- 01Sales · Positioning
Why most offshore agencies lose deals in the first 48 hours.
Buyers run an elimination pass before they ever speak to you: website, inbox reply, proposal. Most offshore agencies are cut in those two days without a call, a reason, or a reply. Here is what gets checked, in what order, and what to change this week.
8 min - 02Sales · Positioning
Nearshore vs offshore: what US buyers actually mean.
The nearshore-vs-offshore debate is not about latitude. It is about which risks the US buyer thinks they are buying and which ones they think they are avoiding. Offshore agencies who reframe the comparison on their own terms win deals that nearshore firms assumed were theirs.
7 min - 03Sales · Positioning
"Full-service" is killing your close rate.
Every offshore agency site claims full-service. Every buyer reads "full-service" as "unclear about what they are good at." Narrowing the positioning to one specific engagement type is the single fastest way to move a shortlist rate. Here is what to narrow to and how.
7 min - 04Sales · Positioning
The portfolio page that gets you cut in forty seconds.
A US procurement analyst opens your site with a shortlist of six vendors and forty seconds each. Here is what they look at, in what order, and what a case study needs to contain to survive that skim. Most offshore case studies fail on the first scroll.
8 min