It’s Too Little Too Late

first_img Get the Free eBook! Want to master cold calling? Download my free eBook! Many would have you believe that cold calling is dead, but the successful have no fear of the phone; they use it to outproduce their competitors. Download Now By the time you need to have nurtured your dream client and earned the right to compete for their business, it’s too late to start nurturing. By the time you recognize the need to create value before claiming it, nurturing can’t help you.By the time your pipeline is too poor to produce the results you need, it’s too late to do anything about it. By the time you recognize that you need to prospect, prospecting can’t help you.By the time you needed to have gained a serious understanding of your clients business to build a solution, it’s too late to glean the insights that would have allowed you to build the right solution. By the time you present, it’s too late to look for insights.By the time you need to have built consensus around you and your solution, it’s too late to garner the votes you need. By the time you need the votes, asking for the votes can’t help you.By the time you are negotiating over price, it’s too late to start creating value. By the time you decided to push back on value, it’s too late to start establishing it. You needed to agree on the value created before that point.The natural laws on the universe are always on display and at work in sales. You can’t reap what you haven’t sown. There’s no playing catch up. It’s too little too late. Don’t put off until tomorrow what you need to do today.Today is yesterday’s tomorrow. If you did the work you should have done yesterday, that worked out fine for you. But if you didn’t, there’s a high price to pay.last_img read more

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A Passionate Plea for More Love and More Hope

first_imgThe other day I spoke to my Toastmasters club. Usually when you speak, you don’t serve any other roles, especially in a club as big as ours. But we were short an evaluator, and I was asked to judge the tenth speech of another speaker (my favorite thing to do only after evaluating an ice-breaker speech). The tenth speech is a persuasive speech in which you are supposed to move the audience to take action.Ruth stepped up to speak, but instead of speaking, she lit up the room with a spiritual song. Then she lit up everyone in the room by speaking about the tragedy in Connecticut. Ruth spoke about good and evil. She spoke about right and wrong. She made an impassioned case that laws are useless against evil; that what’s needed is something much, much bigger. She made an ardent and emotional plea on behalf of hope and love.Love! She said emphatically.Hope! She said, even more emphatically.One of the questions on the evaluation form required me to answer whether Ruth used logic and reason to influence the audience. But she didn’t rely on logic or reason to make her case. And she was right not to. Events like the tragedy in Connecticut can’t be understood through logic or reason. As much as we want to understand, we never will. At least not by looking at the event through the sane, sober, and dispassionate lenses of logic and reason. The understanding, and the answer, lies somewhere else within us.Ruth’s case could have only been made with the passion and emotions she chose to employ instead of facts, logic, or reason. And that’s how she made her case; she used love and hope to plead for more love and more hope.More love. More hope. Get the Free eBook! Want to master cold calling? Download my free eBook! Many would have you believe that cold calling is dead, but the successful have no fear of the phone; they use it to outproduce their competitors. Download Nowlast_img read more

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On Investing in Oneself

first_imgOne of the reasons people don’t invest in themselves is because they really don’t understand the enormous return on that investment.I was fortunate enough to attend Harvard Business School for my executive education. The very first class I took was given by Professor Max Bazerman. Bazerman is one of the world’s foremost authorities on negotiation, and the biggest companies in the world call him when they need help because the stakes are high. I won’t share with you what Professor Bazerman did in that first class, but simply watching him go through one exercise has literally been worth millions of dollars to me.It Costs Too MuchIf you spend the money on an education without looking for—and applying—the million dollar lessons you will perceive education as being expensive.But education is cheap. What is expensive is not investing in yourself, not finding the priceless ideas that you can apply over the course of your lifetime. What’s expensive is making unnecessary mistakes and losing opportunities because you weren’t educated to recognize either.It Costs Too LittleA book costs almost nothing. Because it costs so little, you may not realize the value of the book.The three Neil Rackham books I read in the late 1980’s have been worth hundreds of millions of dollars in revenue to me and my companies over my lifetime. But only because I read the books and worked diligently to apply them to my work in sales and sales management. All told these books might have cost me $75.The monetary cost of a book is next to nothing. Most people don’t recognize that the cost of the book doesn’t reflect the value of the contents. They don’t recognize it as an investment because it costs too little.Getting a Return on Your InvestmentThe return on the investments you make in yourself is exponential. To realize that return you have to make the investments of time, energy, and money. Then you have to work to apply what you learned to your business and life. There is no greater investment you can make, and nothing produces a greater return.last_img read more

