Avasant corporate capabilities overview

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Avasant corporate capabilities overview

  1. 1. © 2014 Avasant LLC. All Rights Reserved. Proprietary and Confidential. No part of this document may be reproduced in any form or by any electronic or mechanical means, including information storage and retrieval devices or systems, without prior written permission from Avasant LLC. October 3, 2012 Consulting Practice Overview Corporate Capabilities
  2. 2. © 2014 Avasant LLC. All Rights Reserved 2 Contents 1.About Avasant 2.Avasant Solution Overview o Sourcing Advisory Services o Technology Optimization Services o Globalization Advisory Services 3.Appendix 4.Case Studies
  3. 3. © 2014 Avasant LLC. All Rights Reserved 3 About Avasant Based in Los Angeles, California, Avasant experts have performed over 1,000 engagements since 2001 across 40+ countries within three primary disciplines: Technology Optimization, Sourcing Advisory and Globalization Advisory services ˃ Business & IT Transformation Services – Avasant assists organizations with managing critical internal IT and Operations initiatives to drive efficiency and effectiveness of service delivery, capabilities acquisition and optimal cost savings ˃ Sourcing Advisory – Avasant assists public and private sector clients with navigating the complex transaction lifecycle of securing critical IT , Operations and Analytics managed services from global Tier 1 – 3 service providers by leveraging best practice contracts, service level frameworks and financial analysis ˃ Globalization Advisory – Avasant assists the governments and the supporting provider ecosystem of emerging markets with targeted economic development solutions designed to foster job growth, education, policy optimization, infrastructure development and global market awareness Consulting Research Events Enterprise Optimization Services Sourcing Advisory Services Globalization Advisory Services
  4. 4. © 2014 Avasant LLC. All Rights Reserved 4 Industry Experience ˃Avasant consultants have conducted more than 1000 sourcing and globalization engagements in more than 40 countries ˃Avasant has negotiated over 10 billion dollars in service provider contracts for clients Service Provider Coverage ˃Avasant maintains relationships with over 1000 Tier-I, II and III IT/BPO/KPO service providers ˃Avasant maintains a detailed database of over 500 service providers with specifications on capabilities, pricing and services Industry Recognition ˃Avasant has been recognized with a "World's Best Outsourcing Advisors" designation by the International Association of Outsourcing Professionals (IAOP) for 4 straight years ˃Avasant hosts and sponsors over 50 ITO events and conferences annually. ˃Avasant is an independent management consulting firm without any financial ties with IT service provider and/or vendor companies. As such, we are able to provide unbiased advice to our clients. Transactional Expertise ˃Avasant maintains a complete library of best practices for outsourcing transactions ˃Avasant maintains a multi-disciplinary team of lawyers, IT experts, and management consultants ˃Avasant’s negotiations experience includes managed services agreements (IT, BPO outsourcing and development agreements, and Telecom Services) About Avasant Corporate Facts industry Experience industry Recognition transaction Expertise provider Coverage
  5. 5. © 2014 Avasant LLC. All Rights Reserved 5 About Avasant Recent Industry Recognitions Avasant Ranks as the #1 Global Sourcing Advisor for BPO and as a TOP Ranked ITO Advisor . . . 1. Avasant 2. Hackett Group 3. Nelson Hall 4. Everest Group 5. Gartner 6. PricewaterhouseCoopers 7. TPI 8. PA Consulting 9. KPMG 10. McKinsey 1. Avasant 1. Avasant 2. neoIT 3. TBI 4. Equaterra 5. TPI 6. NelsonHall 7. PA Consulting 8. PricewaterhouseCoopers 9. AT Kearney 10. Global Equations 1. Avasant 20092008 Avasant Ranks as Top Sourcing Advisor Avasant IAOP World’s Best Avasant ranked among the Top 3 “World’s Best Advisors” by the International Association of Outsourcing Professionals (IAOP) in 2013 and also in 2009, 2010, 2011, and 2012.
  6. 6. © 2014 Avasant LLC. All Rights Reserved 6 - Calpine Corporation - Fluor Corporation - Irvine Company - KBR - NiSource - Southern California Edison - Sempra Energy - Pioneer Electronics - QW Media - Sony Pictures - Sony Corporation - Sony Electronics, Inc. - Toyota Motor Sales - Advance Auto Parts - PetSmart - Sephora - REI - Kroger - AAA - Alberta Health Services - Allergan - Amgen - Edwards Life Sciences - Intermountain Health Care - Mayo Clinic - Novartis - CDPHP - Ghana - Jamaica Trade and Invest - Uganda - USAID - USTDA - Belize - Haiti - South Africa - Columbia - AARP - Brookings Institution - Outsourcing Malaysia - Rockefeller Foundation - World Vision International - State of California - City of Los Angeles - City of San Diego - County of Orange, CA - Argo Group - Alliance Data Systems - Bank of New York Mellon - Credit Suisse - Diebold - Norges Bank - Russell Investments - Symetra Financial - Toyota Financial Services - XL Group - Inter-American Develop Bank - The World Bank Financial Services Healthcare & Life Sciences About Avasant Industry & Domain Expertise. Representative Clients Energy & Engineering Media & Entertainment Countries & Non-Profit Retail, Manufa cturing & Distribution
  7. 7. © 2014 Avasant LLC. All Rights Reserved 7 Horizontal ˃IT Help Desk ˃Desktop Support ˃Data Center Operations ˃Server & Storage Management ˃Network Ops ˃Voice Services ˃Application Development ˃Application Maintenance ˃ERP Systems ˃Co-Location Avasant Overview Industry & Domain Expertise Research & AnalyticsOperations & Business Processes Legal Processing Knowledge Processing HRProcurement Finance & Accounting Supply Chain & Logistics Customer Management IT ˃Law Firm Back Office ˃Corporate Legal ˃Document Review ˃Intellectual Property ˃Contract Management ˃Compliance & Regulatory Management ˃Data Management ˃Business Intelligence ˃Market Research ˃Insurance ˃Financial Services ˃Industry Analytics ˃Consumer Goods Analytics ˃Marketing Support ˃Recruitment ˃Compensation ˃Performance Evaluation Management ˃Workforce Management ˃Benefits Administration ˃Training ˃Payroll ˃Employee Data Management ˃Travel Management ˃Source to Pay ˃Sourcing Support ˃Supplier Research ˃Supplier Training ˃Contract Mgt. ˃Market Intelligence ˃Procurement Analytics ˃Spend Analysis ˃Performance Reporting ˃Procure to Pay ˃Order to Cash ˃Record to Report ˃AP/AR ˃Collections ˃Fixed Assets ˃Treasury ˃Cash Mgt. ˃Financial Planning ˃Analytics ˃Tax & Compliance ˃Expense Mgt. ˃Forecasting ˃Sales & Operations Planning ˃Capacity & Demand Planning ˃Sequencing & Scheduling ˃Distribution Planning ˃Logistics & Transport ˃Customer Service ˃Customer Relations ˃Customer Acquisition ˃Operations Support ˃CRM Support ˃Outbound Telemarketing ˃Specialty Help Desk ˃eCommerce IT Strategic Sourcing Services Globalization Services End-to-End Solution Lifecycle Management Strategy Development Transition & Transformation Management Transaction Management Risk Management Change Management Business & IT Transformation Services Public Sector & Utilities Energy Healthcare & Life Sciences Banking, Financial Services & Insurance Hi-Tech & Telecom Travel & Transportation Retail, Manufacturing & Distribution Media & Entertainment Countries & Non-Profit VerticalVertical
  8. 8. Avasant Corporate Capabilities Solution Overview
  9. 9. © 2014 Avasant LLC. All Rights Reserved 9 Sourcing Advisory Services Competitive Sourcing Methodology SHARED SERVICES & CONSOLIDATIONP LANNING DEVELOP CHARTER & ORG MODEL INITIATE MANDATE & PROGRAM FRAMEWORK DETERMINE TARGET PROCESSES & ACTIVITIES DEFINE STAFFING MODEL & POSITIONS IDENTIFY TECHNOLOGY ENABLEMENT REQS VERIFY FUNDING & FINANCIAL DISCIPLINE CREATE METRICS & PERF MGMT DISCIPLINE RATIFY MODEL & EXECUTION ROADMAP PHASE 2: PREPARATION PHASE 3: IMPLEMENTATION AND MANAGEMENT SOURCING TRANSACTION EXECUTION CONDUCT PROVIDER MARKET SCAN CONFIRM STRATEGY & COLLECT BASELINE REQS PREPARE SOWs, CONTRACT TERMS & KEY SCHEDULES PREPARE RFP BID PACKAGE & SCORING MODEL MANAGE PROVIDER SELECTION PROCESS FACILITATE DUE DILIGENCE PREPARE NEGOTIATION STRATEGY NEGOTIATE FINAL CONTRACT TO EXECUTION RFP RELEASE GATE CONTRACT APPROVAL GATE FACILITATE RISK & CHANGE MANAGEMENT DEVELOP DETAILED TRANSITION /EXECUTION PLAN VALIDATE CRITICAL DELIVERBLES & MILESTNS VERIFY PERFORMANCE MEASURMENT & REPORTING VERIFY FINANCIAL PROCESSES & BILLING DEFINE SERVICES MGMT & GOVERNANCE CONFIGURE AvaSenseTM SUPPORT TOOL PERFORM SERVICES MGMT HEALTH CHECKS IMPLEMENTATION & TRANSITION SUPPORT SERVICES MANAGEMENT CREATE INITIATIVE PROGRAM OFFICE MGT CHKPT Avasant will leverage relevant elements of our industry-honed Sourcing Methodology to quickly assess market opportunities for sourcing.
