BizAnalyst Network: How to Set Expectations

Monday, October 10, 2005

How to Set Expectations

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<td colspan="2"> <span class="BodyBoldRed">Oct. 5,
2005</span><br>
<span class="BodyBoldA">Offshore outsourcing doesn't always offer the expected savings and efficiencies. With poor planning, offshoring can negatively affect top tier, on-site IT workers, resulting in reduced cost savings and project failures.</span>
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<td width="8" valign="top" class="SmallBoldRed"><font size="1">•</font></td>
<td width="542"><a href="#TI" class="BodyLinkA">Study Finds Offshoring Limits</a></td>
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<td width="8" valign="top" class="SmallBoldRed"><font size="1">•</font></td>
<td><a href="#3Q" class="BodyLinkA">Keeping Software In-House Offers Benefits over Outsourcing</a></td>
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<td width="8" valign="top" class="SmallBoldRed"><font size="1">•</font></td>
<td><a href="#BN" class="BodyLinkA">Tips for Managing Outsourcing for Your Own Career Growth</a></td>
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<td width="290" valign="top"> <div class="SecHed">Top Insights<br>
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<div align="left" class="BodyBold"><a href="http://ct.itbusinessedge.com/t?ctl=D89D35:3C3C204" class="BodyBoldLink">Set Expectations for Outsourcing</a></div>
<div><span class="BodyBold">eWEEK:</span> Top-tier IT pros can make or break an outsourcing effort, according to this article. When the top IT tier is adversely affected by offshore outsourcing, it can create major financial fallout. For example, if the top fifth of an IT team experiences a 20 percent reduction in productivity because of language difficulties, time zone differences and other offshore factors, it could cancel out the 50 percent gain from the lower half of the offshore IT team. Using moderate talent to save money can — and often will — backfire over hiring top talent and paying them what they are worth.</div>
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<div class="BodyBold">ADDITIONAL READING:</div>
<div><span class="BodyBold">Supply Chain Review:</span> <a href="http://ct.itbusinessedge.com/t?ctl=D89D24:3C3C204" class="BodyLink">Managing Offshore Outsourcing Costs</a><br>
<span class="BodyBold">Optimize:</span> <a href="http://ct.itbusinessedge.com/t?ctl=D89D25:3C3C204" class="BodyLink">The Myth of Outsourcing Savings</a><br>
<span class="BodyBold">destinationCRM.com:</span> <a href="http://ct.itbusinessedge.com/t?ctl=D89D2A:3C3C204" class="BodyLink">Optimize and Standardize the IT Workforce</a></div>
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<a name="TI"></a>
<div align="left" class="BodyBold"><a href="http://ct.itbusinessedge.com/t?ctl=D89D1F:3C3C204" class="BodyBoldLink">Study Finds Offshoring Limits</a></div>
<div><span class="BodyBold">timesunion.com:</span> Many believe that the U.S. service sector is following manufacturing's path offshore, as software engineers, analysts and others battle lower-cost replicas of themselves in cheap offshore locations. The reality, however, is that only 9 percent of current U.S. service sector jobs could be affected, according to the new study, "The Emerging Global Labor Market," by McKinsey Global Institute. And there is more good news for U.S. IT pros. The study also found that even though India and China are producing vast numbers of university graduates, these workers often face language, cultural or other barriers that make them ill suited for work at a multinational company. The study also found that many of these workers in developing countries live in remote areas, not near the IT hubs. Despite all the positive news for the U.S. in the study, developing nations can do a lot to turn the tide more in their favor, according to McKinsey
Global Institute, starting with improving infrastructure, making taxes more competitive and strengthening patent-protection laws.</div>
<table width="100%" border="0" cellspacing="6" cellpadding="6">
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<td width="7%"> </td>
<td width="93%"> <div class="BodyBold">ADDITIONAL READING:</div>
<div><span class="BodyBold">SearchCIO.com:</span> <a href="http://ct.itbusinessedge.com/t?ctl=D89D20:3C3C204" class="BodyLink">India's Looming IT Labor Crunch</a><br>
<span class="BodyBold">Deccan Herald:</span> <a href="http://ct.itbusinessedge.com/t?ctl=D89D28:3C3C204" class="BodyLink">Ensuring India's Competitiveness in Offshoring</a> </div></td>
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<div align="left" class="BodyBold"><a href="http://ct.itbusinessedge.com/t?ctl=D89D37:3C3C204" class="BodyBoldLink">Simple Successful Outsourcing</a></div>
<div><span class="BodyBold">CIO.com:</span> Despite all of the stories about high failure rates and companies moving from offshoring to insourcing, this article profiles a number of successful outsourcing ventures. Not only that, the article also explains how to achieve just such an outsourcing feat. One caveat: This article deals only with transaction relationships with outsourcers. Such relationships are defined in this article as "the most straightforward of outsourcing deals." The work that is being outsourced is clearly defined and, though outsourcing this work, the CIO wants to gain specific IT expertise, to free up staff for higher value work and/or to become more nimble to handle variable IT work. By closely examining success stories, this article is able to offer valuable insight into choosing which work to outsource, deciding on the best partner, achieving the right level of management over an outsourced job, and reinforcing the need for long-term enterprise
