruption to
software or data, loss of profits or of contracts, loss of business or of revenues,
loss of operation time, loss of goodwill or reputation, whether caused directly
or indirectly, or for any indirect, incidental, punitive or consequential loss,
damage, cost or expense whatsoever.
• Arbitration would be used as a means of dispute resolution. Any dispute or
difference arising out of or in connection with the Agreement, the Engagement
or the Deliverables shall (regardless of the nature of the dispute or difference)
be referred by Acumen and the Client to arbitration under the Arbitration and
Conciliation Act, 1996 ('Act').
Any Dispute submitted to arbitration shall be considered by a single arbitrator
appointed in accordance with the Act. Both Acumen and the Client undertake
to comply with and the terms of the award passed by the arbitrator. The
arbitrators shall give reasoned decision or award. The language of any
arbitration under this clause shall be English. The place of arbitration shall be
Mumbai, India.
The provisions of this clause shall survive termination of the contractual
arrangement between the parties.

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Signatories:

Mr. Tanveer Shaikh

Principal Consultant
Quality Kiosk Acumen Business Processes (I) Pvt Ltd
10 Sumeet, 17 J. B. Nagar,
Tel: Andheri (East),
Mobile: Mumbai - 400059.

Tel:91 22 65076124

Date: ______________________________ Date: _____________________________

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