  10. 10. © 2014 Avasant LLC. All Rights Reserved 10 Sourcing Advisory Services Sole Source FastTrack Methodology Time Primary Activities Design 2 to 4 weeks ˃Data Collection and Requirements Document Generation ˃Requirements Gathering/Confirmation ˃MSA (Contract) Generation ˃Build Base Case ˃High Level Review and Collaborative Sessions with the Supplier ˃Executive Alignment Session ˃Key Deliverable – Contract package with Supplier input and buy-in Evaluate 4 to 8 weeks ˃Supplier Generated Proposal ˃Supplier start Due Diligence as they create their solution – complete 10 days before proposal submission ˃Participatory Yellow Pads with Supplier ˃Executive Review of DD findings ˃Internal/External Walkthroughs of solution and pricing ˃Contract negotiations initiated ˃Decision process completed Agreement 2 to 4 weeks ˃Contract Negotiated ˃Contract Finalization ˃Transition start ˃Third Party Contracts expedited Manage Ongoing ˃Strategy implementation and project management ˃Redesign retained functions ˃Manage all 3rd party relationships ˃Create a partnership that is dynamic over time ˃Periodic Benchmark to ensure market price ˃Redefine / Renegotiate contracts ˃Periodic operational audits to ensure quality KEY DIFFERENCES8 to 16 weeks
  11. 11. © 2014 Avasant LLC. All Rights Reserved 11 Sourcing Advisory Services IT Sourcing Healthcheck TM With Avasant’s Sourcing HealthcheckTM organizations can quickly diagnose current sourcing relationships against changing business requirements and marketplace availability of IT and business process services Service Levels Master Agreement Pricing Services Relationship Management & Governance Customer Satisfaction IT/Business Process Services ˃Is the pricing aligned with industry market rates? ˃Is the pricing model structured appropriately for the scope of services? ˃Is there opportunity for cost savings? ˃Is the vendor meeting contracted service levels? ˃Do the contracted service levels meet current and future business requirements? ˃Are the contracted service levels aligned to industry best practices? ˃Are the end users satisfied with the services? ˃Are key managers satisfied with the services? ˃Are key executives satisfied with the services? ˃Is the master agreement aligned with best practices for the scope of services? ˃Does the contract meet the needs of both parties? ˃Is the vendor meeting contracted requirements? ˃Do the contracted services meet current and future business requirements? ˃Can the vendor’s service delivery capability fulfill future business requirements e.g., scope, scale and geographic coverage? ˃Are there alternative service offerings in the market place that can be leveraged? ˃Is the vendor meeting contracted relationship management and governance requirements? ˃Does the contract contain adequate requirements required to maximize value? ˃Is the vendor management / retained organization adequately structured and staffed? Solution Approach Benefits ˃ Obtain a rapid assessment of key sourcing relationships ˃ Identify opportunities for cost savings, service and relationship improvement ˃ Establish both Strategy and Action Plans to maximize the value of sourcing agreements
  12. 12. © 2014 Avasant LLC. All Rights Reserved 12 Sourcing Advisory Services Business Process Readiness Assessment Avasant’s Business Process Readiness solution identifies operations which may be optimized through Sourcing, Shared Services or Transformation Solution Approach Optimization Opportunities Employee Data Mgmt Contact Centers Profile Changes Status Changes New Hire Processing Transfer Processing Time Keeping Cost Center Assignment T&E Administration Unemployment Exit Administration Vendor Management Payroll Strategy Earnings Deductions Garnishments EFT/ACH Reconciliation 3rd Party Payments Tax Reporting & Filing Vendor Management Service Center Benefits Healthcare Defined Benefits Defined Contribution Workers Comp Leave Health & Safety Exit Processing Vendor Management Service Center Compensation Strategy JobAnalysis & Profile Job Pricing Base Pay Adjustments Salary Administration Incentive Payments ESOP Commission & Draws Compensation Statement Vendor Management Service Center Recruiting Strategy Sourcing Applicant Tracking Screening Employment Verification Pre-Employment Testing Employment Offers Background Checks Orientation Deployment Vendor Management Training & OD Strategy Content Management Curriculum Design Curriculum Development Curriculum Delivery Registration Invoicing & Billing Logistics Learning Mgmt. Sys. Vendor Management Service Center Mobility Strategy & Policy Assignment Pre-Deployment Activities Deployment Activities Property Services Relocation Services Policy Exceptions Tax Planning Vendor Management Service Center HR Strategy Policies Procedures Job Profiles Budgeting & Forecasting Workforce Planning M&A Ethics Strategy Creation Employee Relations Strategy Performance & Conflict Res Organized Labor Employee Assistance Communications Vendor Management Service Center Performance Management Strategy Employee Reviews Counseling Disciplinary Actions Succession Planning Career Planning Vendor Management Service Center Regulatory & Compliance Strategy Diversity Regulatory Reporting Claims & Audits Visas Exit Administration Vendor Management Status Quo Consolidate or Share Service Managed Services LEGEND Transform Only Functional Towers ˃Finance & Accounting ˃Human Resources ˃Customer Management ˃IT Operations ˃Supply Chain & Logistics ˃Procurement ˃Legal Services ˃Research & Analytics Sample HR Deliverable Benefits ˃ Quickly identify opportunities for sourcing, shared services, consolidation or transformation ˃ Align opportunities against internal and market service maturity ˃ Compares tangible cost savings targets of alternate solutions ˃ Identifies key execution risks of target alternatives ˃ Develop Action Plan & Roadmap overview for initiative execution PHASE 1: STRATEGY GATHER INFORMATION & STRATEGY DRIVERS CONFIRM TARGET SCENARIOS AND OPPORTUNITIES DEVELOP COMPARATIVE FINANCIAL MODEL FINALIZE SERVICE DELIVERY STRATEGY DEVELOP SERVICE STRATEGY ROADMAP ANALYZE OPERATIONS, MANAGEMENT & TECHNOLOGY ASSESS MARKET MATURITY & SERVICES FIT COMPARE TARGET SCENARIOS & ANALYZE RISKS
  13. 13. © 2014 Avasant LLC. All Rights Reserved 13 Sourcing Advisory Services Price Benchmarking Key Questions ˃ Is pricing aligned with current market rates? ˃ Are there opportunities for cost savings? ˃ Are there any new focus areas to address during potential contract renegotiations with providers? Activity Negotiated Price Flexibility Prep, pre-scan and scan (Image) Indexing NBU Update 1035 letter Checks / Wire Processing OFAC Wires Verification of Receipt Least Best Best Best Least Least Some Wire Verification pricing is competitively placed with Market Average only 4% lower Least Negotiated Price Flexibility NPF Index Legend Provider Price Benchmark Deliverable Excerpt Renegotiations Tools Market Insights Peer Group Comparison Financial Models Recommendations Solution Approach Avasant’s Price Benchmarking solution provides clients with current market price data for quick assessment of sourcing economics relative to leaders within a ‘basket of services’ and peer group comparisons Benefits ˃ Receive insights into current market pricing ˃ Leverage precise data comparisons taking into consideration variables such as volumes, SLAs, location, etc. ˃ Identify focused areas for renegotiations and possible further cost savings ˃ Gain potential pricing leverage from changes to deal composition (greater volumes, market conditions, etc.) ˃ Leverage from discounts in current market conditions ˃ Pursue the most competitive deals for the organization
  14. 14. © 2014 Avasant LLC. All Rights Reserved 14 Sourcing Advisory Services IT Contract ‘Best Practice’ Assessments Our evaluation framework focused on Strategy & Contracting topics while leveraging proven Best Practices models and insights Governance Readiness Business Case for Change ˃IT Scope Definition Risk Assessment Change Management IT Strategic Plan Service Transition Planning STRATEGY VALIDATION CONTRACT IMPROVEMENT OutcomesEvaluationTopics ˃ Improved Service Levels ˃ Lower Cost ˃ Reduced Risk ˃ Improved Customer Service Services Definition & Scope Service Levels & Performance Negotiations Support Master Service Agreement & Schedules Governance, Transition & Management Financial Business Case & Pricing ˃ ˃ ˃ ˃ ˃ ˃ IT Contract Framework
