This Case is about CUSTOMERS, GLOBALIZATION, GROWTH STRATEGY, IT
PUBLICATION DATE: January 17, 2008 PRODUCT #: 412S33-HCB-SPA
In the highly competitive information technology outsourcing business, Cognizant Technology Solutions has developed a strategy to distinguish itself by emphasizing building quite close client relationships through its “Two-in-a-carton” (TIB) model. This model relies on having entire obligation is shared by two individuals for the customer. In the U.S. or Europe, the “onsite” individual, along with his or her relationship management team, is accountable for thoughtfulness about the customer’s needs, obtaining endeavors and properly scoping out the work. The “offshore” man in India or elsewhere, along with their delivery team, is in charge of finishing the job in a high quality and timely manner. The exact same top- and bottom line metrics are used to assess the operation of both the onsite and offshore supervisors. This strategy (as contrasting to ones with support on things like low cost and invention used by Cognizant’s opponents) is meant to construct heavy and powerful client relationships which will optimize Cognizant’s “share of wallet.” One intriguing facet of TIB is a 1,700, Cognizant Business Consulting -man group which counsels customers in the context of helping them develop IT solutions for their business challenges. More lately, and as the next development of the TIB version, Cognizant is developing what it calls “Cognizant 2.0” or C2.