Documente Academic
Documente Profesional
Documente Cultură
Introduction
Business Strategy
Marketing Strategy
Finania! Foreasts
Summary
"
Why Is This Relevant To Sykes?
Begin Marketp!ae
awareness ampaign
Se!!
.- !ays /- !ays 0- !ays 1- !ays ,-- !ays
E
Agenda
0ntrodution
Competitive Positioning
Business Strategy
Marketing Strategy
Finania! Foreasts
Summary
C
'arket Overvie2
I
n
c
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e
a
s
i
n
g
C
o
m
p
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e
x
i
t
y
"evel o3
Intellectual
Property
Breadth o3
O33ering
!escription
)ig$ )ig$
P!ayer o--er mu!tip!e servies to a
sma!! range o- vertia!s
)ig$ Med
Provider speia!i&es in a group o-
re!ated proesses (e:g: )>,
-inane, and o--ers t$em to a
narrow range o- vertia!s
Med 7ow
Provider speia!i&es in a spei-i
proess (e:g: payro!!, to a
re!ative!y broad range o- vertia!s
7ow 7ow
Provider o--ers basi servies
(e:g: ustomer servie, to a
broad range o- vertia!s wit$ a
-ous on sa!e and ost
management
'oving up the 3ood chain yields longer term client commitments4 higher margins 2hile
re5uiring a narro2er 3ocus on verticals6 It may also entail development o3 IT and IP assets6
F
ompetitive "andscape #as o3 1&7-&-.%
Source: Edelweiss, Gartner research
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There is signi3icant ;Value Acceleration< potential 3or Sykes
10
Sykes Risk )valuation 'atri*
0ntrodution
Business Strategy
Marketing Strategy
Finania! Foreasts
Summary
12
Business Strategy= ;>,--' in 9 ?ears<
'arket Strengths= What are 2e selling?
Speed o- transition
. 5bundant e/pertise
. 4sing e/isting apaity
Operationa! e/e!!ene
.
Iears o- e/periene in mu!tip!e proess areas
.
Strutured C>M approa$es
0ntrodution
Business Strategy
'arketing Strategy
Finania! Foreasts
Summary
1C
'arket !evelopment Approach
?arget ompanies
. Current!y distributed operations t$at wou!d bene-it -rom entra!i&ation
. +nterprises in t$e B200<;00M range
. Pro-essiona! servies ompanies de!ivering $ig$<end servies to t$eir
!ients
Fous on ni$e
. Proure to Pay y!e wit$ near term attention on reating standard
po!iies and proedures
. +/tend into ot$er aountingJ-inane servies
+/pand into ot$er !abor intensive markets in t$e 12<26 mont$ $ori&on
. >ebate proessing
. Proessing maga&ine subsription -orms (-reebies,
1F
;Bu((< reation Plan B ?ear ,
0ntrodution
Business Strategy
Marketing Strategy
+inancial +orecasts
Summary
21
+inancial B Initial Investment
:eadcount /
Payroll and Bene3its C--
Don$Payroll=
Travel ,.-
Technology .-
'arketing 9-
'isc6 0-
Total E9-
Assumptions=
= )eadount onsists o- 1 'iretor, 2 ProessJProGet Mgmt, 1 1 Sa!esJMarketing:
= 4se e/isting in-rastruture -or )>, Finane, etR
= 4se e/isting -ai!ities and oupany support:
= 4se e/isting in-rastruture -or te$no!ogies supporting t$e !ient(s,:
= Ot$er Lon<Payro!! in!udesO Mea!s 1 +ntertainment, ?raining, O--ie Supp!ies, Postage 1 S$ipping, et:
22
+inancial B Target ontri@ution
#>---Fs%
?ear , RRR ?ear 9
Revenues 1,000 RRR 100,000
Payroll 1,"00 RRR 6;,000
Donpayroll ;00 RRR 6;,000
Det Income #@&3 ta*% (C00, RRR 10,000
:eadcount "0 RRR 2,;00
Assumptions=
= Margin targeted at 10M -or a mature operation:
= +stimate -or P> and LP in year -ive based on -inania!s -rom 5SC, -ormer 55 BPO onsu!tant, and a onsu!tant
-rom 2unn Partners:
= 4se e/isting in-rastruture -or )>, Finane, etR
= 4se e/isting -ai!ities and oupany support:
= 4se e/isting in-rastruture -or te$no!ogies supporting t$e !ient(s,:
2"
Assumptions
0ntrodution
Business Strategy
Marketing Strategy
Finania! Foreasts
Summary
2;
Summary
!rivers to
Outsource
Buyer O@stacles
to Outsourcing
'itigation
More -ous on
t$e ore business
Fear o- !osing
ontro!
= +ngage ustomers in so!ution
deve!opment
= 'esign proesses optimi&ed
-or greater ontro! over t$e
business -untions
Andersen Team )*perience
= Customer Dorking Committees
= Servie 7eve! 5greements (S75,
= Tuarter!y QP0 >eporting
= 'etai!ed Proess and Funtion
7eve! 'esign
0mprove Servie
7eve!s
'i--iu!ty in $iring
and retaining
proess e/perts
Conern t$e
outsourer wi!!
!ower 9ua!ity o-
servie
= Create S75s and QP0
5ountabi!ity >eporting
= Maintain be!ow BPO average
attrition rate
= Servie 7eve! 5greements (S75,
= Tuarter!y QP0 >eporting
= 7ow 5nnua! 5ttrition 7eve!s
>edue
transation osts
Fear o- !ong term
$ig$er osts or
ost esa!ation
= 'eve!op detai!ed, base!ine
supported business ases
= *a!idate annua!!y t$e ost<
e--etiveness o- t$e outsouring
ontrat
= Standardi&e to ma/imi&e
eonomies o- sa!e
= Ben$marking
= 5tivity Based Costing@Mgmt
= 0nterna! #Memo% 4nit Cost Based
Bi!!ing
= 'etai!ed Proess and Funtion
7eve! >eengineering .
Standardi&ation and C0