  15. 15. © 2014 Avasant LLC. All Rights Reserved 15 Sourcing Implementation & Management Governance & Delivery Management Program Overview “As we approach a major milestone in our IT Transformation, I look back on the success of this initiative and we owe a great deal of credit to Avasant ..… we required the support of an experienced advisory firm to guide us through the process….Avasant has been an incredible partner throughout the entire transformation …..Avasant’s experience, skilled team, and change management framework have ensured success on all fronts.” CIO, Avasant Global Media Client Avasant Best Practice Methodologies Benefits ˃ Increased value from service delivery relationships ˃ Increased cooperation from sourcing providers & internal stakeholders ˃ Increased innovation ideas from sourcing providers & internal stakeholders ˃ Increased efficiency and cost effectiveness ˃ Increased quality in services delivered Avasant’s Service Delivery Management Program helps clients achieve maximum deal benefits by implementing key processes, governance mechanisms and balanced scorecard components to deliver value
  16. 16. © 2014 Avasant LLC. All Rights Reserved 16 Sourcing Advisory Services Strategic Project Management Value Proposition SolutionApproach Competitive Rate Cards Provider 1 Excess Capacity Deployed Provider Capacity Provider 2 Excess Capacity Deployed Provider Capacity Provider N Excess Capacity Deployed Provider Capacity Avasant experts manage Provider environment Avasant Consultant Resources Avasant experts bring deep subject matter expertise in Sourcing Clients leverage best practices contracting terms, service levels and rate cards across a portfolio of staffing providers SLAs Access to Screened Resources Best Practice Terms Industry Leading Service Providers Speed to Market Benefits ˃Strategic Sourcing personnel with top experience with government and Fortune 500 companies. ˃World class skill sets across IT and other back office operations ˃Access to hard to find skill sets ˃Highly competitive offshore and onshore rates ˃Most global locations can be supported ˃Invoicing and administrative support ˃Rapid fulfillment of resource requests Avasant’s Sourcing solution provides organizations with a unique world class approach to support to project management and staff augmentation 6. Replace & upgrade candidates 4. Client deploys candidates 1. Client identifies staffing needs 3. Client selects & interviews candidate 2. Avasant Candidate Screening Process 5. Customer satisfaction inputs Avasant Staffing Experience
  17. 17. © 2014 Avasant LLC. All Rights Reserved 17 Sourcing Advisory Services AvaSense™ Sourcing Management Solution SolutionCapabilities&Features Screen Shot: SLA Performance Management Benefits Challenges Labor intensive processes Fragmented contract management procedures Lack of common systems infrastructure Poor visibility into contracts Inadequate analysis of contract performance Track & manage key financial metrics, validate and reconcile invoices, analyze project spend and TCO, manage contract changes and renegotiations Automatically capture SLA metrics, generate scorecards and trigger alerts for issues and escalation. Manage risk and outcomes to achieve contract objectives. Review and manage portfolio of providers across various service towers. Embed and monitor governance plan. Manage flex resource pool communication and compliance. management management management Financial Performance Relationship Executive Dashboard Decision Support Labor & Cost Savings Compliance & Risk Management Robust Analytics SLA & Invoice Verification Benefits Realization ˃Create and organize complex dashboards, reports, SLAs and scorecards without IT involvement ˃Real time drill-down to monthly, weekly, daily performance reports across multiple dimensions like projects, cost center, business unit and region ˃Avasant best practice processes to automate, monitor and approve agreements and track compliance ˃Detailed audit trails for all processes ˃Create SLAs and monitor them directly from SLA dashboards ˃Generate root cause and business impact reports to identify remedial action ˃Receive automatic alerts when an SLA is in danger of being missed ˃Built in document management repository that allows full- text search and display of keywords, contract data ˃View contract information including audit trails and contract status for contract documents Role based dashboards and reporting Workflow Processes SLA Management Document Management AvaSense™ is Avasant’s web-based Contract and Vendor Management solution which leverages full lifecycle governance best practices and dashboard analytics to support managed services and other key enterprise agreements
  18. 18. © 2014 Avasant LLC. All Rights Reserved 18 Technology Optimization Services Spend Scenario Analysis $35.0 $40.0 $45.0 $50.0 $55.0 $60.0 FY2010 FY2011 FY2012 FY2013 FY2014 27% to 33% Year1 Year2 Year3 Year4 Year5 TOTAL Transition Cost FY2010 FY2011 FY2012 FY2013 FY2014 5 Years Scenario1: Current Base Case NA $53.6 $54.7 $55.8 $56.9 $58.1 $279.1 Scenario2: Insource Optimization NA $49.4 $50.0 $50.7 $51.5 $52.3 $253.9 Scenario3: Insource Co-location + Optimization $8.5 $48.6 $47.1 $47.7 $48.4 $49.2 $241.0 Scenario4: Outsource New Assets $13.6 $40.9 $37.7 $37.8 $38.1 $38.6 $193.1 Scenario5: Outsource Transfer Assets $7.6 $40.9 $37.7 $37.8 $38.1 $38.6 $193.1 Scenario6: Outsource + Bundling, Facility Sale** $7.6 $40.1 $36.9 $37.0 $37.3 $37.8 $189.1 Range of estimated savings Steady State Base Case Results ˃Lower Costs ˃Improved Services and processes ˃Additional time to focus on: • Partnering with the business • Improving business processes • New Innovations
  19. 19. © 2014 Avasant LLC. All Rights Reserved 19 SolutionApproach ENVISION CLOUD SERVICES OPTIONS APPLICATION & ENVIRONMENT ANALYSIS AVASANT CLOUD SERVICES STRATEGY METHODOLOGY Workload Analysis Financial Case CLOUD SERVICES READINESS WORKSHOP DEPLOYMENT & CONTROL ANALYSIS PROVIDER MARKET ALIGNMENT CLOUD ROADMAP Deployment Options Action Plan ˃Assess the opportunity for Cloud Services ˃Analyze IT operating environment and applications ˃Build the financial case for using services ˃Mitigate the risk and security issues ˃Frame the service provider market ˃Create action plan for piloting and implementing services Corefino Netsuite Cloud Computing Gmail Salesforce.com Hostanalytics Service-Now.com Amazon Web Svs Rackspace Akamai StorSimple Gogrid.com Google App Engine Windows Azure Right Scale Joyent Force.com BPaaS SaaS PaaS IaaS Benefits ˃ Quickly identify applications and opportunities for utilizing Cloud based services and technologies for the agile enterprise ˃ Estimate the economic value and cost savings of Cloud solutions ˃ Rationalize your IT portfolio with Cloud services ˃ Understand the basis for unified management and governance ˃ Identify and mitigate security and data privacy risks ˃ Optimize the alternatives for Cloud services deployment ˃ Understand true service provider capabilities and market offering maturity in the Cloud ecosystem ˃ Validated business case and coherent roadmap for Cloud services Technology Optimization Services Cloud Strategy Avasant’s Cloud Strategy solution navigates the Cloud ecosystem of Service Providers to identify solutions which can drive cost savings and enterprise IT agility
