Why US Companies Don't

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Why US Companies Don't

  1. 1. Six Reasons Why U.S. Companies Fail to Use Nearshore Services Kirk Laughlin, Founder and Editorial Director Nearshore Americas: www.nearshoreamericas.com
  2. 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. 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. 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. 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. 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. 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. 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. 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. 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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