Preparing for the consequences of failure is not the best way for a strategic supplier and trusted advisor to kick off a multiyear outsourcing relationship with a client. And yet, it is a familiar storyline. When negotiating the terms and conditions for an outsourcing agreement, it is typical for days, weeks, and months to pass of deal shaping, downward pricing pressure, multiple down-selections, decision gates, and checkpoints, and contentious and parallel negotiations with multiple vendors. During this period, significant financial resources are wasted, and service commencement and business case benefit realization dates are deferred. The net effect is that the current sales cycle and procurement approach for large outsourcing engagements is inefficient across time, quality, and cost parameters, and an industry shift is inevitable.
I challenge you to join the Rebellion today.