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How do companies like TCS and Infosys find new clients?

Is it always the key persons going out and talking to other key persons to get the contract? Do they have sales persons working for them?

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9 answers

They don't. Clients find their service providers. Cold calling does not work in that market. For service providers it is all about their reputation, success stories, word of mouth, Gartner and other market research rating. What they can do in support is participating in conferences, sponsering events, feeding the news, supporting market researchers, pimping their own Web presence. The hot competition starts when the RFI/RFP comes in. The only exception is hiring sales reps with specific strong customer relations.

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Depends on when? Tdy they are giants so that they can have joint venture kind of Partnerships TCS and Infosys were startupsonce So two things were done in the startup stage 1. Body shopping or employee leasing Thru that u gain manholes and deployment experience and customer testimonials to do this one needs to open a marketing office in usa or UK 2. Cost arbitrage thru on-site offshore model 3. Another easiest route is AMC or maintenance or even migration projects like y2k

Report Bala's answer

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Sorry typo pls read it as man hours

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I support Peter's answer, but if part of the question is how do smaller players break into the market, it is usually because they have niche specialty skill that fills in a gap the bigger players lack.

Report Stewart (stew)'s answer

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An IBM executive said the IBM acted big even when they were still small. I would suspect TCS and Infosys use the same sales funnel approach that most other businesses use. Even though we have the internet there are still sales people making $200K/year talking to customers everyday.

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