“CXO” is a collective term used to refer to high-level executive positions within an organization.
Each letter in “CXO” represents a different executive role, and the specific role is denoted by the
letter:

C – Chief
X – This letter is a placeholder, and it is replaced with a specific function or area of expertise.
O – Officer

The most common CXO positions include:

 CEO (Chief Executive Officer)
 CFO (Chief Financial Officer)
 COO (Chief Operating Officer)
 CMO (Chief Marketing Officer)
 CTO (Chief Technology Officer).
 CIO (Chief Information Officer)
 CHRO (Chief Human Resources Officer)
 CPO (Chief Product Officer)
 CBO (Chief Business Officer)

A Fractional CXO is an experienced and highly skilled executive who works with multiple
companies on a part-time or contract basis, typically focusing on specific projects or strategic
initiatives.

Think of them as on-demand leadership talent filling critical skills gaps or providing high-level
guidance without the expense of a full-time CXO. They can be incredibly valuable for startups,
small and medium-sized businesses (SMBs), or even larger enterprises facing particular
challenges.

The “fractional” aspect implies that the FCXO is not a full-time employee but rather works on a
part-time or temporary basis, often serving multiple companies simultaneously. This approach

allows businesses to access high-level CX expertise without the financial commitment of a full-time
executive.

Fractional CXOs are experienced executives who work with companies on a part-time or interim
basis, providing strategic leadership and expertise in specific areas. They offer a flexible and cost-
effective way for businesses to access the skills and knowledge they need, without the
commitment of a full-time hire.

Here are few Roles where Fractional CXOs will help but not limited to:

If one is undergoing below situation in his/her business:

1. No proof of concept (POC) exists or achieved for the product/solution/concept/servicing
   model to take the offering to the market
2. Despite POC being achieved market couldn’t be penetrated sufficiently
3. There is something lacking that is hindering the desired growth/goals
4. Founders/Promoters own background is turning out to be limiting factor
5. Growth is stagnated/facing glass ceiling
6. Competition has wiped our market share
7. Building customer loyalty is becoming huge challenge without which business expansion
   looks difficult
8. How do we take the business to next level (horizontally /vertically /geographically
   /demographically etc)
9. Can we re-define ourselves and re-launch afresh
10. How do we handle the M&A integration
11. Need expertise in a specific area
12. Set ambitious growth goals and require assistance in achieving them due to a lack
    of structure
13. Facing a critical business challenge and require guidance in navigating and
    resolving the same
14. Want to implement new technology/ system/ process
15. During a transitional or restructuring period such as merger, acquisition, digital
    transformation, or project execution for a specific period
16. Improve leadership practices/company culture but are unsure where to begin or how
    to effect long-term change
17. The founder discovers that he is working IN the business rather than ON the
    business.

In these circumstances startups that are bootstrapping, startups that have been funded,
established SME, or even large enterprises look at either:

1. Hiring specialists into the board/management team
2. Engaging subject matter experts through project consulting mode
3. Exiting the business or merging it with synergetic partner etc

In the first option fixed costs and uncertainty of results are biggest cause of worry while in the
second option costs and detached engagement related trust issues are widespread/well known.
Third option is quite extreme and normally results into loss of identity.

A fractional CXO comes in handy bringing in best of both worlds (first two options) as normally they
are SME in their own field plus since they offer the service in fraction costs are quite lower
compared to the previously discussed options. While they are fractional on time and cost not so on
commitment/result front since they do work on the same growth goals for the specified
period/markets. Hence Fractional CXO concept winning confidence of all sizes of enterprises
globally with each passing day.

Fractional CXOs offer a flexible and cost-effective way for companies to access high-level
executive talent, expertise, and leadership. They can play a crucial role in driving growth, solving
problems, and achieving strategic goals.

Here are few benefits of Fractional CXO’s but not limited to:

• Cost-effective: Hiring a Fractional CXO is significantly cheaper than recruiting and
  retaining a full-time CXO, especially for small companies or specific short-term needs.
• Access to top talent: You gain access to highly experienced and accomplished individuals
  who might not be available for a full-time role.
• Flexibility and scalability: You can adjust the engagement level as needed, scaling up or
  down based on your company’s growth and changing priorities.
• Fresh perspectives and insights: Fractional CXOs bring a fresh perspective and can
  challenge assumptions, leading to innovation and improved decision-making.
• Quick Go to Market: Vast Experience and Exposure of Fractional CXOs helps in making
  quick readiness to the company for Go to Market execution.
• Quick to Credibility: Impeccable record and personal network that’s global making FCXOs
  well accepted by the markets as SME.

