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10 Good reasonsTRANSCRIPT
<10 tips for successful offshoring>kieon.com
Introduction
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ac enim nunc, id iaculis elit. Nam vel tellus nulla, id mattis
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montes, nascetur ridiculus mus...
7 Garrick Street
London
WC2E 9AR
United Kingdom
Telephone: +44 (0) 20 3051 1371
Sales Director: Gwilym Lewis
Fax: +44 (0) 20 3051 1365
Email: [email protected]
302 Prestige Sigma
3 Vittal Mallya Road
Bangalore -560001
India
Telephone: +91 (0) 80 4112 3191
Operations Director: Smita Malipatil
Fax: +91 (0) 80 4112 3533
Email: [email protected]
The internet makes it easy to business
with companies no matter where they are.
The downside is that without some degree of due diligence
it’s very difficult to know exactly who you are dealing with as
anyone with a phone line and a well crafted website can present
themselves as the world’s greatest partner.
Some key questions to ask are:
• Do they have their own directly employed staff or do they act
as agents/work with sub-contractors?
• Where are they actually located?
• What do their most recent accounts look like?
Taking time to carry out some initial checks will quickly establish
whether they are an appropriate partner for you to even begin to
consider working with.
Know who you are working with
Enforcing contracts across countries
should things go wrong can be difficult at
the best of times and impossible at worst
When entering into service agreements it is important to be very
clear about how your contracts with your partners can be relied
upon in the unfortunate event should things go wrong.
Some key questions to ask are:
• Are you dealing with a local company or directly with an
offshore one?
• If they are acting as agents/using sub-contractors are you
protected if they fail to deliver?
• Do items such as their Professional Indemnity insurance
provide you with sufficient cover when working offshore?
Most of the time none of this is going to matter to you as contracts
are only really important when things go wrong but it is important
to ensure that if the worst does happen you are actually covered.
Make sure contracts are enforceable
There are many immensely talented
offshore companies that produce work of
the highest quality day in day out.
The problem is that once something’s online it can be very difficult
to be completely certain which company built what. As such it’s
worth asking for more than a portfolio of a partners work.
Some key questions to ask are:
• Can you send me samples of code across different
disciplines rather than pointing me to work that you have
done?
• Do you have defined internal coding standards and may I
see them?
• Another question?
Most of the time none of this is going to matter to you as contracts
are only really important when things go wrong but it is important
to ensure that if the worst does happen you are actually covered.
Ask for samples of work
References are always one of the
best ways to see if a company is an
appropriate for you to partner with.
Take the time to pick up the phone and speak to some of their
existing clients and see what they have to say about them.
Some key questions to ask are:
• What type of projects have you done with them; both scale
and complexity?
• How do they respond when things go wrong?
What one thing could they do to improve their service to you?
The most important thing to ensure when speaking to their
existing clients is that they have worked with them on similar
work to that which you are considering or their reference could
be meaningless. to ensure that if the worst does happen you are
actually covered.
Speak to other clients
Clearly defined processes are one of the
foundations of a successful offshoring
relationship
The problem is that once something’s online it can be very difficult
All companies will have their own way of working and differing
degrees of flexibility when it comes to adapting them to the way
you work. It’s important to understand these from the outset so
that you can be sure they’ll work for your circumstances.
Some key questions to ask are:
• Can we see how your processes are documented and
implemented?
• Do we have access to your version control and issue
tracking software or will you work with ours?
• How flexible can you be in fitting in with the way we
do things?
Clarifying how things will work from the outset will ensure that
things run much more smoothly as the amount of work undertaken
between you increases.
Understand their processes
Culture is one of the biggest stumbling
blocks in any offshoring venture.
When entering into service agreements it is iPeople’s ways of
working both as companies and culturally can differ greatly and if
this is not addressed and understood from the beginning it can
cause massive problems further down the line. It’s important to
take time to be sure that you are comfortable with the firm you are
intending to deal with.
Some key questions to ask are:
• What are your working practices and employee
conditions like?
• Am I currently dealing with the people that will be my day
to day contacts?
• How well are we communicating both in terms of
language and understanding?
There will always be cultural differences when working with any
company. The key is to be aware of them from the start and
address them accordingly right from the outset.
Make sure there’s a cultural fit
Emerging economies often have emerging
infrastructure.
It is a hard reality that even in the most developed places power
and internet connections can fail and cause problems and this
can be a much more regular occurrence offshore. It is important
to ensure that potential partners have well thought out business
continuity plans in place.
Some key questions to ask are:
• What do you do in the event of a power failure?
• How many internet providers and connections do
you have?
• How is your data backed up and how quickly can
it be recovered?
With proper planning less reliable infrastructure need present no
problems at all and in fact can often mean that offshore partners
have far more resilient systems then their clients.
What happens when the lights go out?
Firsthand experience and personal contact
is extremely valuable.
There’s nothing that can replace the long lasting benefit of actually
visiting potential partners both in terms of the depth of relationship
it can build and the ensure that all that you have been told and
shown of the partner is actually the case.
Some key questions to ask are:
• Can I meet the project managers and teams that I’ll be
working with?
• Can you show me around your facilities and back-up
infrastructure?
• What else?
There is nothing that can replace the peace of mind that comes
from having visited a potential partner’s offices and met the people
you’ll be working with face to face.
Go and visit them
The proof of the pudding is in the eating.
OK so this is a cliché but it holds true more often than not. Once
you are happy that you have found a company that you can work
with arrange an initial trial job to see how things work between you
in a way that’s risk free.
Typical ways to run a trial include:
• Creating a small test project specifically for the
purpose of a trial
• Redoing a small project that has already been completed
• Working in parallel on a small live project as a trial
Whichever way you choose to run a trail the most important thing
to remember is that its purpose should be to start to understand
how each of you work and learn from it and not that it is an effort
to ‘catch out’ your potential offshore partner.
Do a trial job
All successful relationships are based on
trust and time.
It is really important to look to the long term when selecting an
offshore partner to work with. The most successful partnerships
generally require a desire to work together as equals, to learn from
mistakes and to continually work on improving how the partners
work together.
Some key points to consider include:
• Ensuring that your offshore partner has the scale to be
able to work with you as you grow
• Having frequent project and overall working relationship
reviews and building from the learning’s from them
• Genuinely working as partners to extract the maximum
benefit that such a relationship can bring
When planned and approached properly offshoring brings
significant benefits that will enable your company to grow and
succeed in an extremely cost effective way.
Plan for thelong-term
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Choosing a partner flowchart
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