top five reasons service providers lose bids
TRANSCRIPT
The Top Five Reasons Providers Lose Deals
July 18, 2012
Sponsored by: ISG Produced and Presented by: The Outsourcing Institute
Today’s Speakers
Tom Young Partner
ISG
Paul Reynolds Director of Research
ISG
Frank Casale
Moderator
Founder, CEO The Outsourcing Institute
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Today’s Agenda
• Outsourcing Market Characteristics • “Top Five” Reasons Service Providers Lose Deals • A Strategy for Success • Questions and Discussion
The Outsourcing Marketplace
• Winning deals isn’t easy • No margin of error • Difference between winning and losing is
razor thin • Five key reasons deals are lost….
#1: Lack of Insight
• Providers don’t know in advance what opportunities are coming on line
• Prevents adequate planning, strategizing and preparation
• Providers don’t know the real reason a client goes to market and sell to the stated reason; proposed solution misses the mark
#2: Bringing the Wrong Sales Team
• SMEs and delivery leads often arent’ involved in early discussions
• Hampers credibility and glosses over client issues
• Sales team has to be empowered to make decisions
• Constantly seeking approvals is a deal-killer
#3: Spreading Efforts Too Thin
• Many providers chase too many deals – and chase none of them effectively
• Prioritizing viable accounts is a struggle • Need to define the sweet spot – identify
viable prospects and match them to capabilities
#4: Poorly Prepared Responses
• Sloppy, generic or irrelevant materials and collateral
• Canned responses rather than insights into client issues
• Often related to other factors – lack of insight into deal activity and chasing too many deals
#5: Inefficient Pursuit Processes
• A talented team with the ability to assemble a winning proposal together isn’t enough – if it takes too long
• Responses need to be timely and the process needs to leverage critical expertise
Elements of Success: How to Get There?
• Insight into client issues and deal activity • Appropriate sales teams • Focused efforts on the right targets • Tailored responses that address client
requirements • Efficient pursuits that leverage expertise
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About Momentum
• What makes our research different? – ISG advisors are NOT analysts – Our data is known for its integrity and high quality – Providers think about the market in terms of accounts, so our research does too
• Momentum research combines ISG’s market-leading data and intelligence with the observations, insights, and experience of a world-class advisor community
• Our research and advisory expertise provides a unique perspective on the sourcing marketplace that addresses service provider requirements
• ISG advises on more than 100 large outsourcing transactions each year – more than any other firm in the world
• ISG witnesses several hundred service provider pursuits each year and we understand what works and what doesn’t when working with clients
Momentum Offerings Momentum offers easy to use research tools and services that
enable service providers to better target, win, and retain business
Questions Tom Young Partner ISG Url: http://www.isg-one.com Twitter: @tomyoungjr Paul Reynolds Chief Research Officer ISG Url: http://www.isg-one.com Twitter: @paulreynolds Laura Mersinger Business Development Executive ISG Tel: 630-955-6809 E-mail: [email protected] Frank Casale Founder, CEO The Outsourcing Institute Tel: 516-279-6850 x706 E-mail: [email protected] Url: www.outsourcing.com LinkedIn: http://www.linkedin.com/pub/frank-casale/14/722/29 Twitter: http://twitter.com/frankcasale
Thank you for joining The Top Five Reasons Providers Lose
Deals
This webinar was sponsored by ISG in conjunction with The Outsourcing Institute.
Frank Casale Moderator
Founder, CEO The Outsourcing Institute
Tom Young Partner
ISG
Paul Reynolds Director of Research
ISG
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