The rise of Fractional CXOs has shaken up the executive landscape, offering businesses a flexible
and cost-effective alternative to traditional full-time C-suite hires. But what exactly sets them apart?
Let’s explore the key differences:

Given a hypothetical scenario of taking business from INR 10Cr to INR 100Cr in 3 years,

A Full Time Executive would probably have a proposition something like:

1. INR 3Cr package +
2. Severance Benefits related costs +
3. Welfare Costs
4. His Service Offer in return would consist of One Individual Vision/Experience/Exposure/Track Record
5. Risk of People / Process alignment
6. Uncertainty over final result

Fractional CXO Services on the other hand offer a proposition that looks like:

7. INR 30L retainer fee PA + Revenue Share of 10% or 1% of Equity at the Enterprise comfort
8. No severance Costs
9. No Welfare Costs
10. Meaning Enterprise is already on profit mode from day one of engagement
11. Whole of Service consists backing of multiple SME who would have put 100+ years of Visionary work/ Successful Track of similar or higher-level assignments
12. Risk of People / Process alignment is quite low/minimal
13. End results risk is far too low

An interim CXO is a full-time position that is focused on providing stability and direction. Interim CXOs ensure the continuity and operations of the organization during a transition or crisis by providing stability and direction during the (often lengthy) search for a permanent leader. Interim CXO is often sourced within the organization and rarely an outsider.

Fractional CXO is a model that allows organizations to gain access to expertise and leadership in a specific area of the organization. Because this model is typically part-time or project-based, it provides organizations with a flexible and cost-effective way to obtain executive-level guidance. Fractional CXO is appropriate for organizations of all sizes and industries. A Fractional CXO can be a great choice for an interim CXO when an organization is in crisis or transition.

Similarities:

• Leadership Experience: Both models give organizations access to experienced CXO leaders who specialize in specific business areas.
• Flexibility: Both provide the flexibility to engage leadership expertise on a part-time or project basis, which is especially beneficial for smaller organizations that may lack the resources to hire a full-time executive.
• Perspective: Both models can provide companies with a new perspective, allowing them to identify areas for improvement and new growth opportunities.

Differences:

• Duration: Interim CXO positions are typically full-time and last several months to a year or more. Fractional CXO, on the other hand, is part-time or project-based, and the engagement can last anywhere from a few months to a year.
• Focus: Interim CXOs are responsible for providing stability and direction during times of transition or crisis. In contrast, a fractional CXO focuses on providing leadership and management expertise for a specific function or department.
• Cost: Interim CXO can be more expensive than fractional CXO, particularly for short-term or specialized needs.

While working and guiding the organization with various designs, the FCXO can play the following roles:

• Interim Executive: for filling short-term leadership vacancies
• Project-based Executives: Provide specific project guidance or expertise.
• Strategic Advisors: Provide long-term planning and opportunity identification.
• Ongoing Support: for smaller businesses that require ongoing assistance.

Fractional CXOs are a highly effective solution, especially for small to mid-sized businesses. Their adaptability and cost-effectiveness make them a strategic choice, offering high-level expertise without the commitment of a full-time executive. However, their applicability extends even to enterprises, particularly when initiating new operations in India. In such cases, Fractional CXOs provide targeted expertise and guidance, ensuring a smooth and well-informed entry into the Indian market. While they are versatile across industries, their value for larger enterprises lies in supplementing existing leadership for specific projects or during expansion phases.

Early-stage startups often experience rapid changes and pivots as they refine their business model and respond to market feedback. Fractional CXOs are adaptable and can quickly align with the company’s evolving needs, providing the necessary expertise to support these changes and ensure smooth execution.

Fractional CXOs can provide leadership and direction, helping to build a strong foundation and set the stage for sustainable growth. Whether it’s developing a go-to-market strategy, implementing operational processes, or establishing a scalable infrastructure, Fractional CXOs can drive the execution of key initiatives to accelerate growth.

An FCXO can lead digital transformation by prioritizing user-centric design, integrating Omni-channel experiences, leveraging data-driven insights for personalization, advocating for innovative technologies, optimizing mobile interactions, enhancing digital customer service, engaging customers through social media, prioritizing cyber security, optimizing e-commerce, fostering an agile approach, providing employee training, and fostering a culture of continuous improvement. This ensures a seamless and enhanced digital customer experience.