architecture planning.</div>
<table width="100%" border="0" cellspacing="6" cellpadding="6">
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<td width="7%"> </td>
<td width="93%"> <div class="BodyBold">ADDITIONAL READING:</div>
<div><span class="BodyBold">Workforce Management:</span> <a href="http://ct.itbusinessedge.com/t?ctl=D89D2C:3C3C204" class="BodyLink">Promise Fulfilled</a><br>
<span class="BodyBold">Domain-B:</span> <a href="http://ct.itbusinessedge.com/t?ctl=D89D27:3C3C204" class="BodyLink">From Tactical Outsourcing to Strategic Sourcing</a></div></td>
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<div align="left" class="BodyBold"><a href="http://ct.itbusinessedge.com/t?ctl=D89D29:3C3C204" class="BodyBoldLink">The Outsourcing Conundrum</a></div>
<div><span class="BodyBold">Financial Express:</span> As Indian enterprises see ever-larger scales of operations and growing competition with global brands, many are turning to IT outsourcing as a way to save costs, gain new skills and achieve a true 24/7 business scheme. This article looks at the need to outsource from the perspective of the Indian enterprise, as it struggles to reap a different set of rewards from the outsourcing giant it helped create. Indian enterprises are starting their outsourcing endeavors by sending routine IT jobs out-of-house, along with certain management tasks that fall under the label of "housekeeping." These include contract, warranty and software license management. This article covers a wealth of information about what Indian companies are dealing with as they outsource IT; the result is a primer on many of the issues that any company should consider. One especially good tip is that a CIO's main priority is to make sure that a managed service
provider enhances business productivity, even if that means paying more to achieve that goal.</div>
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<div align="left" class="BodyBold"><a href="http://ct.itbusinessedge.com/t?ctl=D89D2B:3C3C204" class="BodyBoldLink">Indian Workers Resist Union for Outsourcers</a></div>
<div align="left"><span class="BodyBold">FortWayne.com:</span>
Burnout is common in India's stressful outsourcing market, and some experts estimate that one in seven outsourcing workers in India will leave the profession every year. Yet, Union Network International, a global alliance of 900 unions, is finding that selling outsourcing workers in India on the merits of unions is an uphill battle. Most of these workers believe they are already members of an elite and well paid group of workers and thus have no need for the help of a union. India's IT community is not far removed from the U.S.'s IT community, which has cited many of the same reasons for its avoidance of unionization. It seems as if the biggest problem that the unions face in winning over IT pros in India is that there are so many good jobs available that job security is not really an issue.</div>
<p></p>
<div align="left" class="BodyBold"><a href="http://ct.itbusinessedge.com/t?ctl=D89D26:3C3C204" class="BodyBoldLink">Outsourcing Turns Wheel of Globalization</a></div>
<div align="left"><span class="BodyBold">China Daily:</span>
There is much to be learned from a company executive who has successfully been an outsourcing vendor as well as an outsourcing buyer, as is the case with Allen Ma, president of BT in Asia Pacific. Ma says that by focusing on two or three of the most important outsourcing decisions, IT executives can win at their efforts, even if every other decision isn't perfect. One key point is that successful outsourcing depends on setting a benchmark that is clear to both the buyer and the vendor. Successful outsourcing, according to Ma, also "requires a shift in focus from managing assets to managing results." Finally, when choosing a provider, companies need to make sure the potential partners have the right scope to fulfill all the separate elements of the project. Ma finds that many buyers pick the top five or six vendors to decide between, only to determine later that those on the short list can't handle the job's scope.</div>
<p><a name="BN"></a></p>
<div align="left" class="BodyBold"><a href="http://ct.itbusinessedge.com/t?ctl=D89D23:3C3C204" class="BodyBoldLink">Tips for Managing Outsourcing for Your Own Career Growth</a></div>
<div align="left"><span class="BodyBold">Computerworld:</span>
Effective communication has never been as challenging to IT
managers as it is now that outsourcing has become part of
the everyday job for the IT pro. This article offers specific
steps that IT managers can take to reduce the risk of misunderstandings
when involved in an outsourcing project. These misunderstandings
can create the types of setbacks and failures that can derail
an IT manager's career. A couple of the tips are old standbys
to long-term IT offshoring pros, including being aware of
cultural differences and choosing their words carefully in
order to avoid cultural missteps. But Tip #3 is especially
noteworthy because of its clarity. It suggests that IT managers
confirm their requirements by first documenting them and then
by requesting that the outsourcer "redocument" those
requirements. After this step, an outsourcer should create
a prototype so that it's crystal clear that everyone is on
target.</div>
<p></p>
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<td width="213" valign="top"><a href="http://ct.itbusinessedge.com/t?ctl=D89DB0:3C3C204" class="BodyLinkA">Data Privacy/Data Encryption Solutions</a></td>
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<a name="3Q"></a>
<div align="left" class="SecHed">3 QUESTIONS:<br>
Keeping Software In-House Offers Benefits over Outsourcing<br>
<hr width="480">
</div>

