It is important to increase transparency as well as improve cost and performance management, which is one of the key factors for business success. Performance is a standardized, transparent, and fair assessment process for executives.

Its preconditions are a performance and a process-oriented culture, its implementation by consistent target management and, last but not least, transparency of corporate strategy.

Strategic Options

As international growth is critical for success, multinational corporations must adopt strategic core principles that focus on international representation of customers: leadership position due to limited resources the sales approach may focus on existing named top customers that are headquartered in the region; main focus in region and industry: following the customer in a specific industry outside the selected region, e.g. Europe, might be useful if this industry is already established globally because globally active customers need a provider that delivers innovations as well as global services and solutions; delivery capabilities: establishing region-specific, industry-specific, and technology-driven delivery resources enables the company to secure major, international contracts with multinational customers.

These principles should help the company to exploit its international growth potential and also maintain a clear focus in order to concentrate on essential aspects.

To be able to offer an ICT portfolio to top customers worldwide, delivery must be optimized. This means, for instance, industrialized production and delivery, including the consolidation of data centre locations. The growing importance of nearshore and offshore locations will also promote effective delivery support. This is needed to concentrate on locations and services that are success-critical and should therefore use intelligent partner concepts in all areas. These measures will enable companies to offer customers competitive prices.

To implement the international strategy, strong sales and service management forces, supported by strong and agile delivery management forces, need to be established.

A crucial success factor is a constant high degree of performance at major customers’ locations at marketable prices. The production of services does not necessarily have to take place near the customer’s premises, but in most cases can take place anywhere. Service delivery must, however, stay close to the customer or can, if there is no adequate local presence, be outsourced to a partner.