The 2003 Outsourcing World Summit
Pre-Conference Workshops
February 23-24, 2003
Desert Springs Marriott Resort & Spa, Palm Desert, California
Workshop 1
Insights for Outsourcing Providers – 30 Ideas to Revolutionize Your Outsourcing Business
February 24, 2003
Workshop 2
Insights on Offshore Outsourcing – Selling Offshore Outsourcing
February 23, 2003
Special Offshore Networking Luncheon Included (see Workshop description for details)
Workshop 3
Insights on Offshore Outsourcing – Engaging Offshore Providers
February 24, 2003
Special Offshore Networking Luncheon Included (see Workshop description for details)
|
Three workshops delivering in-depth guidance on outsourcing’s most important topics – for customers and providers
|
Workshop 1
Insights for Outsourcing Providers – 30 Ideas to Revolutionize Your Outsourcing Business
| Faculty:
|
|
| 
|  | |
| Brenna Garratt and Richard Crespin, Managing Directors, The Delve Group Inc.
|
| 
|
| |
| Alan Gonsenhauser, Principal, Demand Revenue
|
| 
|  | |
| Bill Hall and Kyle Andrews, Founding Partners, Pretium Partners, Inc. |
| | | |
“We are all salesmen every day of our lives. We are selling our ideas, our plans, our enthusiasms to those with whom we come in contact,” Charles Schwab.
Success in every form of business depends upon our ability to get our message in front of the right people at the right time and to demonstrate with conviction and enthusiasm how our clients will profit from a relationship with our company.
For an outsourcing provider this means crafting a powerful outsourcing message; connecting with motivated outsourcing prospects; and showing those prospects a great outsourcing value proposition.
Spend the morning with our faculty and learn 30 proven ideas that will revolutionize your outsourcing business.
Topic One: Creating Your Image in the Marketplace
Simply put, the key to outsourcing success is reaching high-level buyers. But to reach these individuals, you need to know your audience and competition, and then apply proven concepts from preference-based selling and marketing to define and communicate your message.
Using these techniques and drawing from actual case studies, you’ll learn how to:
| 1. | Assess your company and brand's strengths – define your edge |
| 2. | Stake your position and prove it – before the market does it for you |
| 3. | Design your market image and brand your message around this positioning |
| 4. | Communicate with innovation, inspiration, and consistency |
| 5. | Know your audience, competition and C-suite buyers and influencers |
| 6. | Identify and appeal to innovators |
| 7. | The importance of knowing what will truly excite potential buyers |
| 8. | Apply the J-Curve Theory of Outsourcing Decisions |
| 9. | Sell when you only have a business plan |
| 10. | Avoid commoditization and continue to be a thought-leader |
Included are explanations of how to “walk the talk” to the early majority, attract referencial clients and to communicate your value proposition in terms of risk-adjusted incremental improvement.
Topic Two: Untapped Lead Generating Opportunities
What’s working for outsourcing marketers these days? With tight budgets and increasing pressure to drive revenue and produce measurable results, marketers need to work closely with business development and sales. Learn about powerful new tools at your disposal to make bottom-line results happen with limited budgets.
You will learn:
| 11. | New demand-generation techniques that really work |
| 12. | How to establish a simple data collection process to track results from demand-generation through the sales pipeline, including tagging and bagging at the source and databases for lead creation, tracking, and pipeline management |
| 13. | How to make your Web site the hub of all marketing activity |
| 14. | The “4 P’s” needed to make your Web site your best sales rep, including site sizing to fit your audiences |
| 15. | Search engine marketing, including the importance of keywords, pay-per click programs and how to circumvent your competitors |
| 16. | E-Marketing techniques to create awareness, demand, and on-line communities |
| 17. | Using industry newsletters and sponsorships |
| 18. | Email advertising and permission marketing newsletters |
| 19. | Methods to break through the clutter to high-level decision makers especially getting the attention of VIP’s with customized “3D” and selling to “VITO” |
| 20. | Re-energizing public relations |
Topic Three: Moving the Lead through the Sales Process
To sell outsourcing, you must now know how buyers really justify outsourcing decisions. Once you know that, you can properly apply the Value Assessment Methodology to sell more effectively. The methodology details the nuts-and-bolts of formulating your value proposition, gaining executive access, successfully conducting that first executive meeting and working with the client to discover and validate your value.
