MARCHING ON

Looking Off the Radar

The reports recently released by TPI and PricewaterhouseCoopers looking at the ongoing growth in demand for outsourced services, and the shift in the geographical source of that demand, demonstrate yet again the invaluable role played by outsourcing in the development of the global business landscape. But they also demonstrate that as outsourcing continues its forward march, providers are faced with key decisions in terms of how, and where, to concentrate their expansionist efforts in the years ahead – decisions which will set the boundaries not merely for future competition among providers, but for the kind of terms available to organizations looking to procure services.

Effectively, providers looking for new sources of revenue have two primary options open to them: diversifying in order to increase the scope and scale of the work they already provide for existing clients; and attracting new clients. There are of course limitations to both these options – there is only so much work available from any given client organization; and only so many organizations to go round – but at any rate any provider with serious ambitions of becoming, or remaining, a global player must aim to compete on both fronts: the greater the quantity (quality being a given here) of services a provider can offer an existing client, at competitive cost, the less likely is that client to go elsewhere; while ignoring the opportunities posed by potential new business (and while there are indeed “only so many organizations to go round”, in global terms that is a very great many) outside the company’s current portfolio is hardly the best way to ensure a healthy balance sheet in a decade’s time.

As a result, we’ve witnessed, as outsourcing has grown and flourished, the diversification of services offered by leading providers from what might initially have been core products such as IT or voice offerings to a truly dazzling array of capabilities. Any sell-side entity with the intention of being more than a mere niche or specialist provider (and while such a strategy is by no means without its benefits, we’re talking here about those companies looking to play in the big leagues) must now aim to compete on a very wide battlefront with offerings that can tick numerous boxes for firms looking to outsource. Indeed, with so many outsourcers now able to provide high-quality low-cost services in the “basic” areas of BPO and ITO, differentiation of capability beyond these core areas is crucial; as industry commentator Phil Fersht wrote recently in his blog Horses for Sources , “quite simply, there are several vendors today pushing services within a similar price-band and sufficient track record of successful delivery. Furthermore, most large enterprises have already experienced offshoring and outsourcing varying degrees of their operations for several years’ now, and are smart enough to realize outsourcing provides an opportunity to deliver more than simply cost-savings”.

Providers can achieve this differentiation either by building their own capabilities or through M&A activity – both of which options have of course been and will continue to be utilized by the major players throughout the history of outsourcing, but which require significant financial resources beyond the reach of most smaller firms now looking to get into an increasingly crowded marketplace. As a result, these smaller firms are increasingly looking to do battle not at the stratospheric levels of their behemoth , pan-capable competitors but in what remains relatively uncharted territory even for the biggest providers: among mid-market companies in developed economies for whom outsourcing is just beginning to become a headline proposition; and in developing economies which have until now remained off the radar for outsourcers busy fighting over business from marquee multinationals. Unfortunately for the smaller outsourcers, however, the eyes of the major players are also moving towards these uncharted territories, as they seek to complement the expansionary possibilities opened up by the diversification of offerings mentioned above with efforts to attract new business from companies and geographies which they might hitherto have ignored.

TPI’s Momentum Report released last month shows how certain large emerging markets are rapidly moving up the agenda for outsourcing, with India, China and Brazil all moving northwards on the “league table”. The great joy for providers – of any size – is that such markets contain within them a large number of businesses for whom “early stage” outsourcing – basic BPO and ITO offerings – remain relatively new propositions. Compared with the US, UK and Canada (the top three locations on the TPI table) these markets might not yet compete in terms of sheer size of outsourcing opportunities (although as noted by TPI, and as should be obvious to anyone with even a basic understanding of global economic issues, the developing economies are making gains at this level too) but they are comparatively untapped in areas in which the biggest developing economies have already been exploited to a great extent over the past couple of decades.