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7 Ways You Prove That You Are Self-Oriented

first_imgThese seven behaviors make you appear to be self-oriented.You talk about your product and your company too early. This is the first and most common way you demonstrate that the sales interaction you are engaged in is all about you. There is a time to pitch, but it isn’t often early in the process.You talk about your product and your company unrelated to your clients wants, needs, or questions. When you talk about your product and your company without relating it to your client’s needs, it’s likely because it’s something you want to talk about. Unless you can relate it to what your client is saying, it’s all about you.You talk about your personal gain or compensation. We call this commission breath. And it will melt your customers face off. Nothing says that a deal is about you more than you mentioning your compensation or what you stand to gain.You talk about a win-win deal. Your client doesn’t care about your win. They care about producing better outcomes. All of your language needs to be other-oriented, even in a negotiation. Focusing on your side of the win-win makes the negotiation about you.You don’t really listen to what your client is saying and instead worry about your next line. How easy is it to control the ideas that are popping into your mind while your client is speaking? Not listening is proof positive that you don’t care, and it reeks of a self orientation. Listening is caring. Not listening is the opposite.You show up late and unprepared. This sends the clear single that your time is more valuable than your clients. The lack or preparation suggests that you didn’t find them important enough for you to do your homework. If you don’t value your client’s time, you are self-oriented.You ask for commitments you haven’t earned. When you’ve earned a commitment, you are right to ask for it. When you haven’t earned the right, you are asking because you want what you want when you want it. This is what toddlers and bullies do.last_img read more

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The Needle Is Found in a Haystack

first_img Essential Reading! Get my 3rd book: Eat Their Lunch “The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.” Buy Now This is what makes prospecting so difficult. For most of us, there are more non-prospects than there are prospects. There are also more prospects than dream clients. Even though there are enough dream clients for you to pursue, only some percentage of them will be compelled to change, and many more will actively resist change.Prospecting is, in part, looking for the needle in the haystack.If you don’t call on your prospective clients, then you are not getting any closer to finding a person or company that is compelled to change. If you don’t pursue your dream clients, you will never be far enough in front of an opportunity that you are considered as the likely successor to their existing partner. Instead, when they become dissatisfied, they’ll reach out to someone that has been nurturing them.When you do the work of prospecting, you not only find prospects that are interested in exploring change, you also find your dream clients, some of whom are compelled to change now, recognizing that they need things to be better than they are. If you’re not in the haystack, you get nothing.This is the defining difference between salespeople who create new opportunities and those who don’t. The opportunity creators do the work necessary to find prospects and dream clients they can help. Those who passively wait and hope that they get enough inbound leads that are already opportunities struggle, preferring to do account management work instead of sales work.The needles are in the haystack. But they aren’t going to come and find you. Which means you are going to have to get in there and find them yourself.last_img read more

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You Are Not a Rainmaker. You Are a Rain Barrel.

first_imgIf you are unwilling to prospect, you are an order-taker. If you refuse to do the work of creating opportunities, you are not a rainmaker. You are a rain barrel, sitting empty, eyes pointed towards the sky, praying for rain. The Gods of Prospecting are certain in their demands, requiring activity in exchange for their blessings. They punish those who violate this rule with empty pipelines and a sense of desperation and despair.What salespeople do can be boiled down to two things: opportunity creation and opportunity capture (everything is simply some form of commentary as to these two, most necessary outcomes). For some reason, there are people with titles that indicate that they work in sales who believe that selling is only the second and not the first. They like the idea of pursuing deals but they hate the idea of having to create the opportunity in first place. They believe it is someone else’s job to do the lowly work of prospecting, allowing them to reserve their highly specialized skill set from something more valuable work.The idea that someone else is supposed to create your opportunities for you is the mindset of an order-taker. It’s also a strong indicator that you are conflict-averse and lack the chops to interrupt a prospective client and share something valuable enough to command their time and attention. More still, it means you can’t gain the first commitment, the Commitment for Time, which means it’s suspect that you gain the equally difficult commitments of Consensus, Investment, and Resolving Concerns. One can hardly imagine trusting the conversation about value and price and the negotiation that follows to one who is afraid to call a stranger for fear of being rejected, or whatever it is they fear.Because of the very limited value an order-taker creates for clients and the business for whom they work, they are increasingly becoming less and less valuable. The real value a salesperson brings is their ability to both create and capture new opportunities. The rewards in sales accrue to the rainmaker, not the rain barrel.There aren’t too many things that make you an order-taker more than an aversion to prospecting, that being necessary to create new opportunities. Essential Reading! Get my 3rd book: Eat Their Lunch “The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.” Buy Nowlast_img read more

