Prasad Kaipa, an alumnus of IIT Madras, coaches executives and mentors entrepreneurs globally. After a PhD in Physics from the Institute in 1983, Kaipa’s passion led him to work with Apple in 1980s and then went on to do what he likes the most – coaching executives. He has been a consultant in organisation development, and teaches at institutions such as the Indian School of Business, London Business School and Indian Institute of Management (Bangalore). His book ‘From Smart to Wise’ co-written with Navi Radjou, is a best seller.

“Entrepreneurship is gathering momentum and India is where Silicon Valley was in 1980s. The tide has turned in India and now more youngsters want to be entrepreneurs rather than take regular jobs,” he told BusinessLine in an email interview from San Jose, US, on topics like the difference between Indian and US CEOs to entrepreneurship in India. Excerpts:

What are the key things you learnt at IIT Madras?

One should work smart and hard to excel. Excellence is everyday affair. There is no end or rest in that quest. You have what it takes to do anything you set your mind to.

It does not mean it will come easy but you only fail when you give up. These are what I learnt while working for my PhD with Professor YVGS Murti.

What does it take IITians to become CEOs of companies like Google and Microsoft?

I believe we have intellectual calibre and some of us have shown that they have emotional quotient and political savvy as well. But for some of us, our beliefs get in the way; beliefs such as not valuing political capital or paying too much attention to being straight and knowing when to be offended and when to take things lightly. I do believe that before the end of the decade we will have half a dozen CEOs in Fortune 100 companies.

How do you view the surge in entrepreneurship in India?

Entrepreneurship in India today is where Silicon Valley was in 1980s. The tide has turned in India and now more youngsters want to be entrepreneurs. Whenever I come to IIT, I am asked to spend time with entrepreneurs because people are seeing opportunities like never before in India.

What advice do you have for start up entrepreneurs?

First, listen to the customer and start there in building the product and service. Don’t come up with product first and then look for customers. Second, you have to value sales and marketing much more than many others do.

Finally, don’t sabotage the company or your partner in negotiating a better deal for yourself. That is one common mistake many people do but lose their shirt in the process.

What’s the major difference do you find between Indian and US CEOs?

Indian CEOs are well educated, read extensively and are more conceptual and intellectual in nature. But many US leaders want to find practical solutions and want recipes that they can try out more than frameworks that they first need to understand. Intellectual brilliance of Indian CEOs, sometimes, can get them to mistake knowing for being able to do it.

They become impatient and do not take enough time to make ideas come alive in the organisation before they lose patience. Sometimes, we can impress people with our brilliance but cannot deliver results because we don’t walk the talk and inspire others.