Sourcing Advisors: “A Total Waste of Money”?
September 1st, 2011
Parkinson: Advisors are driven by models, not by flexibility
By Patrick Haller
The decision for an outsourcing client to use an advisor can be daunting, especially if the buyer believes they have “been there – done that” and that they can manage any challenges or complexities they encounter. Advisors are “a total waste of money” for buyers operating in familiar territory, says John Parkinson, SVP Enterprise PMO at Axis Capital, who was also a consultant for twenty years and named as one of the world’s most influential consultants in 2003.
Client Retention Advice: The Good, the Bad and the Ugly
November 22nd, 2010By Ilya Bogorad
Successful businesses are excellent at client retention – that should come as no surprise. Learn the Do’s and Don’ts here.
Why is client retention important? Firstly, long-te
rm customers provide steady, predictable cash flows which sustain the organization through peaks and valleys. Secondly, such customers are a great source of referrals and new business. A referral is the arguably the most inexpensive way to acquire new customers.
Thirdly, it’s much more expensive to bring a new customer in than to retain an existing one. This point has been talked over in business literature ad nauseum, yet there is still a lot to be desired in the way companies go about it. And finally, there are industries in which there are only a few potential clients available (however large). If you want to be in this space, you have to retain them.
By Kirk Laughlin, NSAM Editorial Director
I always enjoy reading the various recommendations that come out from industry experts 
about best practices in outsourcing. Some of the advice is intended to be truly independent and unbiased and that’s the kind of material we’re often looking for at Nearshore Americas.
Other times we see “experts” arguing a specific point, but in reality they have a hidden agenda and the tone of their advice favors that agenda.
