On July 18th, ISG conducted a webinar hosted by the Outsourcing Institute on the topic of “Five Reasons Service Providers Lose Bids.” The discussion, led by Partner Tom Young (@tomyoungjr) and Chief Research Officer Paul Reynolds (@paullreynolds), explored in detail the issues outlined here.

1. The Top Five Reasons
Providers Lose Deals
July 18, 2012
Sponsored by: ISG
Produced and Presented by: The Outsourcing Institute

2. Today’s Speakers
Frank Casale
Moderator
Founder, CEO
The Outsourcing Institute
Tom Young Paul Reynolds
Partner Director of Research
ISG ISG

3. The Outsourcing Institute
• Located at outsourcing.com – Over 70,000 Executive Members Globally
• Trends, Best Practices, Case Studies
• Training Through OI University
• Specialize in Low Cost Alternatives for Outsourcing Buyers Needing
Assistance with RFP Development and/or Vendor Selection:
– Outsourcing RFP Builder Software
– Matchmaker Service
• Qualified Demand Generation Programs
• Outsourcing Jobs Opportunities and Recruiting Services Through CMS Inc.
• Local, Intimate and Interactive Outsourcing Road Show
• Sponsorship and New Business Development Opportunities & Programs
For more information contact us at:
info@outsourcing.com or 516-279-6850 ext. 712

4. Today’s Agenda
• Outsourcing Market Characteristics
• “Top Five” Reasons Service Providers
Lose Deals
• A Strategy for Success
• Questions and Discussion

5. The Outsourcing Marketplace
• Winning deals isn’t easy
• No margin of error
• Difference between winning and losing is
razor thin
• Five key reasons deals are lost….

6. #1: Lack of Insight
• Providers don’t know in advance what
opportunities are coming on line
• Prevents adequate planning,
strategizing and preparation
• Providers don’t know the real reason a
client goes to market and sell to the stated
reason; proposed solution
misses the mark

7. #2: Bringing the Wrong Sales
Team
• SMEs and delivery leads often arent’
involved in early discussions
• Hampers credibility and glosses over client
issues
• Sales team has to be empowered to make
decisions
• Constantly seeking approvals is a deal-
killer

8. #3: Spreading Efforts Too Thin
• Many providers chase too many deals –
and chase none of them effectively
• Prioritizing viable accounts is a struggle
• Need to define the sweet spot – identify
viable prospects and match them to
capabilities

9. #4: Poorly Prepared Responses
• Sloppy, generic or irrelevant materials and
collateral
• Canned responses rather than insights
into client issues
• Often related to other factors – lack of
insight into deal activity and chasing too
many deals

10. #5: Inefficient Pursuit Processes
• A talented team with the ability to
assemble a winning proposal together isn’t
enough – if it takes too long
• Responses need to be timely and the
process needs to leverage critical
expertise

11. Elements of Success: How to
Get There?
• Insight into client issues and deal activity
• Appropriate sales teams
• Focused efforts on the right targets
• Tailored responses that address client
requirements
• Efficient pursuits that leverage expertise

12. About ISG
ISG is a leading technology insights, market intelligence and advisory services
company, offering clients one source for support in driving operational effectiveness.
The world’s leading
sourcing data and
advisory firm.
the power
A premier of One
independent
technology The premier independent
advisory serving TM provider of business and
the IT benchmarking,
U.S. public sector performance
improvement, data and
analytics services.

13. About Momentum
• What makes our research different?
– ISG advisors are NOT analysts
– Our data is known for its integrity and high quality
– Providers think about the market in terms of accounts, so our research does too
• Momentum research combines ISG’s market-leading data and
intelligence with the observations, insights, and experience of a
world-class advisor community
• Our research and advisory expertise provides a unique perspective
on the sourcing marketplace that addresses service provider
requirements
• ISG advises on more than 100 large outsourcing transactions each
year – more than any other firm in the world
• ISG witnesses several hundred service provider
pursuits each year and we understand what works
and what doesn’t when working with clients

14. Momentum Offerings
Momentum offers easy to use research tools and services that
enable service providers to better target, win, and retain business

15. Questions
Tom Young
Partner
ISG
Url: http://www.isg-one.com
Twitter: @tomyoungjr
Paul Reynolds
Chief Research Officer
ISG
Url: http://www.isg-one.com
Twitter: @paulreynolds
Laura Mersinger
Business Development Executive
ISG
Tel: 630-955-6809
E-mail: laura.mersinger@isg-one.com
Frank Casale
Founder, CEO
The Outsourcing Institute
Tel: 516-279-6850 x706
E-mail: fcasale@outsourcing.com
Url: www.outsourcing.com
LinkedIn: http://www.linkedin.com/pub/frank-casale/14/722/29
Twitter: http://twitter.com/frankcasale

16. Thank you for joining
The Top Five Reasons Providers Lose
Deals
Tom Young Paul Reynolds
Frank Casale
Partner Director of Research
Moderator
ISG ISG
Founder, CEO
The Outsourcing Institute
This webinar was sponsored by ISG in conjunction with The Outsourcing Institute.

17. Replay the Webinar
Access the Replay:
http://info.isg-one.com/Top5ReasonsProvidersLoseDeals.html