  20. 20. © 2014 Avasant LLC. All Rights Reserved 20 With Price Benchmarks for all major software licenses and proven contracting techniques, Avasant’s methodology results in the rapid negotiation of favorable terms, conditions, and pricing. ˃ Identify enterprise software portfolio financial baseline ˃ Prioritize areas for license cost optimization ˃ Benchmark current license costs against marketplace ˃ Reduce contracted costs ˃ Provide analysis for audit cost recovery ˃ Target renegotiations strategies Solution Approach 1.0 Portfolio Strategy 1.1 Confirm Software Portfolio Scope 1.2 Prioritize Software by Cost Reduction Potential 1.3 Recommend Path Forward for Each Contract in Portfolio 2.0 Small / Simple/ Non-Strategic Vendors 2.1 Notify Vendors of Cost Reduction Requirement or Contract Cancellation 2.2 Identify Transition Scope (If Required) 2.3 Negotiate Amendments on T&M Basis 3.0 Large / Complex / Strategic Vendors 3.1 Conduct Contract Assessment 3.2 Notify Vendors of Desire to Negotiate 3.3 Negotiate Agreements on T&M Basis Drop Support Status Quo Third-Party Support Software- As-A- Service Negotiate New Terms and Fees Open SourceAvasant Recommended Path Forward for Contract PROJECT MANAGEMENT SOFTWARE LICENSE / MAINTENANCE AGREEMENT ALIGNMENT AND RENEGOTIATIONS Avasant’s Software License Optimization is a rapid and structured analysis-driven solution for maximizing enterprise software cost savings Benefits ˃ Realize 15% to 25% annual software cost reduction ˃ Understand internal software costs vs. the market ˃ Improved licensing contract management process ˃ Identify duplicate or surplus licensing ˃ Provides industry best practices in licensing software Technology Optimization Services Software License Optimization
  21. 21. © 2014 Avasant LLC. All Rights Reserved 21 Solution Approach “Our prime consideration in choosing Avasant as a partner was that, they were just as confident and passionate about building Captive Center as we were. Avasant has delivered significant value in implementing our Captive initiative in China. Avasant’s global market presence is strong and its expertise is top notch” - CEO, Avasant Client in Manufacturing Services ˃Global Growth Expansion Planning ˃Delivery Location Selection ˃New Market Entry Strategy ˃Opportunity Management ˃Customer Mapping and Trends Analysis ˃Growth Opportunity Analysis ˃Acquisitions Growth Strategy ˃Deal Sourcing ˃Market intelligence ˃Developing Investment Criteria and Shortlisting ˃SWOT Analysis ˃Deal Structuring Support ˃Deal Negotiations Support ˃Integration Support ˃Delivery Center Setup and Management ˃Cost / Price Benchmarking ˃Process Benchmarking ˃Infrastructure Consulting ˃Certifications Consulting ˃Labor Pool Evaluation ˃Information Security ˃DR / BCP ˃Regulatory Compliance Avasant Consulting & Research Services Review of Captive Strategy Comparative Infrastructure Cost Assessment Comparative Skills Assessment by location Captive Site Location Study Organized Site Visits RFI for Industry Park Bid Evaluation & Selection of Captive Center Contract Negotiations with Industry Park and Deal Finalization Build, Operate and Transfer (BOT) Implementation Training, Coaching & Refinement Service Level Improvement Ongoing Measurement & Monitoring Phase 1 Phase 2 Phase 3 Captive Set-Up Ongoing Expansion & Measurement Discovery & Analysis Growth Strategy Investment Strategy Operations & Compliance Benefits ˃ Set Captive Strategy and Compare Top Locations and Industry Parks ˃ Insights into Public Private Partnership Opportunities and Incentives ˃ Tactical planning and execution of goals ˃ Permits Clients to focus on the business ˃ Leverage an expert multi-functional team including operational, financial, strategy, sales, and contracts experts Avasant provides comprehensive advisory services for the establishment of Captive Centers and market strategies designed enter into new markets Technology Optimization Services Captive Development Strategy
  22. 22. © 2014 Avasant LLC. All Rights Reserved 22 Emerging Provider Services “Our prime consideration in choosing Avasant as a partner was that, they were just as confident and passionate about building [Our Company] as we were. Avasant has delivered significant value in implementing our BPO initiative in Nigeria. Avasant’s global market perceptive is strong and their expertise in the west market coupled with their ability to structure flexible outfitted models for clients has resulted in the rapid delivery of setting our state of the art, fully owned facility to address the thriving Nigerian BPO services. Overall, Avasant has helped creating brand equity for us.” - CEO, Avasant Emerging Services Client, Africa Solution Approach Avasant Research Services Current Marketing Strategy Review Marketing Artifact Review Environmental Strategic Driver Confirmation Market Penetration Strategy Visioning Brand & Marketing Collateral Refinement Target Confirmation & Distribution Strategy Opportunity Channel Confirmation Penetration & Feedback Metrics Development Market Intelligence Support Sales Coaching & Refinement Roadshow & Event Management Measurement & Monitoring Phase 1 Phase 2 Phase 3 Market Penetration Ongoing Expansion & Measurement Discovery & Analysis Benefits ˃ Facilitate direction setting and long term vision ˃ Create USPs and differentiators to compete in the global market ˃ Tactical planning and execution of goals set ˃ Maintain focus on strategic and growth objectives ˃ Leverage an expert multi-functional team including operational, financial, strategy, sales, and contracts experts ˃Global Growth Expansion Planning ˃Delivery Location Selection ˃New Market Entry Strategy ˃Opportunity Management ˃Customer Mapping and Trends Analysis ˃Growth Opportunity Analysis ˃Acquisitions Growth Strategy ˃Deal Sourcing ˃Market intelligence ˃Developing Investment Criteria and Shortlisting ˃SWOT Analysis ˃Deal Structuring Support ˃Deal Negotiations Support ˃Integration Support ˃Delivery Center Setup and Management ˃Cost / Price Benchmarking ˃Process Benchmarking ˃Infrastructure Consulting ˃Certifications Consulting ˃Labor Pool Evaluation ˃Information Security ˃DR / BCP ˃Regulatory Compliance Growth Strategy Investment Strategy Operations & Compliance Avasant provides comprehensive advisory services to Medium-Sized and Start-up emerging country service organizations as they evolve critical penetration strategies for increased market share Globalization Advisory Services Go-to-Market Strategy
  23. 23. © 2014 Avasant LLC. All Rights Reserved 23 SolutionApproach “Avasant in the role as Management Consultant and Investment Promotion Advisors have proved beyond our expectation as Mentors and Advisors and reliable providers of Professional Services to the ITES Secretariat for promoting the IT/BPO industry in [Country]. Jointly with our team, they have been able to successfully put [Country] on the Map of emerging destinations to be watched out for. The breadth and depth of the knowledge their team has combined with proven track record, qualifies them as an ideal partners for promoting the IT/BPO Industry.” CYCLE I CYCLE II CYCLE IIIMeeting economic development and job creation goals Creating a positive brand image of the country Improving business culture in country through imbibed best practicesDirector, IT-Enabled Services Secretariat, Avasant Emerging Country Client Text Inbound Business Promotion Ongoing Avasant Support Services Text Delegation Messaging & Communications Inbound Business Promotion Investor Follow-up Outbound Business Promotion Delegation Messaging & Communications 2. Development of Marketing &Promotional Material Market Expansion Market Intelligence Review Promotional Strategy & Material Refinement Investor Follow-Up Outbound Business Promotion Delegation Messaging & Communications Outbound Business Promotion Inbound Business Promotion Market Expansion Market Expansion Outbound Business Promotion Delegation Messaging & Communications Outbound Business Promotion Inbound Business Promotion 1 2 3 4 5 3 3 4 3 4 4 5 6 Emerging Country Services ˃Market Assessment ˃Policy Assessment ˃Strategic Roadmap Development ˃Ecosystem enablement ˃Investment business case development ˃Promotional Material Development ˃Business Linkage Trips ˃Visibility Creation Activities ˃Website Readiness ˃Communication Strategy ˃Industry Intelligence ˃Marketing Support ˃Competency Mapping ˃Niche capability development ˃Location Analysis ˃Talent Pool Development ˃Vendor Capability Development Strategy Development Marketing & Promotion Capability Development Benefits ˃Meeting economic development and job creation goals ˃Creating a positive brand image of the country ˃Improving business culture in country through imbibed best practices Avasant’s Capacity Development Solutions assist emerging-market governments with positioning their locations as preferred destinations for domestic and foreign investments in the IT/BPO industry Cycle I Cycle II Cycle III Globalization Advisory Services Capacity Development Solutions
