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Achieving Successful Outcomes in Benchmarking

Abhishek Sharma, Partner

CONTACT Abhishek

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Case study: transparency in benchmarking results in a win-win for our client and their provider

Client

A niche life sciences company negotiating a sole-source contract.

Challenge

The deal was small, but greenfield. The client wanted to ensure the right contract terms with the sole-source provider.

Unique aspects

Given the size and type of deal, the benchmarks needed to be contextualized to the situation; a blunt instrument approach would not have worked.

Results

We were completely transparent with both the company and the service provider. As a result, all parties were on board, and negotiations where  comparatively easy and quick; it was a win-win.

How our benchmarking is different

A simple comparison of your organization’s metrics to others in the market will reveal differences. But that's not enough. It's critical to understand why the metrics differ. To this end, our approach to benchmarking is to drill down into the details to understand the whys, so you can take practical action.

Our benchmarking offerings

Price benchmarking

Our industry-leading analysis helps clients benchmark prices and contracts for a wide array of services from contact center service IT to business processes. We utilize our leading analytics and expertise to uncover the drivers of pricing variations.

Strategic engagement review

Pricing is important, but the true value of a global services engagement comes from best-in-class performance measures, equitable contract terms, and robust governance and pricing models. We can help you align all these dimensions and associated interdependencies to create an equitable  relationship.

Service provider pursuit support

Enterprises expect targeted solutions, optimal pricing, and equitable contracting when selecting service providers. We help service providers clearly articulate their value and create a win-win relationship with their clients.

Enterprise portfolio rationalization

Enterprises typically wrestle with portfolio challenges such as multiple providers, locations, pricing models, delivery structures, and contract terms. We can help standardize and rationalize your global services portfolio to reduce value leakage and streamline governance.

Services strategy benchmarking

It can be challenging to determine the right mix of sourcing models, locations, technology, and talent to optimize your services strategy. Our holistic knowledge of functions, sourcing models, and locations enables us to benchmark your services strategies to identify opportunities and reduce risks.

PriceBook

Enterprises often need quick access to pricing information. PriceBook is an off-the-shelf reference with insights on price, performance, and delivery metrics for key outsourced services. It also includes drivers that impact the pricing of ITO and BPO services in onshore, offshore, and nearshore delivery geographies.

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