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Selling Outsourcing Services: How to Collaborate for Success When Negotiating Application, Infrastructure, and Business Process Outsourcing Services

Author: Grant S. Lange

Publisher:

Published: 2019-01-09

Total Pages: 284

ISBN-13: 9780578441580

The Global Business Process Outsourcing and IT Services Market exceeded $950 billion in 2013. Every indicator points to continued growth across all geographies and market segments for the foreseeable future. In order to drive innovation and realize the full benefit and value proposition of the services being outsourced, a shift in the method by which outsourcing services are procured is a necessity. Simply put, the current sales cycle and procurement approach is inefficient across time, quality, and cost parameters.Selling Outsourcing Services asks difficult questions, challenges the status quo, and provides an alternative mechanism to achieve timely contract execution by shifting the focus from the consequences of failure to collaboration, partnership, and success. An IT services executive with experience negotiating complex outsourcing services agreements across all industries, Grant Lange leads you through the process of putting your best foot forward and negotiating an outsourcing agreement that will yield timely, quality, and cost-effective delivery.

Collaboration in Outsourcing

Author: S. Brinkkemper

Publisher: Springer

Published: 2016-01-06

Total Pages: 593

ISBN-13: 0230362990

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Although IT outsourcing is nothing new, it remains surprisingly challenging for professionals. This book assists the IT professional in several areas of the outsourcing process: establishing outsourcing relationships, maintaining and managing the relationship, and finally governing outsourcing projects successfully.

Successful IT Outsourcing

Author: Elizabeth Sparrow

Publisher: Springer Science & Business Media

Published: 2012-12-06

Total Pages: 282

ISBN-13: 1447100611

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The first book to provide practical guidance on how to get the most from an outsourced IS service and written specifically for IS and IT professionals and not senior business managers.

Winning Strategies

Author: Anirban Dutta

Publisher: John Wiley & Sons

Published: 2014-05-14

Total Pages: 251

ISBN-13: 9781461919117

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This is the only book that we know of, that focuses on the end-to-end IT services and outsourcing life cycle. The target audience is anybody that wants to know about the IT services business. The book is a complete seller's and buyer's guide for today's market. Sellers will learn how to do analysis on the target market, form the right bid team, partner with relevant influencers and create unique go to market strategies for finding qualified IT services and outsourcing deals. Both buyers and sellers will learn how to define appropriate engagement models, create pricing and financial structures, form well defined contracts, negotiate effectively, institute transition best practices and govern the entire program with success. As a testament for its quality, this book is endorsed via back cover blurbs, advanced praise and foreword by top leaders of major IT services organization like NASSCOM, International Association of Outsourcing Professionals (IAOP), Outsourcing Institute (OI); executives of top IT services companies like Perot Systems, CSC and others; and analysts from major advisory firms like Black Book of Outsourcing and Ovum Consulting. Packed with witty anecdotes, insights and lessons for the practitioner from the authors' own and other experts' experience and stellar trade performance, Dutta and Folden's work is a vital read for customers, vendors, advisors and anyone involved in today's complex IT services and outsourcing deals.

ICMLG2016-4th International Conference on Management, Leadership and Governance

Author: Dmitry Vasilenko and Natalia Khazieva

Publisher: Academic Conferences and publishing limited

Published:

Total Pages: 543

ISBN-13: 1910810843

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Selling Outsourcing Services in the Digital Age

Author: Grant S. Lange

Publisher:

Published: 2018-07-22

Total Pages: 334

ISBN-13: 9780692139516

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Go Digital or Go Home As the great boxer Mike Tyson said, "Everyone has a plan until they get punched in the mouth." In the context of a legacy outsourcing agreement, that punch has come in the form of robotic process automation and artificial intelligence. Make no mistake about it, we are experiencing the fastest technological evolution in history, and the outsourcing industry is leading the charge. To succeed in the digital outsourcing age, service providers will have to transform their pricing, staffing, and delivery models, and the legacy outsourcing agreement must follow suit. Selling Outsourcing Services in the Digital Age asks difficult questions, challenges the status quo, and leads you through the process of negotiating an outsourcing agreement that accounts for the deployment of digital technologies and facilitates timely, quality, and cost-effective delivery. Do not be afraid: in chaos comes opportunity, and Grant Lange's expertise in negotiating outsourcing agreements will guide you through safely. Humans can and will peacefully co-exist with the robots. Buckle up-it should be a wild ride.