<div align="left" class="BodyItal">With John Seybold, CTO of Guidewire Software.</div>
<p></p>
<div align="left" class="Body"><span class="BodyBold">Question:</span>
Can you explain what Guidewire does and why it has chosen not to use offshoring? How much has your customer base played a role in this decision?<br>
<span class="BodyBold">Seybold:</span> Guidewire writes software for the insurance industry. We provide the large-scale policy and claims systems that support the day-to-day work of the bulk of employees in an insurance company. One reason that we don't outsource is that these systems are absolutely mission critical. A serious problem with our software could leave thousands of employees playing solitaire all day. So we're very conscious of the quality and reliability of our systems, and we think that the best way to guarantee that is to keep a close eye on what we build. We also want to capitalize on the speed and flexibility of a local workforce. We're always trying to speed up our responses to customer feedback, and we can do that more quickly and accurately at home. IT staffing for one-off projects is a different matter, and we have occasionally worked during the installation phase with outsourced resources. But even there, we make sure that we have primary responsibility for the
work, and those resources stay out of the core product entirely.</div>
<p></p>
<div align="left" class="Body"><span class="BodyBold">Question:</span>
Are there areas that remain more challenging because you are NOT sending work offshore? Is it more difficult to compete, especially in terms of costs?<br>
<span class="BodyBold">Seybold:</span> You know, the best-kept secret in Silicon Valley is how low wages are. We can hire a dozen of the smartest engineers in the world — people from places like MIT and Harvard and Stanford — for a fully loaded cost of about $2 million a year. They come to us with years of experience and with deep connections into the intellectual network in the valley. With a small group of super-talented people, working in a supportive environment, you can build amazing amounts of software. Our first product was built with a small team like this. We can cover the entire cost of development with one or two sales. Or, to put it another way, if you can't afford a couple of million bucks to build great software, you don't have much of a business to start with. The software business is a winner-take-all game, and the best software, not the cheapest software, usually wins the competition. We're willing to spend more to get higher quality, because we get to
sell the same system over and over. If you're doing one-off projects, that equation doesn't necessarily hold.</div>
<p></p>
<div align="left" class="Body"><span class="BodyBold">Question:</span>
You use a process called extreme programming to help keep your software bug-free. Can you explain that process and how well it would work in an outsourcing environment?<br>
<span class="BodyBold">Seybold:</span> Extreme Programming (XP) is an integrated set of practices that focuses on building in quality up-front and maximizing your ability to change direction. The main XP practice that helps us keep bug counts low is test-driven development. Developers write an exhaustive set of automated tests as part of developing a feature. This can definitely work in an outsourced environment, but the incentives have to be right. Here's the problem: Our engineers spend at least as much time writing tests as writing the production code, and it's hard work. There's very little individual benefit to writing a test; the payoff comes later, maybe years later, when that test catches a newly introduced bug. We have negligible attrition, so our engineers know that they'll probably be around to reap the rewards. If you're an expendable temporary worker in some offshore operation, why should you care? You'll probably be working somewhere else in six months. So, if you can
create the kind of positive incentives that mirror our long-term relationships with our employees, then you could probably get this to work. But the reasons that most companies go offshore in the first place work against those incentives.<br>
     Another key practice of XP is maximizing responsiveness by minimizing overhead. We can re-plan a release almost instantly to respond to customer feedback (and because we have so many tests, we can share early builds and get that feedback much earlier in the product cycle). We have instant communication inside our tight team, so we can learn something in the morning, change the product in the afternoon, and get real feedback from a customer the next day. We don't have to spend a month to write a detailed spec that we then ship off to India. You can get flexibility in an offshore environment, but it's harder. There are obvious obstacles due to distance, language and cultural barriers. If you wanted to make this work in an outsourced environment, you'd have to commit to a long-term process of innovatively knocking down these barriers one by one.</div>
<p></p>
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<td><div align="left"><font color="#008040" size="2" face="Arial, Helvetica, sans-serif"><strong>Also
from IT Business Edge:</strong> <a href="http://ct.itbusinessedge.com/t?ctl=D89DAC:3C3C204&email=victor7@bizanalyst.net&pubno=10"><font size="2" face="Arial, Helvetica, sans-serif">Leveraging
Open Source</font></a> </font><br>
<font color="#008040" size="1" face="Arial, Helvetica, sans-serif">Leveraging
Open Source gives you a comprehensive view of open
source adoption in the enterprise. From Linux's growing
role in the mid-tier server market to open source
corporate blogging software, the open source movement
is making inroads in the enterprise. <a href="http://ct.itbusinessedge.com/t?ctl=D89DAC:3C3C204&email=victor7@bizanalyst.net&pubno=10"><font size="1" face="Arial, Helvetica, sans-serif">Click
here to sign up!</font></a></font></div></td>
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<p></p>