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Digambar Kamat gets anticipatory bail in mining scam case

first_imgFormer Goa Chief Minister and senior Congress leader Digambar Kamat was on Monday granted ex-parte anticipatory bail by a trial court here in connection with the Rs.35,000 crore illegal mining scam case, which is being probed by the Special Investigation Team (SIT) of the Goa Police.Mr. Kamat, who had been summoned by the SIT to appear before the investigating officer on Monday morning, was granted bail on a bond amount of Rs. one lakh. He later presented himself before the SIT team investigating the case.“Mr. Kamat has been granted ex-parte bail. The next hearing has been fixed for May 2,” Advocate Parag Rao, his lawyer told presspersons outside the courtroom here on Monday.A Congress-led coalition government in Goa headed by Mr. Kamat from 2007-12, was indicted by a Commission of Inquiry headed by Justice (Retd) P.B. Shah in the Rs. 35,000 crore illegal mining scam, along with top bureaucrats and officials of mining companies allegedly involved in the scam. In 2013, the State government then headed by the BJP Chief Minister Manohar Parrikar, appointed an SIT to probe the scam.Later, Mr. Kamat said that the illegal mining case was a “second battle” he was fighting. His reference was to the Louis Berger bribery scam charges he is facing in the State Crime Branch probe.last_img read more

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Qureshi was arrested during Gujarat riots

first_imgThe Gujarat Police on Friday said Altaf Qureshi, a suspected ISI agent held from Mumbai two days ago, had been arrested during a communal riot at Dhoraji in Rajkot district in 2002.After Qureshi was arrested from south Mumbai by the Uttar Pradesh Anti-Terrorism Squad (ATS), Rajkot police started a probe into his links in Gujarat, said Antrip Sood, SP, Rajkot. Qureshi, 37, accused of working for Pakistan’s spy agency ISI, had been arrested and charge-sheeted in a rioting case in his hometown Dhoraji in 2002.“On checking past records, we found he was arrested as well as charge-sheeted in a case of rioting and attempt to murder during an incident of communal violence in Dhoraji. He was part of a mob which damaged property,” Mr. Sood said. Qureshi’s family still lives in Dhoraji.“We have learned that Qureshi moved to Mumbai a few years ago. Upon learning about his arrest, we formed several teams to investigate whether he had any connections here,” Mr. Sood said.According to the ATS, Qureshi deposited money in the bank account of Aftab Ali, another ISI agent, in Lucknow for carrying out espionage activities. Ali was arrested from Faizabad in UP on May 3. Acting on leads provided by Ali, the UP ATS picked up Altaf and Javed Naviwala from Mumbai. The three were part of an espionage ring with links to the Pakistan High Commission, ATS officials said on Thursday.last_img read more

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3 LeT men, civilian shot dead in Handwara

