OFFSHORE OUTSOURCING. Seeta Resources Pradeep Anand. November 2003

Transcription

1 OFFSHORE OUTSOURCING Pradeep Anand Seeta Resources November 2003

2 COMMERCIALIZING OILFIELD TECHNOLOGIES & SERVICES INTRODUCTION President, Co-founder, PointCross: Shell, BP, Marathon, Halliburton, Total, Continental Carbon VP Marketing, Landmark Graphics First marketing manager for LWD/MWD at Sperry-Sun North American Operations Manager, a division of Baker Hughes SINCE 1993 ACCELERATE REVENUES & MARGINS Petroleum Industry: Baker Hughes, Baroid Corporation, Daniel Industries, Dresser Industries, Landmark Graphics (Halliburton), Numar (Halliburton), OFS Portal, Sperry-Sun (Halliburton), PGS- Tigress Capital Goods/Manufacturing: NL Industries, Nutter Engineering, CompX, Gundle/SLT Environmental, IKG Industries, National Cabinet Lock, Patterson-Kelley, Waterloo Components IT/Technology: Sun Microsystems, Scicom, Scandent 2

3 Who is offshoring and where do they go? Exhibit 3 BPO&O DESTINATIONS WORLDWIDE Offshored services market size $ Billions, Eastern Europe 0.2 Russia Ireland Canada China Mexico Israel 0.01 South Africa Philippines 7.7 India 0.4 Australia 0.05 Thailand * Includes Poland, Romania, Hungary, and Czech Republic ** Primarily composed of MNC captives Source:Soft ware Associations; U.S country commercial reports; press articles; McKinsey analysis; Gartner; IDC; Country government websites; Ministry of Information Technology for various countries; Entreprise Ireland; NASSCOM 3

4 Potential economic benefits Exhibit 1 OFFSHORING AND RE-ENGINEERING PROCESSES CAN IMPROVE PERFORMANCE SUBSTANTIALLY ESTIMATE 45-55% saving 30-40% savings on off-shore cost base Original cost base Factor cost savings Additional telecom cost Additional management cost Offshore location cost Consolidation & standardization Skills and training Task reengineering Economies of scale Process reengineering New cost base Source: McKinsey analysis Task migration Task level improvement Task aggregation and process level improvement 4

5 But, is offshoring really bad for America? Exhibit 5 VALUE POTENTIAL ACCRUED TO SUPPLY COUNTRY - INDIA EXAMPLE Value accrued from $1 of U.S. spend offshored 1 Dollars; State government 2 Central government 3 Labor Profits retained in India Suppliers 4 Total value accrued to India Offshoring sector 1 Estimated using the India offshored services industry case 2 Includes sales tax on the supplier industries and revenue from the sale of power to offshored service providers 3 Includes income tax from labor employed in the offshored services sector and the supplier industries and corporate tax on the supplier industries 4 Includes revenue accrued to the supplier industries less sales taxes, income taxes to employees and corporate taxes Source: McKinsey Global Institute 5

6 Exhibit 6 Not really! VALUE POTENTIAL ACCRUED TO U.S. Value potential to the U.S. from $1 of spend offshored to India Dollars; 2002 Further value creation potential through Increased global competitiveness of U.S. business Multiplier effect of increased national savings Savings accrued to U.S. investors and/or customers Import of U.S. goods and services by providers in India Transfer of profits by U.S. providers in lowwage country to parent Total direct benefit retained in the U.S. Value from U.S. labor reemployed** (conservative estimate) Current direct benefit* Potential future benefit * Estimated based on historical reemployment trends from job loss through trade in the U.S. economy Source: McKinsey Global Institute Potential for total value creation in the U.S. economy (conservative estimate) 6

7 Offshore Faster: Time Cheaper: Better: Quality Growth of OFS Industry External Value Exceeds Internal Competitive Aging Focus on Core Competencies LEAPFROG: Offshore Own Subsidiary Hybrid/JV Sub Contract Declining Economics Telecom Bandwidth Global Web-based Technologies DRIVERS ENABLERS Seeta Resources, LLC; What To RFI RFP RFQ Like Process Pick Partners Who to PROCESS How to Manage? Work Portfolio Criticality Risk Credibility Compatibility Commercial Terms Stability Scalability Anticipate Mitigate Risks People/ Process/ Tools/ Technology Focus on Business Goals/Deliverables Senior Champion Success Metrics Long Term Game Start Low Start with Fair Sized Project With Explicit Specifications; Transition to Tacit Specifications Resource Services/ Principals References Services Business Company/Supply Chain BOT Lifecycle s Financials Governance Liabilities Legal Language Time Zones Exchange Rates Cultural Differences Governmental Regulations Project Mgmt. Security Quality Disaster Recovery Service Delivery 7 Company Manager Team

8 Offshore Faster: Time Cheaper: Better: Quality Growth of OFS Industry External Value Exceeds Internal Competitive Aging Focus on Core Competencies LEAPFROG: Offshore Own Subsidiary Hybrid/JV Sub Contract Declining Economics Telecom Bandwidth Global Web-based Technologies DRIVERS ENABLERS Seeta Resources, LLC; What To RFI RFP RFQ Like Process Pick Partners Who to PROCESS How to Manage? Work Portfolio Criticality Risk Credibility Compatibility Commercial Terms Stability Scalability Anticipate Mitigate Risks People/ Process/ Tools/ Technology Focus on Business Goals/Deliverables Senior Champion Success Metrics Long Term Game Start Low Start with Fair Sized Project With Explicit Specifications; Transition to Tacit Specifications Resource Services/ Principals References Services Business Company/Supply Chain BOT Lifecycle s Financials Governance Liabilities Legal Language Time Zones Exchange Rates Cultural Differences Governmental Regulations Project Mgmt. Security Quality Disaster Recovery Service Delivery 8 Company Manager Team

