Authored by: Mudit Mathur
Because decoding India is a strategic edge – if you know how to listen, partner, and act.
For global CXOs managing Indian business units or entering India for the first time, the opportunity is massive – but so is the risk of misreading the market.
India is a complex operating environment: fast-growing, hyper-diverse, cost-sensitive, digital-forward, and governed by formal and informal codes that don’t always show up in boardroom decks. It’s also an environment where strategy is local, execution is hyperlocal, and culture quietly determines what actually works.
In this context, working with Indian independent consultants can unlock transformational insight. But only if you know how to navigate the partnership – beyond the proposal, into the people.
Here are 10 ways global CXOs can peel the rich value of Indian consulting partnerships – while avoiding common pitfalls.
- Choose for Context, Not Just Credentials
Many consultants in India have world-class CVs, but the real differentiator is on-ground context – do they understand how retail works in Rajkot, not just Mumbai? Can they decode distributor dynamics in Bihar or talent gaps in small-town healthcare? Prioritise lived experience over PowerPoint polish.
- Clarify the “Why Now” for Your India Strategy
Global leadership often engages Indian consultants with unclear or shifting mandates. But local consultants work best when the business intent is sharp – are you driving margin improvement, unlocking rural demand, localising supply, or accelerating premiumisation? Set the North Star first.
- Go Beyond English – Hear the Nuance
Most consultants speak fluent business English, but the richness of their insight often lies in the local metaphors, cultural analogies, and regional references they use. Encourage openness. Ask “how would you explain this to a regional sales head?” It often surfaces gold.
- Respect Relationship Capital
Many Indian consultants have deep relational equity – with bureaucrats, distributors, local founders, and ecosystem players. These relationships are earned, not transactional. Honour them. When they offer intros or insights, lean in – they’re often more valuable than syndicated reports.
- Avoid the “Global Knows Best” Trap
Nothing disengages a local consultant faster than a one-size-fits-all global playbook. India may look like one market, but it behaves like 30 countries stitched together. Ask them how the framework should flex – not whether they’ll follow it.
- Engage for Execution, Not Just Inputs
India is a “how” market – not just a “what” market. Execution is everything. Good Indian consultants are not just advisors – many roll up their sleeves and embed into projects, track pilots, and co-own KPIs. Use that strength instead of only treating them as research suppliers.
- Embrace the Jugaad Mindset – with Guardrails
The Indian concept of jugaad (creative, scrappy problem-solving) can be a powerful asset – especially in tough markets or tight timelines. But pair it with governance and clarity. Let consultants offer frugal innovation – but with disciplined follow-through.
- Don’t Expect Overcommunication – Ask the Right Questions
Some global clients expect long updates, verbose decks, and excessive documentation. Many Indian consultants are action-biased – they’ll move fast unless you ask them to pause and reflect. Build in structured syncs, but don’t over-index on form over substance.
- Balance Global Guardrails with Local Autonomy
You may need to follow global sourcing norms or templates – but once onboarded, give consultants local room to adapt, improvise, and experiment. Rigid protocols can choke local insight. A trusted consultant is not just a vendor – they’re a strategic ally.
- Recognise the Dual Expertise – Market and Mindset
The best consultants in India offer more than market analysis. They help you interpret team dynamics, flag cultural landmines, and navigate invisible hierarchies. In sectors like manufacturing, logistics, or family-run enterprises, this cultural decoding is the real unlock.
Final Thought: Build Bridges, Not Just Reports
India rewards leaders who listen deeply, partner smartly, and act locally. And independent consultants – when chosen well – can be your on-ground bridge between strategy and reality.
In the future of work, the smartest CXOs won’t just rely on internal teams. They’ll build ecosystems of trusted external experts who help them win in uncertain, fast-moving markets like India.
Over to You
If you’ve worked with local consultants in India – what helped you get the best out of the partnership? What surprised you?
And if you’re a consultant helping global clients decode India – what advice would you offer incoming CXOs?
Let’s co-create a CXO playbook for India Inc in 2025 – one partnership at a time.
