The Hunt Is on for Big Outsourcing Deals
ARCHIVE :: Friday, December 04, 2009 :: Alina Boey
Whether you are the buyer or seller of large outsourcing deals (US$50m and up), you will require a total understanding of the complex outsourcing process that is required to win and deliver large deals. This book will help you understand the entire deal lifecycle and show you the stages involved from an insider's view - the buyer's and seller's perspectives - as the authors have worked on both sides.
The only book of its kind to focus on the end-to-end IT services and outsourcing life cycle, Winning Strategies is a complete seller's and buyer's guide for today's market. Sellers will learn how to perform analysis on the target market, form the right bid team, partner with relevant influencers and create unique go-to-market strategies for finding qualified IT services and outsourcing deals. Both buyers and sellers will learn how to define appropriate engagement models, create pricing and financial structures, form well-defined contracts, negotiate effectively, institute transition best practices and govern the entire program with success.
Packed with witty anecdotes, insights and lessons for the practitioner from the authors’ own experience and stellar trade performance, Dutta and Folden’s work is a vital read for customers, vendors, advisors and anyone involved in today’s complex IT services and outsourcing deals.
Anirban Dutta, a director at Computer Sciences Corporation (CSC), has a proven track record of leading successful business development, negotiation, operations, and service delivery teams in the infrastructure, BPO, and IT application development space. Prior to CSC, he held leadership positions at Satyam Computer Services, IBM and Sprint. Anirban has helped close several big, globally deployed outsourcing deals; each with a total contract value in excess of US$50 million. He has also structured corporate turnaround initiatives to revitalize ailing businesses. Anirban is a former member of the Indian Junior tennis team and he lives in Dallas with his wife, boy and girl twins, and two fat dogs.
Hetzel W. Folden is a vice president at Computer Sciences Corporation (CSC), where he is chartered to lead a globally deployed deal pursuit team. In his prior job as founder and head of the Strategic Deals Group (SDG) at Satyam, he led a team that supported the organization’s significant growth in reaching US$1 billion in annual revenue in 2006 and rocketing past US$2 billion in 2008. He graduated with distinction from General Motors Institute and earned an MBA from Indiana University’s Executive Program. He lives in a house full of pets in Southern California with his wife of 25 years.
Winning Strategies:
Secrets to Clinching Multimillion-Dollar Deals
Published by John Wiley & Sons, Inc.
Publication Date: October 26, 2009
US$29.95; Cloth; 224 pp.; ISBN: 978-0-470-82466-5
