Growth and Transformation Questions and Answers 2022

A good strategy (comprehensive strategy is a myth) is just one aspect of the overall organizational growth and transformation journey. The kind of strategies that would work in an Energy or Utilities company would vary from a Retail or Technology product companies. 

Growth and Transformation

Measuring the success of a PoV Demonstration, using the methods described here, include

1)Number of customer confirmations of successful deployment of TCS IP/IP assets in their G&T programs
2)Cost of PoV
3)Instances of successful conversion of Proof of Value (PoV) demonstration into opportunities for successful transformative proposals
4)Total number of G&T deals

Answer:-3)Instances of successful conversion of Proof of Value (PoV) demonstration into opportunities for successful transformative proposals

Networking, as a skill, is useful to
1)Leadership and senior executives
2)Associates in sales and client facing roles
3)Program managers working with multiple stakeholders
4)Everyone

Answer:-4)Everyone

Ways to measure the success of a solution design include
1)Desirability
2)Feasibility
3)Complexity
4)Sustainability

Answer:-1),2),4)

What impact does Consultative Selling typically have on the sales cycle
1)It lengthens the cycle
2)It shortens the cycle
3)It has no impact on the cycle
4)The two are mutually exclusive

Answer:-2)It shortens the cycle

The activities associated with defining the problem using design thinking concepts, include
1)Discover
2)Define
3)Deliver
4)Articulate

Answer:-1),2)

Which of the following attributes does Value have?
1)Muchness
2)Smoothness
3)Soonness
4)Sureness

Answer:-1),3),4)

Consultative selling is a delivery system of value
1)True
2)False

Answer:-1)True

The Value Discovery phase focuses on
Select the option that applies and click submit.
Select the correct answer from below given options:
1)Solutioning
2)Identifying the right problem to solve
3)Designing the right architecture for a problem
4)Coming up with a portfolio of problems

Answer:-2)Identifying the right problem to solve

The best way for Value Discovery is
Select the correct answer from below given options:
1)Adopting a fail-fast approach
2)Brainstorming ideas
3)Developing a blueprint
4)Problem Framing

Answer:-4)Problem Framing

The objectives of Analyst Connects include
Select the correct answer from below given options:
1)Insights
2)Exposure
3)Influence
4)All of the above

Answer:-4)All of the above

Which of the following is a key measure to track the success of the capability Partner Connect to Leverage Ecosystem?

1)Partner solutions offerings proposed to the customer
2)Combined solutions offerings proposed to the customer

Answer:-2)Combined solutions offerings proposed to the customer

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The benefits of Solution Envisioning using the design thinking process include the following
1)It is an adaptable method.
2)It can be carefully tested.
3)Its focus is on the end user.
4)It follows the tried and tested Waterfall model.

Answer:-1),2),3)

Consultative Selling is not able to free price from cost.
Select the correct answer from below given options:
1)True
2)False

Answer:-2)False

It is important to onboard a set of end users _ in the development of a PoV.
1)Early
2)Midway
3)Late
4)The time of onboarding does not matter

Answer:-1)Early

Problem Framing is a way of
Select the correct answer from below given options:
1)Brainstorming
2)Ideating
3)Design Thinking
4)Mind Mapping

Answer:-3)Design Thinking

While planning about IP, you would also need to think about
Select the correct answer from below given options:
1)Number of times the IP will be reused
2)R&D leading to IP
3)Technical skills or the training required by employees
4)None of the above

Answer:-1),2),3)

Good customer relationship management can help in
Select the correct answer from below given options:
1)Enhancing customer satisfaction
2)Bringing more business to the organization
3)Developing insights into industry trends
4)Anticipating strategic changes in customer organizations

Answer:-1),2),3),4)

A well defined problem statement has stakeholder mapping and problem statement alone, with no reference to value enclosed
Select the correct answer from below given options:
1)True
2)False

Answer:-2)False

A PoV is a tool for satisfying customer requirements in the presales phase.
Select the correct answer from below given options:
1)True
2)False

