“Partnering” — besides being a mandatory buzzword — is a curious term. Nowadays, instead of taking over a company, we partner with it. We don’t sell anything anymore; we partner. And now, rather than outsourcing, we create strategic partnerships. While the goal of an amicable and mutually rewarding relationship is admirable, what each party truly expects from the other in an outsourcing arrangement formed under a “partnering vision” is quite different. The client often wants a “well-behaving provider.” But what the client means by “well-behaving” is a provider that accepts nearly infinite scope creep without a commensurate increase in price, immediately reacts to the client’s ad hoc needs (at no charge), and performs what the …
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