The Extraordinarily Talented Company
Delivering Extraordinary Talent
We are Patriot Consulting Inc.
Patriot Group Background
• Founded in 2004
• US Headquarters in Mount Laurel, NJ
• Regional Offices in Atlanta, GA and Richmond, VA - additional Sales Offices in Washington DC and New
London, CT
• Dedicated off-shore development Center in Nagpur, India
• We support over 400 US based Customers in over 40 States, including clients such as Invesco, GE
(Digital, Power and Aviation), Sirius-XM, FINRA, Sallie Mae, Zebra Technologies and many others across
Financial Services, Manufacturing, Digital media, FMCG, Non-Profit and Federal and Local Government.
• Cleared Facility with capability to process up to “Top Secret” Clearances
• GSA-70 Pricing Schedule for Information Technology and Professional Services
• Capabilities include Manage
©2017 CONFIDENTIAL: For Company Use Only
Patriot Consulting: Off-Shore
Current Off Shore Clients
©2017 CONFIDENTIAL: For Company Use Only
Offshore IT
• How many companies use offshore resources for IT?
• Significantly?
• Small amount?
• None / thinking about it?
• Very satisfied and growing?
• Implemented - have ongoing challenges?
©2017 CONFIDENTIAL: For Company Use Only
How I used Offshore
• Circa: 1997
• Oracle 10.7 NCA
• Offshore Decision:
Financially based on project economic forecasts
• Costs of project had be lower
• Same amount of work had to be done
• Developed a pyramid project model approach….
©2017 CONFIDENTIAL: For Company Use Only
Pyramid Project Financial Model PLAN
$178 /HOUR AVERAGE COST HEADCOUNT TARGET
SR
$350/HR
MID
• Low cost resource team required
• Highly-skilled resource requirements
for project
• Time of the essence
$250/HR
ANALYSTS
OFFSHORE TEAM
$175/HR
$40/HR
©2017 CONFIDENTIAL: For Company Use Only
Pyramid Project Financial Model REALITY
$178 /HOUR AVERAGE COST HEADCOUNT TARGET
$225 /HOUR AVERAGE COST HEADCOUNT TARGET
ANALYSTS
SR
$175/HR
$350/HR
MID
MID
$250/HR
$250/HR
ANALYSTS
OFFSHORE TEAM
$175/HR
$40/HR
SR
$350/HR
OFFSHORE
TEAM $40/HR
©2017 CONFIDENTIAL: For Company Use Only
Project Assessment: S = P - E
S=
Success
P=
Performance
E=
Expectations
• Delivery
• Cost
• Timeframe
Success = Performance - Expectations
©2017 CONFIDENTIAL: For Company Use Only
Offshore Challenges
1.
Post-Contract Processes / Decision Rights Not Understood
• Service provider and client lack operational preparedness
• Services do not get performed
• Implementations are stalled
• Frustrations mount
2.
Little or No Support From Client Leaders Receiving Services
• Lack of client buy-in from service provider deliverables
• Offshore model meets resistance from client
• Business case begins to deteriorate
©2017 CONFIDENTIAL: For Company Use Only
Offshore Challenges
3.
Poor Mutual Understanding of the Contract
• Service provider and client start to use different teams for initial implementation
• Client resentment toward service provider grows
• Personal views what service provider should or should not do emerges
• Roles and responsibilities become mired
4.
Service Provider Team Not Completely in Place or too Small
• Implementation issues arise
• No one is “directing traffic”
• Volume and complexity of work becomes overwhelming
©2017 CONFIDENTIAL: For Company Use Only
Offshore Challenges
5.
Client Governance Team Lacks Required Skill-sets. According to TPI’s Governance Benchmark:
• 60% of client governance staff assigned have no prior offshore experience
• 40% of clients do not train governance team that manage the contract
• Only 20% of clients feel their governance team is sufficiently trained
6.
Loss of Key Talent / poor knowledge Transfer
• Project uncertainty leads to talent loss
• Motivation for knowledge transfer suffers
7.
Culture Clash - As issues arise, culture clashes emerge on 2 levels:
• Client corporate vs. offshore national culture
• Differences in Speed, Style, Decision Making and organizational Structure
S = P – E!
©2017 CONFIDENTIAL: For Company Use Only
S=P-E
• Loss of Performance…..
• Misses Expectations….
• Causes failure of Success
©2017 CONFIDENTIAL: For Company Use Only
Guiding Principles for Maximizing Offshore Success
1.
Clearly defined job scope and requirements:
At onset of offshore project, outline expectations of your service provider, along with specific
deliverables and a timelines
This helps ensure that the work completed meets your expectations.
2.
Match skill requirements with talent:
When analyzing offshore service providers, consider areas of the world where talent is plentiful for your
chosen skill set. Skill sets include:
Technologies (Oracle…)
Domain Expertise (Industry)
Roles & Responsibilities(PM, DBA, Dev…)
Functional Areas(SCM, CRM, Fin…)
3.
Service Level Agreements and Monitoring Progress:
Properly Trained Governance
Closely track offshore resources time utilization
When it’s time to pay the service provider, the system in place clearly tracks hours utilized
Ensure success of project
©2017 CONFIDENTIAL: For Company Use Only
Guiding Principles for Maximizing Offshore Success
4. Be Sure to “Follow the Sun”:
Globally based offshore talent requires that time zone differences do not create “inefficiencies”
Work schedules should be consistent among client team members and offshore service provider
Minimizes schedule delay and communication breakdown
5. Manage offshore team as if they were your employees:
Even though they may be temporary or contract workers offshore employees deserve the same
considerations as full-time or local employees.
Provide regular/ample feedback, constructive criticism and especially praise when deserved.
Communicating regularly with your offshore team builds a strong relationship with trust and leads to
success.
6. You get what you pay for:
Benefits of offshore outsourcing provides lower project cost but be willing to raise your budget for:
greater technical skills, overtime or rush jobs that require quick turnaround.
In addition, if you are working with an offshore development company that provides some project and
employee management, you should consider paying more to that firm for being the liaison between your
contractor and your firm.
Be financially smart, but not cheap!
©2017 CONFIDENTIAL: For Company Use Only
Patriot Consulting – Can We Help?
Jerry Zariello
[email protected]
856-406-3690
___________________________________
Kelly Cox
[email protected]
856-406-3678
©2017 CONFIDENTIAL: For Company Use Only