  24. 24. © 2014 Avasant LLC. All Rights Reserved 24 Discovery Trainer Certification Market Optimization Solution Approach Phase 1: Service Outsourcing Training Phase 2: Market Optimization Determination of program objectives, drivers, and constraints Determination of program objectives, drivers, and constraints Training deployment and development of certification standards Analysis of Local providers vs. competition and market optimization Educational Institutions Local Service Providers Government Incentives Curriculum Sourcing Curriculum Creation Channel Development Training Profiling Training Execution Trainer, Facility & Student Certification Service Provider Capabilities Review Service Provider Competitive Alignment Go-to-Market Optimization Avasant’s BPO/ITES Skills Training Program is designed to assist emerging-market Governments and Service Providers with identifying and developing the appropriate market driven skills and training Globalization Advisory Services BPO/ITES Skills Training
  25. 25. © 2014 Avasant LLC. All Rights Reserved 25 EXECUTIVEEVENTMANAGEMENT CAPABILITYOVERVIEW Solution Approach Benefits Conferences Executive Seminars Trade Missions / Delegations Training Workshops / Educational Programs Business Linkages Programs Event Design – Theme, Agenda, Target Profiles Event Plan – Logistics, Business, Financial Logistics – Venue / Travel / Catering / Visas Delegate Selection – Key Speakers, Targeted Executives, Outreach Marketing – Advertisement, Collaterals, PR, Publicity B2B Meetings – Targeted meetings, Business linkages Post Event Services – Follow-ups, Event Reports Program Management & Reporting Information & Communication Technology Business Process Outsourcing Globalization North America Europe, Middle East & Africa Asia including India, China Latin America Industry / Sector Coverage Geographic Spread Executive Events & Investment Promotion Event Management Services Benefits ˃End-to-end management of complex events ˃Showcase key trends, thought leadership, best practices and capabilities ˃Reach target markets, key decision makers and generate new business opportunities ˃Develop the best content and identify the best participants ˃Access to executive networks and executive marketing capabilities Avasant offers customized event management solutions to development agencies and governments in the ICT and BPO sectors by organizing Delegations, Roadshows, Executive Seminars and Industry Workshops
  26. 26. Case Studies Appendix
  27. 27. © 2014 Avasant LLC. All Rights Reserved 27 Case Studies: Sourcing Advisory Public Sector: State & Local Government Client Client Need Financial Baseline Value Solution Results A State Agency located in the Western part of the US Select a Service Provider to Deploy a new Court Case Management System in all Superior and Appellate Courts in the State 5 year $400M Implemented Transaction Execution methodology Competitive RFP bid package developed that included a unique fixed priced pricing strategy A State Agency located in the Western part of the US Develop transition strategy and risk mitigation plan and transition all infrastructure services from one service provider to another 5 year $100M Engagement includes the following major activities: vendor due diligence support, transition plan development, risk and issue management, communication plan development, governance support, contract deliverables oversight All major plans associated with the transition developed that will produce a major transition of all infrastructure services with minimal risk and meeting contractual dates A State Agency located in the Western part of the US Contract term for current Service Provider was coming to an end, with the need to implement an competitive bidding process for all infrastructure services 5 year $100M Implemented Transaction Execution methodology for all infrastructure services. Engagement included RFP development, vendor market scan, vendor proposal evaluations and selection, and contract development and negotiation The engagement resulted in the selection of a world class Service Provider with a contract that is performance- based with the ability to adjust pricing to market A $660M Budget Municipality in the Southeast US The client government sought assistance with the outsourcing of it's County check remittance operations 7 year $21M Conducted an organizational feasibility study examining the consolidation and subsequent outsourcing of the remittance (payments) processing function across 22 departments which received payments for County services The engagement resulted in the selection of a full service provider to support 2.2 million annual payment transactions. The County save approximately 38% of headcount and infrastructure costs.
  28. 28. © 2014 Avasant LLC. All Rights Reserved 28 Case Studies: Sourcing Advisory Healthcare & Life Sciences Client Client Need Financial Baseline Value Solution Results One of the Largest Health Insurer in US Commitment to use offshoring as a strategic advantage and lacked internal skills to execute offshoring transactions Transaction covered 1,200 FTEs and TCV of $120M Outsourcing Center of Excellence (OCE), including: portability assessment; selection, evaluation and contracting execution; transition; and sourcing governances Creation of Outsourcing Management Group including: financial analysts, transaction managers, procurement specialists, and program managers. One of the Top Health Insurers providing Govt Sponsored Plans Transaction assistance with outsourcing several discrete back office processes. 700+ FTE and TCV of $85M Engage Tier 1 BPO service providers through the RFP, evaluation, selection, contract development, and negotiations process for critical back office operations. Migration of 700+ resources across Trust, Call Center, Payroll, Recruiting, and Mortgage Processing. One of the Top Health Insurers providing Govt Sponsored Plans Client had outdating IT systems and wanted to move to a new product $3 million Conducted Due Diligence and created an implementation roadmap Worked closely with the client's IT team in gathering requirements and performing due diligence as part of the the successful product implementation One of the Top Health Insurers providing Govt Sponsored Plans Mis alignment of client's business needs and system functionalities $2.4 million Business process analysis and process automation Analyzed the business processes and IT systems and redesign the system configuration to support the business needs
  29. 29. © 2014 Avasant LLC. All Rights Reserved 29 Case Studies: Sourcing Advisory Manufacturing & High Technology Client Client Need Financial Baseline Value Solution Results A leader in Global consumer electronics Strategic sourcing initiative to consolidate application production support with a single service provider. client’ objectives were to reduce costs, improve services and process, and to create opportunities for innovation. 5.5 years, $130 million Consolidating service providers by conducting a market assessment, analyzing the application / technology portfolio, assessing the risks, developing a financial model; resulting in a RFP, site visits, contract negotiations, and transition of services to the selected firm. Implementation of a managed services model with detailed SLAs at cost reduction of more than 30%. A $6 billon consumer electronics manufacturer The client sought an enterprise solution to automate its import&export documentation process 1 year $3 million Conducted an organizational requirement interview with organizations in US, Japan and China., due diligence on compliance with U.S. Custom and Border Protection, and a vendor selection process and pilot testing The engagement resulted in full-scale global implementation of the solution A leader in high-end audio/visual consumer electronics The client was operating under an SAP hosting and infrastructure support services contract that was no longer meeting its business needs, was inflexible and was above market pricing levels. $600,000 per year Conducted an assessment of the client/service provider contract including the MSA, SOWs and pricing. Prioritized recommendations and best practice language to assist in the client's contract renegotiation efforts. Renegotiated contract and significantly improved SOW, SLAs and adjustments in pricing all of which provided more flexibility for the client's future growth needs.
