bizdev services for ito & bpo suppliers
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Business Development Services for ITO and BPO SuppliersTRANSCRIPT
Business Development Services for ITO and BPO suppliers
10/04/23 Business Development Services 2
Overview
Interim BizNetMarketsChallenges Business Development Activities Business DevelopmentOur Business ModelOur Added ValueResults BD
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Interim BizNet
Consultancy company specialized in Business Development.Unique Concept: support companies to improve their competitiveness. Passion: Accelerating time to market, lowering costs.Supply side: ITO and BPO companies, both onsite and offshore. Demand side: Verticals such as Finance, Telecom, Utilities and Systems Integrators.Contact Errol van Engelen at [email protected]
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Markets – Supply Side
IT Outsourcing Companies:Custom Application ServicesStandard Application ServicesInfrastructure Services
BPO Companies:Finance & Accounting OutsourcingHuman Resources OutsourcingKnowledge Process OutsourcingFacilities Management Outsourcing
Size from 300 employees onwards either onsite or offshore.
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Markets – Demand Side
Finance Vertical:BankingInsuranceOther Financial Services
Telecom Vertical:OperatorsCableInternet Service Providers
Utilities:ElectricityGasWater
System Integrators:With no offshore sites
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Challenges Business Development
External challenges:No or insufficient contact network in target markets at desired level. Fierce competition due to the Economic Downturn.Local suppliers without offshore capabilities being squeezed by Tier one (global) suppliers.Loss of market share and margins.
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Challenges Business Development
Internal challenges:Business Planning: no strategy to adapt to current situation;Product Management: no innovation, unclear portfolio;Go to Market: no plan, no strategy, me too marketing.Sales & Marketing: no contacts at desired level, no name awareness.
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Activities Business Development
Activities to improve market share and margins
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Business Planning
Determine target markets.Define actual needs in target market.Develop Action Plan for the short-term.Develop Business Plan containing Product/Service portfolio, positioning, pricing, customers, competition, onsite/offshore policies. Focus on Value Creation.
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Product Management
Define Product/Service needs in target market. Define current Product/ Service portfolio.Define eventual gaps.Enhance eventual gaps and integrate in Product/ Service portfolio. Focus on Solution.
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Go to Market
Define channels to use to connect with prospects and clients.Define organizational processes to work in an onsite/offshore structure. Onsite control and offshore delivery. Focus on Introduction.
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Sales & Marketing
Prospecting at desired level in target market.Interview / discovery meeting.Analyze needs re. ITO or BPO services.Present services and solutions.Negotiate internally and externally.Close the Contract.Focus on Price and Quality ratio.
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Our Business Model
Working on behalf of ITO and BPO companies.Small Retention Fee + Commission.Business Contacts at C-level within Top-150 in the Netherlands.€ multi million sales funnel in ITO and BPO projects in the Netherlands.
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Our Added Value
Bridging the gap between where you are and where you want your company to be:
Building strategic Business PlansPerforming Sales and Marketing activities.
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Measurable Results
Accelerated time to market and lower costs in Business Development process.Improvement in the Marketing and Sales process. Bottom-line: more competitiveness, more turnover and market share.
Business Development Services for ITO and BPO suppliers