Is Business & Life Getting in the Way of Your Company’s Goals? Shut Up & Adapt!

Posted by: Chad Massaker  /  Category: Best Practices, Business Management, leadership

When we started this year, I wrote two blogs surrounding leadership and goal setting:

Leadership & Goal Setting in 2010

Accountability – From Resolution to Reality – How Will You “Get It Done” This Year?

Now that we are 1/2 way through the year, how much have you gotten done? Are you on track to complete all of your company’s goals this year?

I can safely say that Carceron is not? Why not?

We moved offices in Q2, which is still in progress with various capital improvements like a new air conditioner for the server room, conference room furniture and other amenities, etc. Somehow, something as big as an office move never made it onto our original list of goals when we planned everything last year. Needless to say, moving into a new office is something of a time sucker. Consequently, this, along with a wave new business opportunities (certainly no complaints about that), has delayed some of our other goals that we had set to complete – especially the ones due for completion at the end of Q2.

So what happens now? Do we pout about that fact that we are behind schedule? Of course not! Things happen! Life happens! You simply adapt. If a few things get pushed into Q1 of next year…  so be it.

What I would recommend doing is going over all of your goals with your staff or at least your management team. You may find that some goals are no longer relevant and can be removed. Other goals may need to have their completion dates changed because of the unexpected life events or just because you realize that goal A is really dependent on goal B and you only just now found that out.

Don’t give up. Reassess, adapt and execute. Get everyone back in alignment and march forward!

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Is it Possible to Achieve Zero Time in Business? What About Negative Time? How much control of time do we really have?

Posted by: Chad Massaker  /  Category: Best Practices, Business Management, Computer Networks, Managed IT Services, leadership

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The concept of Time Compression was recently introduced to me by a client at the conclusion of a recent meeting. I was so enthralled by what he taught me that I did some more research that night and found several articles that further elaborated on the concept and what it means for business.

The first article I found, Technology’s Time Compression, is an excellent primer. At the bottom of that article are links to several other articles, all worth reading, but the two that were most interesting to me were It’s Time for Zero Time and We are Literally Trying to Stop Time.

What I got out of the latter two articles is that, at a minimum, we are trying to reach zero time, preferably negative time. The analogy of a track runner is quite appropriate. Track runners are constantly trying to reduce their times, with the ideal time being zero seconds. But can we achieve negative time? I don’t think a runner could, but we might able to as business owners. This is why business intelligence (BI) and dashboards are so hot right now. Dashboards are more than being able to see real time performance – they are about predicting the future and being ready to adapt to it instantly. You might argue that adapting instantly would be a definition of zero time. However, without proper business intelligence, you won’t be able to make the necessary predictions and subsequent preparations for that instantaneous switch. Negative Time is about being able predict when the change will come and changing at that precise moment (because you’re ready for it), versus reacting to the change once it has come to pass – where the first phase of the reaction is planning (what are we going to do?) and execution (doing it) both of which take time and make you late to the race.

Think about how this translates to business in terms of things like response time, resolution time, order time, processing time, or any other operational task where time is “consumed”.

In my business, Carceron, we monitor servers, networks and desktops in attempt to predict failure. These articles tell me that we can probably be doing a lot more with our monitoring and other business processes.

How can you achieve Negative Time in some of your business processes?

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The Small Business Person of the Year Experience

Posted by: Chad Massaker  /  Category: Business Management, Community, leadership

The experience of being a Metro Atlanta Small Business Person of the Year Finalist was an interesting one for me. While I have no illusions that I am one of the 5 best small business people in all of Metro-Atlanta, a feeling that I am sure is shared by the other finalists, we were the top 5 of those that were nominated to the Metro Atlanta Chamber of Commerce for the honor. I can rattle off several other business owners, many unconcerned and/or uncomfortable with such publicity, that could run circles around me – some of which are my clients. With that idea in the back of my head keeping me humble, I was left to think what such an honor really means to me… if anything.

