Hi everyone! I am running an ICT outsourcing company in South Eastern Europe for almost 2 years now. It has been profitable so far with a good steady turnover. Mostly, our clients are one-two person startups or small companies with low budgets for the development who need complex web solutions. I want to scale up the company. We have a really great team over here and sometimes I feel we should be working on more exciting projects. Lately, we are trying to create partnerships with ICT companies who would like to outsource some of their development and we have some success with that. In fact, we managed to cut the development costs for one of our USA partners for around 60%. I am sure we can provide huge value to companies like that but in the first place, it is so hard for us to find them and almost impossible to get in touch with them. My questions are - what marketing methods we should use in order to get in touch with companies like that? How should we prospect them? We tried cold emails but it didn't work the way we expected it. If our target market is Silicon Valley, how could we promote our services? Does anyone have experience with scaling up outsourcing companies? Thanks in advance!
Great question! I love questions like this ones.
First off forget about Silicon Valley. If you are not here with that sort of relationship you will spend a lot of resources before you make something sustainable here.
Second, you mention you've had some success - ok, why aren't you simply making that effort that has worked more efficient and thus grow that effort scale to in return scale up your success rate?
Emails are for long term nurturing not for quick generation. What I would suggest is first never show up empty handed, when you do make contact with one agency, know what they do and who for, offer directly related solutions for 1 client only. If you do a good job there they might build the relationship on their end.
With that said, don't pitch for long term pitch for an opportunity to save money or time or etc once.
Sorry but I gotta go, short reply.
If you have any further questions let me know :)