why ukraine? by brian borack, coo
TRANSCRIPT
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WHY UKRAINE?
Brian Borack Chief Operating Officer
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Topics
1. Decision making process
2. Key success factors
3. Lessons learned
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LvivZhytomyr
Fastov
Great Grandfather
Grandfather
Father
Great Grandmother
Grandmother
Father
Grandfather
Mother
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** ***
Issue – Diversification & Talent
Development Centers (2010) – US, UK, Israel and India
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Industry Research on Outsourcing Gartner Forrester And more…
Known Vendors Top Outsourcing companies
Industry Friends and Family Industry Friends and Family
Steps to Build Criteria for Where to Go
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Top 10 Decision Criteria from Gartner
*Gartner Research Oct. 2010 Offshore Services Analysis
LanguageGovernment SupportLabor PoolInfrastructureEducational SystemCost
Political and Economic Environment
Cultural CompatibilityGlobal and Legal MaturityData and Intellectual Property Security and Privacy
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And Then I Added More…
Travel Accessibility (VISA)TimezoneMarket (Sales Opportunity)Attrition RatesSalary InflationExperience in the RegionReferences
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Now Where to Go – Top 4 Finalists
Eastern EuropeAsiaSouth AmericaUS On-Shore….
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Decision Criteria and RankingsArgentina China Russia Ukraine
Gartner Criteria Ratings Weight Raw Weighted Raw Weighted Raw Weighted Raw WeightedLanguage 3 3 9 3 9 3 9 4 12Government support 1 3 3 7 7 3 3 1 1Labor pool 5 3 15 5 25 5 25 4 20Infrastructure 1 3 3 7 7 3 3 1 1Educational system 3 3 9 5 15 5 15 5 15Cost 5 5 25 5 25 3 15 5 25Political and economic environment 1 3 3 7 7 1 1 1 1Cultural compatibility 3 5 15 5 15 5 15 3 9Global and legal maturity 3 3 9 3 9 3 9 3 9Data and intellectual property security and privacy 3 1 3 1 3 3 9 1 3Total Gartner Score 32 94 48 122 34 104 28 96
Additional Criteria Travel Accessability 1 5 5 1 1 3 3 5 5Timezone 3 7 21 1 3 5 15 5 15Market (Sales Opportunity) 3 3 9 7 21 3 9 3 9Attrition Rates 3 5 15 3 9 5 15 7 21Salary Inflation 3 3 9 3 9 3 9 5 15Experience in Region 3 3 9 1 3 1 3 10 30References 3 3 9 3 9 5 15 10 30Total Score 29 77 19 55 25 69 45 125
Total Score 61 171 67 177 59 173 73 221
Rankings 3 3 2 2 4 4 1 1
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And the Winner….
China Almost Won!
1. Talent2. Cost3. Education System4. Language5. References6. Attrition7. Timezone8. Experience9. Ease of Travel
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Final Validation
Business Risks (2010) Threat Level Future Indicator Political Stability High Improving Economic High Improving Infrastructure Medium Improving Business and Regulatory Environment High Improving Corruption High Continued Labor Low Continued Security – Terrorism Low Continued Security – Crime Medium Continued Future Environment Medium Improving
References3rd Party Risk Validation
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Final Decision – Partnership or Captive?
Risk Mitigation Strategy with Partner Model
IP Assignment Compliance/Ethics Policy Information Security
Policy Code Reviews
10 Criteria for Contract
Multi-year Contract Defined Cost Increases Termination Clause SLAs with Penalties
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Key Success Factors
Client Centric Communication Ownership
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What is Client Centric?
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Before…
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What is Communication?
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Before…
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Now…
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What is Ownership?
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Before…
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Now…
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#1 Lesson Learned
All About Expectations
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Problem: I want to see my coffee
Requirements for Solution:
1. Must hold hot coffee2. Maximum amount of coffee to be visible3. Must sit on my desk
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How Did the Story End?
Hundreds in ~ 3 years
Driving Strategic Projects
High Client Satisfaction
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Thank you
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