first_imgThree Lashkar-e-Taiba (LeT) militants, two bank guards and a woman were killed in two separate shootouts in the Kashmir Valley on Monday. “Three Pakistani militants were neutralised by the joint team of forces in Unsoo, Handwara,” Director-General of Police S.P. Vaid said. One woman, identified as Misra Bano, was also found dead near the site.A police spokesman said the police, the Army’s 22 Rashtriya Rifles and the CRPF’s 92 Battalion launched a cordon and search operation in Mir Mohalla, Unisoo, on Sunday night. “Militants hiding in Abdul Hamid Mir’s house fired upon the joint search party. Three AK rifles and ammunition were recovered from the three slain LeT militants,” said the spokesman. The identity of these terrorists is being ascertained, he added.“Misra Bano was killed in the cross-fire after she tried to escape from the house where the militants were trapped,” said Deputy Inspector General, north Kashmir, V.K. Birdi.The civilian killing sparked violent protests in Handwara. Hundreds of mourners raised anti-India slogans during the woman’s funeral. They demanded a magisterial inquiry into the incident. Internet services have been stopped in parts of Sopore and Kupwara as a precautionary measure. “The woman was a soft target for the forces,” alleged the All Parties Hurriyat Conference (APHC). Separatist JKLF also condemned the killing.Independent MLA Engineer Rashid called the civilian killing “unacceptable.” “It has yet again proved that security forces are accountable to none and treat themselves as above the law,” Mr. Rashid said.Cash van attackedMeanwhile, suspected militants attacked a cash van of the J&K Bank on Monday afternoon and killed two guards, while decamping with their rifles.Two security guards, Tariq Ahmad and Mushtaq Ahmad, were injured and succumbed later,” said a police spokesman.last_img read more

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PDP presents populist budget

first_imgJammu & Kashmir Finance Minister Haseeb Drabu, who presented the fourth budget of the Peoples Democratic Party-Bharatiya Janata Party government on Thursday, came up with a slew of populist measures, including welfare initiatives for local industry, employees, women and transgender community.In the ₹80,000-crore budget, Dr. Drabu announced a social security net for the poor, employees and journalists, in the form of medical insurance and education loans. The State’s transgender community was extended “all the benefits of Below Poverty Line citizens, and a pension. Pension benefits were also extended to unmarried daughters of government employees.last_img read more

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Failure to provide Marathi translation of Governor’s address raises furore in legislature

first_imgThe Maharashtra government faced an embarrassment on the first day of the budget session of the legislature after it failed to provide a Marathi translation of Governor C.H. Vidyasagar Rao’s address to the joint session of the legislature. And Maharashtra Chief Minister Devendra Fadnavis apologised for the “grave mistake.”“This has happened for the first time in the history of Maharashtra, where the government has failed to provide Marathi translation. This comes a day prior to ‘Marathi Language Day.’ The government has failed 12 crore citizens of Maharashtra,” said Nationalist Congress Party (NCP) leader Ajit Pawar.As Mr. Rao read his speech in English, Education Minister Vinod Tawde rushed to the control room and translated the speech, which was transmitted through headphones. The Opposition, however, boycotted the speech, alleging “humiliation to Marathi language” by the government.’Unprecedented’Leader of Opposition in the Assembly Radhakrishna Vikhe-Patil raised the issue inside the House demanding strict action against the officers who failed in their duty. “This is unprecedented and cannot be taken lightly. The government must take strict action against those who are responsible,” he said.Mr. Fadnavis, in his apology, said: “It is an absolutely serious issue. The inquiry will be conducted by today evening. I wholeheartedly apologise on behalf of the government and want to assure that such a thing will not be repeated.”last_img read more

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Punjab Oppn. hits out at govt. over ‘goonda tax’

first_imgThe Opposition parties in Punjab are up in arms against the Congress government over its alleged inaction against those involved in the collection of “goonda tax” near the Bathinda oil refinery.Leader of the Opposition in the Assembly Sukhpal Singh Khaira on Monday demanded a high-level inquiry by either the CBI or a sitting judge of the Punjab and Haryana High Court into the complaints of collection of “goonda tax” lodged by two major firms involved in second-phase construction work at Bathinda refinery.‘Deep nexus’“As per the complaints, there is a deep nexus between the mafia collecting the goonda tax and politicians belonging to the Congress as well as the Shiromani Akali Dal. It is very unfortunate that the extortion of the goonda tax has been going on ever since the Bathinda oil refinery was set up. The issue has now snowballed into a major controversy because politicians belonging to the ruling Congress have started arm-twisting the companies and contractors,” the Aam Aadmi Party leader alleged here while talking to journalists.Mr. Khaira said it was because of the nefarious activities of such “mafia”, backed by politicians of both Congress and SAD, that Punjab was losing investments, leading to further decline of its graph as a safe destination for business. Taking note of reports of illicit collection of money from business and industry, Chief Minister Amarinder Singh had on February 15 ordered the Punjab Police chief to crack down against the collection of so-called “goonda tax” in the State. The issue was raised during the Cabinet meeting by Ministers who urged the Chief Minister to take cognisance of reports related to “goonda tax” being charged from businesses and industries in some parts of the State.The SAD has also alleged that the State police have failed to implement the Chief Minister’s orders and appealed to the Punjab and Haryana High Court Chief Justice to order a probe into the extortion racket (goonda tax) on sand and gravel being used in projects in the Bathinda refinery.Probe by HC judgeSAD spokesperson Maheshinder Singh Grewal said that since two companies, supplying sand and gravel to the Bathinda refinery, had complained and submitted proof against the alleged “mafia” to the district administration, it was a fit case for an inquiry by a sitting judge of the High Court.Stressing that a judicial inquiry was a must in the case, Mr. Grewal said “the local police could not be expected to take action against Congress leaders.”last_img read more

