Outsourcing sales -understanding clients and practical advice.

VIEW FROM BOTH SIDES

OF THE SPECTRUM.

Serial Entrepreneurs and co-founders Olek Shestakov and Alex

Polyakov worked together on several projects over the past 3 years

In outsourcing industry as IT consultants and customers since 1997,

owned and managed multiple outsourcing teams

33 years of hands-on experience in Software Solutions, IT, Business

Communications and Media Frameworks

17 years of Management and Executive Experience, as Outsourcing

Team Leads and Head of Client's Outsourcing.

Large Size Enterprises - IBM, SAIC to medium companies and

startups

We ran businesses, wrote books, coached and mentored others. We

also thrive in table tennis, hiking, and darts

INTRODUCTION

When entering a foreign market, you really need to understand

the mindset and the thinking of the person on the other side.

Prospecting

Emails that get Responses

Short, simple, and direct.

Generate interest

Market your skills

Proper language

No spelling mistakes

Double check emails before sending.

Key phrases to increasing responses:

“I am interested to learn more about…”

“I would like to better understand your needs.”

COMMUNICATION

Every business customer is also a person

They have their own personal agendas, goals and fears

Successful projects - mean recognition and promotion

Failure can have drastic consequences - demotion, loss of work,

divorce, etc.

Customer - Risk Mitigation

Challenge - How to Acquire Trust and Build a Relationship

Building Reputation

Importance of Networking

WHAT EVERY TEAM SHOULD KNOW

ABOUT US MARKET

Breaking the Catch 22 Barrier - dif ficult

To Gain Experience, need to gain work

To Gain Work, need to have experience

How to Gain Experience and Testimonials

Small pieces of work at cost - it is an investment , don’t work for

profit, work to build a reputation and gain a referral.

Find Partnerships - people who can represent you.

Partnerships also demand risk mitigation - they are laying out their

connections on the line.

WHAT IF I DON'T HAVE US MARKET

EXPERIENCE TO GET ME THERE?

"Jack of all trades, but a master on none".

Instead of looking at everything, try to find a

specific niche where you are an expert.

Frequent MistakeAfter acquiring referrals, recommendations, and

experience, not capitalizing on the opportunities

to network .

In US, even in corporate work, the best way to

gain new business is through personal

introductions and "word of mouth“.

AVOID

MISTAKES

Global market opens teams from all over the world to bid for jobs.

How do you stack up against your competition?

The KEY to gain business is to FOCUS ON THE CLIENT’S NEEDS

Frequent Mistake

Teams do not focus on customer need, but on technical implementation.

Understanding client requirements on pricing

Every team states that it is the best, in this case client will pick the less expensive

Ask questions and show the expertise (it is the investment of your time)

Don't pressure the client. If the client is not a perfect fit, there is no need to feel bad, go on to the next one.

UNDERSTANDING THE CLIENT NEEDS

Frequent Mistake Teams do not follow-up

After establishing a connection, keep following

up with a client regularly. Once every 30 days, drop

them a few lines to see how they are doing.

LinkedIn, social media, e-mail. EASY!!

Pricing your resources right

Choices of resources - experienced, less

experienced.

Be honest about your capabilities and team

composition.

Honesty will allow you to interact with your client

for the next project.

AVOID

MISTAKES

Timing of responses, show genuine interest, taking the time

to understand the business.

Its not just about doing what you're told. Its also contributing

your input into their thought process. Clients are looking up to

you for the RIGHT expertise and advice.

Quality of documentation

Mirroring the client process

You are interviewing each other - ask specific questions,

engage client into a deep conversation, show deep knowledge

and understanding

Ask client to describe an ideal team for his need. Does the

client know what he/she wants?

THE INTERVIEW PROCESS

Frequent Mistake Team follow their internal process, not customer process.

Professional teams need to be familiar with all risk averse and flexible processes and be able to follow them

Frequent Mistake Teams do not like to use Video for communications

Visual face-to-face interaction is the key ingredient to building trust .

Frequent MistakeTeams focus on technical aspects, not on building relations long term.

Be Proactive! Look into the industry and propose ideas. Don't be shy.

AVOID

MISTAKES

Prepare the right, quality contracts

Web Site

Company Blog and News

References

Marketing and Social Media

Follow-up

Similar Projects

Technical Expertise

Frequent Mistake

Not being straightforward on pricing, resources, risks and time

constraints

DUE DILIGENCE

HAVE PASSION!

Have passion in what you do!

Have passion in technology!!!

BUT EVEN MORE - HAVE PASSION WITH INTERPERSONAL

RELATIONSHIPS!!!

Don't just see clients as money bags. See them as your personal

friends. It pays off in the long run.

BUILDING LONG-TERM RELATIONS

Frequent MistakeAssuming Software development and project management a relationship building.

Show GENUINE interest.

Discuss strategic development areas

Learn about business

Follow company news.

Treat customer as your friend and your customer. It will show!

Frequent Mistake

Relationships cannot always be perfect. BUT, Relationships can be fixed!

FIXING RELATIONSHIPS: Be honest. Explain. Communicate. Be blunt. Be proactive

Be strategic

Talk about difficulties – don’t hide them

AVOID

MISTAKES

Olek Shestakov https://www.linkedin.com/in/oshestak

Alex Polyakov https://www.linkedin.com/in/apolyako

QUESTIONS & ANSWERS