Strategic Partners

Strategic partners are entities that may be customers or suppliers, but whose destiny is intertwined with the enterprise hiring and external service provider. A strategic partner has an interest in the success of any outsourcing. Indeed, the outsourcing vendor normally becomes an additional "strategic partner."

Selecting the right vendor as a strategic partner is an essential aspect of any outsourcing venture. Due diligence will require analysis of issues such as vendor reputation, financial and technical resources available to the vendor, and complementary corporate cultures. Enterprises should be prepared to ask vendors questions relating to these matters and consider posing hypothetical situations (i.e., "If you were confronted with X problem, what steps would you take?"). Frequently, the selection process involves creating a Request for Proposal (RFP), which requires careful preparation. In new, "immature" markets, where service offerings vary, conventional RFP's that compel suppliers to match specific, predetermined requirements may not always be in a customer's bets interest. To find the best solution, sometimes one must forego the usual RFP and negotiate in parallel with a limited number of vendors that offer varying services and technical solutions.

For best results, this determination should involve input from an experienced outsourcing team.