Smarter Outsourcing: An executive guide to understanding, planning and exploiting successful outsourcing relationships

Towards a joint approach

We have already pointed out that the basis for trust in an outsourcing relationship is bilateral disclosure and audit. Similarly, the basis for successful strategic outsourcing itself is visible and continuous executive sponsorship. But again, this must be bilateral rather than just one way. The supplier’s team, understanding the ‘interest’ of its own executives, will strive harder to achieve mutual benefits and objectives. Excuses will be harder to sustain under mutual executive scrutiny and disclosure. A-team traits will be the only standard in town.

While suppliers are now beginning to recognize that their executives must take on what is akin to a ‘super sales management’ role for their top 50 or so clients, progress ...