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TOP 5 THINGS To build a success software

outsourcing firm out from Vietnam

Presented by Viet Hung KMS Vietnam’s Managing Director

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This is to prepare for Software Outsourcing practitioners around Vietnam, inspired by the story of KMS.

KMS STAFF GROWTH IN 5 YEARS

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5 20 17 18 18 18

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65

200

300

401

446 484

0

100

200

300

400

500

600

US   Vietnam   Global  

THE TOP 5 THINGS TO MAKE IT HAPPEN FROM 0 TO 500

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1.  Market & client selection 2.  The culture 3.  Staff selection & staff development 4.  The key metrics 5.  And finally, aim for something long enough

MARKET / CLIENT SELECTION

Picturing how do your clients look like? §  Which countries? America? Europe? Japanese?... §  Type of business? Software product/services company

vs. not? §  Size?

§  Size of the company: SMB vs. not SMB? §  Startup vs. matured? §  Size of the outsourcing projects?

§  Engagement preference? §  Long term partnership? Or just pure staff augmentation?

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Select the niche focusing around your strength. “

THE CULTURE

In outsourcing business, we often deal with the differences between the West and the East §  Communication / Language §  Integrity: Honest, keep your promise, and be accountable §  Transparency Not mentioning the challenges of different time zone and the long distance between offshore and onsite, must build trust through common culture / behavior

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No option, but your guys have to fit with your clients’ culture. “

STAFF SELECTION AND STAFF DEVELOPMENT

§  Staff selection

You don’t build business. You build people and people build business.

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“

450+  people  at  KMS  

1,249  2nd  round  

interview  

3,738  1st  round  

interview  

7,575  qualified  

CVs  

STAFF SELECTION AND STAFF DEVELOPMENT

§  Staff selection §  Staff development

§  Through training program §  Fresher program §  Leadership development program §  Technical development program

§  Through real work opportunities Any of the above are hard to work, if you don’t have a positive and connection corporate culture. Refer http://www.amazon.com/Fired-Burned-Out-Creativity-Productivity-ebook/dp/B007V91MVE/ for how to build a connection culture.

You don’t build business. You build people and people build business.

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THE KEY METRICS

But wait, how much is it

…good?

The top metrics for survival in outsourcing business is utilization.

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“

AIM FOR SOMETHING LONG ENOUGH

Some questions to ask §  What do you see in the next 5 years? 10 years? And

beyond that §  Is software outsourcing is the means or the purpose? I suggest you to think about how to build a sustainable business. And once again, it would be around building people.

If you don’t see that far, how do you know you’re if you’re on the right path?

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THE TOP 5 THINGS

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1.  Market & client selection 2.  The culture 3.  Staff selection & staff development 4.  The key metrics 5.  And finally, aim for something long enough

FINAL WORDS

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It’s a $30 bil market out there in US, waiting for you. Do it or lose it.

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© 2014 KMS Technology

THANK YOU