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- How to Get Your First Offshore Client
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Hi everyone,
Winning your first offshore client feels like stepping into uncharted territory. It’s daunting, competitive, and full of uncertainty.
But let me tell you—once you crack the code, the opportunities are endless.
When we began offshoring, landing our first client wasn’t about just showcasing skills or dropping our rates. It was about building trust, proving value, and understanding what they truly needed.
Here’s how we did it—and how you can too.
Listen Before You Pitch
We didn’t start with a PowerPoint or a price list. We started by listening. Why? Because every firm has pain points—operational inefficiencies, high costs, or trouble scaling—but not everyone articulates them clearly.
With our first client, the conversation wasn’t about what we could do—it was about why they needed us. That’s what builds trust. In fact, the Deloitte Global Outsourcing Survey reports, 80% of businesses prioritise trust when choosing an outsourcing partner.
Once we understood their challenges, we tailored a plan that felt personal, not transactional.
For me, offshore success isn’t about selling services. It’s about solving problems.
Stand Out, Don’t Blend In
Here’s a reality check: competing on price will get you nowhere.
Accounting firms everywhere are offering the same promises—cost savings, efficiency, scalability.
Truth is the lack of a unique identity is what hurts firms most. A case in point is the KPMG Offshoring Report which revealed that 58% of offshoring firms fail to differentiate themselves, focusing solely on cost savings rather than added value.
So, how do you stand out? You focus on how you’re different. For us, it wasn’t just about delivering tasks—it was about going beyond the basics, offering insights, and anticipating client needs before they voiced them.
Your uniqueness lies in your brand recall. Figure out what makes you valuable and lead with that.
Start Small and Prove Big
Clients are naturally skeptical—wouldn’t you be if you were handing over sensitive financials to a new provider? That’s why we didn’t ask for a long-term contract right away. Instead, we proposed a three-month pilot.
Fact is, firms offering pilot projects see a 42% higher conversion to full contracts.
The result?
It gave them confidence in our abilities and gave us the chance to fine-tune our approach to meet their expectations. By the end of the trial, they were ready for a full-year engagement.
A pilot project is the ultimate trust-builder. It’s a small “yes” that opens doors to bigger opportunities.
Relationships > Transactions
Winning a client is one thing; keeping them is another.
After securing our first client, we didn’t relax. Instead, we over-delivered on every promise and made sure they felt valued at every step.
Weekly updates, quick turnarounds, and proactive problem-solving became our norm. That same client? They’re still with us today and have referred others to us over the years.
The key bit to remember here is that your first client isn’t just a stepping stone—it’s the foundation of your reputation.
All in all, whether you’re just starting or scaling up, the key to winning your first client lies in building trust, showing value, and delivering results that make you indispensable.
Want to learn more?
This 14th and 15th December, join us at the Samera Global Summit in Delhi. We’ll dive into the in-and-out of offshoring success—real stories, actionable strategies, and networking opportunities with the best in the business.
Get your tickets today:
Until next time,
Arun
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