As a Sourcing industry leader,
Ben Trowbridge has pioneered innovative outsourcing deals
since its inception. In the late 1990s, then serving as the
Managing Partner of Ernst & Young's Global Outsourcing
Business, Ben began to develop a series of ideas and methodologies
to revitalize the outsourcing relationship while more effectively
managing transformation and risk.
Joint Venture Services
The first attempt at revitalization was called TRANSCO
(The Transformational Company) and relied on the formation
of a Joint Venture between the client and the provider to
own, govern and deliver the client’s outsourced services.
The client contributed their IT department’s assets
and employees to the JV and the vendor contributed capital,
partners and staff to lead the transformation. Since all concerned
were now employees of the Joint Venture, their interests and
motivations were aligned with the clients.
Over the years, the efficacies gained from the use of outsourcing
consultants (often used solely to drive down price) have served
to develop dysfunctional “at odds” relationships
between the buyer and seller. Collaborative outsourcing relationships
based on the JV Sourcing model are one of the most effective
ways to manage client/vendor relationships. “A Joint
Venture structure establishes a truly aligned relationship
with common goals under one management team” states
Ben Trowbridge. “The Joint Venture structure reduces
internal conflict and allows communication to flow; it is
a way to offload the risk and still keep some measure of control.”
JV Sourcing Experience
With unique experience and unmatched expertise in JV Sourcing,
the Trowbridge Group provides versatile solutions that directly
solve many of the problems facing global organizations today.
Ben explains that “balance is the key, and failure to
complete a balanced and fully thought-out contract could result
in disaster for the client management team that pursues it
without a competent, experienced JV Sourcing consultant.”
We create pioneering deal structures and establish collaborative
relationships to ensure the success of our client’s
sourcing initiative.
As the complexity of outsourcing initiatives grows, more organizations
are turning to the JV Sourcing model to overcome the issues
of control and risk inherent in every outsourcing arrangement.
Over the last 10 years, members of the Trowbridge Group team
have advised on industry leading Joint Ventures including:
Dairy Farm International (OneResource Group), Farmland Industries
(OneSystems Group), Preussen Elektra (Synergis), Shell International
(TASCO), Ontario Power Generation (OPG) and TXU. This experience
firmly establishes the Trowbridge Group as the leading experts
in JV Sourcing, and enables us to offer an unparalleled level
of service to our clients.
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