Answer:-1)True

The benefits of PoV include the following
Select the correct answer from below given options:
1)Need for extensive execution
2)Early satisfaction of customer requirement
3)Identification of value of the product/solution
4)Need for more time and resources

Answer:-2),3)

transform and grow your business

Focusing on strategic priorities of CXOs involves
Select the correct answer from below given options:
1)Analyzing market trends
2)Listening to customer’s challenges and aspirations
3)Understanding the organization’s Business and IT initiatives
4)Trying to build a personal connect with the CXO

Answer:-1),2),3)

G T Innovation relies on
Select the correct answer from below given options:
1)POCs, not MVPs
2)MVPs, not POCs
3)Both MVPs and POCs
4)Clear problem definition

Answer:-4)Clear problem definition

Who should be well aware of market trends to identify potential opportunities?
Select the correct answer from below given options:
1)Sales Team
2)Solution Team
3)Finance Team
4)IT Team

Answer:-1),2)

A well planned and successfully managed AR program is important to achieve the G T objectives of TCS.
Select the correct answer from below given options:
1)Yes
2)No

Answer:-1)Yes

What are the benefits of industry market trend analysis?
Select the correct answer from below given options:
1)Identify possible opportunities in the market
2)Influence the prospects and customers
3)Plan for investment in people and technology
4)All of the above

Answer:-4)All of the above

The Corporate Marketing Research Team provides research data only for the pre sales and sales functions.
Select the correct answer from below given options:
1)True
2)False

Answer:-2)False

Analyst connects can help drive the G T sales enablement initiatives through
Select the correct answer from below given options:
1)Creation and curation of various artifacts, like pre-approved content, for Sales Enablement by leveraging Knome and TCS Digital Store
2)Analyst report distribution and customer impact workshops to drive sales conversations and thought leadership
3)Sales enablement initiatives that leverage positive analyst rankings and quotes
4)All of the above

Answer:-4)All of the above

You should reach out to the _ to gain a deeper understanding of the partner ecosystem.
Select the correct answer from below given options:
1)Project Manager
2)Project Leader
3)Solution Architect
4)Alliance Manager

Answer:-4)Alliance Manager

While discussing the onboarding of partners in a G T engagement, we highlighted some terms. What were they?
Select the correct answer from below given options:
1)Paceport
2)COINage
3)SpacePort
4)COIN

Answer:-1)Paceport and 4)COIN

Enterprise system for managing contract review workflow is
Select the correct answer from below given options:
1)COGS
2)CRS
3)CMS
4)CFM

Answer:-2)CRS

  1. Growth & Transformation is intended for
    Select the correct answer from below options:
    1) Customer
    2) TCS
    3) Both TCS & Customer
    4) All the options are correct

Correct answer of above question is :- A

2.G&T tagging of an opportunity happens in:
Select the correct answer from below options:
1) Project Workbench
2) Project Commercial Management System
3) Contract Management System
4) Customer Relationship Management System

Correct answer of above question is :- D

1.G&T Framework consists of:
Select the correct answer from below options:
1) 4 Value Themes
2) 48 Capabilities
3) 8 Functional Areas
4) 3 Governance Levels

Correct answer of above question is :- A,B and D

2.Which one of the following Value Themes does the Capability ‘Proof of Value demonstration’ belong to?
Select the correct answer from below options:
1) Value Discovery
2) Value Proposition
3) Value Delivery
4) Value Articulation

Correct answer of above question is :- A

1.G&T Guild Charter involves:
Select the correct answer from below options:
1) Facilitation of G&T engagements
2) Building organization-level repository of G&T assets
3) Development of people capability on G&T
4) Formation of G&T workgroups

Correct answer of above question is :- B and C

2.Guild is best defined as a:
Select the correct answer from below options:
1) Center of Excellence
2) Team of Domain Consultants
3) Subject Matter Experts Pool
4) Community of Practitioners

Correct answer of above question is :- D


1.Which of the following is/are example(s) of ‘Growth play driven by thought leadership’?
Select the correct answer from below options:
1) Radical business model transformation
2) Define roadmap, position TCS’ IP/assets
3) Influence customer’s core business
4) Drive growth & efficiency related transformation