<div align="left" class="SecHed">By the Numbers<br>
<hr>
</div>

<div align="left" class="BodyBoldRedItal">13 percent</div>
<div align="left">College-educated people in developing countries who could work successfully at a multinational company, according to the McKinsey Global Institute. Many graduates are impeded by language barriers, cultural differences and limited practical work skills.</div>
<div align="left" class="Small"><span class="SmallBold">Source:</span>
<a href="http://ct.itbusinessedge.com/t?ctl=D89D1F:3C3C204" class="SmallLink">timesunion.com</a></div>
<p></p>
<div align="left" class="BodyBoldRedItal">350,000</div>
<div align="left">Number of workers employed in India's back-office outsourcing industry, with 80,000 new workers expected to be added in 2005.</div>
<div align="left" class="Small"><span class="SmallBold">Source:</span>
<a href="http://ct.itbusinessedge.com/t?ctl=D89D2B:3C3C204" class="SmallLink">FortWayne.com</a></div>
<p></p>
<div align="left" class="BodyBoldRedItal">9 out of 10</div>
<div align="left">Number of IT executives who reported success with their transaction outsourcing efforts, according to a study by MIT's Center for Information Systems Research and CIO magazine.</div>
<div align="left" class="Small"><span class="SmallBold">Source:</span>
<a href="http://ct.itbusinessedge.com/t?ctl=D89D30:3C3C204" class="SmallLink">CIO.com</a></div>
<p></p>