Crucially for smaller outsourcers, many rapidly growing firms in emerging markets might now be reaching the point at which, say, a relatively uncomplicated BPO deal might be both feasible and sellable to their boards, but at which a more radical business-transformation-type agreement might still be off the agenda. Of course, the major players retain their advantages of size and experience, but it is far easier for even a start-up outsourcing business to achieve a foothold amongst these emerging companies than in the super-competitive markets of the US and Western Europe.

While China and India in particular – thanks to an existing concentration of activity on the part of large players – are probably not logical targets for companies thinking along these lines, plenty of other emerging economies, headed by Brazil, fit the bill. Any open economy big enough to support a number of the kind of businesses for which outsourcing is an option presents an opportunity here – in other words, a significant swathe of the world’s economies below G20 level, in which social and technological conditions are such that doing business is feasible. Providers with the determination and wherewithal to create the foundations – linguistic and cultural – for entry into one of these economies are able to focus on markets which might not be anywhere near as profitable in gross terms as the more traditional revenue sources, but which in terms of their ability to offer significant market share represent an infinitely more attractive proposal than the more saturated locations upon which outsourcers have traditionally focused – and in which it is still feasible to offer first-generation outsourcing services without also having to demonstrate more complex transformational capability.

The bottom line is that for many outsourcers the current environment is such that it might make more sense in the long term to aim to be number-one in BPO in, say, Uruguay or Angola than to attempt to fight the big boys on their own turf – even while they’re increasingly focused on fighting each other. However, the aforementioned big boys are of course well aware of the potential gains to be had in new, smaller markets, and it’s no surprise that the same firms who penetrated the likes of Poland and Romania several years ago are now sniffing around for opportunities in other emerging economies. So it’s very much a now-or-never scenario for those lower-level providers thinking outside the box – for as the recent surveys show, the attention of the outsourcing world is increasingly focused on the “new world” of unexploited economies, and it won’t be long before these unconquered territories too are brought into the broad embrace of the outsourcing industry. And, for shareholders, there’ll be significant value in having already carved out a respectable niche in an emerging economy when the very biggest players start looking for ways to increase their footprint in that neck of the woods…   

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This article was first published on the Shared Services & Outsourcing Network (SSON) – Read it here: http://www.ssonetwork.com/topic_detail.aspx?id=7014&ekfrm=6&utm_source=ssonetwork.com&utm_medium=SMO&utm_campaign=DIRECTORIES&mac=SSON_External_Listing_2049

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About the Author

Jamie Liddell has worked in journalism since he was a 17-year-old cub reporter for The Tico Times, Costa Rica’s highly regarded English-language weekly newspaper. Holding an MA in English from Clare College, Cambridge University, Jamie came to the Shared Services & Outsourcing Network from the world of overseas property publishing where he worked on the industry’s best-selling publications for the UK and Ireland, and gave seminars at consumer and b2b exhibitions and conferences internationally.

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The Ohio State University Marching Band $70.1 High Quality Content by WIKIPEDIA articles The Ohio State University Marching Band (often called The Best Damn Band in the Land or TBDBITL) is one of the few allbrass and percussion bands in the country, the largest of its type in the world. Military training was an important part of the early curriculum at Ohio State, and a band was formed to provide music for the cadets to drill to. The first appearance of the OSU marching band was in 1896. Gustav Bruder, a professional musician with military band experience, was hired to lead the band. Under Bruder, the band grew in size and began playing and marching for all military and athletic events. The OSUMB grew over the years, from 100 members in 1920 to 225 members today. Author: Surhone, Lambert M./ Tennoe, Mariam T./ Henssonow, Susan F. Binding Type: Paperback Number of Pages: 80 Publication Date: 2010/08/14 Language: English Dimensions: 6.00 x 9.02 x 0.19 inches

University of Montana Grizzly Marching Band $78.07 Please note that the content of this book primarily consists of articles available from Wikipedia or other free sources online. The University of Montana Grizzly Marching Band is a select, fun and closeknit group of hardworking, dedicated students. The band is open to everyone on the UM campus regardless of year or major. In fact, it has members of the band from virtually every major and discipline on campus and from almost every corner of the United States and around the world. Author: Surhone, Lambert M./ Tennoe, Mariam T./ Henssonow, Susan F. Binding Type: Paperback Number of Pages: 84 Publication Date: 2011/05/19 Language: English Dimensions: 9.02 x 5.98 x 0.20 inches

