The Indians Wrestle with Business Consulting

Steve Hamm

The earnings reports turned in by the top Indian tech outsourcing companies over the past couple of weeks are mighty impressive. While demand growth is slowing for outsourcing services in general, the top Indian firms are actually accelerating their revenue growth. There are a bunch of reasons for this: they keep broadening their portfolios of services, they get additional jobs with customers they’re already working for, and they keep climbing up the value chain. The Indians have been doing classic systems integration work for years—mostly installing big complex software packages from the likes of Oracle and SAP. But, to gain the kind of sway with customers that the best of the Western tech services outfits enjoy, they have to build up their consulting capabilities and handle more transformational engagements. This has proved to be a serious challenge.

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