<div align="left" class="SecHed">Breaking Headlines<br>
<hr>
</div>

<div align="left" class="BodyBold"><a href="http://ct.itbusinessedge.com/t?ctl=D89D2F:3C3C204" class="BodyBoldLink">Cisco Partners with D.W. Morgan to Offer Supply Chain Solution</a></div>
<div align="left"><span class="BodyBold">Supply & Demand Chain Executive:</span>
Cisco Systems has released its Cisco Demand Driven Supply Chain (DDSC) solution, and by partnering with logistics provider D.W. Morgan, Cisco plans to use the DDSC solution to help customers smooth their entire manufacturing workflow through better information and process integration. This IT solution can, according to Cisco, be used by customers to maintain more flexibility, meet expectations more efficiently, and better respond to changes in the manufacturing marketplace. Cisco also expects that the DDSC solution will allow for more outsourcing of non-core activities without hurting visibility, control or quality.</div>
<p></p>
<div align="left" class="BodyBold"><a href="http://ct.itbusinessedge.com/t?ctl=D89D2D:3C3C204" class="BodyBoldLink">Bangalore Outsourcing Revenue Increases</a></div>
<div align="left"><span class="BodyBold">New Brisbane's News 1:</span>
The period between April and September 2005 has been good to Bangalore's software and back-office outsourcing exports, as those markets experienced a 20 percent growth in that timeframe, bringing revenues up to $2.05 billion. This puts to rest (for the moment) any suggestion that Bangalore's outsourcing growth would wane because of the city's massive infrastructure problems, as well as resistance from U.S. labor groups.</div>
<p></p>
<div align="left" class="BodyBold"><a href="http://ct.itbusinessedge.com/t?ctl=D89D36:3C3C204" class="BodyBoldLink">An Outsourcing Winner</a></div>
<div align="left"><span class="BodyBold">The Motley Fool:</span>
Circuit-board manufacturer Jabil Circuit has caught The Motley Fool's eye as an outsourcer to watch, thanks in part to high-brow customers such as Cisco, Hewlett-Packard and IBM. The financial picture from the last quarter paints a promising view for Jabil, as net revenue increased 25 percent over the same quarter a year ago and net income soared 59 percent. Jabil has worked hard to get its cost structure in good order, restructuring its operations heavily before 2003, which is why it's sitting pretty now. While there are no sure things when trying to pick a winner in the outsourcing industry, according to The Motley Fool, Jabil has a very bright future.</div>
<p></p>

<div align="left" class="SecHed">Emerging Trends<br>
<hr>
</div>

<div align="left" class="BodyBold"><a href="http://ct.itbusinessedge.com/t?ctl=D89D22:3C3C204" class="BodyBoldLink">'Nearshoring': Ariz. Firms Benefit from Sonoran Links</a></div>
<div align="left"><span class="BodyBold">Tucson Citizen:</span>
Arizona is making a bid as the IT gateway to nearshoring in the neighboring Mexican state of Sonora. The benefits of nearshoring are obvious when you consider the ease and cost savings of traveling from Arizona across the border to the south, compared to the difficulties and expense incurred when offshoring to China and India. Those invested in this new area of growth are pushing not for low-cost, high-volume options, but for new operations that would focus on complex, longer-term projects, where costs would be less than those in the U.S. but not as low as in India. Extra cost savings would occur in reduced travel costs and cheaper management efforts for nearshore oversight. Arizona is hoping to attract companies that are interested in pursuing R&D in the U.S. (specifically, Arizona), with their manufacturing taking place just across the border in Sonora.</div>
<p></p>
<div align="left" class="BodyBold"><a href="http://ct.itbusinessedge.com/t?ctl=D89D3C:3C3C204" class="BodyBoldLink">Biotech and Clinical Trials Will Dwarf IT and BPO Boom in Outsourcing</a></div>
<div align="left"><span class="BodyBold">India Daily:</span>
The IT industry in India is expected to see some fierce competition from an unlikely source: global clinical trials. Experts from Hyderabad-based biotech giant Bharat Biotech International foresee India becoming the next hub for clinical trials in the next five to seven years. The availability of large numbers of private hospitals in India is just one reason so many see clinical trials surpassing software as India's claim to fame. Another reason is that most of the doctors in India have been trained in the U.S. or the UK and are fluent in English, as well as clinical protocol.</div>
<p></p>
<div align="left" class="BodyBold"><a href="http://ct.itbusinessedge.com/t?ctl=D89D39:3C3C204" class="BodyBoldLink">Indian Offshorers Attempt to Reassure over Fraud</a></div>
<div align="left"><span class="BodyBold">The Herald:</span>
This article examines the many ways in which India is trying to calm the nerves of customers who are concerned about fraud in the outsourcing industry. Nasscom is trying to do its part by educating outsourcing staffs about better security, stepping up enforcement efforts, and creating a national register of all employees in the industry. The steps seem to be working, at least as far as the British trade unions are concerned. When the unions visited Indian outsourcing companies recently, they were impressed and found the working conditions to be better than they are in the UK. One expert in India said that the working conditions in India are superior to those in Britain because Indian centers are brand new and designed with security in mind.</div>
<p></p>

