Software Nearshoring – The System Is Broken

Hi, a very, very interesting article and viewpoints - from the "other end" let me offer some viewpoints - something which is not always visible. In CEE, there are much more IT companies which could meet these requirements than the ones which are "visible". The "visible" ones are usually the larger ones, who have enough marketing and sales capacity, some funding to pay excellent facilitators like yourself, and also? - wisely - standardised themselves to the most popular technologies, business models and methodologies. When they get more mature and established, they often create some small hubs in places like DACH, Netherlands or UK - with some local employees to grow business further. Below that level, there is an interesting buch, often not very visible, unless they manage to create some novel/innovative products themselves.? They are usually smaller, weaker (financially), rely more on local projects but have the capacity to engage in international projects - but have much much less resources for marketing, networking, attending international events and so on. They often have EXCELLENT technology skills (with several "multitalent" colleagues or seniors, eh, a bunch of nerds, name it) and often also have formal tech certificates from ISO 9001...27001, some level of Microsoft etc. partnerships, with colleagues with CISA, Scrum, whatever certs.? But, on the other hand, their presentations might be too technical, they might sound funny when they speak a foreign language (but read and write virtually ANYTHING when it comes to technology, familiar with latest trends and gadgets) or they dedicate their CEO or International Director as "account manager" - as 85% of the staff is technical, even their PMs are qualified engineers or developers, with a secondary degree or certificate. They are often not found - definitely not if seen only from a distance. Once they are found, they can be incredibly successful and have the necessary funding to do some necessary streamlining of administration (including "real" account managers or online marketing specialists :)) or can afford more external specialists when needed. But until the first 2-3-5 projects are completed, they are only found on recommendation or by chance.? But those first 1-3 clients can get a fantastic deal - a group of experienced, fast seniors for the price of juniors, if they are happy to be the subject of a "case study" and happy to issue an endorsement. So I wonder what business model can be applied to include this group in the "offer" of experienced, seasoned sales mediators - something these SMEs can afford and can lead to a quick ROI to be able to give enough focus to this new market opportunity.? There are fantastic teams and people over here - many of them very eager to work for these potential clients, even if some processes need to be further standardised and some of their marketing material be polished and fine-tuned. In return, they can act as real "niche" suppliers, with the "weirdest" combination of skills and problem solving abilities and true enthusiasm towards technology. Again, it was great to read your article, as usual - and would really be interested if a conversation around the "matchmaking" issues could be continued, hopefully with stakeholders from both sides.

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