we have to be ready to serve them. I spend a
lot of my time—more than 50 percent—market
facing. So my focus and my top priority is, and
will continue to be, our clients.
CONSULTING: WHEN YOU LOOK AT THE
MARKET, HOW BULLISH ARE YOU?
KANDE: We’re just starting our new fiscal year
and I’m very bullish about the market. There are
some headwinds in certain sectors, but we have a
diverse enough portfolio not only of clients and
sectors but also of competencies. So, we’ll be able
to serve our clients wherever they need us to be,
whether it’s a cost-reduction or growth. It’s one of
the advantages of PwC’s size and scope. We have
the ability to serve clients across the life cycle. It
took us some time to build that portfolio over the
last 10 years with all the acquisitions that we’ve
done, but we’re very well positioned.
CONSULTING: YOU MENTIONED
HEADWINDS IN THE MARKET. WHERE ARE
YOU SEEING THEM AND WHAT DO THEY
MEAN FOR YOUR OVERALL BUSINESS?
KANDE: We’ve seen some slowdown, especially
in the beginning of the calendar year 2016 where
a lot of the big technology decisions that were
being made by companies got delayed a little bit.
That was because there was a big inflection point
in the industry. A lot of the companies were
trying to figure out what does cloud mean? How
do you adopt a cloud? How do you transform
your business with cloud? This inflection point
was because this is a new area and these are big
decisions—not because the economy is slowing
or is in decline. When you have to make big
decisions—expensive decisions—you can’t rush
it. That’s what we’re seeing in the market. Let
me stress, this is very different than the recession
we saw in 2008. Companies are just trying to
figure out which way they want to go, and we’ll
be there with them to help them make those big
decisions. And we were seeing more of this in
the beginning of the year. We’re moving through
it, and I think were actually moving past it.
CONSULTING: SO, HOW WOULD YOU
CHARACTERIZE YOUR CLIENTS’ MINDSET
KANDE: Clients are full-speed ahead!
Technology is so pervasive right now. A lot
of the industry sectors are being impacted by
technology right now. A lot of the discussion
we’re having with clients revolves around how
technology collides with the old way of doing
things in various industries. We are really
focused on helping our clients better understand
how technology can help them deliver better
products and services and how technology can
help them run their businesses more efficiently.
So, we spend a lot of time with clients thinking
about technology-enabled services and
products that they can sell and how they will
use technology to run their business in very
different ways. A lot of executives are still going