Influencing Outsourcing Executives

The Outsourcing Institute launched its Media and Events division in response to growing demand from the service provider community seeking access to OI's proprietary list of Buyers and Influencers. In 2003, we are building on that tradition, offering an extended list of media and research-based products and services which will provide service providers with a new and innovative range of opportunities to increase market exposure and build awareness, communicate thought leadership and generate leads.

Media

In 2003, The Outsourcing Institute will publish four highly targeted, leading edge publications that provide research, analysis and thought-leadership on outsourcing trends delivered to our member buyer community. Reach these outsourcing decision makers in print and online by placing your marketing message in these targeted reports.

OI Media Calender

Download Calender PDF (80K)

Special Report with BusinessWeek: The New Outsourcing

The New Outsourcing, a special advertising section produced in association with BusinessWeek, will look at outsourcing as a strategic opportunity to transform, re-energize and restructure companies. The New Outsourcing will:

• Explore why outsourcing is no longer just about cost savings.
• Examine the growth of small and medium-size companies that are embracing outsourcing and why it is no longer just for larger size companies.
• Probe the rise of business process outsourcing and why outsourcing is no longer restricted to IT.
• Investigate the rise of the chief resource officer (CRO) or an equivalent to spearhead the outsourcing process at companies.
• Demonstrate why moving key tasks and functions offshore is now the norm and no longer a risky experiment.

Issue Date: October 27, 2003
Ad Close Date: September 15
For more information download the PDF

Download The New Outsourcing PDF (80K)

Special Reports: Outsourcing Essentials

Comprehensive, state-of-the-industry reports that cover strategy, growth and change trends in outsourcing. Distributed free to OI members and frequently requested by the business media, these reports are also distributed via Outsourcing.com, at all OI events and guest speaking engagements, and by mail.

For specific Outsourcing Essential sponsor information please contact Caroline Bush, sales and marketing coordinator at 516.681.0066 x112 or via email at cbush@outsourcing.com.

Co-Branded Micro Website

An exclusive micro-site at www.outsourcing.com positioned prominently to maximize your exposure with OI website visitors. Designed to showcase your company's expertise, content features a client case study, detailed company profile, interview with your CEO, and live link to your email or website. Email alerts to OI me every download is forwarded as lead generation.

e-Polls

Interested in fast market data from a qualified outsourcing buyer audience? These focused electronic surveys to OI members pull in critical market feedback and brand awareness for your company. Each poll includes up to six questions, carefully crafted by OI on mutually agreed topics. Results are published at Outsourcing.com and distributed via news release to business media.

For editorial calendar and rate information please contact Caroline Bush, sales and marketing coordinator at 516.681.0066 x112 or via email at cbush@outsourcing.com.

Events

The Outsourcing Institute's Events provide a unique venue that brings together outsourcing industry luminaries and business professionals to discuss, challenge, and debate today's most critical issues and trends. OI's Events create an unsurpassed environment where cutting-edge information is shared, networking is done, contacts are made, and ultimately, partnerships are formed.

Roadshow 2003

The Outsourcing Institute produces its exclusive executive symposia series in major metropolitan cities to increase your market exposure, generate qualified outsourcing leads and help you shorten your sales cycle. Attendees are 100% qualified buyers and influencers. Sponsorships sold out for both Fall and Spring 2002 events.

Reap the Benefits of the Most Targeted Event Series in the Outsourcing Marketplace

• Share your vision with our 100% buyer and influencer audience with an estimated $2.3 billion in purchasing power.
• Generate leads, increase market presence and build your brand – all with attendees in the early stages of procuring outsourcing services.
• Position your company as an industry leader in outsourcing services.

Vendor Summits

Research Services

The demand for research, information and other intelligence in professional business markets is high and content publishing remains a highly effective and influential form of communication for companies seeking to broaden their reach, marketing efforts and company image. Successful communications are built by delivering information vital to a target audience and, The Outsourcing Institute specializes in helping to deliver solutions through print & electronic products and services together with new research-based offerings. Publications may include original primary research (surveys, in-depth interviews, thought-leadership panels, client projects, etc), together with analysis, predictions, casestudies, data, statistics, management theory and practical advice. Based on a survey of OI's buyer and influencer members, topics in-demand include:

• Thought leadership:
  forward-thinking ideas, analysis and predictions concerning emerging business trends and directions
• Industry sector analysis:
  key issues, market size and structure, trends, forecasts, performance indicators, key players
• Industry sector monitoring:
  continuous tracking, analysis and commentary on trends and developments
• Strategic analysis:
  evaluation of emerging critical trends, highlighting opportunities & threats and providing frameworks for enhancing competitive advantage
• e-Business analysis:
  evaluating the impact of the internet and related technologies on industry sectors, corporate strategy, marketing & sales, operational efficiency, etc.
• Best practice management:
  blueprints for strategic opportunity

Management Briefs / Industry White Papers

Outsourcing management briefs are co-branded informational "white papers" crafted to promote your company's value proposition while educating outsourcing buyers. Written by OI on a mutually agreed topic, content is graphically enhanced with charts and graphs and printed for joint distribution by OI and your company. An electronic version can also be distributed via Outsourcing.com.

