How to Qualify
Why become a qualified outsourcer?
As one type of international service trade, software outsourcing is in full compliance with the four characteristics ofthis classification in that it is, intangible, inseparable,changeable quality and non- storable.
Because of "inseparability" service, protection, security and risk are extremely important in North American & European Community software "services trades"; service providers can only maintain goodwill from continuing business by strictly protecting customers’ commercial secrecy and software copyrights.
Thus there are still some doubts from European and American markets about foreign supplier but with specific concern over Chinese enterprises
1)Foreign customers find legal pursuits difficult and lengthy in Chinese courts,
2) Chinese service providers have a poor intellectual property rights protection history,
3) Software development by Chinese service providers falls short of Western standards, and
4) Chinese service providers face many cultural and mobility barriers when servicing off-shore client accounts
Software exports to Western markets is kind of "international trade", Chinese enterprises are expected to meet qualifications that are recognized by these markets in order to contend with other suppliers of services from outside of China.
What is a qualified outsourcer?
The outsourcer will be recognized by Western markets with the following prerequisites,
1) Reputable professional conduct,
2) Services meet minimum global standards,
3) Competitve and accurate quotations,
4) Assurance as to quality and delivery commitments (expressed & implied),
5) Clear and regular communication with their customer,
6) Timely and responsive attention to customer’s needs and demands,
7) Professional and stable key staff, and
8) Flexible and adaptive ability to varying time, cultural and geographic differences
In short,Western markets are most concerned about is how to properly evaluate outsourcers in a consistent and reliable fashion as a means of reducing risk. This often includes productivity, project delivery capabilities as well as overall business viability. When combined with developed trust a durable long lasting relationship is established.
How to be qualified by IIOM
1) gap identification
The enterprise has to start with self-examination in order to find if a gapexists between Western markets and themselves. This is often a difficult examination to perform and even more challenging to correct if deficiencies are uncovered. Even worse is that outsourcers are unfamiliar with foreign standards and expectation that buyers have.
Based on his years of industry experience and numerous contacts with customers, Jerry E. Durant, Chairman of International Institute for Outsource Management (IIOM), summarized a range of key process elements covering business viability value concerns that buyers have, and established a comprehensive qualification examination framework known as GSC (Global Star Certificate). This provides a precise and indepth entry point for outsourcers to improve the overall competitiveness of their own.
2) Test of overall viability/capability
Unlike CMMi, ISO/IEC 15504, IT Mark and Bench Mark based on the EXI standard, or other assessments, GSC provides a more comprehensive and objective overall viability assessment of outsourcers from the unique viewpoint of a diverse and comprehensive collection of buyers. Over 200 examinations have been conducted in 70 countries specifically at the request of Western buyers.
This system examines and evaluates the capacity of the organization as well as determines the potential for continuing operations of the enterprises. This develops a strong trust, heightened respect and unique identification of GSC qualified service providers.
3) Constant improvement of competitiveness
After evaluating the required materials submitted by applicant enterprises, IIOM’s team of experts conduct an onsite assessment. The onsite assessment helps to further qualify the company and the various staff members as a part of the assessment process. The combination of qualitative and quantitative evaluation allows the examiners to isolate gaps and provide direction on practical but effective solutions. In addition, key strengths are also isolated and used to help the company promote these as a part of their offering to prospective customers. The improvements, along with amplified strengths help the client to properly position themselves for promoting their company (as well as strengthen their business).
Clients provide annual updates in order to give credit to their progress. Every three years, a reassessment is conducted to properly reflect the improvement progress that has been made (elevating buyer confidence further).Through such a process of assessment, improvement, re-assessment and further improvement, the outsourcing enterprise will constantly enhancing their competitiveness.
4) Introduce qualified outsourcers to Western markets by a third party of assessment
After IIOM assessment, we offer only qualified outsourcers with the opportunity to further promote their services. These services include:
A. Tailored design of promotional campaigns in Western buying communities focused on matching the service provider to the specific market that will yield the highest number of qualified opportunities
B. On behalf of outsourcers, experts of IIOM release the latest news about the outsourcers and progress when attending important international activities, as well as collecting and contacting concerned outsource suppliers
C. Support for lead generation, opportunity qualification, sales support services, and market intelligence.
D. In the process of outsourcing work, IIOM can go on to offer first-class experts as overseas spokesman and suggestions on market negotiation to outsourcers to achieve more success.
E. Provide sales and marketing collateral review, insuring that what you use to make that vital first impression, is of a world class nature (style, format, grammatical and properly stating your core values).
How to become a qualified outsourcer?
How to prepare materials to meet the needs and wants of buyers
At the beginning stage of entry into overseas market, material preparations are very important for every company, including website, brochures and the handling of request for information. Material preparations are the first impression left on any buyer. Simple mistakes can cost you an opportunity, even when you are the best qualified.
There are some general principles that outsourcers need to follow in order to show themselves effectively, whether in the website, brochure or request for information response (hereafter RFI response):
1) Home Page of website, or the first page of brochure and RFI response, should grab the buyer’s eye not only in words but also in appearance and interest. Proper captivation and content will encourage the buyer to have continued interest.
2) Fewer words encourage a dialog, too many words and the buyer is lost in details that aren’t relevant at this point in the search process. Proper artifacts (websites and marketing literature) should attract interest. Key company differences (referred to as branding) illustrates why the company is the leading solution provider for the buyerKeeping the target audience and intended use will help to shape the form and content that must be included in your marketing and sales folio. Ignoring this fundamental rule will cause unnecessary confusion and excess spending, without the benefit of sales.
How to do marketing in the overseas outsourcing markets
To do marketing involves allot of work. Such aspects as market research, establishing workable budgets, forming a measurable strategy, and form a promotion team can be a deciding factor in sales success.
Wide and deep company exposure utilizing cost effective methods suitable for your target customers. Industry-related websites, publications and whitepapers made by professionals represent the places where the company can establish initial Western market exposure. Developing a market strategy that focuses on those areas where the highest probability of sales success can occur. Focused marketing reduces cost while increases sales yield. A firm based then serves as an effective starting point for growing a broader client base.
1) Provide guidance in taking the marketing (promotion) efforts and developing sales opportunities. Solid promotion requires follow through with effective sales. This involves relationship development, proposal delivery, negotiation, and deal closure.