An FCXO can assist in ensuring a positive customer experience when introducing new products or services by:

• Conducting market research and customer feedback to understand the needs, expectations, and preferences of the target audience.
• Designing and testing the new products or services with a customer-centric approach, ensuring that they are easy to use, reliable, and valuable.
• Developing and executing a launch strategy that communicates the benefits and features of the new products or services and creates a positive impression and anticipation among the customers.
• Monitoring and measuring the customer response and satisfaction after the launch and identifying areas for improvement or enhancement.

The onboarding process for Fractional CXOs is streamlined for efficiency. It typically involves a detailed discussion to understand organizational goals, challenges, and expectations. Once agreements are finalized, the CXO integrates swiftly, leveraging their experience to make an impact from the outset. The exact timeline varies based on the project scope, but the focus is always on ensuring a rapid yet thorough onboarding to accelerate positive contributions within the organization.

The speed at which a fractional CXO team can integrate with existing operations and make an impact depends on factors such as the complexity of the business, the scope of the engagement, and the readiness of the organization. In general, a well-prepared and adaptable fractional CXO team can often start making an impact within a few weeks to a couple of months. The integration process may involve understanding the organization’s structure, culture, goals, and challenges, as well as establishing effective communication channels and collaboration methods. Open communication and collaboration between the fractional CXO team and the internal teams can expedite the integration process.

Effectively managing work allocation and accountability for Fractional CXOs involves a blend of transparent communication, precisely outlined goals, and performance metrics. While the process may be new in nature, but establishing clear communication and well-defined agreements can transform it into a seamless and mutually rewarding experience for both parties involved.

FCXOs are leaders who have worked in a variety of organizations and cultures. They are adapt at quickly assimilating into any organization’s culture. They frequently work to align the right culture with the organization’s long-term vision by fostering a culture of inclusivity and openness.

The founder/owner of the company defines the long-term vision of the organization based on the company’s purpose. FCXOs use their expertise and experience to align the objectives of the specific domain with the organization’s long-term vision.

Yes, Fractional CXOs can work remotely. The nature of fractional leadership roles often allows for flexibility in terms of location. Advances in technology, communication tools, and collaboration platforms make it feasible for Fractional CXOs to effectively perform their duties from remote locations. This flexibility is beneficial for both the CXO and the client organization, allowing access to top-tier talent without geographical constraints. Remote work can enhance productivity, efficiency, and the ability to collaborate seamlessly with internal teams and stakeholders.

At present MRC CONSULTANCY offers Chief Executive Officer, Chief Business Officer, Chief Marketing Officer, Chief Technology Officer, Chief Product Officer under its Fractional CXO program.

At MRC CONSULTANCY , our Fractional CXO Services stand out through a unique combination of local India-centric focus with global expertise, and several distinctive features:

• Local India Centric Approach: We understand the nuances of the Indian market, ensuring that our strategies align with the local business landscape, cultural dynamics, and regulatory environment.
• Global Expertise: Our team of Fractional CXOs brings a wealth of global expertise to the table. With experience in diverse markets, they offer insights and strategies that have a proven track record on an international scale.
• Cultural Sensitivity: Recognizing the importance of cultural nuances, our Fractional CXOs bring a high level of cultural sensitivity to their roles, fostering seamless collaboration in a multicultural business environment.
• Strategic Localization: We specialize in tailoring global best practices to the specific needs of the Indian market. This strategic localization ensures that our services are not just globally informed but also locally optimized for maximum impact.
• Proven Track Record: Our Fractional CXOs come with a track record of success in various industries and markets. Their accomplishments demonstrate their ability to drive positive change and deliver tangible results for our clients.
• Flexible Engagement Models: We offer flexible engagement models, allowing businesses to leverage the expertise of Fractional CXOs on a part-time or project-specific basis. This flexibility ensures that clients can adapt our services to their unique requirements.
• Cost-Effective Solutions: Our services are designed to be cost-effective, providing access to high-calibre executive talent without the financial commitment of a full-time hire. This enables businesses to optimize their resources while benefiting from top-tier leadership.
• Client-Centric Approach: We prioritize our clients’ goals and objectives, tailoring our Fractional CXO services to address specific challenges and opportunities. Our client-centric approach ensures that the partnership is aligned with the client’s strategic vision.

