In this new environment, there s a business manager who controls the relationship, and the IT manager shifts into a different role. The IT manager loses control of running the operation and is forced to interface with business people. Another potential problem is trust. Boyle believes the best way to overcome that is by encouraging an alliance. The thing to stress is that in dealing with outsourcing organizations, the knowledge they have with their own system is the value proposition for who they are, he claims.
Customers are fearful of giving proprietary secrets.
Often times, where we head with a client is in a strategic relationship or joint partnership so the client doesn t feel like they ve given key knowledge to the vendor. Praill believes there are four key components that both parties need to possess in order to overcoming personnel and culture issues with their clients. If the partners don t believe you, it s not going to work. Logility s process allows for one step at a time, which allows a company to ease into the process. A company usually is looking for a supply chain or collaboration, White explains.