While I certainly appreciate the publicity that such an honor has bestowed (…and the complimentary business class airline tickets from AirTran), it occurred to me that regardless of how important, or unimportant I found this award to be, there are others who probably consider it important, such as other members of the Metro Atlanta Chamber, my staff at Carceron, my family and others.Thinking back to the event, I recall the final seconds before they announced the honor and was so nervous and choked up (a feeling that I definitely had not anticipated having) that I was extremely relieved when Debbi won. If I had won and was forced to get on that stage, it would have been a very “un-manly” moment for me.

More than a week has passed and I have had time to reflect on all of this: my feelings of modesty relative to my being worthy of such an honor; how important I viewed the award relative to others;  the unexpected emotions that I experienced just prior to the announcement. I have found a sort of mental compromise that reflects my modest impression of the honor and the reverence that others hold the award in. Here goes:

I must now live up to the award’s name and truly be amongst the top 5 small business persons in Metro Atlanta as viewed by all of Atlanta – not just the Chamber.

It’s a lofty dream, but achievable I think.

_____________________________________________________

My article in the Atlanta Business Chronicle

My promotional video created by the Metro Atlanta Chamber of Commerce and Atlanta Business Video for the event.

Web Sites of the other Metro Atlanta Small Business Person of the Year Finalists:

Debbi Shapiro, Henderson Shapiro, (#1 Small Business Person of the Year)

Shelly Justice, Convention Models + Talent Agency (finalist)

Susan Bixler, Bixler Consulting (finalist)

Shannan Russo, Kinetix HR (finalist)

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Lessons from Dell, Starbucks & Others – Should I Stay or Should I Go?

Posted by: Chad Massaker  /  Category: Business Management, leadership

While at the Corporate Connections conference in Toronto, one of the facilitators brought up how certain companies had started to fail when their founding CEOs had stepped down or taken a less active role in the company.  Some recent examples include Dell and Starbucks. And who isn’t watching Microsoft more closely now given the departure of Bill Gates?

While fresh leadership can be a good thing, sometimes a required thing, it’s evident that the process of transferring it is a complex and significant undertaking.

I often dream of both a infinite future with Carceron, and, of a very different future where someone better, smarter and more innovative than I takes the reins of the company (I think we have those people working for us right now, by the way). While it may look like a proverbial “fork in the road”, it really isn’t – is it? After all, an “infinite future” is nothing more than staying on the same endless “interstate” – and so long as the ride is enjoyable, the customers are happy and employees are happy, who cares? I say enjoy the ride! But every once and a while those “exit ramps” appear, and you can’t help but wonder:

What would I be doing if I weren’t running this business right now? What if I started another business doing ___________ ? What would my business would look like a month after I’m gone? 1 year after I’m gone? 5 years?

And if the company did start to fail, would I come back to save it? As Michael Dell did? – Which I think really speaks to the question: “What does this business mean to me?”

I can tell you that the answer to that question has changed many times over the years as Carceron has grown… and will continue to change in the years ahead. I can’t help but feel that when that meaning ceases to change – ceases to evolve – the exit ramp will look more tempting.I’m not sure why I feel that way. It seems illogical that “the meaning of my company to me” must continually evolve or else I look for greener pastures – but there it is.

In Michael Dell’s case, we could safely assume that “legacy” might be his reason for returning to Dell. With a company as large as his and with so many people working for him, it’s an answer that is as easy understand as it is sincere.

Legacy might be what drives small business owners to stay in a business longer than they should, but I suspect it to be other things.

What’s yours?

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Outlook Inbox Management: Tips & Tricks For Business Owners

Posted by: Chad Massaker  /  Category: Best Practices, Business Management, Computer Networks

Outlook is a very powerful time and communication management tool if you decide to take advantage of some of it’s less often used features.

While these tips and tricks can be used by anyone, for almost any reason. I am going to explain how I use them from the perspective of a business owner. Why the distinction? Because business owners are generally juggling many responsibilities at the same time: business development, operations, administration, short and long term projects, serving on non-profit and association boards, etc.

