Ask for the sale

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Deborah Kops

It’s one of the things that bollixes me most about shared services and outsourcing—clients or internal customers are supposed to "get it" without ever being asked for the sale. We think that the numbers speak chapters, and that good corporate citizens all want the "better, faster and cheaper" that every outsourced or shared services model promises to deliver, yet we forget that everyone…and that means everyone…needs to be sold. For virtually all of us, sales conjure...
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