We put out a press release yesterday to announce three specialized training programs targeted at senior managers in BPOs. The programs are delivered as two or three day workshops involving cross-functional teams from sales, operations and support functions.
• Discovery and Due Diligence: Competing teams are trained on the details and components of a comprehensive discovery exercise and to translate it to a business case.
• Sell Solutions, Not Capability: BPOs are taught to differentiate their solution by building integrated solutions and presenting it to a panel of buyers.
• Plan & Build Product Offerings: Many BPOs want to build ‘solutions’, ‘products’ and ‘platforms’. But without focus and a clear roadmap, these investments will fail. Participants are taken through a detailed product portfolio mapping and planning exercise relevant to the company’s current and planned competencies.
Why should a consulting firm like Artha Shastra offer training programs? Well, we spend a lot of time in our consulting engagements training BPO managers to think and act in new ways. That’s because the outsourcing industry has radically changed from the days when deals were won on generic capability like infrastructure, ability to scale, and quality certifications. Clients today simply can’t afford long and disruptive discovery and transitions. They are looking for vendors with a demonstrated ability to cut time-to-outsourcing. Unfortunately, BPOs aren’t ready for this change – most still sell capability, not solutions.
Our training programs address this changed market need by working with cross-functional teams. The training is centered on the Artha Shastra Framework – a metrics-driven approach that forces BPO solution teams to seek and capture all critical information at the planning stage and anticipate major stress points. Result? Dramatically reduced discovery and transition times during solution development and implementation.
The response to our workshops has been encouraging. To quote from our press release: “The Artha Shastra workshop enhanced the way our teams approach RFPs and solutions. I now see more focus and thinking to better match our solutions to the client’s dynamics,” says Milind Godbole, President-Asia Pacific, Aditya Birla Minacs.
The trainers are Shammik Gupta and Naresh D’Mello – both are highly qualified and experienced, and have run P&Ls at Infosys BPO in the past.
For more information on the training programs, please visit our website or contact Naresh at nareshdm (@) ashastra.com.
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