We all know the adage: "It's not what you know, but who you know” ... Three barriers to entry in selling Information Technology Outsourcing and Business Processing Outsourcing services are getting in at the executive level, staying in at the executive level, and not being "pushed down" to managers who can kill your opportunity if they feel threatened ... Now -- more than ever -- knowing the right people, the "Industry Influencers," can help you get in, and stay in, the executive suite ... Industry Influencers -- Analysts, Researchers, Consultants, Coaches, Academicians, Associations, Attorneys, and Journals / Trade Press -- have the eyes and ears, heart share and mindshare of the CEOs, Presidents, COOs, CFOs and CIOs you need to know ... There are many additional hurdles to success -- especially for small and mid-size ITO and BPO providers -- that include limited company brand and image, limited reputation and references, and limited personal and professional relationships ... There are tried and true frameworks for designing, developing, implementing and measuring a successful "Industry Influencer Program" at your company that would result in increased opportunities, qualified leads and new business ... A formal "Industry Influencer Program" should be a "must have" requirement in your company's Business & Marketing Plans ... Your moderator will be Kevin P. Young of MY Marketing Group (
kevinpyoung@earthlink.net), which has a long and successful history in the development and execution of customized marketing strategy, plans, programs, processes and metrics for companies that include ACS, Amdocs, Deloitte & Touche, EDS, IBM, SCT, Spherion and Unisys.
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