Prof. Pankaj Kumar

Pioneer
DISC Type : dsi

Professor of Human Resource Management & Organization Behaviour at Indian Institute of Management, Lucknow

Uttar Pradesh, India

Overview

With over 31 years in management education, Prof. Pankaj Kumar is a distinguished Professor of HRM & OB at IIM Lucknow. An Applied and Organizational Psychologist with a Ph. D. from Delhi University, he has held key leadership roles, including Dean and Board of Governors member, shaping institutional growth.

Personality Overview

Dynamic But Sincere

Friendly But Fast

Driven But Considerate

If they are convinced, they can become very strong champions for your product  They have the unique ability to win both love and respect from their team (or outsiders) They combine a unique set of diverse traits where they are fast and friendly but can slow down to be thorough when needed

Topics They Care About

Organizational Culture
His expertise and research focus on diagnosing and managing organizational culture and its impact on performance, a core teaching area for him at IIM Lucknow.
Leadership Development
He is passionate about training leaders and designs popular executive programs focused on coaching, mentoring, and enhancing leadership effectiveness through self-management.
Talent Management
His work focuses on creating robust HR policies for performance appraisal and employee engagement to attract and retain top talent within organizations.

Media Appearances

Prof. has no verified media appearances

Work History

4-2001
Professor of Human Resource Management & Organization Behaviour at Indian Institute of Management, Lucknow
9-1995 - 4-2001
Assistant Professor of HRM & OB at Jaipuria Insititute of Management
6-1993 - 9-1995
Research Officer at Indian Insitute of Health Management & Research (IIHMR)

Education

1988 - 1996
MA (Applied Psy); M.Phil.(Organizational Psychology); Ph.D.(Organizational Psychology) from Delhi University

More Information

Social Presence :

Prographics :

Exp : 32 Location : Uttar Pradesh, India Job Level : N/A Designation : Professor of Human Resource Management & Organization Behaviour at Indian Institute of Management, Lucknow
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Insights For Selling To Prof. Pankaj

During A Call Or A Meeting

DO's

  • Keep your pitch focused on the impact but nurture the relationship too
  • Showcase existing customers and use case-studies to grab their attention
  • Ask them for a lunch or coffee once some rapport has been established

DONT's

  • Don’t be very informal during the early interactions even if they are being so themselves
  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don’t be too verbose or overly friendly; a little bit, however, is fine

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Prof. Pankaj is

  • Nothing less than a strong combination of proof of results, relationship and high levels of professionalism is effective with them.
  • Will you ever get a clear answer from Prof. Pankaj

  • They can say no while staying friendly, but can also be pursuaded to reconsider

Insights For Deal Planning

    How fast (or slow) will Prof. Pankaj move?

  • They are generally fast movers and can take quick decisions
  • Can Prof. Pankaj take some risk or not?

  • They have high risk-appetite but can get ahead of themselves once in a while. Observe carefully

You And Prof. Pankaj

Personality Compatibility


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