For Vendor Strategy Professionals

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	April 12, 2007 Survival Strategies For Second- And Third-Tier Offshore Providers Firms In India, Russia, And China Need To Change Radically To Remain Viable by John C. McCarthy with Eric G. Brown, Allison Thresher	Average: 8  (1 rating)

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Executive Summary

As the offshore market matures, second- and third-tier providers in locations like India and Russia struggle to keep up. Past strategies limited to promoting providers' back-end delivery engines need to be retooled and refocused on marketing and account management investments that balance their offshore technical skills. Specifically, firms must 1) segment their accounts and re-skill the field force to optimize resources, 2) specialize and focus the lines of services to build differentiation, and 3) build out workshops and process consulting practices to help accounts ramp up quickly.

TABLE OF CONTENTS

• The Increasing Scale And Complexity Of Offshore Services Business
• Three Areas Of Investment Are Required To Compete In The New Offshore World

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• Best Practices For Second- And Third-Tier Suppliers
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