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Why US Companies Don't
Why US Companies Don't
Why US Companies Don't
Why US Companies Don't
Why US Companies Don't
Why US Companies Don't
Why US Companies Don't
Why US Companies Don't
Why US Companies Don't
Why US Companies Don't
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Why US Companies Don't

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  • 1. Six Reasons Why U.S. Companies Fail to Use Nearshore Services Kirk Laughlin, Founder and Editorial Director Nearshore Americas: www.nearshoreamericas.com
  • 2. <ul><li>Nearshore Americas: A New Online Voice </li></ul><ul><li>Engaging Buyers </li></ul><ul><li>Real Journalism and Analysis </li></ul><ul><li>Shining a Light on a Fast Growing Industry </li></ul><ul><li>www.nearshoreamericas.com </li></ul>
  • 3. Reason Number 1: Perception: The US Buyer Doesn’t Know that Services are Available in Nearshore Markets <ul><li>Keys to Unlock the Opportunity: </li></ul><ul><li>Reach into the domain of the customer </li></ul><ul><li>Make your brand relevant </li></ul><ul><li>Develop thought leadership, not reactive strategy </li></ul><ul><li>Use Web 2.0 tools </li></ul>
  • 4. Reason Number 2: Perception: Required Skills Sets Are Not Available <ul><li>Keys to Unlock the Opportunity: </li></ul><ul><li>Understand niche requirements of customer base </li></ul><ul><li>Put priority on your human capital message </li></ul><ul><li>Use third-party validation </li></ul>
  • 5. Reason Number 3: Perception: Latin America is too Politically Unstable/ Unsafe <ul><li>Keys to Unlock Opportunity: </li></ul><ul><li>Cross border trade increases </li></ul><ul><li>Stable currencies </li></ul><ul><li>Stable democracies </li></ul><ul><li>Brazil, Chile, Mexico, Colombia: Robust Economies </li></ul><ul><li>Customer citations: FedEx, Virgin Mobile, Exxon, Intel, Delta Airlines </li></ul>
  • 6. Reason Number 4: Perception: Legal Protections are Not Strong Enough <ul><li>Keys to Opportunity: </li></ul><ul><li>Legal strengths of NAFTA and CAFTA </li></ul><ul><li>Lobby for enforcement of data protection laws in your country </li></ul><ul><li>Pursue PCI Compliance </li></ul><ul><li>Rigorously protect client information </li></ul>
  • 7. Reason Number 5: Perception: The Nearshore Pro Services Market is Too Expensive Compared to India <ul><li>Keys to Opportunity: </li></ul><ul><li>Question of pure cost or overall value? </li></ul><ul><li>Exploit value of Nearshore positioning </li></ul><ul><li>Nearshore outsourcing can be part of larger offshore strategy </li></ul>
  • 8. <ul><li>Keys to Opportunity: </li></ul><ul><li>Cooperate through “clusters” </li></ul><ul><li>Coordinate with universities and government </li></ul><ul><li>Provide transparency on wage/ benefit structures </li></ul>Reason Number 6: Perception: Inability for Some Markets to Scale will Trigger Wage Inflation
  • 9. <ul><li>A Three-Part Solution: </li></ul><ul><li>Communicate Value Broadly (Not Narrowly) </li></ul><ul><li>Define Your Brand as Individual Companies and as a Collective “Face” </li></ul><ul><li>Build Community: There is Plenty of Business to Go Around! </li></ul>
  • 10. Nearshore Americas: A Partner in Getting the Message Out <ul><li>Nearshore Americas is the leading online media brand dedicated to Americas-based outsourcing, providing exclusive interviews and case studies, video reports and other features. </li></ul><ul><li>The site is dedicated to providing valid, high quality analysis about developing successful partnerships in the region. </li></ul><ul><li>The primary audience for Nearshore Americas includes C-level executives, directors and decision-makers from US companies and investors currently engaged in or pursuing deals in the region. </li></ul>Kirk Laughlin, Founder and Editorial Director Nearshore Americas [email_address]

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