Correct answer of above question is :- A and C

2.Which of the following is an example of Changing Operating Model?
Select the correct answer from below options:
1) Enterprise Transformation
2) Management Transformation
3) IT Transformation
4) Business Process Transformation

Correct answer of above question is :- A

3.Which one of the following is not a Value Theme?
1) Value Articulation
2) Value Commitment
3) Value Delivery
4) Value Discovery

Correct answer of above question is :- B

4.Each G&T capability is listed under which of the following?
1) One Business Group
2) One Value Theme
3) One Functional Area
4) One Governance Layer

Correct answer of above question is :- B and C

5.G&T Guild consists of:
Select the correct answer from below options:
1) Functional Communities
2) Governance Leads
3) Program Team
4) Steering Committee

Correct answer of above question is :- A,B and C

  1. The mentors of each of the functional communities are typically:
    Select the correct answer from below options:
    1) Members of the Steerco
    2) BG Heads
    3) Client CXOs
    4) Unit G&T Leaders

Correct answer of above question is :- A

7.Which one of these programs is directly focused on G&T capability development?
Select the correct answer from below options:
1) Wings 1
2) Wings 2
3) Wings 3
4) All the options are correct

Correct answer of above question is :- C

8)Which one of the following does the G&T Guild portal not contain?
Select the correct answer from below options:
1) List of all G&T engagements
2) List of all G&T Guild members
3) List of all Capabilities as per G&T Framework
4) Capability Execution handbook

Correct answer of above question is :- A


1)What do you think Pat did next?
Select the correct answer from below options:
(a)He created a report on the relationship they had and shared it with the key customer stakeholders to reinforce the TCS partnership and commitment.
(b)He went ahead and fixed a meeting to make a pitch for the new business.
(c)He started working on a plan to build a pitch.
(d)He decided to wait till the customer reached out to him for more inputs.

Correct answer of above question is :- C

2) The research regarding a customer includes:
Select the correct answer from below options:
1) Secondary/published data
2) Primary information gathered through networking and connects
3) Both 1) and (b)
4) Neither 1) nor (b)

Correct answer of above question is :- C

3)Existing customers are unlikely to have G&T opportunities, hence we should focus primarily on new customers.
Select the correct answer from below options:
1) True
2) False

Correct answer of above question is :- B

4) Architecting a solution for an identified potential business problem, includes:
Select the correct answer from below options:
1) Building a strong technology architecture
2) Designing a solution blueprint
3) Involving Ecosystem partners
4) A combination of two or more of the above

Correct answer of above question is :- D

5)Identifying potential skill, capability and competency requirements, is part of the role of the Solution Lead.
Select the correct answer from below options:
1) True
2) False

Correct answer of above question is :- A

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6)Which among the following would be best suited to onboarding partners from the ecosystem during the shaping of the problem statement?
Select the correct answer from below options:
1) ATU
2) COIN™
3) Unit CTO
4) Innovation Champions/Evangelists

Correct answer of above question is :- A,B,C and D

7)Consultative Selling refers to:
1) A sales technique
2) A consulting approach
3) A combination of 1) and (b)
4) None of the above

Correct answer of above question is :- C

8) Which of the following units/teams are directly involved in providing market research data to accounts and units based on specific requests?
1) Ultimatix
2) Industry Advisory Groups
3) Corporate Market Research Team
4) IRC

Correct answer of above question is :- B,C and D

9)The Consultative Selling process starts when:
Select the correct answer from below options:
1) A new customer is identified
2) A problem area is identified for an existing customer
3) A problem area is identified for a new customer
4) An RFP is released by a customer

Correct answer of above question is :- B and C

10)The Three Horizons of Purpose-led Growth are:
Select the correct answer from below options:
1) Build digital core
2) Drive growth & transformation
3) Transform and Grow around Purpose-led Ecosystem
4) Innovate business models

Correct answer of above question is :- A,C and D

11)Our brand positioning focusses on:
Select the correct answer from below options:
1) Partnering customers over the long term
2) Leveraging its contextual knowledge
3) Ensuring high quality product & services
4) Investments in research and innovation technology

