The Basics and Beyond: Relationship Management for Outsourcing Service Providers
Danny Ertel and Sara Enlow
January 2007
As companies consider their choice of outsourcing service providers, they tend to examine a number of factors, from cost, to delivery capability, to cultural fit. Of course, there are important contractual terms to consider as well — like IP protection, compliance, and indemnification — all of which can be deal-breakers. But customers don’t choose providers based on their IP protection terms. When it comes to provider selection, customers tend to focus on the answers to three key questions:
1. What’s it going to cost?
2. How well will the provider be able to deliver?
3. What’s it going to be like to work with them?
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