Confidentiality is a top priority. We establish clear confidentiality agreements with Fractional CXOs, outlining the protection of sensitive information and data.

MRC CONSULTANCY works well within international privacy laws like GDPR/DPDPA. Also, we do not engage with another party of similar business until written permission is obtained from the existing customer satisfying all the conflict of interest aspects.

MRC CONSULTANCY follows a very meticulously designed business planning approach that is always specific to individual customer. Post all the paperwork concerned with engagement, MRC CONSULTANCY consultants first do due diligence on existing business practices to generate a scientific gap analysis. After aligning with the owners, MRC CONSULTANCY begins to work on G2M / Business Plan. Only after intensive align-re-align sessions a final approach document is made between all the stakeholders to derive best executable G2M / BP that is then taken up for implementation.

We at MRC CONSULTANCY have developed industry first unique commercial models where we do accept Retainer Fee, Revenue Share and Equity as basis of compensation.

It is predominantly based on the scope of work that is mutually signed by both enterprise and MRC CONSULTANCY. In general minimum of 12 months and in multiple thereof is the global practice and we follow the same.

There are multiple metrics that are proposed within the SLA defined to the specific SOW of the enterprise engagement. For a CBO service if Customer Success is taken as KPI for a CTO Cost of Technology Obsolescence could be a measure. They are specific metrics to specific role, scope, and various aspects of rules of engagement agreed mutually.

Before initiating the engagement, we collaborate with you to meticulously outline key performance indicators (KPIs) tailored to your precise goals. These indicators serve as quantifiable benchmarks, enabling a clear assessment of the Fractional CXO’s impact. Regularly scheduled progress reports and thorough performance reviews ensure transparent visibility into the ongoing efforts, allowing for timely adjustments to the engagement if required. This structured approach guarantees a continuous alignment between the Fractional CXO’s contributions and your strategic objectives.

Before formalizing an engagement, MRC CONSULTANCY believes in a clear and transparent dialog that defines completion criteria/goals/objectives in unambiguous terms. It aids in the establishment of a process and system for establishing KPIs for completion criteria/goals/objectives that can be measured and reviewed at predetermined intervals.

Determining the cost of bringing a Fractional CXO on board involves a thoughtful consideration of factors such as their experience, industry specialization, the scope of engagement, and the preferred model (project-based, hourly, retainer). Importantly, opting for a Fractional CXO is often a notably more cost-effective solution when compared to hiring a full-time counterpart. This efficiency stems from the fact that you incur expenses solely for the specific time and expertise required, eliminating unnecessary overhead.

For a precise understanding of the investment tailored to your unique needs, we encourage you to get in touch with us for a personalized quote. This approach ensures a transparent and accurate overview of the cost structure aligned with the specific requirements of your organization.

Initiating your journey with our Fractional CXO service is simple and tailored to your needs. Begin by reaching out to us for a complimentary consultation, where we delve into your specific requirements and discuss the ways in which our Fractional CXO can bring value to your organization. Through collaborative discussions, we will identify the most suitable CXO for your objectives and craft a personalized engagement plan that aligns seamlessly with your business goals. This initial step ensures a bespoke and effective partnership, setting the stage for a successful collaboration.

1. Mutual NDA
2. Capability and SOW aligning discussions
3. Signing MoU/PO
4. MRC CONSULTANCY submitting Draft SLA to the Draft SOW
5. Signing Master Agreement
6. Go-Live

Continuity in Leadership:

In the ever-evolving landscape of business, continuity in leadership is pivotal. A CBO holds the compass that steers your organization toward its mission and vision. However, in the realm of fractional leadership, the transient nature of the role can create challenges. Our Fractional CBO Services are here to ensure that even in their part-time capacity, the torch of leadership is passed seamlessly, maintaining the strategic course.

In a fractional CBO role, they may not always be present, but their impact endures, creating a steady and unwavering path for your business to follow. We understand the importance of a consistent hand on the helm, and that’s precisely what we provide.

MRC CONSULTANCY FCBO services mitigate this aspect through deep engagement and timely delivery of agreed KPI’s of their own and the respective business teams in an uninterrupted manner. Fractional CBO may not be physically available at office desk but are on the project 24X7 towards meeting their commitments.

Influence and Authority:

Influence is the cornerstone of successful leadership. Full-time leaders often possess the authority required to drive strategies and decisions. However, it’s essential to recognize that a Fractional CBO, while potentially lacking the same level of formal authority, brings a unique set of strengths to the table.

