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Outsource magazine: thought-leadership and outsourcing strategy | September 22, 2017

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The future of outsourcing is clear: trust me

March 27, 2017 |

Trust is at the root of all successful outsourcing partnerships. Without trust between all parties, commercial relationships can break down. And as I’m sure you know it’s far more expensive to get new business in the door or find new … Read More

Brexit: the bulldog’s lonely bark

June 24, 2016 | 3

Like a huge minority of Britons I woke this morning deeply saddened by the news I had been dreading ever since the referendum on leaving the EU was announced: our four-decade-long participation in one of the most remarkable – and, … Read More

No substitute for experience: the value of a third party

April 14, 2016 | 1

If cooperation in client and outsourcer relationships is so highly prized, why is it so difficult to achieve?

In her excellent article ‘The Value of Cooperative Strategy‘, Kate Vitasek discusses Professor David Faulkner’s work on successful alliance relationships. These are “characterised … Read More

Doing the sums on opportunistic behaviour

July 14, 2014 |

An incumbent supplier is invited to quote for some new work and submits a price that is more than double that of any other competitor. A client fails to provide feedback on a detailed proposal despite repeated requests. A senior … Read More

Stewart and Plotkin, the Prisoner’s Dilemma and Generous Strategies

October 16, 2013 | 3

I’ve been a game theory fan for many years, particularly as it relates to showing that cooperative behavior indeed creates true “win-win” situations. So I was excited to read a work of University of Pennsylvania professors Alexander J. Stewart and … Read More

Visions of the Future: The Next Decade in BPO

July 5, 2013 | 2

This article originally appeared in Outsource magazine Issue #32 Summer 2013.

This is an extraordinary time for the BPO space, with huge leaps in business technology, process, and theory taking place against the backdrop of tumultuous economic conditions, the ongoing … Read More

Daniel Corsten: managing relationships between people, customers and organisations

June 27, 2013 | 1

When I hear Daniel Corsten speak about collaboration and trust in business relationships it’s music to my ears.

Corsten, a professor at the IE business school, has been a pioneer in the study of collaborative relationships dating back to being … Read More

Look after your outsourcing relationship to make it successful

March 4, 2013 |

In the search for organisational competitiveness, outsourcing has become a widespread management strategy. As outsourcing has evolved in a more strategic way, cooperation, collaboration and co-development are required in order to achieve a mutual goal. Therefore, a close and long-term … Read More

Co-operation’s role in long-term contracting

December 5, 2012 |

I’ve talked at length in this series recently about how academics and big thinkers have buttressed the importance of trust and collaboration in outsource deals. While it may seem like an anomaly, or at least a new idea, to mention … Read More

Douglass North: institutions and success

October 11, 2012 | 1

This month’s Academic of Outsourcing tribute goes to Douglass C. North for his work on “new institutional economics.” North – a professor, economist, philosopher, and economic historian – was the co-recipient (with Robert Fogel) of the 1993 Nobel Prize in … Read More

Elinor Ostrom: getting involved in your own governance

August 2, 2012 |

This month’s column pays a tribute to Elinor Ostrom, who shared the Nobel Prize award in economic science in 2009 with Oliver Williamson. Ostrom, who died at age 78 on June 12, was cited by the Nobel Committee for “her … Read More

Ian R. Macneil and cooperative contracting

August 8, 2011 |

A major focus of this series is on how academics and economists have transformed modern thinking about the nature of the business and outsourcing contract, from its relationship to the firm and how it is used and governed to its … Read More

Relationship management in the downturn

January 5, 2011 |

The economic downturn has imposed significant pressure on both outsourcing buyers and service providers, resulting in increased scrutiny and renegotiation of existing deals. The need to do more with less is greater than ever. How buyers and providers respond may … Read More

The Power of Partnerships

November 23, 2010 |

In today’s challenging economy, businesses are beginning to learn that it sometimes pays to cooperate.  This trend is perhaps most notable in the business-to-business (b2b) market, where companies are increasingly beginning to cooperate with one another when it comes to … Read More