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Outsourcing became fashionable in the late 1980s, came of age in the 1990s, and is now a normal part of corporate life. Written by well-known and respected business authors and incorporating new research from Copenhagen Business School, this book covers the newest elements of outsourcing today and discusses how strategic alliances should be established between the buyer and supplier. Topics explored throughout include the scope, scale and importance of what is outsourced; the pricing and risk sharing involved; and changes to organizations which lead them to seek more outsourcing.

Preface

Introduction

1.Understanding the opportunities　

　Introduction

　What is outsourcing?

　The origins of outsourcing

　Trends and pressures

　Initial concepts

　Outsourcing today

　Traditional activities

　Peripheral activities

　Critical activities and processes

　Strategic and problem-solving activities

　Summary

2.Moving to supplying total solutions

　Introduction

　Management issues for outsourced activities

　Traditional activities

　Peripheral activities

　Critical activities and processes

　Case Study: The 1999 crisis at the UK Passport Agency

　Strategic and problem-solving activities

　Case study: The European Chewing Gum Company

　Summary

3.Retooling marketing and the sales force

　Introduction

　The search for a better way to trap mice

　Market segmentationvariables

　Segmentation approaches

　Criteria for initial screening

　Evaluating potentialsegments

　Defining the market

　Timing, niche markets and global considerations

　Sales force management in a changed environment

　Sales force development for supplying total solutions

　Building sales forcecapabilities

　Summary

4.Managing buyer/supplier relationships

　Introduction

　The challenges for suppliers

　Case Study: Timex Dundee

　Case Study: IBM Denmark

　Supplier Challenge 1 - The need for additional competencies

　Supplier Challenge 2 - Managing the entry phase

　Supplier Challenge 3 - Running the contract

　Case Study: Driver and Vehicle Licensing Agency, UK

　The challenges for buyers

　Buyer Challenge 1 - The pre-bid phase

　Buyer Challenge 2 - Identifying the key suppliers

　Buyer Challenge 3 - Awarding the contract

　Buyer Challenge 4 - Running the contract

　Summary

5.Pricing solutions and managing risks

6."Transitioning" human resources

7.Structuring "next generation" IT solutions

8.Achieving quality in outsourcing

9.Getting a good slice of a bigger pie

Index

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作者简介：

　　Per V. Jenster is a Professor at Copenhagen Business School, where he has held the post of Associate Dean with responsibilities for various MBA programs. He was formerly a professor of marketing at IMD, Lausanne, Switzerland. He completed his doctorate in Strategic Management at the University of Pittsburgh and was later a faculty member at the University of Virginia. His industry experience includes extensive consulting in the areas of strategic management, marketing planning, competitive analysis and cost evaluation studies, and his research is widely published in books, articles and case studies.