Shoulder to shoulder

The heightened focus on outsourcing deals will bring major implications not just for client companies engaging in outsourcing but for outsourcing suppliers. As do participants in M&A, they will have to stand publicly with their clients, and exhibit comparable levels of transparency and commitment to the relationship. They will need to share the limelight, and the exposure when things go wrong. And they will have to treat clients – as some already do – as close partners rather than commercial customers.

In short, they will have to reach a new level of maturity. We have already discussed in Chapter 6 how we believe many senior executives of outsourcing suppliers will need to change their behaviour to reflect the needs of their ...

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