The Win-Win Strategy: Building a Stronger IT Industry Together

When running a small to mid-sized IT company these days, it is unrealistic and impractical to assume that you can work in every technology yourself. You can only work in a limited number of tech stacks and there will always be many that you won’t have the in-house expertise of.?

In the realm of sales and lead generation, this reality is often daunting. Despite extensive outreach through multiple channels, the leads you pursue are rarely available, and they’re often considering numerous other providers. Conversely, leads that come through your existing network, although readily available, seldom align perfectly with the specific technical requirements you offer. This common dilemma for IT companies striving to grow presents two strategic paths:

1) Start Saying No to Opportunities Outside Their Expertise: Focus on only their core competencies and decline projects that fall outside their specialized tech stacks.?

2) Accept Them Through a Partner Network of Trusted Agencies: Expand your service offerings by collaborating with a network of reliable partner agencies.?

I choose the latter and here’s why:

Think of it like fishing with a net: if you only keep the fish that meet your exact needs and throw the rest back into the sea, you’re throwing away value. Even if a project doesn’t fit your specialization, it may still hold value for someone else. So instead of discarding these opportunities altogether, why not leverage every project by connecting with specialists in those areas while maintaining your focus on what you do best? This is what I call “the collaboration mindset.”

In today’s environment, this is no longer just an option, it has become a necessity, especially since the entire country’s economy is eyeing on the IT sector for growth.

Adopting the Collaboration Mindset

Collaboration is undeniably essential in today’s IT landscape. The real challenge, however, isn’t whether to collaborate, but how to do it effectively. What mindset do we adopt, and what do we expect from it??

First thing first, any business is compensated for the value it creates for its customers, so before we start our math we must ensure that our primary focus should always be on delivering the best possible result for the client. Period. Everything else stems from this priority. All parties involved must develop engagement strategies that keep client satisfaction supreme.?

You have to treat collaboration not just as a business tactic to increase monetary gain, but genuinely embrace and internalize its true essence. Too often, each party aims for short-term gains trying to squeeze the maximum out of the other in order to maximize profit. This transactional approach not only undermines trust but also hampers the potential for long-term success. This is far from ideal.

The Ideal Collaboration Model

The ideal collaboration model is one in which a client approaches an agency with a specific budget, the agency, realizing this isn’t within their expertise, conducts due diligence to find a partner with the right skills, outsourcing the work for a lower rate. This creates a win-win situation for everyone involved: the client receives quality work, the delivery partner is paid a fair rate for their services, and the original agency maintains its relationship with the client.

However, this balance isn't always easy to achieve. The client may have a limited budget, or the delivery partner may not be able to deliver the required quality at a lower rate. In such cases, keeping the client's needs supreme, all the parties involved must be willing to compromise.?

The company bringing in the client should aim to offer the delivery partner the largest possible share to ensure quality work, even if that means reducing their own profit. Likewise, the delivery partner should ensure to keep their rates at the least possible level where they can safely deliver the right quality.

At all times, however, the company bringing in the client should remain at the residual level, only receiving what remains after covering the client's payment and the delivery partner's charges. Greed on part of any party will result in the loss of equilibrium and the relationship will suffer.

Mutual Benefit and Sustainable Growth

Collaboration is built on mutual respect and consideration. The agency should offer the delivery partner a fair share to ensure the project’s success, and the partner should keep costs reasonable to benefit all parties. This mutual understanding leads to stronger relationships, long-term partnerships, and sustainable growth.

If the entire IT industry embraces this collaborative mindset, growth is inevitable. Every company becomes a gateway for new leads, benefiting not just individual businesses but the entire sector. Clients will trust one partner to handle all their needs efficiently, without having to manage multiple vendors or navigate complex due diligence processes themselves. This, hence, creates a win-win situation for all parties involved.

Final word

By setting realistic expectations and fostering a growth-oriented mindset, each party can contribute to the client’s success, ultimately leading to repeat business and a strong reputation. When companies collaborate in a way that prioritizes the client, respects the roles of each partner, and strives for high-quality delivery, the entire IT industry benefits.?

All in all, collaboration is no longer just a strategy—it’s the foundation for long-term success.