A Primer on Outsourcing Negotiation

The following article is an excerpt or derived from Selling Outsourcing Services by Grant Lange. I am always asked if there is a “silver bullet” to being a successful negotiator. Unfortunately, there...
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The Influence of Procurement Organizations in the Outsourcing Sales Cycle

The following article is an excerpt or derived from Selling Outsourcing Services by Grant Lange. Procurement continues to play a critical role in the evaluation and selection process for outsourcing services,...
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The Importance of Relationships When Selling Outsourcing Services

The following article is an excerpt or derived from Selling Outsourcing Services by Grant Lange. Before we can put our best foot forward with regard to governing terms and conditions, we need to be mindful...
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Outsourcing Secret Weapon: Ultra-orthodox Jewish Women

Each service provider in the outsourcing industry seeks a competitive edge — whether it’s domain expertise, labor arbitrage or a particular type of talent that sets it apart from many other...
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Agile Outsourcing: 9 Skills for Managing Projects

You have a very capable software project manager running around with Microsoft Project producing fancy Gantt and CPM/PERT charts and tracking every milestone and deliverable diligently, tracking how team...
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Culture Matters: Communication and Culture Tips for Global Managers

When offshore outsourcing or other cross-border business ventures run into implementation difficulties, managers and team members often point to “communication problems” as the root cause....
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Learn India in 12 Easy Steps

Doing business with India involves more than just technology, contracts, quarterly earnings, leadership, customer satisfaction, business value or other jargon. To have a long-term business relationship...
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Agile Outsourcing: Managing Communication Effectiveness

In his book, Agile Modeling, Scott Ambler has an interesting chart that compares the richness of communication between documentation options and modeling options. Documentation options are less effective...
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3 Tips for Severance Agreements

A common short-term risk of the decision to outsource is the threat of legal action by some of the newly terminated employees, whether motivated by an actual or perceived injustice or a simple search for...
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Managing the Risks When Outsourcing Offshore

Increasing numbers of businesses are choosing to outsource their development overseas, for either smaller, defined projects or through a long-term outsourcing partnership model. The main reasons cited...
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