Vantage Partners Publishes New Findings on Offshoring Relationship Management

BOSTON (Feb. 24, 2010) – Vantage Partners ( announced today the publication of a new study, Managing Offshoring Relationships: Governance in Global Deals, which reveals the significant impact of cultural differences on the value achieved in offshore outsourcing deals. 

Study participants answered questions about their organization’s most significant offshoring relationship in which they are significantly involved. The research includes both customer and provider quantitative and qualitative data gathered from more than 400 companies from all regions of the world.

Key findings include: 

“Many customers and providers recognize that cultural differences impact the value they achieve in their offshoring deals,” said Robert Williams, chairman of Insigma HengTian Software Ltd. “However, companies struggle to manage those differences. This study points to the potential for organizations to capture substantial increased value from their offshoring relationships – if they invest in understanding and enabling more systematic and collaborative approaches to managing cultural differences.” 

Download the study:

About Vantage Partners, LLC
Vantage Partners leads the field of relationship management, building on more than 20 years of research and consulting experience with the world’s leading companies. A spin-off of the Harvard Negotiation Project, Vantage Partners helps customers and providers enter into, manage, and (when necessary) remediate working relationships. Vantage works with clients on specific transactions, as well as on enhancing their institutional capabilities to make effective negotiation and relationship management a repeatable process. For more information, please visit