In the digital age, a lot of management is done from the inbox. For many business owners, the inbox serves as both a communication repository as well as a t0-do / follow up list. The problem with this approach is, that given how many things the business owner is involved in, the inbox can fill up pretty fast – to-dos get mixed in with communication follow ups, etc. Here’s what I handle it: (all of these tips are based on Outlook 2007)

Organize Using Subfolders & Categories

The most commonly used method of organizing email is to use subfolders. I have several just under my inbox. I have one subfolder that acts as my GMail inbox, so those emails stay separate from my Carceron email (I use my GMail account strictly for personal stuff). Another way that I use subfolders is to store important emails relating to any association management that I am involved in. For example, I might have one subfolder called “Corporate Connections”, one called “Kiwanis”, etc.  – anything where I am on a board of directors or serve in a management capacity outside of my company, Carceron. It is important to note that I do not archive all of my business emails in my personal subfolders, but in Public Folders in Exchange – this way everyone in my company has access to them. To create a subfolder in Outlook, simply right click on the Inbox (or whatever folder you want to create the subfolder under) and select New Folder. Name the folder and you’re ready to go.

Many business owners and managers use their inbox as their follow up repository. An easy way to organize your inbox is by Categorizing email. To Categorize email, simply right click a message and click Categorize. You can create your own custom categories and colors by selecting “All Categories” at the bottom of the Category menu. Once you start categorizing, then you’ll want to sort your Inbox first by Categories and and then by date. This way, newer and un-Categorized emails is always at the top and  email is always together bundled below. The end result should come out something like you see below. Note that the “Categories: (none) (1839 item, 2 unread)” is my unread and or unprocessed email.  The email in the Category containers below are for follow up (e.g. CARCERON Accounting – which I will open when meeting with my book keeper or CPA)

Prioritizing & Email That Needs Your Attention

I get a ton of email from a variety of sources: my staff, clients, the associations I belong to, social media, vendors, etc. Obviously I want to prioritize my staff and clients. To do this, I “re-color” their message in my inbox so that I can quickly identify them amongst the hundreds of other messages in my inbox. To do this, simply click on any message from a person that you want color coded in the future, then, from the top menu bar, click Tools –> Organize; select the “Using Colors” options and then simple select your color. Here’s an example:

If you have a very full inbox, a more effective way to get to the emails you need to respond to faster is to use Search Folders. If you look just below your Tasks folder, you will see the Search Folders section. To create a new Search Folder, simply right click “Search Folders” and select “New Search Folder”. A window will pop-up that will allow you to configure the your new Search Folder (which is really more of an inbox filter). There are many ways to configure your Search Folders. The primary way that I use them is to filter by people. For example, I have one folder for my company, Carceron. When I click this folder, it will display all emails currently in my inbox from everyone on my company (assuming that I have specified them in the search folder criteria). I have similar folders setup for various Corporate Connections chapters, clients, VIPs, etc. It also comes in very handy for voice mail. I use YouMail for my mobile phone’s voice mail. This service emails me a transcriptions and MP3 file of all voice mails that I get. Using a Search Folder customized to view only emails from YouMail is a very fast and effective way of processing voice mails because I can just “read” the voice mail as an email message and respond to it or delete it without having to listen to every single voice mail.

Automate Email Sorting

Using the Rules, you can automatically sort emails a variety of ways. I use Rules to route all of my GMail correspondence to a separate subfolder, to route all e-newsletters to a separate folder (I can get to those later when I have time), routing electronic faxes to other folders, Google Alerts, etc. To setup custom Rules, click on Tools –> Rules and Alerts. You can do a great many other things with Rules, like create different sound notifications based on the sender, or automatically flag messages for followup base on sender. Have fun with it.

Some Other Strategies

Do It, Delegate It or Delete It

If you want to really take your mastery of Outlook to the next level, purchase the book, Take Back Your Life with Outlook which is chock full of tips and tricks to make Outlook really work for you as well as how to better manage your time. One of the core teachings of the book, as it relates to inbox management, is “Do it, Delegate it, or Delete it”. Basically this means means do whatever needs to be done at the time you are reading the message, or, delegate it (forward it to a staff member, convert it to a Task and assign, etc.), or, delete it (junk mail, unimportant FYIs, etc.). If you follow this to the letter, than you should have a very small inbox. This philosophy does not work for me as well it could, because I keep so many categorized follow up emails – but it is essential to keeping my Inbox much slimmer than it could be. Delete is especially useful when your checking messages via a mobile device like a Blackberry – as long as you remember to do it. I get tons of FYIs and CCs  (e.g. FaceBook notifications, etc.) that I have no need to keep that clutter up the inbox. If I remember to delete these messages that become useless once read, then they will not be waiting on me when I open Outlook later on for some real email processing.

