Title sentence - Ning

Title sentence - Ning

1 CAS-COD-Prez-Date-CTL Inclusive Business Models in Education Some of our experience in the Education Sector Gyanshala Study of Gyanshalas innovative business model which provides low-cost primary education at scale Cost of providing education per student INR 2,800/year Educating Girls: Parent Preferences in Bihar Sustainable Skilling Initiative (SSI) Program A 4-year program aimed to develop a sustainable and scalable skill development model to Improve retention for employers, Upgrade skilling providers business model Increase youth employment Affordable Early Childhood Education Program (AECEP) A 6-year program aimed at improving the quality of ECE provision in urban India 2

CAS-COD-Prez-Date-CTL Sustainable Skilling Initiative - Offer to Employers SSI ask from employers SSI offer for employers Skilling talent Provide employers with the required number of employees at the requested location Create processes to ease transition of employees to the work location (i.e., mobilization) Willing to pay Retaining talent Train employees on industry awareness, basic English, behavioral and interpersonal skills Set employee expectation (e.g., work hours, nature of work, etc.)

Mentor employees on long-term career planning Build performance management mechanisms to aid career progression Pay 1 month salary (paid to training provider) for all employees staying for at least 3 months Most CXOs did not see retention as a top business issue (as measured by willingness to pay) This was expected of industries like Security and Logistics Surprisingly, it was also in industries like Telecom and Hospitality It was an issue for only four sectors - BPO, Banking and Financial Services, Retail and Health Care 3 CAS-COD-Prez-Date-CTL Sourcing talent Only the BPO sector found adequate potential in the SSI Initiative Overall value to BFSI Overall value to Retail Low LowMedium

LowMedium LowMedium Skilling talent Medium -High High (Industry specific skilling; >30 days duration Retaining talent High Medium High Willing to pay for a 6+ mo retention period Willing to pay All willing to partner Medium 4 LowMedium Low CAS-COD-Prez-Date-CTL

Sourcing talent Overall value to BPO Productivity and wages in the BPO Industry have remained relatively flat in nominal terms or declined in real terms between 2008 and 2013 Annual Revenue/Employee INR 000s 1,000 837 633 687 688 714 2/1/20 506 500 283 323 312 280 264 305 282 262

262 252 2/1/20 286 2/1/20 2/1/20 2/1/20 2/1/20 2/1/20 0 2/1/20 INR 000s 2/1/20 Annual Compensation/Employee 500 391 262 164 2/1/20 2/1/20 304 346 427 2/1/20 353

164 167 173 196 128 133 139 142 148 2/1/20 2/1/20 2/1/20 2/1/20 2/1/20 173 2/1/20 2/1/20 2/1/20 Source: Company Annual Reports 5 CAS-COD-Prez-Date-CTL 0

Programs targeted towards the earliest years Preschool programs Schooling Job training 0-3 4-5 Preschool 0 Post-school School Age The The earlier earlier the the investment investment in in early early childhood childhood development, development, the the greater greater the the return return Source: Carneiro and Heckman, 2003 6 CAS-COD-Prez-Date-CTL Rate of return to investment in human capital The Heckman Curve The vast majority of 3-6 year olds in our target segment are accessing ECE, predominantly from the private sector

Proportion of children going to some form of ECE* Type of provider being accessed by respondents* 2/1/20 2/1/20 % of children % of respondents 2/1/20 2/1/20 2/1/20 2/1/20 2/1/20 2/1/20 *Data has been weighted by age to account for different number of children from each age group in the sample. Source: FSG primary customer research using 4,179 listing interviews. See supporting document for underlying data FSG | 7 Unfortunately, the quality of ECE is very poor and the Affordable ECE Program aims to address this To: Good ECE 8 CAS-COD-Prez-Date-CTL From: Bad ECE

Scope of customer research Qualitative Qualitative Quantitative Quantitative Delhi Kolkata Rajkot Ahmedabad Kolkata Rajkot Nagpur Mumbai Hyderabad Hyderabad Coimbatore 108 customers 4 focus groups and 4 in-depth family interviews in each city Across 3 cities 4,299 listing interviews and 2,010 structured interviews Across 8 cities (5 cities of over 5 million people

and 3 cities with between 1-5 million people) FSG | 9 What do parents consider to be good ECE? (1/4) Good ECE is often viewed in purely traditional academic terms Good ECE is often thought of as doing grade school earlier Learning number and alphabets early on Getting into school habits like attending everyday, or doing homework regularly The focus on academic competition and achievement can lead to three strong beliefs about what constitutes good ECE: A Regular homework B Regular exams C Tuition classes Photo: FSG customer research Younger children need tuitions to perform better. Once they are older, they are more able to study by themselves -Mother of 3-year-old

boy, Rajkot FSG | 10 What do parents consider to be good ECE? (3/4) The market is catering to parents demand for homework everyday, even for 2 year old children* Frequency of homework A 2/1/20 There is variance by age in the frequency of homework given 84% of 2 year old children* were given homework everyday, compared to 93% of 4 year old children* Percentage of respondents There is no significant variation in this trend by NCCS class / income bracket 2/1/20 2/1/20 2/1/20 2/1/20 2/1/20 2/1/20 2/1/20

