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Infinite Vision: How Aravind Became the World's Greatest Business Case for Compassion by Pavithra K. Mehta and Suchitra Shenoy
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INFINITE VISION
Reach
Replicate
Individual Potential + Collective Possibility
Suchitra Shenoy Pavithra K. Mehta
Authors
The 5-Minute, $15 Cure
On Efficiency and Blindness
PART I
Of Burgers and Blindness
Volume
• National Health Service – UK : 10,00,000 (1 million) surgeries annually
• Aravind : 500,000 (5 million)
Cost
• Less than 1% of Britain’s cost
• NHS spends 1.6 Billion Pounds
• Aravind spends 13.8 million pounds
Factors
• External • Regional
economies• Regulations• Cultural
Expectations• Internal• Efficiency• Clinical
Processes• Cost-control
measures
NHS – UK vs Aravind
Of Burgers and Blindness
The tripod mantra
• High Volume• High Quality• Affordable
Cost
McD
• Standardisation
• Product Recognition
• Accessibility• Scale
Hospital-as-Factory
• Streamlined-Workflow-Efficiency
• Task Repetition-Competence
• Paraprofessionals-Individualised Attention, Reduced prices
When Free is not Enough
Barriers
• Avg. Life expectancy after blindness in India : 2.5 – 3 years
• 12 million Indians are blind
• Fear, superstition, cultural indifference
• The Beggar story
Solution
• Ride to base hospital
• Accommodation
• Food• Postoperativ
e Medication• Return
Transport• Follow-up
visit• Acceptance
rate of surgery: 5 to 80%
USP
• Target Group - Designed for Free
• Self sustaining• Outreach Program• Community Model• WOM marketing• Philip Kotler –
Market Devlopment
“a mouth with no hands”
The Case won’t fly
Coke got her , Why can’t we?
• Collective Failure• The bottom line will take care of itself• Post-op repeat visit data analysis• In Service for Sight• Conversion of the need into an active
demand
Do the work and Money will Follow
On Sustainability and Selflessness
PART II
The Sheer Accident
Get Less, Do More
The Power of Creative Constraints
• Innovation is linked to constraints• We cannot turn anyone away• We cannot compromise on quality• We must be self-reliant
• We must be the change we wish to see in the world
• House mortgage + life saving
The Power of Creative Constraints
• Careful attention to pricing structure• Effective resource utilisation – reuse and
recycle• Standardisation – Fixed salary stucture• Cost-conscious Leadership – No Downtime• Paying-to-free ratio – Subspeciality• Money – Neither obsession nor obscenity• Smoothening of demand patterns,
seasonalityYou don’t find people, you build them
• Values-fit over Skill-fit• In-house training – nurses as well as doctors• Women employment
A Vast Surrender
On Innovation and Inner Transformation
PART III
Human kind is work in progress “On inner values hangs the outer plan” – Sri
Aurovindo Sri Aurovindo & Mirra Alfassa (The Mother)’s
Influence Spiritual backbone of Aravind:
Soul --- Volume Stillness --- Quality Surrender --- Affordable cost
Dr. V – a stern disciplinarian How to make this work a field for inner growth
and perfection.
Dr. V’s Practice of Perfect Vision Simple Routine – Structure & Discipline Dr. v’s inquiring mind
Frankfurt airport with Dr. Ramachandra Discussion with housekeepers in hotels
The Bhagavad Gita approach Sri Aurovindo’s teachings in Dr. V’s practice:
Aspiration – a sincere dedication toward realising truth & perfection in all aspects of life
Rejection – a diligent refutation of any hindrances Surrender – unconditional opening to influence and
will of highest nature Spiritual warrior with practical techniques
Manufacturing a Revolution
• Aphakic surgery vs Intraocular Lens (IOL)• Precision Machinery, Sterilized
Environment, Quality Control• Technical know-how – IOL International,
Florida• Aurolab – internationally certified
manufacturing unit• Partial Funding• Self Reliance• From $150 – $300 to $10 to $2• Ophthalmic Pharmaceutical, Sutures,
Ophthalmic equipment
The flip side of a Visionary
• Intuitive decision making• Not trusting others to make independent
decisions• Communication gap
Maximize Service not Profit
• Exports• Non reliance on Aravind sales
Training your competition
On Replication and Self-Awareness
PART IV
How do you retire a Saint
On Change and Integrity
PART V
The Upside-Down Business Model
On out-of-the-book insights
Upside-Down Business Model
• Service for All• Rip the price tag off a sight seeing surgery
• Design for Dignity• Let patients decide whether they pay or not
• High Quality is Free• Regardless of paying capacity
• Broaden the Pie• Prioritize marketing to the person who can’t pay you
• Own the Barriers• Take your service to them if they cannot get you
• Model after McDonalds• Provide standardised easy-access, affordable, scalable
service• Be Self-Reliant
• Carry a minset of sufficiency & avoid external dependencies that compromise mission
Local Model, Global Effect
The International Business perspective
“Happiness is not something ready made. It comes from your own action.
– Dalai Lama