Schedule Email Checking

If you are trying to focus on a particular task, like writing a proposal or SOP, it can be very distracting to have emails continually flow into your inbox, making noise and popping up notifications in the lower right corner of your screen. The solution is very simple, yet surprisingly hard for so many people who have the need to always feel connected: Set Outlook to Work Offline or close Outlook down while you’re working. When I have an admin day where I need to get a lot done, I check Outlook 2-3 times a day: 1st thing in the morning, after lunch and, perhaps, late afternoon. In between those times it is set to Work Offline. Incidentally, this is also a great way to catch up on email without being interrupted. How many times have you been working on trimming down your inbox only to be stalled by new incoming emails as well as ongoing email back and forth from what you are working on in your inbox? When I process my inbox, I have a goal, usually in days, of email that I want to process using Do It, Delegate It or Delete It. So I set Outlook to Work Offline and I process, for example, all email from the previous 3 days. Anything that I send, will hang in the Outbox until I set Outlook back to online.  To set Outlook to Work Offline, simply click the the area in the lower right corner of Outlook that says “Connected to Microsoft Exchange” and then select Work Offline.

I hope that this returns a little sanity to your life.

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Moving the Office Part III – Reestablish Base Camp

Posted by: Chad Massaker  /  Category: Best Practices, Business Management, Computer Networks, Outsourcing

So moving day is upon you.

First and foremost, you will need to get your communications up and running. This means moving the telephone and computer systems and having them hooked backed up by professionals. In the Atlanta market, for telephone systems, I recommend Robert Brock’s company, Square 1 Technology. For computers and the network, I obviously recommend my company, Carceron.

As far as moving your office is concerned, you can do it yourself of course (that’s what we did, along with an army of youth volunteers). But you may want to outsource that part, especially if you’re a bit bigger (2000 sq ft. or more). In that case, Debbie Ponder from Suddath Relocation Systems is who I would use in the Atlanta market. Regardless of who you use to move or how, you should have a space plan for the new office. A space plan is a layout map of the office that shows where every piece of furniture is going to go and how it will be positioned. It’s especially helpful to have measurements of your furniture relative to each room’s dimensions. also be mindful of the position of the door into the office relative to your desk. “L” shaped desks may not be able to go into the office just how you want it based on the position of the door into the office. If you’re getting any additional new furniture for the office, make sure to coordinate with your furniture rep on the move in as well.

You also might have a lot of loose ends to tie up here. Such as:

  • Getting office and server room locks re-keyed and disseminating those keys to relevant employees
  • Signage (reception area, parking, etc.)
  • Touch painting after move in (hopefully not)
  • Security system operational
  • Interior Decoration (hanging plaques, awards, etc. – adding some plant life to soften the place up a little)
  • Stocking the kitchen / break room
  • Commercial Insurance is updated for the new property and you have a certificate of insurance into the landlord / lender

If you brain storm with your staff over everything that needs to get done from the very beginning, then put that list where everyone can see it (in LifeTick or SharePoint for example), you should have a very successful and relatively pain-free move.

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Moving the Office Part I – Timing & the Tenant Rep

Posted by: Chad Massaker  /  Category: Best Practices, Business Management, Outsourcing

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Moving an office is a process accompanied by so many possible emotions: joy, dread, relief, stress, and more – that it can seem like you need a therapist just to deal with the move… for everyone in your company. After all, you still have a business to run, and if you’re reading this, you’re most likely not a Fortune 500 company that can outsource all of the planing and execution that goes into it; you’re most likely doing it all yourself. So how do you run a business while moving somewhat painlessly -  change the oil while driving car, per se? I am about to tell you.

