The outsourcing enterprise: The power of relationships
2005, Warwick Business School White Paper
Abstract
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The paper explores the critical role of relationships in outsourcing arrangements, emphasizing that outsourcing relationships accounting for a significant proportion of budgets are strategic assets requiring ongoing executive attention. It finds that well-managed relationships can significantly enhance performance across various indicators. Additionally, it identifies that successful outsourcing relationships depend on a detailed design, proactive management, and regular assessment tools like relationship health checks and performance benchmarks. The research necessitates a shift from power-based relationships to cooperation and trust, highlighting the necessity of both well-constructed contracts and proactive relationship management to ensure success in outsourcing.
Key takeaways
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- Successful outsourcing relationships can enhance cost savings by up to 40%.
- The strategic business intention shapes the nature of outsourcing relationships and contracts.
- Trust-based relationships outperform power-based ones, minimizing transaction costs and enhancing cooperation.
- Regular health checks and relationship values charters are essential for maintaining outsourcing relationship health.
- 60% of clients cite lack of experience as a key obstacle to successful outsourcing relationships.
References (5)
- see goles, t. (2001) the impact of the client-Vendor relationship on information systems outsourcing success. unpublished Ph.D. thesis, university of houston. also Kern t. and Willcocks, L. (2001) the relationship advantage: information technologies, sourcing and Management. oxford university Press, oxford.
- see Willcocks, L. and fitzgerald, g. (1994) a Business guide to it outsourcing, Business intelligence, London. grover, V., cheon, M. J. and teng, J. (1996). the Effect of service Quality and Partnership on the outsourcing of information systems functions, Journal of Management information systems, 12, 4, pp. 89-116. cullen, s., seddon P., and Willcocks L. (2001) it outsourcing Practices in australia, Deloitte touche tohmatsu, sydney.
- from Kern t. and Willcocks, L. (2001) the relationship advantage: information technologies, sourcing and Management. oxford university Press, oxford.
- 4 these are conclusions drawn from 100 plus case studies in Lacity, M. and Willcocks, L. (2001) global it outsourcing: search for Business advantage (Wiley, chichester) and are supported in the later Willcocks, L. and Lacity, M (2006) global sourcing of Business and it services (Palgrave, London) .
- this is based on unpublished PhD research into 107 case studies by sara cullen. (2005) towards reframing outsourcing: a study of choices in Process, structures and success (Melbourne university, Melbourne)