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<td colspan="2"><span class="BodyBoldRed">IT Best Practices</span><br>
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<td width="32"><a href="http://ct.itbusinessedge.com/t?ctl=D89DC4:3C3C204"><img src="http://www.itbusinessedge.com/reports/images/prod-best.gif" width="30" height="41" border="0"></a><br>
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<td><p> <a href="http://ct.itbusinessedge.com/t?ctl=D89DC8:3C3C204" class="BodyLinkA">Securing
Your IT Environment</a></p></td>
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<span class="SmallBoldRed">IT Operations Essentials</span></td>
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Planning Bundle</a></td>
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<td><a href="http://ct.itbusinessedge.com/t?ctl=D89DCC:3C3C204" class="BodyLinkA">Strategic
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Process Templates </a></td>
</tr>
<tr>
<td colspan="2"><font size="1" face="Arial, Helvetica, sans-serif"><img src="/reports/images/pix_trans.gif" width="1" height="6"></font></td>
</tr>
<tr>
<td><a href="http://ct.itbusinessedge.com/t?ctl=D89DCE:3C3C204"><img src="http://www.itbusinessedge.com/reports/images/prod-save.gif" width="30" height="30" border="0"></a></td>
<td> <a href="http://ct.itbusinessedge.com/t?ctl=D89DCE:3C3C204" class="BodyLinkA">PortfolioStep
Portfolio Management System</a></td>
</tr>
</table></td>
</tr>
</table></p>

<p><table width="158" border="0" cellpadding="1" cellspacing="0" bgcolor="999999">
<tr>
<td> <table width="100%" border="0" cellpadding="2" cellspacing="0" bgcolor="#FFFFFF">
<tr>
<td colspan="2"><span class="BodyBoldRed"> Training Products</span><br>
<span class="SmallBoldRed">IT and Management Skills</span></td>
</tr>
<tr>
<td width="33"><a href="http://ct.itbusinessedge.com/t?ctl=D89DCF:3C3C204"><img src="http://www.itbusinessedge.com/reports/images/prod-best.gif" width="30" height="41" border="0"></a></td>
<td width="110"><p align="center"><a href="http://ct.itbusinessedge.com/t?ctl=D89DCF:3C3C204"><img src="http://www.itbusinessedge.com/reports/images/store/mdecollection-ca.gif" width="94" height="100" border="0"></a><br>
<a href="http://ct.itbusinessedge.com/t?ctl=D89DCF:3C3C204" class="BodyLinkA">IT
Manager Development Series</a></p></td>
</tr>
<tr>
<td colspan="2"><font size="1" face="Arial, Helvetica, sans-serif"><img src="http://www.itbusinessedge.com/reports/images/pix_trans.gif" width="1" height="6"></font></td>
</tr>
<tr>
<td> </td>
<td><a href="http://ct.itbusinessedge.com/t?ctl=D89DD0:3C3C204" class="BodyLinkA">IT
Management Essentials Bundle</a></td>
</tr>
<tr>
<td colspan="2"><font size="1" face="Arial, Helvetica, sans-serif"><img src="http://www.itbusinessedge.com/reports/images/pix_trans.gif" width="1" height="6"></font></td>
</tr>
<tr>
<td><a href="http://ct.itbusinessedge.com/t?ctl=D89DD1:3C3C204"><img src="http://www.itbusinessedge.com/reports/images/prod-save.gif" width="30" height="30" border="0"></a></td>
<td><a href="http://ct.itbusinessedge.com/t?ctl=D89DD1:3C3C204" class="BodyLinkA">IT
Management Development Mega Pack</a></td>
</tr>
<tr>
<td colspan="2"><font size="1" face="Arial, Helvetica, sans-serif"><img src="http://www.itbusinessedge.com/reports/images/pix_trans.gif" width="1" height="6"></font></td>
</tr>
<tr>
<td><a href="http://ct.itbusinessedge.com/t?ctl=D89DCE:3C3C204"><img src="http://www.itbusinessedge.com/reports/images/prod-save.gif" width="30" height="30" border="0"></a></td>
<td><a href="http://ct.itbusinessedge.com/t?ctl=D89DCE:3C3C204" class="BodyLinkA">PortfolioStep
Portfolio Management System</a></td>
</tr>
<tr>
<td colspan="2"><font size="1" face="Arial, Helvetica, sans-serif"><img src="http://www.itbusinessedge.com/reports/images/pix_trans.gif" width="1" height="6"></font></td>
</tr>
<tr>
<td> </td>
<td> <a href="http://ct.itbusinessedge.com/t?ctl=D89DCC:3C3C204" class="BodyLinkA">Strategic
Outsourcing Framework</a></td>
</tr>
</table></td>
</tr>
</table></p>