Timing and the Tenant Rep

You need to give yourself as much time as possible, 6-12 months ideally. The less time you have the more likely you’ll be forced into something you don’t want due to less time to search for vacant properties and less time to negotiate the deal. And let’s talk about negotiating that deal. Two Words: Tenant Representative. You’ve most likely used a residential real estate agent to purchase and home, it is doubly or more important to secure a tenant rep for your commercial space. Here’s how a tenant rep benefits you directly:

  • They are free (they are paid a commission by the landlord)
  • They have access to commercial MLS (multiple listing) systems that provide real time information on vacant properties which helps you narrow your search based on pre-defined criteria like:
    • Access to interstate(s)
    • Power & Data Cabling
    • Office Layout
    • Class A vs B vs C (think quality)
    • 1st Floor vs any floor
  • They are master negotiators (or should be), protecting your interests from the landlord and negotiating the lease for and with you.

We used Bob & Rob Hill of Hill Corporate Partners. They walked us through our 56 page lease in painstaking detail and knew things that needed to be changed right away that I would have never know to ask for. That is the biggest reason you need to use a tenant rep.

Some other notes when considering properties:

  • When you walk through your final choice of office to develop the “buildout and refresh” scope of work for the landlord, make sure to so in full lighting. When we did ours, the power to our unit was turned off due to small flood in the adjacent office suite. So we viewed the space with our BlackBerry video lights. While this did not really affect the buildout that we needed done, it did significantly impact what we asked for in terms of bringing the unit back to an acceptable move in condition (refresh). In our case it was painting walls, peeling wallpaper in the bathroom, carpet stains, and other cosmetic blemishes. No worries. We handled it ourselves. It was just a pain that could have been avoided.
  • If you need any buildout work done, make sure that you have you, your tenant rep, the landlord and the architect (usually hired by the landlord) in the room and go over precisely what your recommendations are and arrive at a consensus on the final total square footage. In most offices this might be pretty straight forward, but because our new office has a curved front, many of the of the interior walls are at weird angles which made calculating square footage accurately a challenge.
  • Be extremely detailed in your scope of work for both the buildout and refresh. Insist on meeting with the property or construction manager personally to go through each item so that there is no confusion.
  • Check the functionality of everything mechanical, like:
    • Doors fully closing and latching
    • Sinks work correctly and don’t leak
    • Toilet Flushes
    • Light Fixtures all work
    • Ceiling tiles are all intact and not cracked
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Customer Service – How do you market it?

Posted by: Chad Massaker  /  Category: Business Management, Community, Managed IT Services, Social Media

white_gloveInstead of telling you what I think, I want to know what you all think. In a commodity type business, such as IT support, you look for any distinct advantage, any method of differentiation that you can to market your business. It’s tough because there are so many strategies. If you develop a new product or service that no one has in order to differentiate yourself, you will soon be copied and lose that edge. Re-bundle your services, same thing.

When I sat down with our customer advisory council about this, we were told our biggest distinction was our customer service. However, I am finding that difficult to market because I want the message to rise above the status of a platitude. When is the last time you went to a networking function only to hear people say the same old crap:

“We pride ourselves on customer service”

“We the most reliable, dependable, etc.”

blah, blah blah. It’s all talk unless you can prove it.

What I want to market, the story that I want to tell the world, is that we are the best at what we do. Something like:

“Everyone claims to have great customer service, but we can prove it!”

Some of the ideas I have had are:

  • Promoting that we are the most recommended IT consulting firm on Linkedin.com (already using this)
  • Customer Service Award from the Better Business Bureau or some other type of entity (we have a competitor that has done this

I’m not thrilled with the idea of awards because I think people today realize that many such awards are shallow victories. The chance of you winning an award these days seems to be more about who you know than actually possessing the merit to deserve the honor.

I need a way to prove that Carceron is the best at Customer service and I need a way to spread the word. Can you even market customer service?

P.S. If you have any other ideas around differentiation for a managed IT services business such as mine, I am all ears.

P.S.S. I’m not looking for a marketing consultant, so please don’t reply with a solicitation.

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Do What You Do Best, Outsource the Rest

Posted by: Chad Massaker  /  Category: Best Practices, Business Management, Outsourcing, leadership

outsourceI’m sure that you have heard many variations of the advice that serves as this blog entry’s title like”outsource your weakness”. What’s not always clear when you hear these phrases is the context. Sometimes it applies to a person, sometimes to a business, sometimes both. I think it’s about evolution – a series of steps that starts out with you personally:

Step 1: Outsource Personal Weakness

I learned early on in business that I did not need to handle book keeping, and, a littler later on, tactical marketing (web sites, direct mail, etc.).  Reconciling bank statements, taxes, etc. are best handled by someone else, I quickly deduced. My undergrad training was in Psychology. I never took a single business class, so this was a no brainer. What’s been harder to let go of is marketing. My background in psychology has served me in understanding the clent and how to market to them in terms of messaging, but other tactical elements such as graphic and web design, collateral design, are all done better by the artsy types who can give your business a more polished look.