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Tarun Tejpal to get copy of WhatsApp messages

first_imgPanaji: A trial court in Mapusa, North Goa, hearing the Tarun Tejpal rape case, on Wednesday, directed the prosecution to provide to the accused a sequential record of WhatsApp messages exchanged between the former Tehelka editor-in-chief and the female rape survivor. The cloned copy of the messages, which will be provided by the Goa State Forensic department, are part of the evidence submitted by the prosecution. Mr. Tejpal has been accused of sexually assaulting and raping his junior female colleague in the elevator of a North Goa coastal resort during an annual event hosted by the Tehelka magazine in November, 2013. The next date of hearing has been scheduled for July 16 by Mapusa Additional District and Sessions Judge Vijaya Pol, who is hearing the in-camera trial.last_img read more

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Protests snowball over gang rape of girl in Mandsaur

first_imgAn eight-year-old girl who was raped in Mandsaur in Madhya Pradesh last week is recovering, doctors treating her said on Saturday. The gang rape led to massive protests, with thousands of people taking to the streets across the State, demanding the death penalty for assailants who lured her away as she waited to be picked up by her father after school.Two men have been arrested, the police said. The victim was hospitalised but is recovering, doctors said.Sickened by the rape of an eight-year-old girl in Madhya Pradesh’s Mandsaur, Congress president Rahul Gandhi said. “As a nation, we must protect our children”, he said and demanded “speedy justice” for the victim.As a nation, we must come together to protect our children and bring the attackers to speedy justice, he tweeted.“Our investigation is almost complete,” Superintendent of Police Manoj Singh said. “We are waiting for the doctors to permit us to talk to the victim. We just want to confirm a few things with her and then we will put up the final report in court.”Mr. Singh said thousands of people held street protests in about eight cities in the region, many seeking the death penalty for the accused.‘Death penalty’Chief Minister Shivraj Chouhan demanded the death penalty for those found guilty, according to news reports.Congress leader Jyotiraditya Scindia sought separate CBI investigation into the gang rape of the girl and the burning alive of a Dalit farmer in Bhopal recently. He alleged that the BJP government in Madhya Pradesh had failed to protect women and Dalits in the State. “CBI inquiries should be carried out into the gang rape of the 8-year-old girl on June 26 in Mandsaur district and the burning alive of the Dalit farmer in Bhopal last week,” Mr. Scindia said at a meet-the-press programme organised by the Central Press Club in Bhopal.The MP demanded strict action against the school where the rape victim studied, alleging that the authorities there allowed the minor to walk out of school, after classes got over for the day, without the presence of her parents or guardian.Mr. Scindia said that schools must ensure that children were handed over to their parents once classes got over for the day.The minor was abducted while she was waiting for her father outside her school on Tuesday. (With Reuters inputs)last_img read more

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Tripura govt. ends job ban

first_imgThe Tripura government has ended a temporary ban on recruitment in government services. The decision was taken at a meeting of the Council of Ministers.The BJP-IPFT alliance that assumed office in March announced the ban for a brief period citing administrative reasons. Officials attributed the decision to faulty recruitment procedures which resulted in termination of jobs of 10,323 teachers on a Supreme Court order.The BJP had in its election manifesto promised jobs to lessen unemployment crisis in Tripura. The party leaders insisted that the present State government has prepared a conducive and transparent recruitment policy to deal with the unemployment problem.last_img read more