  30. 30. © 2014 Avasant LLC. All Rights Reserved 30 Case Studies: Sourcing Advisory Energy, Chemicals & Engineering Services Client Client Need Financial Baseline Value Solution Results Mid West Power Company Insourced client seeking cost-reduction and improved service in application services and IT infrastructure. $100 million over 5 years Insourced client seeking cost-reduction and improved service in application services and IT infrastructure. 30% Savings Global Power Company End User computing re- negotiation with their provider $40 million Rewrote the contract attachments and assisted with negotiations Successful contract with the provider that allowed for flexibility as well as performance based payment and contract management Global Engineering & Construction Management Outsourced to SP in a Global multi-tower single source contract. Client in a billing dispute with provider for over $60 million. Client desires either a re-negotiation or transition to a new provider. $500 million over 7 years. Network, Distributed Computing, Data Center, Help Desk. In order to reduce the impact of a protracted transition to a new Provider, it was recommended to renegotiate with SP. After conducting an Operational Audit of the disputed amounts, disputed amounts were reduced by $60 million and saved $150 million over 5 years. Global Chemical & Air Manufacturer Cost Reduction of 15% $700 million over 5 years covering global IT Infrastructure and Applications Multisource Solution involving 3 service providers 35% Savings over $100 million
  31. 31. © 2014 Avasant LLC. All Rights Reserved 31 Case Studies: Sourcing Advisory Financial Services Client Client Need Financial Baseline Value Solution Results $73 Billion Asset Midwest US Regional Bank Commitment to use offshoring as a strategic advantage and lacked internal skills to execute offshoring transactions Transaction covered 1,200 FTEs and TCV of $120M Outsourcing Center of Excellence (OCE), including: portability assessment; selection, evaluation and contracting execution; transition; and sourcing governances Creation of Outsourcing Management Group including: financial analysts, transaction managers, procurement specialists, and program managers. $81 Billion Asset Southeast US Regional Bank Transaction assistance with outsourcing several discrete backoffice processes. 700+ FTE and TCV of $85M. Engage Tier 1 BPO service providers through the RFP, evaluation, selection, contract development, and negotiations process for critical backoffice operations. Migration of 700+ resources across Trust, Call Center, Payroll, Recruiting, and Mortgage Processing. $332 Billion AUM Swiss Private Bank Renegotiation of agreement for correspondent clearing services with service provider. 5year $75M TCV Correspondent Clearing transaction, including RFP, rate cards, financial base case, facilitation of vendor solution sessions, evaluation, and down selection. Renegotiation with outsourcing provider to yield approximately 20% cost savings, standard service level agreements and more favorable legal terms & conditions. $1.4 Billion Revenue US Mortgage Lender Annual growth rate of 120% caused need to gain additional capability and capacity for discrete Finance & Accounting. 5year $35M Conducted market test (RFI) efforts to support a fast-tracked Procure-to-Pay (P2P) sourcing transaction, including managing the strategic sourcing for order management, accounts payables, and asset management components. Approximately 19% in projected annual savings.
  32. 32. © 2014 Avasant LLC. All Rights Reserved 32 Case Studies: Sourcing Advisory Financial Services (2) Client Client Need Financial Baseline Value Solution Results European Central Bank with more than USD $250 Billion AUM Bank that invests in markets around the world required an optimal support solution for its 24X7 Trading activity. 5 year - $ 20 million Strategic evaluation of ITO and Data Management function to determine an optimal portfolio for global outsourcing, resulting in an RFP, detailed due diligence, contractual agreement, and a Transition Framework. Timely access to right skills to manage growth, 24X7 support for trading in different time zones, significant improvement in Data quality to support investment decisions, and over 25% saving in costs. $84 Billion Asset Eastern US Regional Bank Enterprise solution to determine which of core operations should be considered for outsourcing or offshoring activities N/A Conducted an organization wide sourcing assessments of 30+ departments to determine opportunities for cost reduction and capabilities acquisition through offshoring. Identification of better than 25% of clients 23,000+ FTE corporate positions had significant portability potential resulting in 3 outsourcing transactions. $1.3 Trillion Asset Dutch Financial Services Institution Insight into opportunities for improving global Procure to Pay operations N/A European strategic assessment of Procurement and Accounts Payable, including: spend analytics, skills inventory, benchmarking of client savings KPIs, platform and systems review; and development of an internal transformation plan and business case. Identified 40+ shadow procurement and accounts payable organizations that could be consolidated to yield approximately 35 - 50% cost savings, and an additional 15 - 25% in spend savings from the rationalization of suppliers and consolidation with a Tier One partner
  33. 33. © 2014 Avasant LLC. All Rights Reserved 33 Case Studies: Sourcing Advisory Retail Client Client Need Financial Baseline Value Solution Results Global Retailer for consumer products Developed and RFP and Negotiated a full e- commerce solution, including fulfillment, warehousing, invoicing, call center, and website support $60 million over five years Successfully negotiated and supported the implementation of a global e-commerce platform. Client successfully launched within 6 months and prior to the holiday season. Over $10 million in savings. Global Retailer for perfumes and cosmetics Negotiate a contract for web-hosting and applications management services for the web based business for the firm $20 million over four years Helped negotiate a deal with US based providers from earlier provider that was based in France, negotiated a multi party deal with one hosting specialty company and an applications vendor Achieved higher service levels and state of the art systems for minimizing downtime and improving the transaction experience of Client internet customers.
  34. 34. © 2014 Avasant LLC. All Rights Reserved 34 Case Studies: Sourcing Advisory Automotive Client Client Need Financial Baseline Value Solution Results Japanese Automobile Manufacturer Outsourced client seeking improved service levels and significant reduced IT spend level for their IT infrastructure and application services. Client also wanted to execute a multi-sourcing strategy as opposed to their current single Provider strategy $1B over 10 years Two separate Competitive RFP processes executed and contract negotiated with multiple new Service Providers Significant cost reductions (25%), significantly improved service levels, with best of breed Service Providers Automobile Re-seller Projected rapid growth in the number of retail stores throughout the US led to the need to expand the capacity and availability of the company’s real time transaction processing systems that were insourced $20 million over 3 years An RFP process conducted with a select number of data center services providers which led to a flexible and SLA focused data center services contract Data center services allowing Client to reduce operational risk and allowing its key sales transaction support infrastructure to keep pace with growing sales volume
  35. 35. © 2014 Avasant LLC. All Rights Reserved 35 Case Studies: Globalization Countries and Governments Client Objective/ Challenge Solution Skill Profile Outcome Government of Ghana Execution of a World Bank funded initiative sought to design, build and support the growing outsourcing industry of the country of Ghana through research, marketing, governance development, and policy design • Developed Market Promotion program and action plan based on BPO/ITES market assessment and brand awareness baseline • Assisted in the promotion of ITES/BPO industry • Assisted Ghana private sector with business linkages required to grow the market • Enabled multinational corporation and Tier 1 & 2 service provider relationship development • Provided market intelligence on comparable outsourcing destination markets Full life cycle support required to attract investors provided • Landscape analysis • Competitive benchmarking • Gap analysis • Marketing promotion • Planning and execution support Through the combined effort of the MoC and Avasant the Government of Ghana has gotten several commitments on ground breaking of local delivery centers from a few Tier 2 service providers of BPO services Government of the Philippines As a means to spur job creation and industry development, the Secretary of Trade and Industry set about creating a plan of action to facilitate and support a fledgling Business Process Outsourcing (BPO) industry. • Advised the Secretary of Trade and Industry of the Government of Philippines • Provided guidance in strategy, policy and incentives for development of BPO industry • Advised in organizing industry forums which could facilitate IT/BPO industry • Experience in the competitive landscape of outsourcing destinations • Development of policies and incentives required to competitively position counties to grow and attract investments Created a comprehensive set of policies and incentives which have grown and supported the countries BPO industry
  36. 36. © 2014 Avasant LLC. All Rights Reserved 36 Case Studies: Globalization Countries and Governments Client Objective/ Challenge Solution Skill Profile Outcome CEI-RD (Investment Promotion Agency), Dominican Republic The Government of the Dominican Republic (DR) through its Investment Promotion arm sought to accelerate the growth of value added services in the ICT and BPO sector. In parallel raise the awareness of DR as a destination for IT services. • Provided an assessment of current ICT and BPO capabilities in the DR • Developed an investment promotion plan • Organized two delegations of high level executives from Public and Private sector companies to Texas and Silicon Valley. One of the delegations was headed by the President of DR. • Arranged business meetings with top Fortune 500 and Technology firms • Facilitating dialog and negotiations with these Multinationals desirous of establishing delivery centers in DR. • Facilitating an Educational initiative in DR to promote Technology Commercialization, Entrepreneurship and Business Incubator in collaboration with University of Texas. • Hosted an Executive seminar highlighting DR’s capabilities and advantages as a Nearshore destination. • Advised local service providers on enhancing their competitiveness and accelerating market growth • Worked with Contact Center and ICT Clusters to develop their branding and positioning initiatives. Full life cycle support required to attract investors provided • Landscape analysis • Competitive benchmarking • Gap analysis • Marketing promotion • Planning and execution support • Profile of DR as a nearshore destination raised • Facilitated a delegation headed by the DR President Fernandez Reyna with government and C-level Private sector executives in Silicon Valley and Austin, TX was • Several MOUs and investment/partneri ng commitments were secured. • An educational initiative and incubator support program launched in partnership with University of Texas.
