Business Process Outsourcing Pioneer Joe Vales Featured in Exclusive Interview With Consulting Magazine

BPO Thought Leader Shares Insights on How Vales Consulting Group Helps BPO Services Providers Build and Sustain Market Leadership

NEW YORK, Dec. 15, 2005 (PRIMEZONE) -- Joseph Vales, Senior Partner of Vales Consulting Group and highly regarded thought leader and industry influencer credited with helping build the business process outsourcing (BPO) marketplace, was recently featured in an exclusive interview with Jack Sweeney, Editor-in-Chief of Consulting Magazine and the leading authority on trends and developments in the global management consulting industry.

In the interview, titled "A BPO Pioneer Now Banks on the Wins of His One-Time Rivals," Vales shares his views on the strategic marketing challenges facing IT outsourcing (ITO) and BPO services providers. He also discusses how, as head of the global marketing team, he helped build PricewaterhouseCoopers' trailblazing BPO practice in the mid-1990s, which became the fastest-growing service line in the firm's history as well as the dominant force in the global BPO marketplace before it was sold to IBM.

"The commoditization of service offerings and lack of competitive differentiation continue to frustrate outsourcing services providers, both on- and offshore, particularly in the IT services sector," added Vales. "Despite the hundreds of millions of dollars spent on marketing, many firms are scrambling to build an identity in the outsourcing space. In the absence of a truly distinguished brand, the buying decision all too often comes down to price, which only leads to further commoditization of services."

Consulting Magazine's special Q&A section exclusively features the leading innovators and thought leaders at major firms across the global consulting industry. "I am very honored to have been profiled by Consulting Magazine in its Q&A section," added Vales. "I can't think of another publication that reaches a more influential audience of senior-level decision makers, or provides a more in-depth analysis of industry trends and developments than Consulting does."

Since 2001, Vales has been focused on his highly successful strategic advisory practice that helps ITO and BPO services providers overcome strategic positioning and business development challenges. His firm, Vales Consulting Group, works with the senior management of leading services providers, private equity firms and other organizations in the ITO and BPO marketplace to help them build and sustain market leadership.

"We often start with the fundamentals, which includes crafting a robust value proposition that is a clear statement of what makes a client unique and how this benefits the marketplace," Vales said. "We then help our clients communicate that value proposition to their constituent audiences, in all of their sales and marketing communications, from their sales proposal documents to thought leadership initiatives." Through their groundbreaking approach to developing and implementing winning sales and marketing strategies, Vales and his team of consultants help clients vastly improve their ability to win new business, retain and grow existing business and enter new markets in the highly competitive market for outsourcing services.

The interview is posted in the Q&A archive section of Consulting Magazine online at

About Vales Consulting Group

Joseph Vales, Senior Partner, Vales Consulting Group, has 30 years of line management and consulting experience with PricewaterhouseCoopers, Citibank, and Booz, Allen & Hamilton. He is widely known for his thought leadership contributions to the outsourcing industry and is the universally acknowledged marketing guru of the BPO business. He also co-founded the Reference Standards Board with Eva Schmatz, the CEO of SUMMUS Research. The Reference Standards Board is an independent organization that works closely with outsourcing service providers to provide client references that help corporate buyers make informed decisions in the highly competitive RFP process.

Vales Consulting Group is a strategic advisory firm providing marketing and business development services to the top managements of Global 1000 companies, outsourcing service providers, and private equity firms for launching new products/services and building successful businesses. The firm is the most widely used proposal support consultant in the IT services industry with a proposal win rate that exceeds 70 percent. Gil Parker, a Director at Vales Consulting Group, leads the firm's sales proposal support consulting practice. Parker has directed, managed, and authored over 225 winning proposals. What differentiates the Vales Consulting Group is its in-depth knowledge of market conditions and business opportunities, its world-class sales proposal process expertise from lead generation to close, and its ability to work effectively with senior client executives to build market leadership.

Vales Consulting Group is based in Rye, New York, and can be reached by telephone at 1-914-967-3200 or by email at


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