Highlights: "Outsourcing" (Pt II)

Part II: "Outsourcing: Strategy or Necessity" with Len Burnett (Uptown Media), Jim Elliott (James G. Elliott Co, Inc.), Rick Jonesv(DJG Marketing, LLC) and Dedra Smith (Printmark West)

Typical Outsourcing Objections:

·         “We tried it before and it didn’t work for us”

·         “We need high-caliber salespeople”

·         “Our sale is different, and reps just don’t understand”

·         “Rep firms can’t handle our business”

·         “We use sophisticated CRM or publishing systems”

·         “We want more control”

Common Outsourcing Mistakes:

·         Decisions are based on the manager, not the process requirements or other business realities

·         No look-back to test that the outsource adds the expected value

·         Failure to anticipate other adjustments that will be necessar to work with a third party

·         Failure to gain input from all constituents

·         Not REALLY enough time spent on planning and testing of the assumptions

·         Neglecting to do a follow-through

·         Not clearly articulating your needs

Read:  Highlights: "Outsourcing" (Pt 1)

Up Next: “The Future of Magazines” with Bo Sacks (Precision Media Group)