  37. 37. © 2014 Avasant LLC. All Rights Reserved 37 Client Objective/ Challenge Solution Skill Profile Outcome Jamaica Trade and Invest (JTI), Jamaica The Jamaican government mandated an economic development initiative The initiative’s objective is to promote and accelerate growth of the BPO sector in Jamaica. • Conducted an on the ground assessment of the outsourcing industry and investment climate in Jamaica • Developed a marketing and investment promotion plan • Prepared a roadmap to help JTI in achieving its 2-3 year growth targets • Advised on improving the competitiveness of Jamaica as a BPO destination • Recommended capacity building and workforce enhancement initiatives; and reviewed and incentive, policy and governance frameworks for attracting investments • Advised local service providers on developing service offerings and market entry • Facilitated dialog with investment and client prospects. Including the organization of several delegations to Jamaica consisting of Tier 1 and 2 BPO service providers as well as real estate developers and investors • Supported Jamaica on participation at major Outsourcing industry events • Prepared a Policy paper with recommendations for improving Jamaica’s Policy framework, Incentives and to develop the necessary Real estate and training infrastructure Full life cycle support of the global landscape analysis, competitive gap analysis, marketing promotion planning and execution required to attract investors to a nearshore Caribbean country as an outsourcing destination of choice • Conducted 6 inbound delegations and seminars for investors • Frameworks made for joint venture initiatives/teaming agreements. • Facilitated inward investment from 4 leading US, Indian and Canadian BPO firms • Created over 500 seats of business for local BPO firms. • Secured JV agreement between 1 Indian firm and a Jamaican firms • Implementing policy recommendations and Real estate development plans proposed Case Studies: Globalization Countries and Governments
  38. 38. © 2014 Avasant LLC. All Rights Reserved 38 Client Objective/ Challenge Solution Skill Profile Outcome ICT/BPO Cluster Business park in Honduras • Market feasibility and competitiveness assessment for development of ICT and BPO sector in Honduras • Assist Altia Business Park in promoting inward investment and attracting IT/BPO tenants • Benchmark and evaluate regulatory and policy incentives against regional players • Assess workforce capabilities and costs • Provide a comparative analysis of infrastructure and telecom/networking availability and costs • Develop a market promotion strategy and action plan for attracting foreign investment into Honduras in key sectors • Assist with development of differentiated value proposition to position Honduras as the best nearshore alternative in Central America • Introduce Honduras to outsourcing firms, analysts, advisors, site selection firms and media • Advised the Business Park on developing the right business facilities (floor plans, connectivity, services etc) suited to attract ICT and BPO companies. • Assisted the Business Park in promoting and inviting prospective investors (IT/BPO firms and MNC Captives) • Organized visits by prospective investors and tenants Full life cycle support of the global landscape analysis, competitive gap analysis, marketing promotion planning and execution required to attract investors to a Latin American country as an outsourcing destination of choice. • Altia Business park adopted the business model for developing an integrated facility suited for IT and BPO firms • Arranged site evaluation visits from 6 leading IT and BPO firms as well as several media, advisors and consultants • Currently the Business park is in active negotiation with 3 firms on possible investment • Assisted in promoting Honduras and Business park at several leading industry events Case Studies: Globalization Countries and Governments
  39. 39. © 2014 Avasant LLC. All Rights Reserved 39 Client Objective/ Challenge Solution Skill Profile Outcome Government of Malta The Jordan BPO Sector through a USAID funded project administered by a Inter-Ministerial Taskforce and BearingPoint sought to develop the BPO sector in Jordan and to position the country as the leading outsourcing destination within the Middle East. • To understand the existing state of Malta’s ICT and BPO services • Assess the potential for the country as a EU centric services export hub • Roadmap for overcoming existing drawbacks • Recommendations for the promotion of the country as an outsourcing destination • Ability to develop a current state view of market positioning • Development of a comprehensive roadmap for raising market awareness of a small country as a viable outsourcing destination • Realized the investment of several multinational EU based companies. • Malta Enterprise is in continued discussions with investors, leveraging the findings learned in the engagement roadmap Government of China As the country’s manufacturing capability exists in a state of maturity, the Chinese government explores other avenues for increasing the employment base of the middle class, expanding strategic country capabilities and deploying capital investments most effectively. As a result, a decision was made to support the Chinese IT industry as a strategic thrust. • Advised various nodal agencies in the IT sector in creating global visibility and competency of Chinese IT industry • Evolving go to market strategy, particularly to address US and European market (IT/BPO) • Identify target sectors to leverage China’s Telecom and manufacturing capabilities • Explored models of partnership with India to grow the Chinese IT industry • Experience in working with various local government agencies • Create a targeted Go to Market Strategy, gain consensus of the message • Execution of a planned series of outbound delegations to countries such as India and others The Chinese government in recent years has made a slew of tactical investments in technology parks, joint ventures and infrastructure development designed to attract Tier One service providers of IT Services and well as multinational corporate clients in search of IT and technology R&D capabilities. Case Studies: Globalization Countries and Governments
  40. 40. © 2014 Avasant LLC. All Rights Reserved 40 Client Objective/ Challenge Solution Skill Profile Outcome SABEQ’s BPO Initiative for Jordan As a means to spur job creation and industry development, the Secretary of Trade and Industry set about creating a plan of action to facilitate and support a fledgling Business Process Outsourcing (BPO) industry. • Conducted an assessment of Jordan’s potential as a nearshore location for BPO • Provided a Supply and Demand side analysis of Jordan to highlight key competitive differentiators as well as gaps • Developed a strategy to enhance Jordan’s capabilities and positioning within the region. • Successfully raised Jordan’s ranking in AT Kearney’s Global Services Location Index from #14 (in 2007) to #9 (in 2009). • Provided recommendations to improve regulatory policy and incentive frameworks benchmarked to international standards. • Developed a plan for workforce capacity building through targeted training initiatives (Call center Foundational skills, English language skills etc). • Interacted with Media/Analysts to increase international ranking of Jordan as an outsourcing destination. • Helped Jordan participate in regional and global conferences to increase visibility and attract investors. • Developed Branding and a detailed Marketing plan for promoting Jordan as a “Smart Shore Destination”. • Advised the local ICT Association to launch an association targeted at outsourcing firms and assisted in developing the content portal. • Launching the IAOP chapter and the first Global Outsourcing conference in Jordan. • Currently advising public stakeholders on developing and promoting a Special Economic Zone for ICT and BPO firms. • Advising local service providers on developing service offerings and market strategy. Full life cycle support of the global landscape analysis, competitive gap analysis, marketing promotion planning and execution required to attract investors to a Middle Eastern country as an outsourcing destination of choice. • Recently organized a very successful regional event called MENA ICT Forum to showcase Jordan’s emergence as a delegation • Organized and hosted a delegation of 10 companies from Nasscom (India) • Secured investment commitments from 2 firms who will be setting up an ICT Development and Training Institute in Amman Case Studies: Globalization Countries and Governments