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Class XI student shot dead outside school in UP

first_imgA class XI student was shot dead by unidentified miscreants outside his school in Uttar Pradesh’s Shamli district Tuesday, police said. The deceased was identified as Preyanshu, a resident of Dungar village in the district.He was shot dead this morning outside National Inter College, Kandhla, Circle Officer Rajesh Tiwari said, adding police rushed to the spot and started a hunt to nab the absconding accused.Meanwhile, security has been tightened and extra police force deployed in the area, Mr. Tiwari said.last_img read more

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State hoodwinking Dhangars: Hardik

first_imgThe Maharashtra government has no intention of granting reservation to the Dhangar community and is merely using delaying tactics, Patidar quota agitation spearhead Hardik Patel said on Tuesday.Mr. Patel was addressing a large rally of the Dhangar (shepherd) community at Arewadi in the Kavathe-Mahankal taluk of Sangli district, 240 km from here. The Dhangar community, which has long been demanding inclusion into the list of Scheduled Tribes (STs), had invited the Patidar leader.Mr. Patel said that educational, economic and political reservation ought to be accorded in each State on the basis of population. “The BJP government in Maharashtra has been fobbing off the Dhangar community with false assurances of granting reservation … The community remains backward despite great statesmen like Yashwantrao Holkar and Ahilyabai Holkar belonging to this community,” he said. The Dhangars are currently included in the Vimukta Jati and Nomadic Tribes (VJNT) category.Dhangar leaders in Maharashtra contend that while their community brethren called ‘Dhangad’ in other parts of the country are eligible for the ST benefits, those in the State are denied the same owing to a long-standing typographical error. “The BJP government, by making a play over the words ‘Dhangar’ and ‘Dhangad’, has cunningly deprived the community of benefits of reservation so far,” Mr. Patel claimed.Before the 2014 Assembly election, the State BJP had gained support from some Dhangar leaders after promising reservation to the community. After the poll, it had inducted Rashtriya Samaj Paksha (RSP) Mahadev Jankar, a prominent Dhangar leader, into the State Cabinet. It had also commissioned a study on backwardness of the community from the Tata Institute of Social Sciences.last_img read more

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Modi to lay foundation stone for Pune Metro third phase

first_imgPrime Minister Narendra Modi on Tuesday will lay the foundation stone for the third line of the Pune Metro rail project, at the Chhatrapati Shivaji Maharaj Sports complex in Balewadi.The 23.3 km stretch will bridge the city’s bustling information technology quarter in Hinjewadi with the equally heavy traffic Shivajinagar area. The line is being developed by the Pune Metropolitan Region Development Authority (PMRDA) on the Design, Build, Finance, Operate and Transfer (DBFOT) basis at an estimated cost of Rs. 8,313 crore.Mr. Modi will reach the city in the evening after attending a number of programmes in Mumbai and Kalyan in the day.The BJP’s Pune unit is making full preparations for his visit.“It is an important occasion for the development of Pune. More than 30,000 party workers and constituents from Pune district’s four Lok Sabha segments and 11 Assembly segments – eight in Pune city and three in Pimpri-Chinchwad – are expected to be present at the event,” said a city BJP leader.Past visitsThis will be Mr. Modi’s fourth visit to the city since he became Prime Minister in 2014. In July 2016, he launched 14 projects for the city under the ‘Smart City’ scheme from the same venue in Balewadi.In November 2016, he shared the dais with Nationalist Congress Party (NCP) chief Sharad Pawar. He was invited by Mr. Pawar at the Vasantdada Sugar Institute (VSI) – an autonomous cane growers’ body headed by the Maratha strongman.In December 2016, Mr. Modi laid the foundation stone for the Pune Metro rail project just ahead of the crucial civic polls to the Pune and Pimpri-Chinchwad civic bodies.The Metro inauguration had been a bone of contention among the BJP, the Congress and the NCP, with each of them trying to take credit for the project. The Congress and the NCP had alleged that the Centre’s sanction of the project prior to the civic polls smacked of political expediency.And Mr. Modi had said that had the project been sanctioned earlier (by the Congress-NCP administration), then “the citizens of Pune wouldn’t have had to endure regular traffic snarls”.The poll results in February 2017 saw the BJP sweeping both the municipal corporations – where they were hitherto in a minority – by unprecedented landslide wins and wresting control of the city’s urban pockets from the NCP and the Congress.last_img read more

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