Udit Shanker, a seasoned expert, shares unconventional wisdom on career development and personal effectiveness. He argues that true loyalty resides with people, not companies, and that fundamental human connections and self-awareness are paramount for long-term success in business and life.
Your loyalty always remains with people and not with the company. Your loyalty is with the company as long as you are there, but the moment you move on to some other brand or competition, something else, your loyalty changes. But to people, loyalty remains, and I think this is the most important part of your life which you need to build on.
To truly excel and become indispensable within any organization or business, Udit Shanker emphasizes the necessity of deeply understanding three core aspects: Product, Process, and People. While a foundational grasp of all three is essential, he advises aspiring professionals to strive for undisputed expertise in at least one, becoming an "encyclopedia" in that domain.
For instance, if you possess a technical aptitude, mastering the intricacies of your product makes you invaluable. If your strength lies in organization and efficiency, becoming an expert in business processes will set you apart. For those with a natural inclination towards human connection, like Shanker himself, mastering the art of people management and relationship building is paramount. This specialized expertise makes you the go-to person, ensuring your indispensability.
Your Unique Selling Proposition (USP) is the distinct quality that sets your brand, product, or even yourself apart from competitors. It's about identifying what you possess that others don't, even when facing seemingly superior alternatives. This differentiation is crucial for effective market projection and establishing a strong identity.
Udit Shanker highlights iconic examples: Steve Jobs' relentless obsession with end-to-end product quality for Apple, ensuring even unseen components of a device were meticulously crafted. Similarly, the Tata brand's USP in India is built on trust, instilling customer confidence in the quality and authenticity of their products. Identifying and relentlessly projecting this unique value is key to market success and customer loyalty.
Processes are the systematic flows of actions designed to ensure all aspects of a task or operation are covered, minimizing errors and maintaining efficiency. Udit Shanker stresses the critical importance of understanding and adopting these processes proactively from the very beginning, rather than trying to implement them midway through a project or task.
He draws a vivid analogy to driving a Ferrari: you must read the manual and understand its mechanics *before* starting the race if you intend to win. Waiting until you're halfway through will only lead to mistakes and inefficiencies. Embracing processes from the outset keeps you on the right path, preventing costly errors and ensuring smooth execution, particularly in complex environments like large corporations.
Udit Shanker challenges the traditional adage, advocating for a modern approach to respect: instead of treating others as *you* wish to be treated, treat them as *they* wish to be treated. This principle moves beyond mere courtesy to genuine empathy, requiring you to understand and acknowledge the unique preferences and needs of each individual.
He illustrates this by contrasting the automatic courtesy often extended to superiors with the deliberate effort required to show respect to service staff like waiters, drivers, or security guards – a smile, a genuine wish, noticing small details. His own experience during a cold call at Procter & Gamble highlighted how differentiating himself through sincere respect, beyond just business acumen, was crucial for making a lasting impact and building meaningful connections.
In a career, Udit Shanker asserts that your most invaluable asset is your network of people—former bosses, colleagues, clients, and friends. Unlike companies and products, which are subject to change and obsolescence, loyalty to people endures. Nurturing these relationships through genuine connection, remembering names, and acknowledging significant occasions provides a continuous source of support, opportunities, and lasting personal satisfaction.
He practices this diligently, maintaining a database of over 500 contacts, including past customers from two decades ago, and reaching out to them on special days. This consistent effort reactivates conversations, keeps him top-of-mind, and ensures a robust, evergreen professional and personal network that transcends organizational boundaries.
Udit Shanker critiques the over-reliance on email for office communication, deeming it inherently inefficient. He advocates for the "legs, not mails" rule, encouraging professionals to physically walk up to colleagues, engage in face-to-face conversations, make eye contact, and build direct rapport. This approach is far more effective for fostering positive relationships and getting tasks accomplished efficiently.
He recalls the common office refrain, "Sir, the file has not come to me," and his retort, "The file doesn't have legs, you have legs." This highlights the passive nature of waiting for information via email versus the proactive engagement of direct interaction. Prioritizing in-person communication leads to clearer understanding, quicker resolutions, and stronger interpersonal bonds within a team.
This shift in perspective moves beyond personal expectations, demanding genuine empathy and an understanding of another person's unique needs and preferences. Tailoring your respect and interaction style to their individual desires creates a far more impactful and personal connection, fostering deeper relationships.
Company loyalty is inherently temporary, tied to your employment. However, the relationships you cultivate with individuals—bosses, colleagues, and clients—transcend corporate boundaries. These personal networks offer enduring support, open doors to new opportunities, and provide a lasting sense of connection throughout your entire career journey.
While emails are convenient, over-reliance on them can impede effective communication and relationship building. Direct, face-to-face interaction allows for crucial elements like eye contact, tone of voice, and immediate feedback, leading to clearer understanding, faster resolutions, and stronger interpersonal bonds than a lengthy email chain.
Shift your focus from transactional sales to building genuine, long-term relationships. Understand your clients' needs on a deeper level, practice empathy-driven respect, and leverage your network to create enduring loyalty that transcends any single product or company.
Instill the "people over companies" ethos within your startup. Define a clear USP for your brand, establish proactive processes, and foster a team culture where genuine respect and relationship-building are paramount, ensuring both employee and customer loyalty.
Go beyond surface-level campaigns by identifying and communicating your brand's unique differentiator. Build emotional connections with your audience, understanding their specific desires, and prioritize direct engagement to cultivate a loyal customer base that champions your product.
Start investing in people early. Actively build and nurture a diverse network of mentors, peers, and industry contacts. Understand the processes of your chosen field and always treat everyone with genuine respect, laying a strong foundation for future career growth.
Make a pledge today: do not judge in your mind anybody in the first 30-35 minutes, one hour, or the first meeting. Do not make any judgment. Let the person come to you as the person is, because judging creates problem for you, not for the person.
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