Custom Research Briefs

Research briefs explore in detail, management trends and challenges confronting senior executives. Sponsored research briefs are a way for companies to provide the strategic insight necessary to assist buyers in determining the need, evaluating and procuring outsourcing services.

For more information on research services, please contact Caroline Bush, at 516.681.0066 x112 or via email at cbush@outsourcing.com.

Advisory SOLUTIONS

Advisory Solutions is focused on solving business needs of outsourcing service providers; by helping you build and grow a profitable, sustainable outsourcing enterprise. It is estimated that 75% of outsourcing service provider’s struggle in growing their business. Success demands experience, unique expertise, ample resources, alliance relationships, and an ability to:

• Plan your business strategy, organization, and engagement process.
• Develop profitable financial models that link your solution to accurate cost and pricing models, and link to customer’s financial evaluation process.
• Establish market presence, sales expertise; identify truly qualified leads, resulting in sales opportunities that close in a reasonable timeframe and budget.
• Understand your client’s motivation to outsource, their procurement process and the formal and informal decision-making process.
• Manage the ongoing customer relationship, and contract/negotiation process.

Advisory Solutions Service Offerings

Advisory Solutions is comprised of three major practice areas supporting the outsourcing selling process: Service Provider Enablement, Customized, Consultative Sales Training (Knowledge Transfer), and Executive Augmentation.

Service Provider Enablement

• Value Proposition Development – define and articulate service provider specific value in terms of business benefits being provided to customer. It is imperative that value can be articulated in order to get the attention of the key decision-maker.
• Marketing/Demand Generation – identify sources and quality of leads. How to manage the leads pipeline, increase probability that leads will result in closed deals!
• Opportunity Management Process – manages the process from early opportunity development, through proposal and solution design, financial engineering, and contract negotiation and close.
• Service Offering Development – identify those service offerings which give the service provider competitive advantage, unique business value, and whose delivery capability can be sold as strength vs. the competition.
• Solution Sales Strategy – define the “win” strategy, including key decision-makers, identifying the “pending event”, customer formal decision process, and selling strengths against competitor weaknesses.
• Pricing and Costing Methodologies – pricing to meet customer financial needs including flexibility and utility models. Ensure strong linkage of cost models to solution design. Quantify financial benefits in terms of cost and cash flow savings through outsourcing.
• Contracting/Negotiations – develop the negotiating strategy; identify appropriate contract terms and conditions. How to arrive at a successful close.
• Building a Successful Outsourcing Business Plan – construct an integrated go-to-market business model for either expansion of an existing outsourcing practice or the birth of a new outsourcing offering. This will include channel development plans, formation of strategic alliances, and influencer and gatekeeper strategies. Migration strategies and business scorecard and gap analyses can be employed to make for a smooth transition to a new or expanded outsourcing enterprise.

Customized, Consultative Sales Training (Knowledge Transfer)

• “Managing the Successful Outsourcing Engagement” – customized training of service provider sales force to strengthen their ability to sell complex, outsourcing solutions. Includes key phases of Outsourcing engagement process from qualification, developing sales strategy, proposal management process, through contract negotiations and close.
• Case Study Approach – utilize actual examples of an outsourcing engagement process, with team breakouts to solve issues.
• Sales Team “Live Support” – working “in the trenches” on live deals augmenting the Sales Team through the entire opportunity process from lead generation and qualification to contract close and post mortem.

Executive Augmentation

• Engagement Management and Negotiations Support – experienced executives can be supplied on a short-term basis to manage the engagement process including proposal management and negotiations support. This approach enables service providers to obtain needed expertise to close deals, without the high, fixed costs of recruiting, retaining, and rewarding full-time sales personnel.
• Operational Oversight – “hands on” support by seasoned professionals in the day-to-day operation of an outsourcing practice, again on a short-term basis. This “swat team” approach can be employed in areas such as program and account management, P&L and the entire spectrum of financial management, BPO planning and execution, and account management, just to name a few.

For Advisory information please contact Caroline Bush, sales and marketing coordinator at 516.681.0066 x112 or via email at cbush@outsourcing.com