Сооснователи консультационной компании Avigy Олек Шестаков и Алекс Поляков выступили на Conformato Conference 2014 с докладом на тему "По обе стороны баррикад. Продажи аутсорсинга – взгляд с другой стороны и практические советы". Они рассмотрели особенности мышления заказчика, чтобы дать лучшее понимание sales менеджеру потребностей клиента для более эффективного взаимодействия. Основные тезисы доклада: - Entering US Market (what every team should know about US market) - Understanding the Client Needs - The Interview Process - Follow-up - Communication & Collaboration (Different types of team structure – liasons, project managers, scrum masters, architects) - Measurable Progress and Process (Real knowledge of an agile process) - Consistent Validation (two channel communication, to the team and from the team up) - Domain Expertise – it is important to understand the purpose of the business - High Level Architecture – software architecture and the deployment model – looking into the future of the business demand and scalabilit =Чтобы посмотреть видеозапись доклада, зарегистрируйтесь здесь: http://goo.gl/na8jsN =

1. Outsourcing
sales -
understanding
clients and
practical
advice.
VIEW FROM BOTH SIDES
OF THE SPECTRUM.

2.  Serial Entrepreneurs and co-founders Olek Shestakov and Alex
Polyakov worked together on several projects over the past 3 years
 In outsourcing industry as IT consultants and customers since 1997,
owned and managed multiple outsourcing teams
 33 years of hands-on experience in Software Solutions, IT, Business
Communications and Media Frameworks
 17 years of Management and Executive Experience, as Outsourcing
Team Leads and Head of Client's Outsourcing.
 Large Size Enterprises - IBM, SAIC to medium companies and
startups
 We ran businesses, wrote books, coached and mentored others. We
also thrive in table tennis, hiking, and darts
INTRODUCTION

3. When entering a foreign market, you really need to understand
the mindset and the thinking of the person on the other side.
 Prospecting
 Emails that get Responses
 Short, simple, and direct.
 Generate interest
 Market your skills
 Proper language
 No spelling mistakes
 Double check emails before sending.
 Key phrases to increasing responses:
 “I am interested to learn more about…”
 “I would like to better understand your needs.”
COMMUNICATION

4.  Every business customer is also a person
 They have their own personal agendas, goals and fears
 Successful projects - mean recognition and promotion
 Failure can have drastic consequences - demotion, loss of work,
divorce, etc.
 Customer - Risk Mitigation
 Challenge - How to Acquire Trust and Build a Relationship
 Building Reputation
 Importance of Networking
WHAT EVERY TEAM SHOULD KNOW
ABOUT US MARKET

5.  Breaking the Catch 22 Barrier - difficult
 To Gain Experience, need to gain work
 To Gain Work, need to have experience
 How to Gain Experience and Testimonials
 Small pieces of work at cost - it is an investment , don’t work for
profit, work to build a reputation and gain a referral.
 Find Partnerships - people who can represent you.
 Partnerships also demand risk mitigation - they are laying out their
connections on the line.
WHAT IF I DON'T HAVE US MARKET
EXPERIENCE TO GET ME THERE?

6. "Jack of all trades, but a master on none".
 Instead of looking at everything, try to find a
specific niche where you are an expert.
Frequent Mistake
After acquiring referrals, recommendations, and
experience, not capitalizing on the opportunities
to network.
In US, even in corporate work, the best way to
gain new business is through personal
introductions and "word of mouth“.
AVOID
MISTAKES

7. Global market opens teams from all over the world to bid for jobs.
 How do you stack up against your competition?
 The KEY to gain business is to FOCUS ON THE CLIENT’S NEEDS
Frequent Mistake
Teams do not focus on customer need, but on technical
implementation.
 Understanding client requirements on pricing
 Every team states that it is the best, in this case client will pick the less
expensive
 Ask questions and show the expertise (it is the investment of your time)
 Don't pressure the client. If the client is not a perfect fit, there is no
need to feel bad, go on to the next one.
UNDERSTANDING THE CLIENT NEEDS

8. Frequent Mistake
Teams do not follow-up
 After establishing a connection, keep following
up with a client regularly. Once every 30 days, drop
them a few lines to see how they are doing.
LinkedIn, social media, e-mail. EASY!!
Pricing your resources right
 Choices of resources - experienced, less
experienced.
 Be honest about your capabilities and team
composition.
 Honesty will allow you to interact with your client
for the next project.
AVOID
MISTAKES

9.  Timing of responses, show genuine interest, taking the time
to understand the business.
 Its not just about doing what you're told. Its also contributing
your input into their thought process. Clients are looking up to
you for the RIGHT expertise and advice.
 Quality of documentation
 Mirroring the client process
 You are interviewing each other - ask specific questions,
engage client into a deep conversation, show deep knowledge
and understanding
 Ask client to describe an ideal team for his need. Does the
client know what he/she wants?
THE INTERVIEW PROCESS

10. Frequent Mistake
Team follow their internal process, not
customer process.
 Professional teams need to be familiar with
all risk averse and flexible processes and be
able to follow them
Frequent Mistake
Teams do not like to use Video for
communications
 Visual face-to-face interaction is the key
ingredient to building trust.
Frequent Mistake
Teams focus on technical aspects, not
on building relations long term.
 Be Proactive! Look into the industry and
propose ideas. Don't be shy.
AVOID
MISTAKES

11.  Prepare the right, quality contracts
 Web Site
 Company Blog and News
 References
 Marketing and Social Media
 Follow-up
 Similar Projects
 Technical Expertise
Frequent Mistake
Not being straightforward on pricing, resources, risks and time
constraints
DUE DILIGENCE

12.  HAVE PASSION!
 Have passion in what you do!
 Have passion in technology!!!
 BUT EVEN MORE - HAVE PASSION WITH INTERPERSONAL
RELATIONSHIPS!!!
 Don't just see clients as money bags. See them as your personal
friends. It pays off in the long run.
BUILDING LONG-TERM RELATIONS

13. Frequent Mistake
Assuming Software development and project
management a relationship building.
 Show GENUINE interest.
 Discuss strategic development areas
 Learn about business
 Follow company news.
 Treat customer as your friend and your
customer. It will show!
Frequent Mistake
Relationships cannot always be perfect.
BUT, Relationships can be fixed!
 FIXING RELATIONSHIPS: Be honest. Explain.
Communicate. Be blunt.
 Be proactive
 Be strategic
 Talk about difficulties – don’t hide them
AVOID
MISTAKES

14.  Olek Shestakov https://www.linkedin.com/in/oshestak
 Alex Polyakov https://www.linkedin.com/in/apolyako
QUESTIONS & ANSWERS