Mark Chagaris

1
The One With The Most Data Wins

• Thoughts on how to lead and not be led by
  industry trends
• Todays Topic
• Outsourcing Momentum

2
The One With The Most Data Wins

• Has IT and Business Process Outsourcing gained
  momentum over the past 12 months?
• Who is leading Corporate/ IT Management to
  consider Outsourcing?
• What are the perceived benefits of Outsourcing?
• What needs and wants do the Outsource Companies
  focus on?

3
The One With The Most Data Wins

• Has the Outsourcing of IT related functions
  gained momentum over the past 12 months?
• Show of hands Yes ___________
• Show of hands No ___________

4
The One With The Most Data Wins

• Who is leading Corporate/ IT Management to
  consider Outsourcing?
• IT Infrastructure Management
• IT Non-Infrastructure Management
• Human Resources
• Market Research and Advisory Companies
• Vendors

5
The One With The Most Data Wins

• What are the perceived benefits of Outsourcing?
• Increased service quality
• Reduced costs
• Reduced headcount
• Control
• E. All of the above

6
The One With The Most Data Wins

• What needs and wants do the Outsource Companies
  focus on?
• Reduced cost
• Improved quality
• Core competency
• Reduced headcount
• Reduced real estate
• Increased control
• All of the above and more

7
The One With The Most Data Wins

• How do they (Research Companies and Vendors) get
  Senior Managements attention?
• Hard Data
• Success Stories
• Slick Presentations
• Sell at High Levels
• Field Trips
• Relationships

Reduced cost Improved quality Core
competency Reduced headcount Reduced real
estate Increased control
8
The One With The Most Data Wins

• How do most IT Infrastructure Managers get Senior
  Managements attention?
• Little or no data
• Escalations
• Detailed reports
• Budget meetings

• Hard Data
• Success Stories
• Slick Presentations
• Sell at High Levels
• Field Trips
• Relationships

9
The One With The Most Data Wins

• Why the difference?
• We deliver and then sell our case when
  confronted with Outsourcing
• They sell first and then deliver
• When you provide data that defends a position,
  the data is always considered less objective.

10
The One With The Most Data Wins

• Survival Rule 1
• Know your business better than anyone else-
  period
• If its not your core competency, it will be
  someone else's
• Survival Rule 2
• Lead, never follow
• Get your knowledge and point of view in front of
  management

11
The One With The Most Data Wins

• Survival Rule 1
• Know your business better than anyone else-
  period
• Myth There is not enough time
• Fact There is not enough priority

12
The One With The Most Data Wins

• Survival Rule 1
• Know your business better than anyone else-
  period
• Always have a presentation with you or ready to
  go
• Always have quantitative data
• Always have qualitative data

13
The One With The Most Data Wins

• Survival Rule 1
• Know your business better than anyone else-
  period
• Quantitative data
• What you do
• How much of it you do
• How well you do it
• How much it costs

14
The One With The Most Data Wins

• Survival Rule 1
• Know your business better than anyone else-
  period
• Quantitative data
• Compare your data with
• Industry Stats
• Similar Companies
• Competitors

What you do How much of it you do How well you do
it How much it costs
15
The One With The Most Data Wins

• Survival Rule 1
• Know your business better than anyone else-
  period
• Quantitative data
• Do your own gap analysis and present the findings
  with your spin on a regular basis in front of the
  right audience
• (rule 2)

16
The One With The Most Data Wins

• Survival Rule 1
• Know your business better than anyone else-
  period
• Qualitative Data
• Conduct meaningful surveys get help if needed
• Survey your
• Clients, Management, Competitors, Similar
  Companies

17
The One With The Most Data Wins

• Survival Rule 2
• Lead, never follow
• Get your knowledge and point of view in front of
  management
• There are 20 Sales Reps a day calling on your SVP
  and CFO.

18
The One With The Most Data Wins

• There are 20 Sales Reps a day calling on your SVP
  and CFO.
• Dont fight them, join them! Their biggest fear
  is that you have done your job well.
• Set up proactive meetings
• Send relevant articles and research information
• Always carry a presentation with you
• Demonstrate that your core competency is your
  business

19
The One With The Most Data Wins

• Take a sales 101 course!
• Take a quantifying benefits course!
• Take a negotiation course!
• They are inexpensive and fun