Business Process Outsourcing

Author: John K. Halvey

Publisher: John Wiley & Sons

Published: 2007-03-22

Total Pages: 602

ISBN-13: 0470126930

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Many corporations are currently restructuring their business processes in order to become more competitive and cost effective. Once the decision has been made to outsource, a corporation must structure the deal. This book will show them how to request proposals and negotiate and close the agreement--creating the outsourcing strategy.

The Outsourcing Enterprise

Author: L. Willcocks

Publisher: Springer

Published: 2016-05-31

Total Pages: 312

ISBN-13: 0230290574

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Evidence shows that organizations with both a CEO and a team involved in sourcing strategy and supplier configuration make more effective decisions. If the wrong supplier is chosen, performance can be negatively affected. Here the authors look at how companies can improve their outsourcing capabilities.

Outsourcing

Author: Steven M. Bragg

Publisher: John Wiley & Sons

Published: 2006-03-24

Total Pages: 401

ISBN-13: 0471781495

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"As companies in growing numbers look to outsource functions not related to their core competencies, Bragg's work provides an excellent road map. Demonstrating a firm grasp of the topic, he intelligently walks the reader through the maze, analyzing all aspects of the process (including whether the function should or should not be outsourced). This is a must-read for both novices and veterans alike." --Mary S. Schaeffer Editorial Director and Publisher Accounts Payable Now & Tomorrow "Steve Bragg's Outsourcing gives business decision-makers the insights needed to make the case for or against outsourcing. The first half provides a thorough discussion of all aspects, including evaluating risks and rewards, selecting, contracting, and terminating. The second half provides in-depth analysis of ten different types of outsourcing services, including janitorial, customer service, and accounting. This book provides practical advice that will benefit everyone regardless of the extent of their prior experience." --Dr. Will Yancey, PHD, CPA Independent Consultant "Once again, Steve Bragg has compiled a comprehensive, well-written book that will yield an excellent return on time invested by readers. This is a must-have guide in outsourcing for any manager, whether newly exposed or an expert. I came away with some great ideas from the book!" --James A. Bologa Executive Vice President and CFO Daticon Inc. "Use of carefully considered outsourcing can be a critical component of any corporate strategy. In Outsourcing, Steve Bragg has given an excellent overview of why and when outsourcing should be considered, some precautionary thoughts, and specifics of how to successfully implement and manage any outsourced functions. He has created an excellent guide to the use of outsourcing as a means to enhance corporate success in today's challenging business climate." --Richard V. Souders President and CEO Premier Data Services

Outsourcing

Author: Oakie D. Williams

Publisher: CRC Press

Published: 1998-04-13

Total Pages: 266

ISBN-13: 9781574442168

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As global competition grows more fierce, companies continue to look for ways to increase their competitive edge without jeopardizing profit margins. Today's corporations are starting to realize the competitive advantage that Information Technology (IT) can bring to a company. These corporations are also realizing that staying current with technology requires a great deal of effort, risk, and expense. This is one of the primary reasons CEO's are considering outsourcing as an alternative. Written by a CIO who has successfully maneuvered through the outsourcing process, Outsourcing: A CIO's Perspective addresses the realistic expectations and the most commonly asked questions about IT outsourcing, while reviewing it's advantages and disadvantages. This text identifies key elements that can be used to assess the feasibility of securing a profitable and manageable outsourcing agreement. It provides a convincing case that even if the final decision is to not outsource, the result of the process will identify potential business improvement opportunities.