Though I have no personal experience working for any of these IT giants, I do have experience working with about 50 small to large companies in India that work in a variety of outsourcing verticals with American clients. I’d like to share based on that six year experience why I feel the large IT firms are losing out in the outsourcing world.
Not all these small fish work with small fish in the US. Some of the small fish in India work with big fish in the US. So, how do these small fish land the big fish accounts (such as Walmart, and others)? In one scenario, several colleagues working together at a major Top 10 consultancy get a light bulb moment. They start learning the business from the outside in. They start learning where the gaps are in the large firm’s approach. They craft their exit strategy from the company to start their own start up. Using the connections they made at the large IT consultancy firms, they slowly build a network to catch the eye of someone at one of those large US accounts. Since the smaller firm can offer very competitive pricing, and, the large company in the US may take up the small company on test projects first, slowly building up to larger, more complex or critical projects.
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