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Outsource magazine: thought-leadership and outsourcing strategy | July 23, 2014

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Relationship Management

Rethinking the Role of the Contract Process in Business Changing Initiatives

July 16, 2014 |

Changing your business is hard – not only from an operational or technical standpoint, but also from an organisational change management perspective.  Include some third parties in the mix in the form of outsourcing providers, systems integrators, etc., along with … Read More

Head-to-Head: Jef Loos & Eleanor Winn

July 16, 2014 |

It’s always great to be involved in ground-breaking research – especially when it’s backed up by some of the sharpest advisory minds in the space. Ahead of the release of Whitelane’s latest report on the UK’s ITO market, we asked … Read More

Doing the sums on opportunistic behaviour

July 14, 2014 |

An incumbent supplier is invited to quote for some new work and submits a price that is more than double that of any other competitor. A client fails to provide feedback on a detailed proposal despite repeated requests. A senior … Read More

Avery W. Katz: Dealing with the Incomplete Contract

July 4, 2014 |

Avery W. Katz, professor of law at Columbia Law School, tackles the conundrum of “incomplete contracts. The challenge? How can organisations fashion a contract that is both economically flexible enough for a business relationship to move forward efficiently, and legally … Read More

Light at the end of the tunnel – or an onrushing train? Indicators of failure for suppliers

June 19, 2014 | 1

We have already discussed how you may remedy a poorly performing contract – yet a more fundamental question is, how does one know when you are heading for a fall and what are the early warning signs of a potentially … Read More

Why isn’t everything just about perfect?

May 20, 2014 | 1


The contract has been signed and everyone is optimistic, even jubilant. Meetings are well attended, positive, and the talk is very much of what can be achieved. The months drift past and people become more familiar with the strengths … Read More

Villena, Revilla, Choi: Breaking down the “bright” and “dark” side of buyer-seller relationships

May 7, 2014 |

If you’ve been in the outsource industry for more than five minutes you probably know that buyer-seller relationships are, well, complicated. And just when you think you have the collaboration thing nailed, more complications can ensue.

Verónica H. Villena (assistant … Read More

Great expectations: getting commercial management right

April 30, 2014 |






IF you can keep your head when all about you Are losing theirs and blaming it on you, If you can trust yourself when all men doubt you, But make allowance for their doubting too;Read More

Great IT skills, but only OK people skills?

April 30, 2014 | 1

With increased globalisation, more people than ever find themselves working with colleagues from different cultural backgrounds. Whether working face-to- face or increasingly as part of a virtual team the need to build good working relationships is imperative for business. The … Read More

A marriage made in Heaven or a one-night stand? (Part 2)

April 16, 2014 |

To read the first part of this article, click here.

Every supplier has a core set of services and situations in which it thrives. It can push a certain way outside this and still succeed. Push it too far, and … Read More