Marching Band $70.1 Marching band. Rehearsal, Bands of America, Brass band, Color guard (flag spinning), Drum and bugle corps (classic), Drum and bugle corps (modern), Drum major, Marching percussion, Military band, Scramble band, United States Scholastic Band Association,Ottoman military band. Author: Miller, Frederic P./ Vandome, Agnes F./ McBrewster, John Binding Type: Paperback Number of Pages: 100 Publication Date: 2010/08/02 Language: English Dimensions: 5.98 x 9.01 x 0.23 inches

Alfred 0019740 AllStar Marching Band Music Book $19.78 Alfred Music Publishing is the world’s largest educational music publisher. Alfred produces educational reference pop and performance materials for teachers students professionals and hobbyists spanning every musical instrument style and difficulty level. The performers become a brass band and can imagine the sounds of the different instruments as they enjoy marching together through this enjoyable duet that will be a crowd pleaser and a joy to play for beginning students. It is written in C Major 4/4 time with lots of dynamics various touches and some use of accidentals. There will be a good separation of duties between the performers and use of the full keyboard range.

Waconia Marching Band $76.47 High Quality Content by WIKIPEDIA articles The Waconia Marching Band, based out of Waconia, Minnesota, is a class AAAA youth Marching band that competes at the high school level. It represents Minnesota school district 110.The Waconia marching band was founded in 1972. Their first official performance was in 1973. Now in its 37th year of Marching, the Waconia marching band is regarded as one of the best marching bands in Minnesota.In 1982, the Waconia Marching Band was the first marching band to play inside the Metrodome in Minneapolis, Minnesota. It turns out NFL teams can only invite a high school band to do a half time show once, though the Minnesota Vikings invited Waconia back four times. Author: Surhone, Lambert M./ Timpledon, Miriam T./ Marseken, Susan F. Binding Type: Paperback Number of Pages: 116 Publication Date: 2010/06/29 Language: English Dimensions: 5.98 x 9.01 x 0.27 inches

University of California Marching Band $87.62 Please note that the content of this book primarily consists of articles available from Wikipedia or other free sources online. The University of California Marching Band, usually shortened to Cal Band, is the marching band for the University of California, Berkeley. While the Cal Band is studentrun, it is administered under the auspices of the university and represents Cal at sporting events and social gatherings. The name of the band is The University of California Band by the constitution, but is typically called The University of California Marching Band or The Cal Band. Author: Surhone, Lambert M./ Tennoe, Mariam T./ Henssonow, Susan F. Binding Type: Paperback Number of Pages: 120 Publication Date: 2011/04/01 Language: English Dimensions: 9.02 x 5.98 x 0.28 inches

Alfred 00902473 Tune Buddieso Here Comes a Marching Band Music Book $25.2 Alfred Music Publishing is the world s largest educational music publisher. Alfred produces educational’ reference’ pop’ and performance materials for teachers’ students’ professionals’ and hobbyists spanning every musical instrument’ style’ and difficulty level. Here Comes a Marching Band is entertaining liveaction fun for everyone In this great addition to the Tune Buddies video series’ kids will experience blaring trumpets’ melodic flutes’ and the big bass drum as Dave’ the Tune Buddies host’ provides a tour of the instruments and introduces children to the musicians that create the sights’ sounds’ and spectacle that is a marching band. Perfect for kids ages 38. Special miniDVD features include interactive kidfriendly menus’ random access scene selection’ and compatibility with all standard settop devices.

