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Sev OnyshkevychCMO of ELEKSbased in Princeton, NJ;
Who am I?
And … who are you?
And … who are you?
And … who are you?
Someone looking for an outsourcer?
And … who are you?
Someone supplying the outsourcing community?
OUTSOURCING … IT’S LIKE BALLROOM DANCING
OUTSOURCING … IT’S LIKE BALLROOM DANCING
Because it takes two to tango.
Why is Outsourcing like Ballroom Dancing?
Outsourcing Models
Many Ukrainian outsourcers are shifting from “A” to “B” which means the dance has become more complex and formal
AOutstaffing
BSolution/Product
Development Outsourcing• Essentially offshore temp
agency• Pay by the Hour/Day/Month
+ mark-up• Commodity pricing;
Ukraine above world prices
• Fixed Price Projects or Time-and-Materials
• Broader Scope of Responsibility
• Sell “value” – higher margin and differentiation
-- vs. --
Need to work closely togetherBut not step on each other’s toes
Two partners must act as one
It can work extremely well.Each partner complements the other
When they don’t …It can get quite ugly.
When the two act in harmony …
What are the similaritiesbetween outsourcing and ballroom dancing?
In Outsourcing, it’s a GANTT chart …
It takes a lot of skill and practiceAnd Planning
Long-term relationships work best …
You usually don’t just want one dance …
Lots of practice …
face-to-face
“Remote” dancing can work sometimes, but success often means bringing people together
It’s all about teamwork
Even if one partner does the fancy acrobatic stuff
The client and the vendor both need to be aligned
Remember to pick the right partner
and pick the right dance
Of course, most projects have more than 2 individuals
Of course, most projects have more than 2 individuals
Demand a High level of synchronization
Demand a High level of synchronization
Hire a partner with the right skills
Hire a partner with the right skills
Remember that any project carries risk.
How will you mitigate?
Sometimes, you outsource to access talent that doesn’t fit
inside your company.
Beware Cultural Differences.
Careful if you don’t both have the same goal … you’re not
quite sure where you will end up
There are a lot of “rules” in competitive dancing.
And “best practices” in outsourcing
And, as always … remember to have fun!
Structure outsourcing projects so you encourage, not quash,
creativity
Remember you are a team; you both fail or succeed
together
Conclusion
… learn and play by the rules and best practices
… exercise good management
… synchronization will make or break the relationship
… and act as a team, for the long term
Bottom line
The right dance
The right partner
&enjoy
Lots ofpractice
Version of tango – good, but probably not required
Questions?
