| 4th Edition – Special Pre New York Issue - October 2000 From our President: Gregg V. Rock, President, BrainStorm Group, Inc.; From the Chairman: Becoming Proactive and Strategic The Experts Corner: Peter Bendor-Samuel provides us with an overview of his recently released book, Turning Lead into Gold - The Demystification of Outsourcing Conference Preview: eBusiness Strategy Conference SPECIAL DISCOUNT REGISTRATION OFFER! From our President Gregg V. Rock, President, BrainStorm Group, Inc. Welcome to a special edition of BrainStorm Group's eBusiness Strategy Bulletin! The articles and conference preview featured in this issue will provide you with a small sampling of the issues which will be addressed during our upcoming New York City eBusiness Strategy Conference, which will be held November 13-15 at the New York Hilton. As a subscriber to our newsletter, I'm happy to extend a special discount offer for you (and a colleague) to attend the most comprehensive eBusiness Strategy conference to be held this year! Don't miss this opportunity to meet face to face with eBusiness Strategy "thought leaders", highly acclaimed authors, writers and editors, representatives from leading analyst and research firms, and END USER practitioners. Conference attendees can also schedule "One-On-One" meetings with select NYC presenters. Availability is limited, so book your meetings early! Instructions will be forwarded with registration confirmation. I look forward to hosting you in New York City! From the Chairman: Becoming Proactive and Strategic By Ian S. Hayes, eBusiness Strategy Conference Chairman and President, Clarity Consulting Group Despite efforts to break the mold, IT organizations frequently remain implementers and operators of other people's ideas rather than originators of new business strategies. Small wonder that our sales executive (and probably even the IT staff) view the organization tactically. Breaking out of this mode requires IT professionals to:
If your IT organization helps the sales executive surpass the sales quota by tapping into new markets through a business-to-business commerce network or other solution that merges business and technology, you'll be every executive's first call in the future. The Experts Corner: Peter Bendor-Samuel, CEO of OutsourcingCenter.com, provides us with an overview of his recently released book, Turning Lead into Gold - The Demystification of Outsourcing "A man who carries a cat by the tail learns something he can learn in no other way." Mark Twain A powerful tool has swept across the North American business landscape and now is expanding globally. That dynamic tool is outsourcing. During the past decade of its explosive, worldwide growth, corporate managers and executives have come to understand the applicability of outsourcing to their companies. A host of businesses have recognized and acknowledged its significance; they have discovered that outsourcing creates value. Outsourcing holds great potential for those who learn how to apply its principles effectively. Conversely, there are deep pitfalls for those who attempt to use this powerful tool without first learning those principles. As someone who has for many years "carried the cat by the tail" (as a supplier, a buyer and now as a consultant), I have written this book to share what I have learned so that you won't have to experience those same mistakes and misfortunes. This book will help you understand how outsourcing works – what it is, how and when to use it, how to apply effective outsourcing principles to your business, and how to profit from it. In short, this book demystifies outsourcing. The book illustrates the strategic thinking that makes outsourcing profitable. With this "map," business managers and executives can avoid taking wrong turns and making poor decisions based on mistaken theories. Employees who are being swept up in the maelstrom of business reorganization will understand what is happening to them and why it is a good thing. The book also gives direction to the practitioner. It holds advice for executives who seek to transform their organizations by becoming outsourcing suppliers. It enables those already in outsourcing relationships to gain greater value from them. Finally, it explains to investors why and how companies are creating value through outsourcing. This book is more than a manual on how to structure outsourcing relationships. It is a survival guide. In it, I present the theories and principles behind outsourcing, describing in detail which ones work, and which ones don't – and why. Understanding these principles is a key to making outsourcing work. This book is divided into two sections. Part 1 is about TINA, an acronym for "There Is NO Alternative." Indeed, for companies that plan to survive and thrive in the new global, connected economy, there is no alternative to outsourcing. Chapter 1 is a blueprint for survival in a world where business decisions can be activated at lightning speed with the click of a mouse. Chapter 2 explains what outsourcing is and why you need to use this tool. In Chapter 3, I discuss the historical development of outsourcing and, in chapter 4, I address how leverage creates value. Part 2, "Principles in Action," is a business guide for those who are ready to cross the chasm and enter this brave new world. In life, knowledge is often gained from learning about other people's mistakes. I begin Chapter 5 with a discussion of some common traps that buyers and suppliers have fallen into, then we move to how to build flexibility into the relationship and how to make additional contributions. Chapter 6 explains the process of establishing service levels and metrics; Chapter 7 continues this discussion with a focus on pricing, including how to establish and adjust prices. Perquisites for success, as well as common practices that inhibit the creation of value, are explained in Chapter 8. In Chapter 9, I examine the various structural approaches to an alliance and how to build a sustainable contract. Finally, I sum up the promise of outsourcing in Chapter 10. Like it or not, outsourcing is here to stay. It is already the foundation of the global, connected economy. It was once a strategic tool. Today, the Internet has made outsourcing the pervasive paradigm. You may choose to ignore it, but you do so at your own peril – because your competitors are not ignoring it. My hope is that you will apply the principles I share in this book and use outsourcing – much like the medieval alchemists – to turn lead into gold. Don't miss "B2B Exchanges & Marketplaces", presented by Peter Bendor-Samuel
Don't miss this opportunity to hear how traditional organizations and dot coms are building, implementing and managing their corporate eBusiness strategy - directly from the individuals charged with leading those efforts. SPECIAL DISCOUNT REGISTRATION OFFER!
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