Correct answer of above question is :- A,B and D

11) TCS PacePort™ is:
Select the correct answer from below options:
1) A Product
2) A Platform
3) An Innovation Hub
4) None of the above

Correct answer of above question is :- C

12)A solution delivery roadmap typically consists of:
Select the correct answer from below options:
1) Milestones
2) Deliverables
3) Dependencies
4) Cost

Correct answer of above question is :- A,B and C

13)In a G&T engagement, which of the following are potential business values to the customer?
Select the correct answer from below options:
1) Revenue growth
2) Productivity increase
3) Reduction in service requests
4) Increase in customer base

Correct answer of above question is :- A,B and D

14) To commit business value to the customer in the ‘Value Proposition’ cycle, which of the following should we consider?
Select the correct answer from below options:
1) Customer’s past performance
2) Market trend
3) TCS financial performance
4) Industry benchmark data

Correct answer of above question is :- A,B and D

15) In a G&T engagement, the preferred contracting approach is:
Select the correct answer from below options:
1) Input-based contracting
2) Output-based contracting
3) Outcome-based contracting
4) All of the above

Correct answer of above question is :- C

16)Enterprise system for managing contract review workflow is:
Select the correct answer from below options:
1) COGS
2) CRS
3) CMS
4) CFM

Correct answer of above question is :- B

17)What are the key constructs of a G&T ‘Value Proposition’ objective?
Select the correct answer from below options:
1) Integrating the right set of products and capabilities in the solution
2) Committing expected business value to the customer
3) Governing implementation of the proposed solution
4) Arriving at a win-win contractual agreement with customer

Correct answer of above question is :- A,B and D

done untill here *

18)You are a Client Partner working on a proposal for an engagement where customer expects a 5% increase in their overall sales after the completion of the engagement. What will be your value commitment?
Select the correct answer from below options:
1) 5% increase in overall sales
2) IT KPI closely related to Business Outcome KPI
3) Depends on TCS scope of work and ownership
4) None of the above

Correct answer of above question is :- C

19)In a G&T engagement, the focus is on:
Select the correct answer from below options:
1) Delivering business value
2) Excelling in customer mindshare
3) Both 1) and (b)
4) Neither 1) nor (b)

Correct answer of above question is :- C

20)Which of the following information is relevant at the start of a G&T engagement?
Select the correct answer from below options:
1) Delivery, legal, and financial commitments as per the contract
2) IP, Information Security, and Data Privacy related clauses and obligations in the contract
3) Engagement Team Profile and Skills Gap
4) All of the above

Correct answer of above question is :- D

21) A G&T engagement provides an opportunity for the creation of IP. This statement is:
1) Always true
2) Most often true
3) Always false
4) Most often false

Correct answer of above question is :- B

22)While discussing the onboarding of partners in a G&T engagement, we highlighted some terms. What were they?
1) PacePort™
2) COINage
3) SpacePort
4) COIN™

Correct answer of above question is :- A and D

23)During the ‘Value Delivery’ cycle of a G&T engagement, one customer stakeholder proposes a change in value commitment. As Program Head, what will be your stand?
Select the correct answer from below options:
1) Analyze the cost-benefit, discuss with the customer and reach a mutually agreed decision
2) Accept the proposal
3) Accept the proposal, but mention its effect on schedule and cost
4) Not to consider this proposal as it will affect schedule and cost

Correct answer of above question is :- A

24)The key discussion points during customer communication in a G&T engagement include:
Select the correct answer from below options:
1) Delivery progress and its alignment to business value commitments
2) Any change in business or engagement priority
3) TCS’s points-of-view in the context of engagement

Correct answer of above question is :- A,B and C

25)Why does the ‘Value Delivery’ cycle in a G&T engagement need to adopt ‘Perpetual Transformation’?
Select the correct answer from below options:
1) To ensure the relevance of business value commitments
2) To capture the changes in business priorities and factor the same into solution design
3) To drive perpetual improvements
4) To develop contextual stories

