Executive Education

Doing Business with Government

Programme Overview

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The government, at all levels, has a significant role to play in the country’s polity, economy, society as well as the markets and industry. While growing the economy is key, one of government’s top policy priorities is social welfare through delivery of public goods. There are many touchpoints where the roles of the government and private sector overlap but the latter focuses primarily on profit maximization. From this perspective, the government is also a major market, procurer of goods and services, and also seller of goods and services. Therefore, it becomes critical for industry and the private sector to better understand the nature of government in order to transact business more effectively. In India, with the disproportionate size of government and its finger in almost every market pie, the way business interacts with government can lead to success or failure.


For more information or any questions, contact Manali Shah: manali-exed@iima.ac.in | +91 70690 10183

Participants’ Profile

The programme welcomes executives from private sector including consulting firms, healthcare, financial services, technology and so on. It would also benefit participants working at the interface between the private and the public sectors; and those working towards private sector promotion within international organizations and multilateral banks.


Individuals from MSMEs and Startups; Unicorns who aim towards including PPPs or the startups that have an interface of dealing with the government and/or the entrepreneurs who have a strong ambition to foray in this direction can also apply.

Program Objectives

The programme aims to provide participants from the private sector with right set of skills to understand the institutional architecture and functioning of central, state, and local governments. The programme will closely focus on the following aspects:


Government-business relationship and its significance Business incentives that drive government behavior with respect to engaging with the private sector Key business processes that directly matter to the private sector such as procurement and digital transformation Motivations and challenges in designing and implementing PPPs in different contexts and sectors ‘Government as a seller’ of goods and services

Program Highlights

Overview of the ways in which government policies affect economic growth, the size and extent of the government “market”, and the symbiotic relationship between government and the private sector Public procurement process (bidding) Public private partnerships Buying from the government (auctions, licenses, surplus goods) Strategies to communicate with the government Ethics of doing business with the government