Demonstrate or Die!!

It's time Indian outsourcing companies stop competing on price and start demonstrating the superior value they offer. It isnt easy, but there's help.

It appears global companies are hearing the end of the dramatic cost saving cycle and will now look for those who can demonstrate superior value offering through hard data. If they dont, they face commoditisation.

In a recent book Value Merchant: Demonstrating and Documenting Superior Value in Business Markets by James C. Anderson, Nirmalya Kumar and James A Narus ( Harvard Business School Press, Nov 2007), the authors have sounded the warning bell to Indian outsourcing companies. "Stop competing on price and start demonstrating superior value." Put simply Demonstrate or Die!


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Image and Article source: Management Next
Article taken from the issue: January