Examples from our recent work are described below. To speak with one of our principals about how we can assist you and your organization, please contact us.
Designing a global workforce location strategy to optimize costs and risksChallenge
A U.S. financial technology provider was concerned about increasing wage inflation and turnover in its captive operations in India and wanted to evaluate alternative domestic and international locations.
Red Bridge Strategy developed a location analysis tool that enabled our client to compare locations on the basis of their prioritized criteria for global services delivery centers. In addition to state-wide and labor-pool-specific economic factors (i.e. GDP, prices, wages, and growth rates), the analysis compared geographies based on the availability of skill sets, and differences in the talent pools for broad technology, business, language, and management skills. We developed deeper insights into selected short list locations through industry peer interviews and research.
We recommended that our client move from a “footprint” analysis to a location portfolio strategy, to optimize value and mitigate risk throughout its global location network. We recommended a set of locations that reduces overall costs by leveraging both “hubs" in locations with large, low-cost skilled workforces and smaller “spokes” that enable access to niche talent pools for technical and language skills, and in-geography regulatory, business and proximity needs. The location network also mitigates concentration risks associated with a single location and diversifies economic, political and geographic risks.
Analyzing investment opportunities in Bangladesh
Implementing global quasi-legal processes to control mortgage liability risks
Diagnosing sales process challenges for a global consulting company to increase outsourcing revenueChallenge
A global consulting company offering offshore outsourced solutions began losing key opportunities at long-standing clients to India-based services providers.
Red Bridge Strategy reviewed sales presentations, proposals, and sales and marketing collateral, both online and offline. We also conducted a site visit in India to view the India operations from the perspective of a potential client.
We identified a number of ways in which offerings, sales presentations and proposals were oriented toward the company's traditional consulting buyers, missing the mark for outsourcing buyers. We recommended revising marketing collateral for outsourcing offerings to focus on the key competitive differentiators against outsourcing providers, and to directly compete on the total value provided by our client. In addition, we recommended that the company adjust its sales organization and forecasting processes to support the longer sales cycle and bigger deal size of their outsourcing solutions.
The company re-organized its offerings and organizational structure to support the different sales and operational models in consulting and outsourcing, and provided sales training on outsourcing offerings and industry competition. In the two quarters after our diagnostic, our client won several opportunities against the same providers to whom they had previously lost market share.