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Outsource magazine: thought-leadership and outsourcing strategy | July 25, 2017

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EDS

Do you need a sales tune-up – or an overhaul?

January 31, 2017 |

Last October I attended the Sourcing Industry Group (SIG) Global Summit in Carlsbad, California – an event I have attended more than 40 times over the last 25 years. Why? Because professionally, it is truly worth the time and treasure required. … Read More

Building a sales force multiplier

May 17, 2016 |

Likely all of us have heard the expression (or something close to it), “If I was starting this company all over now, I would do it much differently.” Often such break-away thinking yields new companies, or in some cases, new … Read More

The ARC of successful outsourcing

August 14, 2015 |

I’ve argued in a recent book that leaders need to be Authentic, Responsible and Courageous (ARC) if they’re to turn the rising tide of mistrust within and between organisations. The same is true in outsourcing relationships, where trust is a … Read More

A case for three parallels

January 26, 2015 |

Two models have become the most popular outsourcing options prevalent globally today: shared services, and third-party provisioning, alongside arange of other models across the spectrum spanning these two, driven either by a distinct pursuit for value, risk avoidance, co-creation or … Read More

Preventing costly outsourcing disputes

August 1, 2014 |

Outsourcing disputes have their root in the inherent tension between the need for customers to improve efficiency and cut costs to do more with the lower budgets available, and the need for providers to balance the profitability of the deal … Read More

International commercial disputes in outsourcing agreements

November 7, 2013 |

There are many good reasons why businesses are drawn to international outsourcing. It is a strategy which can help achieve greater efficiencies, reduce operating costs and enable businesses to refocus on their core activities and strengths. It can also provide … Read More

Right From The Start

April 4, 2011 |

This article originally appeared in Outsource Magazine Issue #23 Spring 2011

In the third article in a series of five, the National Outsourcing Association’s Programmes Director Chris Halward examines a critical aspect of outsourcing (and one of … Read More

Arbitrage Now

March 31, 2011 |

This article originally appeared in Outsource Magazine Issue #23 Spring 2011

Labour arbitrage has been one of the key drivers of the global outsourcing boom. But for how much longer? And which organisations are best placed to make the very … Read More

Exclusion of liability clauses: fig leaf or real protection?

February 9, 2011 |

Of all the hours spent negotiating outsourcing contracts, a sizeable proportion is taken up negotiating the liability provisions. This is the part of the contract where the views of customer and service provider are most polarised and the hottest debates … Read More

Skip the “pick and plunk” – use storyboards to plan your solution sell

December 3, 2010 |

When responding to RFPs, service providers all too often fail to devote optimal thought-time to the presentation of a solution that fully addresses each prospect’s unique situation. Instead, they resort to the unfruitful “pick and plunk” method, pulling content from … Read More

Everything I touch turns to sold

November 29, 2010 |

Fans of The Apprentice will have delighted in the latest crop of proto uber-sales executives discovering the sharp end of business life (and national ridicule). “Everything I touch turns to sold” claimed the youngest contestant, a “telecoms entrepreneur” apparently. Quite … Read More