The participants will learn:
| 21. | The phases of Value Assessment and their connection to the sales process |
| 22. | Important profiling criteria including The 8 Critical Information Areas and 4 Decision-Making Paradigms |
| 23. | Work through “The Top X” ways you can change a client company |
| 24. | The keys to constructing an “Initial Value Proposition” |
| 25. | Key points for planning and executing the first executive meeting |
| 26. | Understanding why both tangible and intangible benefits are important |
| 27. | The 18 common risks of outsourcing |
| 28. | How to develop a tailored “Specific Value Proposition” |
| 29. | Tips for getting the necessary feedback to finalize the business case |
| 30. | The essential elements of the Outsourcing Business Case |
Attendees also receive a copy of “Value Assessment in Outsourcing, A Study of Outsourcing Justification Practices” researched and written by The Fisher College of Business at Ohio State University and Pretium Partners and a copy of Pretium’s article, “The Ten Principles of Selling Outsourcing.”
Spend three-hours with this team and learn how to leapfrog the competition.
Agenda:
| 7:30 am – 7:50 am | Registration and Continental Breakfast |
| 7:50 am | Faculty Introductions |
| 8:00 am – 8:45 am | Topic One: Creating Your Image in the Marketplace |
| 8:45 am – 9:00 am | Questions and Answers: Topic One |
| 9:00 am – 9:45 am | Topic Two: Untapped Lead Generating Opportunities |
| 9:45 am – 10:00 am | Questions and Answers: Topic Two |
| 10:00 am – 10:30 am | Refreshment Break |
| 10:30 am – 11:15 am | Topic Three: Moving the Lead through the Sales Process |
| 11:15 am – 11:30 am | Questions and Answers: Topic Three |
| 11:30 am – Noon | Q&A in Panel Format with the Full Faculty |
About the Faculty:
The Delve Group Inc. is a strategic marketing and branding firm focused on advising business-to-business corporations. Delve is dedicated to helping clients achieve measurable results in profitability, growth, and market loyalty by harmonizing their business vision with their branding, marketing, and sales strategies. Delve’scomprehensive services address a client’s key priorities to effectively impact the"C-Suites"of theirclients and prospects through the marketing and sales functions.
Demand Revenue creates new revenue streams with limited budgets by making your website highly visible across the internet. As a Consulting and Execution firm, we help outsourcing providers position their brand, set strategies, develop tactical marketing plans with success metrics, and execute programs to quickly and profitably accelerate top-line revenue.
Pretium Partners, Inc. is a custom sales training and consulting firm specializing in helping outsourcing providers sell more effectively through utilization of a Value Assessment Methodology. Value Assessment enables sales professionals to gain access to executive buyers, obtain executive sponsorship and build the Business Case to articulate and sell the business impact of their outsourcing solution.
Click here to register for the Pre-Conference Workshops.
Workshop 2
Insights on Offshore Outsourcing – Selling Offshore Outsourcing
| Faculty:
|
| 
| |
| Jagdish Dalal, Principal, JDalal Associates, LLC |
“It’s probably not long before any company that is not leveraging the global talent pool will find itself at a severe competitive disadvantage,” Michael F. Corbett, Fortune, June 10, 2002.
There is a lot of interest by businesses in the U.S. and Europe in exploring offshore outsourcing for information technology and business processes. They are attracted by the quality and cost advantages offered through offshore work. Many offshore services providers want to take advantage of this appetite for their services.
However, experience has shown that selling offshore outsourcing to businesses is not quite as easy as envisioned. Factors like competition from traditional outsourcing companies, unfamiliarity with how businesses outsource, effectively addressing issues of distance and culture gap are preventing many from succeeding in this hot marketplace.
This workshop, designed exclusively for offshore services providers, provides the needed insight into marketing outsourcing to Western businesses. Its highly interactive format includes both a thorough presentation of the opportunities as well as group engagement around the issues.