The Pride of Oklahoma Marching Band $92.4 High Quality Content by WIKIPEDIA articles The Pride of Oklahoma Marching Band, known as The Pride, is the student marching band for the University of Oklahoma Sooners. The Pride was founded in 1901 as a pep band to play at Sooner football games. In the early years, the band was composed mostly of Norman residents and was disbanded every year after football season. Author: Surhone, Lambert M./ Tennoe, Mariam T./ Henssonow, Susan F. Binding Type: Paperback Number of Pages: 130 Publication Date: 2010/09/13 Language: English Dimensions: 6.00 x 9.02 x 0.31 inches

Sacramento State Marching Band $95.59 High Quality Content by WIKIPEDIA articles The Sacramento State Marching Band, known as the The Spirit of Sacramento, and sometimes informally known as the Sac State Band, Sac Band or SSMB, is the official marching band at California State University, Sacramento. The Band was formed in 1958 as the Sacramento State Marching Musicians. To this day the band performs at all home football games and various away games during the football season. The Band also functions as the defacto student cheering section at athletic events. The Band also is present every year during The Causeway Classic against archrival UC Davis. The band motto: Without Us, Its Just A Game , was adopted in 1996. In 2008, Dr. Clay Redfield, 84, became the newest director of the band. He is the first alumnus to ever lead the band. Author: Surhone, Lambert M./ Timpledon, Miriam T./ Marseken, Susan F. Binding Type: Paperback Number of Pages: 142 Publication Date: 2010/08/10 Language: English Dimensions: 6.00 x 9.02 x 0.33 inches

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Alfred 007593 This Train Goes Marching In Music Book $18.24 Alfred Music Publishing is the world s largest educational music publisher. Alfred produces educational’ reference’ pop’ and performance materials for teachers’ students’ professionals’ and hobbyists spanning every musical instrument’ style’ and difficulty level. This Train and When the Saints Go Marching In are cleverly intertwined in this fun partner song. Use the Alfred SoundTrax for choreographing rehearsals and concerts or use the optional concert band arrangement.

Alfred Publishing 0026524 Marching Fundamentals $38.12 Geared for incoming freshmen this DVD explains and demonstrates marching basics and familiarizes the student with all standard marching commands and positions. Can be used as a selfstudy aid.Contributors: By Greg MartinInstrument: Marching BandFormat: DVDCategory: Marching Band DVD

University of Pittsburgh Varsity Marching Band $93.99 High Quality Content by WIKIPEDIA articles High Quality Content by WIKIPEDIA articles The University of Pittsburgh Varsity Marching Band, or Pitt Band, is the college marching band at the University of Pittsburgh. The band includes over 200 instrumentalists, a majorette squad known as the Golden Girls, a color guard, and the University of Pittsburgh drumline. The band was founded in 1911 and has won numerous awards over the years. All members of the band must pass an audition in order to join. The band is currently housed in Trees Hall, however Pitt is in the process of building a new marching band facility. Author: Surhone, Lambert M./ Tennoe, Mariam T./ Henssonow, Susan F. Binding Type: Paperback Number of Pages: 132 Publication Date: 2010/12/09 Language: English Dimensions: 6.00 x 9.02 x 0.31 inches

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University of Massachusetts Minuteman Marching Band $82.85 High Quality Content by WIKIPEDIA articles High Quality Content by WIKIPEDIA articles The University of Massachusetts Minuteman Marching Band (UMMB) is the marching band for the University of Massachusetts Amherst. The band currently has about 352 members and was directed by George N. Parks from 1977 until his sudden death in September 2010. Assistant Thomas Hannum has been named interim director, assisted by Michael Klesch and Frederick Omega Pye. The Minuteman Band plays halftime and postgame shows at all home football games and frequently travels to away games. The band has also performed at Bands of America in 1993, 2001, 2004 and 2007. In 1998, the Minuteman Marching Band was awarded the prestigious Sudler Trophy, the highest honor that can be bestowed upon a collegiate marching band. Author: Surhone, Lambert M./ Tennoe, Mariam T./ Henssonow, Susan F. Binding Type: Paperback Number of Pages: 108 Publication Date: 2010/12/07 Language: English Dimensions: 6.00 x 9.02 x 0.26 inches