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1. OUTSOURCING
… IT’S LIKE
BALLROOM
DANCING
eleks.com

2. Sev Onyshkevych
CMO of ELEKS
based in Princeton, NJ;
Who am I?

3. And … who are you?

4. And … who are you?

5. And … who are you?
Someone looking for an
outsourcer?

6. And … who are you?
Someone supplying the
outsourcing community?

7. OUTSOURCING
… IT’S LIKE
BALLROOM DANCING

8. OUTSOURCING
… IT’S LIKE
BALLROOM DANCING

10. Because it takes two to tango.
Why is Outsourcing like
Ballroom Dancing?

11. Outsourcing Models
Many Ukrainian outsourcers are shifting from “A” to “B”
which means the dance has become more complex and formal
A
Outstaffing
B
Solution/Product Development
Outsourcing
• Essentially offshore temp
agency
• Pay by the Hour/Day/Month +
mark-up
• Commodity pricing;
Ukraine above world prices
• Fixed Price Projects or
Time-and-Materials
• Broader Scope of Responsibility
• Sell “value” – higher margin and
differentiation
-- vs. --

13. Need to work
closely together
But not step on
each other’s toes
Two partners
must act as
one

15. It can work extremely well.
Each partner complements the other
When they don’t …
It can get quite ugly.
When the two act in harmony …

17. What are the
similarities
between
outsourcing
and
ballroom
dancing?

18. In Outsourcing, it’s a GANTT chart …

20. It takes a lot of
skill and practice
And Planning

21. Long-term relationships work best …
You usually don’t just want one dance …

22. Lots of
practice …
face-to-
face

23. “Remote” dancing can work sometimes,
but success often means bringing
people together

24. It’s all about teamwork
Even if one partner does the
fancy acrobatic stuff

25. The client
and the
vendor
both need
to be
aligned

26. Remember to pick the right partner

27. and pick the right dance

28. Of course, most projects have more
than 2 individuals

29. Of course, most projects have more
than 2 individuals

30. Demand a High level of synchronization

31. Demand a High level of synchronization

32. Hire a partner with the right skills

33. Hire a partner with the right skills

34. Remember that any project carries risk.
How will you mitigate?

36. Sometimes, you outsource to
access talent that doesn’t fit inside
your company.
Beware Cultural Differences.

38. Careful if you don’t both have the
same goal … you’re not quite sure
where you will end up

40. There are a lot of “rules” in
competitive dancing.
And “best practices” in outsourcing

42. And, as always
… remember to have fun!

44. Structure outsourcing projects so
you encourage, not quash, creativity

46. Remember you are a team;
you both fail or succeed together

48. Conclusion

49. … learn and play by the rules and best
practices

50. … exercise good management

51. … synchronization will make or
break the relationship

52. … and act as a team, for the long
term

53. Bottom line

54. The right
dance
The right
partner
&
enjoy
Lots of
practice

55. Questions?