Our Fractional CBOs are experts in their field, equipped with years of experience and insights. Their influence doesn’t stem from titles; it emerges from their ability to inspire, guide, and effect change. They work collaboratively with your team, lending their strategic insights and expertise to shape the direction of your organization.

While the level of influence may differ in fractional roles, the impact they make on your business is profound, leading to meaningful results and transformation.

A FCBO will have all the authority that’s adequate to deliver on the agreed deliverables. Influence of FCBO would never be any less compared to regular CBO as the engagement is equally intensive.

Effective Oversight and HR Involvement:

The role of a Chief Business Officer (CBO) is multifaceted. It involves overseeing business operations, recommending improvements, and actively participating in HR activities, such as recruitment, training, and employee development.

Fractional CBOs are adept at these responsibilities, but their part-time presence can pose challenges in terms of communication and relationship-building. We understand that strong relationships with team members and stakeholders are pivotal for effective leadership. Our Fractional CBOs work diligently to bridge the gap, ensuring seamless communication and collaboration, regardless of their fractional status.

This thought of FCBO not available like regular CBO for interdepartmental coordination is highly misplaced notion in this digital era. Post pandemic most of the global business has already moved to digital means and therefore FCBO is better positioned to fulfil this critical aspect of CBO than ever before. FCBO shall leverage their years of experience and business acumen to Develop, Engage and Integrate all stakeholders towards business objectives through cultural integration.

Defining Success and Goals:

Defining success and setting specific goals can be a complex endeavour, especially when the path forward isn’t crystal clear. Our Fractional CBOs specialize in guiding this process. Just as Apple’s vision transformed the tech world, our Fractional CBOs help establish precise goals that align with your unique business vision.

They work closely with your leadership team to articulate a clear direction, providing the clarity needed to navigate the ever-changing business landscape. Success becomes tangible when you have a Fractional CBO who can illuminate the path forward.

FCBO are SME in what they do and carry 100+ years of leadership experience combindely. The engagement within itself will fall apart if VISION for the organization is not visualized/reviewed,as the first steppingstone towards greater growth objectives. So, FCBO shall bring in much more global wisdom at most economical levels.

Building Trust and Accelerating Progress:

Trust is the bedrock of business relationships. Building trust in a fractional role can be challenging, but it’s a challenge our Fractional CBOs embrace. Trust is not just a foundation; it’s the accelerator of progress.

Our CBOs prioritize trust-building, investing time and effort into developing strong relationships with your team and stakeholders. They understand that trust paves the way for collaboration, innovation, and ultimately, your success. With a Fractional CBO from MRC CONSULTANCY , you can count on a trusted partner committed to accelerating your progress.

Navigating Speed and Expertise:

In the fast-paced world of startups and business, speed is often a competitive advantage. The management is keen to know how quickly a fractional CBO can move and execute strategies.

Our Fractional CBOs not only possess industry knowledge and experience but also a track record of solving similar challenges efficiently. They understand the need for agility and are equipped to move swiftly, ensuring your organization capitalizes on opportunities without delay.

When you partner with a Fractional CBO from MRC CONSULTANCY , you gain a leader who can navigate the complexities of your industry and deliver results at the speed your business demands.

Market Presence and Brand Recall:

For your organization to make its mark in the market, representation is key. Your CBO plays a pivotal role in participating in industry forums and market events to ensure positive brand recall. However, the term “fractional” may raise questions about representation and commitment.

Our Fractional CBOs are aware of this challenge and proactively work to ensure your organization’s presence resonates positively. They represent your brand with dedication and professionalism, leaving a lasting impression on industry peers and stakeholders. Moreover, MRC CONSULTANCY Fractional CBO Services assures of no business with any sort of competition thereby ensuring no conflict of interest in any manner.

Insider Engagement and Decision-Making:

Effective leadership often involves deep engagement with internal teams, including technology, product management, and marketing departments. To drive your organization’s future roadmap, a CBO must have a profound understanding of your organization’s minute details.

Our Fractional CBOs excel in this area. They immerse themselves in your organization’s intricacies, fostering strong relationships with your teams and all other key stakeholders. This deep engagement is essential for providing constant feedback and contributing to informed decision-making.

While the term “fractional” may imply an outsider’s role, our Fractional CBOs quickly become insiders, making them invaluable assets to your organization’s growth and success.