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The first major breakthrough in the U.S. came from Lucent. A man named Rod Trombly knew Scott, Anjan, Kamran and Amit, and had the fullest confidence and trust in them. No one else could articulate the architectural problem he was battling with as well as this team could and we got the job. What started as a $300,000 project grew to a million plus account. To Rod, it did not matter that we were less than fifty people, had a two-room office in which the furniture was yet to be assembled.

Equally unbelievable was how we won Avis. Joe made a direct call to newly appointed CIO, Larry Kinder. In what must be one of the rarest of rare occasions, he took the call, liked the story, gave us an appointment and we were there driving a requirement definition workshop for a dozen Avis executives who had differing views on what Avis.Com should be.

That eventually led to more than $7 Million in business over three years, and in the process, we completely re-architected Avis.Com. In 2002, the new Avis.Com accounted for 11% of their total car reservations. In 2003, that number kept moving in the right direction. Intrigued by how a Fortune 500 customer chose a noname consulting company, a television show entitled Business-Now ran a four minute report on us on ABC’s Channel 7.

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Subroto Bagchi is co-founder and Chief Operating Officer for MindTree Consulting (P) Ltd. The "Making of the MindTree" is told in the first person by Subroto Bagchi. In condensed form, it was published by Business World, filmed by InfiniTV, and aired on CNBC, IT Hour. Websites: www.mindtree.com & www.mindtree.com/subrotobagchi