  41. 41. © 2014 Avasant LLC. All Rights Reserved 41 Client Objective/ Challenge Solution Skill Profile Outcome Barbados Investment Development Corporation (BIDC) The Barbados Investment and Development Corporation (BIDC) is the industrial development agency of the Barbados Government. It has special responsibility for promoting and facilitating the establishment and expansion of business enterprises in Barbados, and for promoting the export of Barbados' goods and services. As a means to spur economic development, BIDC sought assistance with positioning Barbados as a Nearshore Outsourcing Hub for the Americas. • Initial Assessment and Feasibility study • Assessment of IT and Business Processes etc. to determine globalization potential • Globalization roadmap and model formulation • Development of strategy and an action plan to promote Barbados as a hub for nearshore outsourcing Sourcing Exercise • Advised several local companies on their business and market entry strategy in the areas of IT, call center, BPO and KPO services • Organized delegation visits to Barbados by major global outsourcing and multinational firms for evaluating its nearshoring potential • Developed significant interest among the Indian BPO firms for considering Barbados as a nearshoring destination • Organized a promotional roadshow for BIDC in 4 cities (Dallas, Las Vegas, NY, Boston in United States • Arranged for speakers on nearshoring, spoke at the event, invited local executives and promoted the events • Prepared Business Case analysis and Market feasibility studies for Finance & Accounting and Telemarketing and Medical transcription outsourcing services potential • Advised investment promotion agency on funding local outsourcing businesses by providing financial and market analysis and reviewing their business plans Ability to develop the outsourcing ecosystem including local providers, current investors and government to create a compelling message of economic development and a growth story for a new market entrant • The BIDC has met with significant interest by buyers in specific industries that could leverage compelling tax incentives for relocating capacity requirements to Barbados • The BIDC continues to reuse the methodology and techniques leveraged in the engagement for further investment attraction opportunities Case Studies: Globalization Countries and Governments
  42. 42. © 2014 Avasant LLC. All Rights Reserved 42 Client Objective/ Challenge Solution Skill Profile Outcome Government of Karnataka (India) Given recent successes of India as the dominant global player in the outsourcing industry, government leaders elected to move quickly to enhance the marketing prowess of targeted outsourcing destinations within India such as the State of Karnataka • Advisor to IT secretary in developing IT/ITES Policy • Charting out roadmap for implementation of IT/ITES policy • Conducted road show for Karnataka Government in key client markets - Japan, US and UK • Putting long term vision and plan in place to make Karnataka as a preferred destination from infrastructure and security perspective • Brought many prestigious fortune 100 clients to the Karnataka state • Ongoing advice in enhancing Karnataka’s positioning in the IT/ITES sector and supporting greater traction with client organizations Experience in working with a mature market player to refine targeted policies and incentives to attract sophisticated buyers of outsourcing capacity. Further, ability to coordinate roadshow and inbound investment delegations of global decision makers such as multinational corporate executives charged with global corporate development Success of the Karnataka inbound and outbound marketing initiative continues to grow and support the positioning of India as an outsourcing destination of choice. The Karnataka model of policy and incentive development has been leveraged across other Tier 2 and 3 locations within India Case Studies: Globalization Countries and Governments
  43. 43. © 2014 Avasant LLC. All Rights Reserved 43 Client Objective/ Challenge Solution Skill Profile Outcome CapeSource (Nigeria) Investors at CapeSource intend to establish a World Class BPO in Nigeria to cater to the fast growing Nigerian and African market. With limited knowledge in the business of BPO, CapeSource needed a strategic partner to help establish this organization across all aspects including, Center Development, Sales and Marketing, implementation of Global Best Practices etc. Strategy and Planning • Defined the scope of business and developed a Business Plan for assessing underlying business justification • Prepared a Strategy Roadmap and Plan • Created a detailed financial plan and investment strategy • Feasibility study of the location and business in Nigeria Build Delivery Center • Provided subject matter expertise on build specifications of physical infrastructure • Supported selection and installation of the appropriate technology architecture • Support to put in place Best in Class processes for operations in areas such as HR and Training, Sales and Marketing, IT, Governance and Management etc. Marketing and Sales Support • Marketing plan implementation support and guidance as a 'Backbone' to the client • Identified and participated in key conferences to facilitate brand creation Knowledge partner to provide content for website and helped develop other market materials such as flyers, collaterals etc End-to-End support in establishing and operating a BPO including services to build, grow, optimize and execute investor plans Execution of build plan for physical infrastructure is in progress CapeSource has already managed to establish its brand in the domestic Nigerian market with at least 4 clients expressing interest in procuring CapeSource’s services Case Studies: Globalization Emerging Service Providers
  44. 44. © 2014 Avasant LLC. All Rights Reserved 44 Client Objective/ Challenge Solution Skill Profile Outcome QW Media International QW Media is a local Chinese company that had been issued rare comprehensive B2 class licenses by the China Ministry of Information Industry, allowing them to operate in all China mainland provinces. QW Media needed to develop trusted partnerships with clients and service providers across the world interested in doing business in China. Go To Market Strategy • Created a Go To Market and detailed China operations strategy • Competitor and Market opportunity analysis • Financial Modeling for identifying the returns on investment as well as perform all the requested analysis and financial models Globalization Strategy • Development of a global marketing plan • Identification of partnership prospects across China, India, Europe and North America • Marketing plan implementation support and guidance • Negotiation of partnership contracts including service level agreements, financial details, staffing requirements, as well as creating a joint governance structure • Development of Implementation roadmap • Rollout of marketing strategy Ability to assist local service providers with comprehensive coaching to up skill service offerings and market delivery as a means to support the local outsourcing eco system. QW Media has met all projected growth targets since 2008 and is globally competitive with providers of larger scale and resources QW Media’s market prowess allows the government to showcase them as the capabilities available through local providers Case Studies: Globalization Emerging Service Providers
  45. 45. Strategic Advisors for the Global Economy Global Headquarters: Los Angeles, USA 1960 East Grand Avenue, Suite 1050 Los Angeles, CA 90245 Voice: +1 310 643 3030 Fax: +1 310 643 3033 Washington DC, USA Joe Frampus Voice: +1.202.412.2335 joe.frampus@avasant.com Dallas, USA Carlos Hernandez Voice: +1.469.524.9564 carlos.hernandez@avasant.com New York, USA Anupam Govil Voice: +1. 512.762.7384 anupam.govil@avasant.com San Diego, USA Jay Priday Voice: +1.760.742.4396 jay.priday@avasant.com San Francisco, USA Amit Singh Voice: +1.408.910.9815 amit.singh@avasant.com Tampa, USA Dwayne Ingram Voice: +1.813.495.5299 dwayne.ingram@avasant.com London, UK Adrian Quayle Voice: +44 7770 431 409 adrian.quayle@avasant.com Accra, Ghana Gurmeet S Chopra Voice: +91.983.388.3775 gurmeet.chopra@avasant.com Mumbai, India Dr. Pradeep Mukherji +91.22.2632.0840 pk.mukherji@avasant.com Beijing, China Ziying "Magic" Tan Voice: +1.310.643.3031 magic.tan@avasant.com Tokyo, Japan Kevin Parikh Voice: +1.310.571.5211 kevin.parikh@avasant.com Bangalore, India Nishant Verma Voice: +91.984.559.8262 nishant.verma@avasant.com San Francisco, USA Bhavneet Bajaj Voice: +1. 301.529.0876 bhavneet.bajaj@avasant.com
  46. 46. Sr. Partner Kevin S. Parikh kevin.parikh@avasant.com Main: +1 (310) 643-3030 Mobile: +1 (310) 995-1521

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