BizDev Services for ITO & BPO Suppliers


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Business Development Services for ITO and BPO Suppliers

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BizDev Services for ITO & BPO Suppliers

  1. 1. Business Development Services for ITO and BPO suppliers
  2. 2. Overview <ul><li>Interim BizNet </li></ul><ul><li>Markets </li></ul><ul><li>C hallenges Business Development </li></ul><ul><li>A ctivities Business Development </li></ul><ul><li>Our Business Model </li></ul><ul><li>Our Added Value </li></ul><ul><li>R esults BD </li></ul>
  3. 3. Interim BizNet <ul><li>Consultancy company specialized in Business Development. </li></ul><ul><li>Unique Concept: support companies to improve their competitiveness. </li></ul><ul><li>Passion: Accelerating time to market, lowering costs. </li></ul><ul><li>Supply side: ITO and BPO companies, both onsite and offshore. </li></ul><ul><li>Demand side: Verticals such as Finance, Telecom, Utilities and Systems Integrators. </li></ul><ul><li>Contact Errol van Engelen at </li></ul>
  4. 4. Markets – Supply Side <ul><li>IT Outsourcing Companies: </li></ul><ul><ul><li>Custom Application Services </li></ul></ul><ul><ul><li>Standard Application Services </li></ul></ul><ul><ul><li>Infrastructure Services </li></ul></ul><ul><li>BPO Companies: </li></ul><ul><ul><li>Finance & Accounting Outsourcing </li></ul></ul><ul><ul><li>Human Resources Outsourcing </li></ul></ul><ul><ul><li>Knowledge Process Outsourcing </li></ul></ul><ul><ul><li>Facilities Management Outsourcing </li></ul></ul><ul><li>Size from 300 employees onwards either onsite or offshore. </li></ul>
  5. 5. Markets – Demand Side <ul><li>Finance Vertical: </li></ul><ul><ul><li>Banking </li></ul></ul><ul><ul><li>Insurance </li></ul></ul><ul><ul><li>Other Financial Services </li></ul></ul><ul><li>Telecom Vertical: </li></ul><ul><ul><li>Operators </li></ul></ul><ul><ul><li>Cable </li></ul></ul><ul><ul><li>Internet Service Providers </li></ul></ul><ul><li>Utilities: </li></ul><ul><ul><li>Electricity </li></ul></ul><ul><ul><li>Gas </li></ul></ul><ul><ul><li>Water </li></ul></ul><ul><li>System Integrators: </li></ul><ul><ul><li>With no offshore sites </li></ul></ul>
  6. 6. Challenges Business Development <ul><li>External challenges: </li></ul><ul><ul><li>No or insufficient contact network in target markets at desired level. </li></ul></ul><ul><ul><li>Fierce competition due to the Economic Downturn. </li></ul></ul><ul><ul><li>Local suppliers without offshore capabilities being squeezed by Tier one (global) suppliers. </li></ul></ul><ul><ul><li>Loss of market share and margins. </li></ul></ul>
  7. 7. Challenges Business Development <ul><li>Internal challenges: </li></ul><ul><ul><li>Business Planning: no strategy to adapt to current situation; </li></ul></ul><ul><ul><li>Product Management: no innovation, unclear portfolio; </li></ul></ul><ul><ul><li>Go to Market: no plan, no strategy, me too marketing. </li></ul></ul><ul><ul><li>Sales & Marketing: no contacts at desired level, no name awareness. </li></ul></ul>
  8. 8. Activities Business Development <ul><li>Activities to improve </li></ul><ul><li>market share and margins </li></ul>
  9. 9. Business Planning <ul><li>Determine target markets. </li></ul><ul><li>Define actual needs in target market. </li></ul><ul><li>Develop Action Plan for the short-term. </li></ul><ul><li>Develop Business Plan containing Product/Service portfolio, positioning, pricing, customers, competition, onsite/offshore policies. </li></ul><ul><li>Focus on Value Creation. </li></ul>
  10. 10. Product Management <ul><li>Define Product/Service needs in target market. </li></ul><ul><li>Define current Product/ Service portfolio. </li></ul><ul><li>Define eventual gaps. </li></ul><ul><li>Enhance eventual gaps and integrate in Product/ Service portfolio. </li></ul><ul><li>Focus on Solution. </li></ul>
  11. 11. Go to Market <ul><li>Define channels to use to connect with prospects and clients. </li></ul><ul><li>Define organizational processes to work in an onsite/offshore structure. </li></ul><ul><li>Onsite control and offshore delivery. </li></ul><ul><li>Focus on Introduction. </li></ul>
  12. 12. Sales & Marketing <ul><li>Prospecting at desired level in target market. </li></ul><ul><li>Interview / discovery meeting. </li></ul><ul><li>Analyze needs re. ITO or BPO services. </li></ul><ul><li>Present services and solutions. </li></ul><ul><li>Negotiate internally and externally. </li></ul><ul><li>Close the Contract. </li></ul><ul><li>Focus on Price and Quality ratio. </li></ul>
  13. 13. Our Business Model <ul><li>Working on behalf of ITO and BPO companies. </li></ul><ul><li>Small Retention Fee + Commission. </li></ul><ul><li>Business Contacts at C-level within Top-150 in the Netherlands. </li></ul><ul><li>€ multi million sales funnel in ITO and BPO projects in the Netherlands. </li></ul>
  14. 14. Our Added Value <ul><li>Bridging the gap between where you are and where you want your company to be: </li></ul><ul><ul><li>Building strategic Business Plans </li></ul></ul><ul><ul><li>Performing Sales and Marketing activities. </li></ul></ul>
  15. 15. Measurable Results <ul><li>Accelerated time to market and lower costs in Business Development process. </li></ul><ul><li>Improvement in the Marketing and Sales process. </li></ul><ul><li>Bottom-line: more competitiveness, more turnover and market share. </li></ul>
  16. 16. Business Development Services for ITO and BPO suppliers