9 Offshore Faster: Time Cheaper: Growth of OFS Industry External Value Exceeds Internal Competitive Aging Focus on Core Competencies LEAPFROG: Offshore Declining Economics Telecom Bandwidth Global DRIVERS ENABLERS Seeta Resources, LLC; Better: Quality Own Subsidiary Hybrid/JV Sub Contract Web-based Technologies RFI RFP RFQ Like Process Pick Partners PROCESS 9

10 Offshore Faster: Time Cheaper: Better: Quality Growth of OFS Industry External Value Exceeds Internal Competitive Aging Focus on Core Competencies LEAPFROG: Offshore Own Subsidiary Hybrid/JV Sub Contract Declining Economics Telecom Bandwidth Global Web-based Technologies DRIVERS ENABLERS Seeta Resources, LLC; What To RFI RFP RFQ Like Process Pick Partners Who to PROCESS How to Manage? Work Portfolio Criticality Risk Credibility Compatibility Commercial Terms Stability Scalability Anticipate Mitigate Risks People/ Process/ Tools/ Technology Focus on Business Goals/Deliverables Senior Champion Success Metrics Long Term Game Start Low Start with Fair Sized Project With Explicit Specifications; Transition to Tacit Specifications Resource Services/ Principals References Services Business Company/Supply Chain BOT Lifecycle s Financials Governance Liabilities Legal Language Time Zones Exchange Rates Cultural Differences Governmental Regulations Project Mgmt. Security Quality Disaster Recovery Service Delivery 10 Company Manager Team

11 What services can be offshored? Exhibit 4 OFFSHORING OPPORTUNITIES ACROSS THE ORGANIZATION Low-cost labor Access to highly skilled labor pool Back office Customer contact Common corporate functions Knowledge services and decision analysis Research and development Increasingly complex transactions Sample functions Basic data entry Application forms Data conversion Transaction processing Document management Customer relations Call centers (inbound and outbound) On-line customer service Telemarketing Collections Shared corporate services Finance/ accounting HR Procurement IT Help desk Maintenance Infrastructure Applications development Research services Customer analysis Portfolio analysis Claims processing Risk management Credit underwriting Content development, engineering and design New product design Design specs Pilot/ prototypes Testing Production design and optimization Sample companies Source: Press releases and news; expert interviews; team analysis Source: McKinsey & Company 11

12 Offshore What To Seeta Resources, LLC; Work/Process Portfolio Criticality Risk Start with Fair Sized Project With Explicit Specifications; Transition to Tacit Specifications Start Low 12

13 Offshore Faster: Time Cheaper: Better: Quality Growth of OFS Industry External Value Exceeds Internal Competitive Aging Focus on Core Competencies LEAPFROG: Offshore Own Subsidiary Hybrid/JV Sub Contract Declining Economics Telecom Bandwidth Global Web-based Technologies DRIVERS ENABLERS Seeta Resources, LLC; What To RFI RFP RFQ Like Process Pick Partners Who to PROCESS How to Manage? Work Portfolio Criticality Risk Credibility Compatibility Commercial Terms Stability Scalability Anticipate Mitigate Risks People/ Process/ Tools/ Technology Focus on Business Goals/Deliverables Senior Champion Success Metrics Long Term Game Start Low Start with Fair Sized Project With Explicit Specifications; Transition to Tacit Specifications Resource Services/ Principals References Services Business Company/Supply Chain BOT Lifecycle s Financials Governance Liabilities Legal Language Time Zones Exchange Rates Cultural Differences Governmental Regulations Project Mgmt. Security Quality Disaster Recovery Service Delivery 13 Company Manager Team

14 Offshore Credibility Compatibility Who to Commercial Terms Stability Scalability Anticipate Mitigate Risks People/ Process/ Tools/ Technology Seeta Resources, LLC; Resource Principals References Services Services/ Business Company Manager Team Company/Supply Chain BOT Lifecycle s Financials Governance Liabilities. Legal,, Language, Time Zones, Exchange Rates, Cultural Differences, Government regulations, Personnel Turnover, Geo- Political Project Mgmt., Security, Quality Disaster Recovery, Service Delivery 14

15 Offshore Faster: Time Cheaper: Better: Quality Growth of OFS Industry External Value Exceeds Internal Competitive Aging Focus on Core Competencies LEAPFROG: Offshore Own Subsidiary Hybrid/JV Sub Contract Declining Economics Telecom Bandwidth Global Web-based Technologies DRIVERS ENABLERS Seeta Resources, LLC; What To RFI RFP RFQ Like Process Pick Partners Who to PROCESS How to Manage? Work Portfolio Criticality Risk Credibility Compatibility Commercial Terms Stability Scalability Anticipate Mitigate Risks People/ Process/ Tools/ Technology Focus on Business Goals/Deliverables Senior Champion Success Metrics Long Term Game Start Low Start with Fair Sized Project With Explicit Specifications; Transition to Tacit Specifications Resource Services/ Principals References Services Business Company/Supply Chain BOT Lifecycle s Financials Governance Liabilities Legal Language Time Zones Exchange Rates Cultural Differences Governmental Regulations Project Mgmt. Security Quality Disaster Recovery Service Delivery 15 Company Manager Team

16 Offshore How to Manage? Seeta Resources, LLC; Focus on Business Goals/Deliverables People/ Process/ Tools/ Technology Senior Champion On Both Sides Success Metrics Long Term Game Project Mgmt. Security Quality Disaster Recovery Service Delivery 16

17 OFFSHORE OUTSOURCING Pradeep Anand Seeta Resources November 2003