2/1/20 2/1/20 Frequency with which child is given homework *Age at start of the academic year Source: FSG primary customer research using 2,010 main interviews. See supporting document for underlying data FSG | 11 What do parents consider to be good ECE? (4/4) The market is catering to parents demand for regular tests, even for 2 year old children B Prevalence of regular testing (more than once in 6 months) by childs age 2/1/20 2/1/20 This trend varies by city The trend is strongest in Hyderabad (33% get tests every week) 2/1/20 2/1/20 And weakest in Delhi (Only 2% get tests every week and 18% either do not get tests, or get them less than once in 6 months) Percentage of respondents 2/1/20 2/1/20

2/1/20 There is no significant variation in this trend by NCCS class / income bracket Only 23% of respondents reported that the child was being assigned ranks 2/1/20 Age at start of the academic year Source: FSG primary customer research using 2,010 main interviews. See supporting document for underlying data FSG | 12 The vast majority of parents are sending their children for ECE to schools offering higher grades (beyond KG) Percentage of respondents choosing attached providers by age 30% 8% 6% 2/1/20 2/1/20 13% 2/1/20 2/1/20 10% 18% 11% Percentage of

respondents 20% 82% 88% 69% 40% 2/1/20 2/1/20 2/1/20 2/1/20 Age at start of the academic year 2/1/20 2/1/20 2/1/20 2/1/20 Source: FSG primary customer research of 4,179 households in NCCS classes A3-D1 FSG | 13 FSG led Affordable ECE Program (2015-2021+) Improved ECE available to a large number of children in India Improved quality of private, NGO and government ECE provision Robust ecosystem supporting quality ECE provision Anchoring the broader ECE space Empowering parents to assess and demand better ECE Demand

Driver Improving the quality of ECE provision in APSs by introducing market based interventions that improve quality and add value to the APS owner Supply (Bringing attention and funding, supporting new and existing players, engaging stakeholders, including those working in the public sector) Support Supporting ecosystem (e.g. measuring quality, supporting providers, influencing policy) Ecosystem FSG | 14 Back - up 1 FSG | 15 Market-based solutions require strong business models and systematic resolution of ecosystem barriers in order to scale THESE ARE SPECIFIC TO AN INDUSTRY 200+ expert interviews

147 cases scanned 38 cases researched 56 enterprises surveyed Not exhaustive There There is is aa need need for for industry industry facilitators facilitators to to address address ecosystem ecosystem barriers barriers Source: Monitor Deloitte analysis 16 CAS-COD-Prez-Date-CTL Field visits Asia & Africa And Bad ECE practices are self-reinforcing School admissions Perceive mastery of early primary skills as evidence of academic capability and test for the same Unaware of school readiness skills or testing techniques Business economics Bad ECE is cheaper to deliver (e.g. smaller space required, higher student teacher ratio), teachers know how to deliver it, meets parental demand and school admission criteria Teachers skills

Think rote learning and discipline is the way to teach children schools and parents reinforce this Not aware of school readiness skills or pedagogy to deliver good ECE 17 CAS-COD-Prez-Date-CTL Parental attitudes Want their child to get admitted to a good school and feel rote learning and numbers do this Think good education is kids learning English and writing numbers Unaware of Good ECE and its benefits Key questions answered in our findings 1 2 3 4 5 6 7 8 What do parents believe about early childhood development? What motivates parents to send children for ECE? What do parents consider to be good ECE? What do parents look for when selecting an ECE provider? How do parents gather information when selecting an ECE provider? What do parents expect from their ECE provider and how do they monitor the provider, post admission? How are parents and providers engaging with each other? Could better educated mothers be early adopters of good ECE practices? FSG | 18

What do parents expect from their ECE provider and how do they monitor the provider, post admission? Parents are overwhelmingly satisfied with their ECE provider Satisfaction with provider 2/1/20 2/1/20 2/1/20 2/1/20 2/1/20 2/1/20 Percentage of respondents 2/1/20 2/1/20 2/1/20 2/1/20 2/1/20 2/1/20 Aspect of service Source: FSG primary research using 2,010 main interviews. See supporting document for underlying data. FSG | 19

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