Participants learn:
1. The difference between outsourcing and contracted services offering
- Principles of outsourcing
- What does offshore outsourcing mean to businesses
- What customers look for in differentiating between the offerings
2. What businesses look for from an offshore service provider
- Why companies decide to use an offshore service provider
- What factors – besides cost – play an important role in the decision
- How do companies create their internal business case for outsourcing to offshore
3. Creating and presenting the advantages of offshore outsourcing
- How to create a value proposition
- What do businesses look for as longer term, sustainable benefit from offshore outsourcing
- How to address the key differentiator for offshore services
- How to create a presentation that “sells”
4. Addressing the perceived risks to offshore outsourcing
- What are the perceived (and real) risks to offshore outsourcing
- What do clients expect as responses for risk mitigation
5. What makes a successful outsourcer (offshore or not)
- How to manage outsourcing engagements for success
- What makes an outsourcing relationship successful – post contract
Agenda:
The program is from 3:00 to 5:00 pm with registration beginning at 2:30.
Following this intensive workshop, Jagdish Dalal is available for additional discussion.
Special Networking Opportunity
All participants in this workshop will be invited to attend a Private Luncheon hosted by Jagdish Dalal on Tuesday, February 25th where introductions will be facilitated between outsourcing customers and providers interested in offshore opportunities. This will be an excellent opportunity to not only meet potential partners, but to also begin applying some of the principles learned in the workshops.
About JDalal Associates:
Jagdish Dalal is a well-known consultant in the field of outsourcing and founder of JDalal Associates, LLC. As a former CIO at companies like Xerox and Carrier and a founding partner of the business process outsourcing practice at PricewaterhouseCoopers, Dalal has utilized offshore outsourcing for over two decades -- long before it became a trend. He brings real-life experience to the topic by combining his extraordinarily rich background with leading-edge thinking and the practical learnings from current engagements with both offshore service providers and customers.
Click here to register for the Pre-Conference Workshops.
Workshop 3
Insights on Offshore Outsourcing – Engaging Offshore Providers
| Faculty:
|
| 
| |
| Jagdish Dalal, Principal, JDalal Associates, LLC |
Businesses are discovering that there are significant advantages to offshore outsourcing – not just in lower costs but also in the quality of products that are delivered. There have been many successes and some failures where businesses have been disappointed in their engagement with an offshore service provider.
Though it is a form of outsourcing, managing an offshore service provider requires some changes in approach and implementation. There are additional factors such as risk management, cultural integration and project management that need to be addressed in order to take full advantage of offshore outsourcing.
This workshop is designed for information technology and business process executives who are considering -- or even have recently started the process of -- leveraging the offshore advantage. The workshop will consist of a presentation and group engagement in exploring the issues.
The topics covered are:
1. An introduction to offshore outsourcing
- What is offshore outsourcing and what opportunities exist
- The global landscape of services
2. Offshore outsourcing engagement process – Strategy, Implementation and Post Contract
- Introduction to the engagement process management methodology
- Creating a strategy for offshore outsourcing
- Developing objectives for offshore outsourcing and establishing the expectations for evaluating the responses (vendor’s value propositions)
- How to manage the outsourcing engagement process
- The key differences in managing the process between an on-shore supplier and an offshore supplier
- How to establish post contract management process
3. Success factors – what are they and how to use them
4. Risk factors for consideration in offshore outsourcing
- What are they and how to establish their relative importance
- What to look for in the mitigation factors
- Review of some of the most important U.S. Government regulations around these risk factors
5. Cultural integration of workforce
- What are key factors for cultural integration
- What has experience taught businesses
Agenda:
| 7:30 am – 8:00 am | Registration and Continental Breakfast |
| 8:00 am – 10:00 am | Session and Q&A |
| 10:00 am – 10:30 am | Refreshment Break |
| 10:30 am – 11:30 am | Open discussions with Jagdish Dalal |
Special Networking Opportunity
All participants in this workshop will be invited to attend a Private Luncheon on Tuesday, February 25th where introductions will be facilitated between outsourcing customers and providers interested in offshore opportunities in India. This will be an excellent opportunity to not only meet potential partners, but to also begin applying some of the principles learned in the workshops.
About JDalal Associates:
Jagdish Dalal is a well-known consultant in the field of outsourcing and founder of JDalal Associates, LLC. As a former CIO at companies like Xerox and Carrier and a founding partner of the business process outsourcing practice at PricewaterhouseCoopers, Dalal has utilized offshore outsourcing for over two decades -- long before it became a trend. He brings real-life experience to the topic by combining his extraordinarily rich background with leading-edge thinking and the practical learnings from current engagements with both offshore service providers and customers.
Click here to register for the Pre-Conference Workshops.