Mais conteúdo relacionado Semelhante a Governance Services: Meeting the Minimum Governance Table Stakes to Stay in the Game (20) Mais de Information Services Group (ISG) (20) Governance Services: Meeting the Minimum Governance Table Stakes to Stay in the Game2. © 2015 Information Services Group, Inc. All Rights Reserved.
Meeting the Minimum Governance Table Stakes
to Stay in the Game
Governance Services:
Tina
Roy,
Partner
3. © 2015 Information Services Group, Inc. All Rights Reserved 3
Agenda
o Contracts
are
changing;
expecta6ons
are
rising
o How
to
change
the
game
with
good
governance
o How
to
drive
value
add
in
your
client
rela6onships
4. © 2015 Information Services Group, Inc. All Rights Reserved 4
Did you know?
o Contract value leakage is as high as 10% of ACV for
either party
o Provider compliance to D&Os is typically below 25%
(even with your renewals and COLA notifications)
o Lack of compliance for new SOWs or change orders
doubles the typical 20-day close cycle
o ~20% of payments are delayed due to invoicing errors
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The client-provider relationship
is becoming more complex.
XaaS, Cloud,
Consumption
& Outcome-
based
Contracts
Focus on cost
reduction
heightened with
automation &
digitization
Multiple
suppliers and
SIAM
Mandatory
guidelines for
risk, audit &
compliance
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Is this where you should be spending your time anyway?
ü Meeting basic D&O expectations
ü Producing accurate & quality Invoice/Change Order/SOWs
ü Correctly calculating COLA or even charging it!
ü Ensure quality, tracking and reporting
ü Defending rates and Service Levels
The simple stuff - if not attended to -
can shroud the relationship in doubt.
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Basic governance solutions help ensure …
you spend less time keeping the
lights on and justifying your value
and more time delivering high
quality service and strategizing the
future target operating model and
innovating.
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How do you
… improve the quality of invoices
… increase efficiency and
… reduce payment cycle times
...proactively meet your obligations?
Implement the right processes and technology
with the right resources and rates.
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?
Should you be adopting
state-of-the-art governance
measures like your
clients are doing
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Suppliers can use governance frameworks to…
ü minimize your own losses
ü refocus your energies and talent on
delivering next-generation services
ü ensure your fees are competitive
ü optimize your efforts toward delighting
your clients
…and “raising the stakes’ for the
competition
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…and be proactive
o Improve contract hand off from sales to delivery
o Focus on startup and transition activities tied to
milestones and penalties
o Deliver good, quality service
Good governance helps you
o Knowing and meeting your obligations
o Ensuring your rates are not only compliant
but competitive.
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“Double Down” and realize the “full value”
of the contract you negotiated.
o Create the transparency for your clients
o Work from fact-based data
o Leverage proven benchmark data
o Plan for the future
o Automate where possible
o Adhere to stringent processes
o Standardize your obligations across
contracts
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Can you identify the tactical and quality issues
to improve the relationship and service?
Risks
Processes
Roles and
responsibilities
Tools People Value leakage
Compliance Relationship
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What is the
ISG Essentials
Startup Kit?
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Captures & assigns
contract obligations.
Proactively identifies, tracks,
and alerts.
Provides an SOW
benchmark factory and
reports on key financial
measures.
Implements invoice and
service level management
validation.
Performs ongoing
reconciliation & validation.
Performs
contract interpretations.
Proactively captures and
records
critical contract changes.
Captures and tracks contract
issues to resolution.
The ISG Essentials Startup Kit …
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Differentiate your business through
good governance basics
o Shift valuable resources from resolving daily,
transactional issues to delivering real value
o Proactively meet your contractual commitments
o Demonstrate quality, compliance & competitiveness
o Employ new ways to communicate and inform your client
through state-of-the-art dashboards & reports
and maximizing your value