Do you see this happening or more and more packaged offerings are being delivered with managed services, SLA and outcome based pricing now…?
Both from buyer and supplier side comments are welcomed.
The pressure on outsourcing service providers to win a large outsourcing opportunity is always intense. Most pursuit and proposal teams are stretched too far. Time to respond to a request for proposal (RFP) is shrinking every year (almost every day!). In almost all cases, it is a mad dash to respond to an RFP, writing until there is no time left or asking for extension. In this environment, it is easy to fall into the trap of overpromising and underestimating. The results can be fatal.
The first overpromise is internal and occurs shortly after the RFP is received by the service provider. In these situations, sales teams or even senior management ignore their own bid/no bid criteria and overpromise by positioning the RFP internally as a must-win strategic opportunity. Once a deal is labeled as strategic, common sense and best practices are generally thrown out the window!
Other overpromise is that outsourcing industry tends to embrace new technology and service trends in a herd-like basis. Embracing new technology is not the same as fully integrating this technology into the solution. Today, for instance, it seems that every service provider claims to offer a SaaS solution when in reality some firms are just offering cloud solutions and sometimes not even that!
I think the old mantra was underpromise and overdeliver. Do you think that is the trend still or its changing now?
Comments?
-Cheers
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