Correct answer of above question is :- A,B and C

26) What are the key constructs of a G&T ‘Value Delivery’ objective?
1) Excelling in customer mindshare
2) Delivering business value
3) Delivering an innovative solution
4) Aligning to contractual commitments

Correct answer of above question is :- A,B,C and D

27)Why is engagement-specific upskilling a necessity?
1) To make the customer happy
2) To fulfil contractual commitment
3) To address the skill gaps as per engagement’s skill requirements
4) To comply with the requirement from TCS Talent Development team

Correct answer of above question is :- C

28)A typical G&T engagement in a ‘Value Delivery’ cycle requires strategy and execution practices to manage multi-services program, IP & Design-led development and partner ecosystem.

Is this statement true or false?
Select the correct answer from below options:
1) True
2) Partially true
3) False
4) We cannot say

Correct answer of above question is :- A

29)In a G&T engagement, to continuously improve TCS’s brand positioning in the market, the team should focus on:
Select the correct answer from below options:
1) Managing customer testimonies
2) Managing acquired knowledge
3) Both 1) and (b)
4) Neither 1) nor (b)

Correct answer of above question is :- C

30)Which among these are important reusable assets, generated by a G&T engagement?
Select the correct answer from below options:
1) Process assets (plans, templates, checklists); Dos and Don’ts, lessons learnt, best practices
2) TCS’s IP Assets used or created
3) Contextual masters groomed and recognized, during the engagement
4) All the above options are correct

Correct answer of above question is :- D

31)What are the points we need to highlight in a G&T Success Story?
Select the correct answer from below options:
1) The problem that we identified and solved for the customer
2) The innovative solution that we created or used, to deliver the committed benefits
3) Customer appreciation, clearly articulating how TCS has been an effective G&T partner for them
4) All the above the options are correct

Correct answer of above question is :- D

32)You have completed an engagement. You want to publish the engagement case study as a G&T engagement. What do you need to ensure?
Select the correct answer from below options:
1) The customer can be cited for reference
2) The customer has agreed that this is a G&T engagement and has realized the expected benefits
3) The customer does not think it is a G&T engagement, but it fits TCS’s definition of G&T
4) All the above options are correct

Correct answer of above question is :- A and B

33)What are the channels that can be used to amplify G&T stories?
Select the correct answer from below options:
1) Press Releases
2) Television Ads
3) Social Media
4) All the above options are correct

Correct answer of above question is :- D

34)In TCS, the experts who helped solve a specific problem for the customer, resulting in benefits for customer’s business, are identified as:
Select the correct answer from below options:
1) Solution Ninjas
2) Agile Ninjas
3) Contextual Masters
4) Innovation Champions

Correct answer of above question is :- C

35)Which of the following amplification strategies can ensure top-of-the-mind recall and recognition of TCS Capabilities in the G&T space?

1) Regularly publishing comparison charts of TCS’s competencies and those of the competition
2) Releasing advertisements that highlight TCS’s large workforce and annual revenues
3) Amplifying successful G&T stories, accompanied by customer testimonials explicitly highlighting the benefits delivered by TCS
4) Showcasing third party reports, such as, by leading analysts/surveys, that project TCS as a capable G&T partner

Correct answer of above question is :- C and D

36)Which of the following are outcomes of Value Articulation in a G&T Engagement Cycle?
1) Multi-services program management, Ideation for perpetual improvements, COIN™ partner/PacePort™ involvement
2) Solution envisioning, Competency programs for G&T team, Partner connect to leverage ecosystem
3) G&T story amplification, Solution productization, Showcasing gained expertise
4) Bundling of products/capabilities, Contract negotiation, Delivery commitment review

Correct answer of above question is :- C

37)How can we convince the customer to recognize us as a G&T Partner in their testimonials?
1) By ensuring that the customer is treated to regular lunch parties
2) By regularly demonstrating to the customer how each engagement milestone has delivered the expected benefits and customer concurring
3) By ensuring quarterly senior executive governance meetings
4) By promoting the customer in various forums

Correct answer of above question is :- B

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