The ultimate guide to doing sales and business development for your BPO business for getting new BPO clients. Learn the fishing techniques to get voice and non voice projects using sales strategies vs. relying on fraud consultants.

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A step by step guide by Karmesh Ghosh
Get BPO ClientsBe your own best friend, without getting conned by yet another consultant

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Karmesh Ghosh
www.karmaworks.co/blog

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You
Why?
Business
Infra, IT, Power,
Manpower,
Management
Process
What industries,
vertical, processes?
Marketing
Who will I tell about
my business? Where
will I find them
Sales
Show your value
proposition. What
problems can you solve?

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Background Skills
Investment
Team
Infrastructure
Patience Scale
Do you
have?

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You should have
Financial stability and past credibility of delivery
The right skill sets
Strong senior and mid level management
Innovation (automation, qc)

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Outsourcing destinations
IT BPO

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Top outsourcing companies
IT BPO

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Sales process

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Step 1: create a target matrix
Telecom
Healthcare
Manufacturing
Finance and Accounting
Insurance
Banking
Retail/ Ecommerce
US
UK
Canada
Australia
India
Industry Geography

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Step 2: identify top companies in target verticals

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Step 3: what services will you provide

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marketing

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Step 1: Start to network
Outreach Networking
Linkedin Facebook Group
Nasscom events LinkedIn Group
Meetup.com Webinars by Everest/ HfS/ Nelson Hill
Industry events CSR professionals
Top 50 BPO companies in India UN and other funding agencies
Top BPO consultants Award ceremonies
BPO business development managers Niche communities
Public RFPs
Governments and local bodies

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Step 2: build your marketing assets
You and your BD consultant or manager
Professional website
1 corporate presentation and 2 brochures
videos

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Business model

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Step 1: find your value proposition
Per seat cost
Marketing collateral
Resource mobilization
How will you compete on price
Supply Demand
How good is your workforce
Show value proposition
d
e
m
o

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Step 2: what is your business models
Direct contract
Partnership
Subcontract
Ideal / Negotiate well
High volumes/ Margin pressure
Synergies /Contract clarity
FTE or Transaction based billing

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Infrastructure

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business checklist

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business checklist (cont’d)
Facility and IT BoM requirement to be shared later

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capacity building
Pre process training
Industry linkages
Industry specific training
External / Inhouse trainers
Supply Demand
External training companies
BD Managers / Consultants
Q
A
H
R

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thank you
-karmesh
Karmeshghosh@gmail.com