publication date april 17 2001 research brief new sales and marketing models required to sell business process services abstract numerous internal external catalysts of change are forcing service providers continuously reassess their this document will address a critical aspect how it doing differently the challenges posed by managing in an environment rapid continuous rebecca scholl debashish sinha key issue what forces driving industry model changes should result recommendations a73 that market bpo must be aware they facing multiple decision makers adapt strategies accordingly define specific measurable performance metrics both operational link those promised benefits because is establishing credibility have dedicated organization with consultative skills expertise become true partners clients prepared undertake value based contracts risk sharing 2
