Recently, I’ve lost some large orders to outsourcing. I was involved early (I thought) in the process only to find my customer(s) had outsourced all products (of my type) to a single company. And, I learned, that company had procured what they needed over a year prior to my involvement. The end result was that I had no chance of selling my products to the local entity.

Our products and service organization is superior in every way to our competition. But, I’m afraid we are being shut out of some opportunities due to BPO.

My question is this, should we have a sales person or department, that targets companies who are actively outsourcing? We have a traditional national account department, direct sales personnel, and distributors. But, I’m concerned, the primarily local focus is not winning the day.

Any comments or ideas?

Thank you.