As Carceron grew, I began to realize that I wasn’t even the best computer technician and worked quickly to divest myself from that role to allow other, more capable, people run the day to day support operations of the business.

My next area to personally outsource? …Sales.

As I have grown the business, it was hard to see how tactical of a role sales really was until I had done it for a while. Now I realize that it is simply a numbers game. It’s about generating more leads (marketing and prospecting) and attaining better conversion rates (sales and sales training). I firmly believe that I could teach just about any good sales person how to sell what we do because the principals of selling are the pretty the same in any business. My training would give him the information needed to apply those principals..

In summary, you can outsource some of your personal responsibilities to outside vendors or employees. Evolving business owners and overwhelmed management alike must outsource their personal weakness in this way to get precious time back and/or to increase the quality of the area to be outsourced. This was the case of Jay, an operations manager for one of our clients. Jay ran the day to day operations of his company’s 16+ locations in addition to supporting its near 100 end users, while Carceron simply supported his server farm. Eventually he “cried uncle” and let Carceron take over all of their IT operations which gave him back 15-20 hours per week that he was spending on just supporting end users.

Step 2: Outsource Business Processes & Functions

As your business grows, you eventually see other areas to outsource to save money and/or improve quality. Some things make more sense than others. As a rule of thumb, don’t outsource anything that interferes directly with your client relationships… hold that sacred.

Here are some common areas of the business to outsource and why you should:

  • Book Keeping: Save time, Accuracy, Cheaper than a full time employee (depends on the size of business and transaction volume)
  • Payroll: Accuracy, IRS Compliance
  • Human Resources: Compliance, Compliance, Compliance
  • Marketing & PR: Social Media needs daily attention, a firm can do it cheaper than a full time employee
  • Shipping / Delivery: What would it cost you to maintain a fleet of vehicle and drivers vs the cost of using a local courier or FedEx?
  • Managed Services Provider (MSP): MSPs don’t get sick or take vacations, MSPs don’t need to be equiped or need benefits, MSPs cost about 1/2 the salary of a full time IT employee, click here to see a lot more reasons

Much of outsourcing is accomplished through the use of information technology which is an enabler towards issues like compliance, business process etc. Make sure that you understand the impacts on your IT infrastructure of anything that you plan to outsource before doing so.

You’ll also want to make sure that you have a good working relationship with all of your outsource vendors, constantly communicating your expectations.

Here are some other resources on outsourcing, well worth the read:

Off-shoring

When many people hear the word outsourcing, visions of call centers in a far away country pop up. Bare in mind that you can outsource without off-shoring. Put differently, off-shoring is 1 technique of outsourcing. When and why should you use this technique? In many cases it almost always comes back to saving money. Labor pools in other countries are generally cheaper and vast. It can also come about due to of lack people in country that have the necessary skills to carry out specialized kinds of work. This has been Microsoft’s argument for years – that University’s simply aren’t spitting out enough application developers (Watch the Bill Gates Testimonial to the Senate regarding this).  However, there are some trade offs:

  • Language barrier: Many people get frustrated with call center operators where English is a second language. Also things can get lost in translation – this happens often for company’s that outsource software development abroad where misunderstandings about the scope of work often arise.
  • External Politics: In the current state of this economy, where unemployment is so high, you risk a PR backlash by sending work overseas
  • Internal Politics: Offshoring can have a direct impact on moral due to an “am I next?” mindset

Personally, I have not seen the need to offshore, however, I think it may become inevitable in order to compete unless legislation is passed to limit it somehow. As I am not an economist, I can’t say either way if that would be a bad thing or not. If we are of the mindset that we are now a global market place, would increased (presumably more restrictive) legislation help or hinder us? I simply don’t know…

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