“What does it take to win IT and Engineering Outsourcing Business?” – Mr. Rajan Bedi, Head Presales, HiTech and Communications Engineering Services at HCL Technologies

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An interactive session by Mr. Rajan Bedi, Head Presales, HiTech and Communications Engineering Services at HCL Technologies began with him talking about a case study and how fortune 500 companies are structured Globally and What it takes for such a company to turnaround and be profitable using classical business and IT Levers including outsourcing.

He involved the students in a role play by giving various CXO designations to them and gave them a mandate to turnaround a company. This helped the students relate to how a new CEO would have to turnaround a company and the various stages involved, right from a board meeting to hiring a consultant, Business Case Creation and the Journey of selecting an outsourcing service provider.

Mr. Rajan then highlighted how external consultants create, analyze a business case and suggest cost reductions. He then spoke about some of the processes in IT outsourcing sales and presales which involve account mapping, RFP Response, proposal defense, client visit, Deal closure cross-selling and relationship building with clients.

The role play based case study helped the audience to understand the above and actively participate and think through on what it takes to win IT and Engineering Outsourcing Business.

He concluded by speaking about how new trends in IT and Engineering Industry like IoT is contributing to the asset value chain and the four segments that IoT is going to have the highest impact on are manufacturing, healthcare, utilities and logistics.

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