Tuesday, September 18, 2007

How to win BIG outsourcing deals

Day in and day out we are hearing the M&A (Mergers and Aquisitions) and to add to the fire, the declarations of the BIG (HIGH $ value) outsourcing deals.

How these are done ? i donot care. But i do care - How they are achieved. Pondering this, i thought of spending time penning the challenges and even strategies i would think would be the reciepe for success.

Disclaimer: These are purely my thoughts from my small experience. Please pardon if so.

My heart said there are always two things which go into the deal - one in initial phase (Sales Team) and second in implementation (Delivery Team). So here i segregate the two and put in my 2 cents....

Key impediments in winning BIG outsourcing Deals - For Sales Team

1.External Political Problems
2.Outsourcing Backlash in European and North American markets.
3.Capabilities of Sales/Field force in terms of Market understanding.
4.Marketing Execution Support system for the Sales/ Field force.
5.Knowledge about the solutions and services offered, Vision and Foresight.
6.Cross Skill sharing and skill enhancement.
7.Market responsiveness.

Strategies for success

1.Segregate and Create 5S.
- Marketing Strategy.
- Sales Strategy
- Offering Strategy
- Vertical/ Industry Strategy
- Geographic Strategy

2.Develop a Business Intelligence System for Sales and Marketing.
3.Create a Cross Functional Consultative Team.
4.Shake the Team dynamics to create a wave of Entrepreneurship within.
5.Innovatively create a customized pricing Model.
6.Inject Flexibility.
7.Develop an innovative Deal closing process.

Key Impediments for Delivery Teams

1.Huge shortage of talent, Infrastructural and Logistical deficiencies.
2.Innovation to solutions, service lines and even operating processes.
3.Service Quality - Going beyond the SLA’s – Value to customer.
4.Cross Skill sharing, Domain Knowledge, Skill enhancement.
5.Data Security – in wake of recent Data breaches.
6.Lack of people with knowledge of essential foreign languages esp – French, German, Japanese, Spanish.
7.Find ways to reduce the total costs.
8.Provide better cost savings for customers

Strategies for success

1.Fuel and Leverage Innovation
2.Inject Quality
3.Create rapid action teams to upgrade the MTP( Manager Thought Process).
4.Target Quantitative Project Management.
5.Pledge to offer four colours to Customer -
- Expertise: We will give top experts in business.
- Rigor : We will help you build a roadmap of success.
- Speed : We will enable you to achieve results FAST.
- Impact : We will be vested in your complete success.

Can we take the plunge --- NOW.

1 comment:

Anonymous said...

Interestive perspectives. Keep blogging on the topic further