A Win Prediction Model for IT Outsourcing Bids

Author

Greenia, Daniel B. ; Mu Qiao ; Akkiraju, Rama

Author_Institution

Almaden Services Res., IBM Res. San Jose, San Jose, CA, USA

fYear

2014

fDate

23-25 April 2014

Firstpage

39

Lastpage

42

Abstract

Information technology service providers (ITSPs) compete to win high-valued outsourcing contracts by designing and proposing bids to potential clients. The bids are complex in both their technological components and service level agreements. Several factors in addition to price play a critical role in determining whether a deal is won or lost. Our research mission is to discover which factors deals correlate with winning contracts in a competitive setting and build a win prediction model to prioritize scarce sales resources to deals that are likely to be won. By doing so, an ITSP can increase the effectiveness of its sales force and increase its contract win rate.

Keywords

contracts; information technology; outsourcing; tendering; IT outsourcing bids; ITSP; contract win rate; high-valued outsourcing contracts; information technology service providers; sales resource prioritization; service level agreements; technological components; win prediction model; bid qualification; data mining; naïve Bayes; strategic outsourcing;

fLanguage

English

Publisher

ieee

Conference_Titel

Global Conference (SRII), 2014 Annual SRII

Conference_Location

San Jose, CA

Type

conf

DOI

10.1109/SRII.2014.16

Filename

6879664