Five Ways To Find Outsourcing Clients
Researchers at Gartner Group predict that 80 percent of U.S. companies will have engaged in high-level outsourcing discussions by 2004, with the greatest interest in applications and business process ...
Researchers at Gartner Group predict that 80 percent of U.S. companies will have engaged in high-level outsourcing discussions by 2004, with the greatest interest in applications and business process outsourcing. Also of increasing interest and demand is the use of offshore delivery centers in an outsourcing strategy.
Often used interchangeably with "offshoring," the term "outsourcing" has much broader-reaching implications. Whereas offshoring typically refers to hiring supplemental manpower (usually from countries like India) on a per-head-count hourly rate, the practice of outsourcing exceeds this staff augmentation mentality. Today's sophisticated outsourcing paradigm embraces a global delivery model, risk management/governance contingencies, and long-term service level agreements (SLAs) that span both technology and business process services.
Just as the market definition and scope for outsourcing services has evolved over the past decade, so too has the purchasing audience. Historically, IT executives have been the primary buyers of outsourcing services, largely due to the technology intensive nature of early outsourcing arrangements. While the CIO's role is still integral to the decision-making process, financial and business-line executives and CEOs are now driving the need for more business process-focused outsourcing solutions and therefore have emerged as a new buyer.
Mid-sized professional services firms like Kanbay International Inc. (www.kanbay.com) that specialize in a particular market niche (e.g. financial services) are in a strong position to reach today's newer, middle-tier market with global application management and business process outsourcing solutions. Kanbay engages a number of innovative strategies to differentiate itself and educate this vertical market on the value of outsourcing.
"The rise of the outsourced economy is creating a new set of management challenges -- and opportunities. While the industry's top players have created the demand for global outsourced solutions, more mid-tier companies are getting into the game. This has opened up a viable market for managed solutions providers to serve this customer segment," said Shiraz Patel, president of Kanbay Managed Solutions Inc.
How to find clients
Patel leads the Kanbay subsidiary that provides financial services clients with global delivery options and a mature governance model for application management outsourcing (AMO) and business process outsourcing (BPO). He offers the following advice to IT services/software and professional service firms looking to enter the outsourcing market. Kanbay has successfully employed a number of these venues in its own marketing approach:
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