3. Clear shared value
Coming together is a beginning; keeping together is progress; working together is success.
—Henry Ford
Having decided that outsourcing offers a way to achieve the company’s strategic objectives, there are two ways in which the CEO might approach the deal.
One is to regard outsourcing as a pure procurement play, and to try to use it as a means of extracting the maximum value from the market. The other is to use outsourcing as a way of creating value in a sustainable way. This involves an implicit acceptance that the outsourcing arrangement will only succeed if it creates value for the outsourcing provider as well, by striking a fair and equitable balance between the benefits achieved on each side.
Each of these approaches ...
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