<p><table width="160" border="1" cellpadding="2" cellspacing="0" bordercolor="#FFFFFF">
<tr>
<td width="158"> <div align="center" class="SmallA">SPONSORED RESOURCES</div></td>
</tr>
<tr>
<td></td>
</tr>
<tr>
<td bgcolor="#FFDFDF"><a href="http://ct.itbusinessedge.com/t?ctl=D89DD2:3C3C204" class="BodyBoldLinkA">
Free 30-day Trial from Intuit QuickBase</a><br>
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to data. Perfect for mid-size and large companies.</span></td>
</tr>
<tr>
<td><img src="http://www.itbusinessedge.com/reports/images/pix_trans.gif" width="1" height="1"></td>
</tr>
<tr>
<td bgcolor="#FFDFDF"><a href="http://ct.itbusinessedge.com/t?ctl=D89DD3:3C3C204" class="BodyBoldLinkA">
Your E-Mail System: Asset or Liability?</a><br>
<span class="BodyA"> White paper explains how ILM solutions can help you
face the most pressing need in regulatory messaging compliance.</span></td>
</tr>
<tr>
<td><img src="http://www.itbusinessedge.com/reports/images/pix_trans.gif" width="1" height="1"></td>
</tr>
<tr>
<td bgcolor="#FFDFDF"><a href="http://ct.itbusinessedge.com/t?ctl=D89DD4:3C3C204" class="BodyBoldLinkA">Add
Accountability & Visibility to Projects</a><br>
<span class="BodyA">Check out the advantages
of a Web-based collaboration platform geared for any budget.</span></td>
</tr>
<tr>
<td><img src="http://www.itbusinessedge.com/reports/images/pix_trans.gif" width="1" height="1"></td>
</tr>
<tr>
<td bgcolor="#FFDFDF"><a href="http://ct.itbusinessedge.com/t?ctl=D89DD5:3C3C204" class="BodyBoldLinkA">
SOX Compliance & Advantages for Less </a><br>
<span class="BodyA">Read how biz analytics applications not only assure
compliance, but reduce its costs.</span></td>
</tr>
</table></p>

<p><table width="158" border="0" cellpadding="1" cellspacing="0" bgcolor="999999">
<tr>
<td> <table border="0" cellpadding="2" cellspacing="0" bgcolor="#FFFFFF">
<tr>
<td colspan="2"><span class="BodyBoldRed"> Business Case Kits</span><br>
<span class="SmallBoldRed">Background and Templates</span></td>
</tr>
<tr>
<td width="33"><a href="http://ct.itbusinessedge.com/t?ctl=D89DD6:3C3C204"><img src="http://www.itbusinessedge.com/reports/images/prod-best.gif" width="30" height="41" border="0"></a></td>
<td width="109"><p align="center"><a href="http://ct.itbusinessedge.com/t?ctl=D89DD6:3C3C204"><img src="http://www.itbusinessedge.com/reports/images/store/itbe-voip-ca.gif" width="74" height="100" border="0"></a><br>
<a href="http://ct.itbusinessedge.com/t?ctl=D89DD6:3C3C204" class="BodyLinkA">VoIP
Business Case Resource Kit</a></p></td>
</tr>
<tr>
<td colspan="2"><img src="http://www.itbusinessedge.com/reports/images/pix_trans.gif" width="1" height="6"></td>
</tr>
<tr>
<td> </td>
<td><a href="http://ct.itbusinessedge.com/t?ctl=D89DD7:3C3C204" class="BodyLinkA">Spam
Filtering Business Case Resource Kit</a></td>
</tr>
<tr>
<td colspan="2"><img src="http://www.itbusinessedge.com/reports/images/pix_trans.gif" width="1" height="6"></td>
</tr>
<tr>
<td> </td>
<td><a href="http://ct.itbusinessedge.com/t?ctl=D89DD8:3C3C204" class="BodyLinkA">Blade
Server Business Case Resource Kit</a></td>
</tr>
<tr>
<td colspan="2"><img src="http://www.itbusinessedge.com/reports/images/pix_trans.gif" width="1" height="6"></td>
</tr>
<tr>
<td> </td>
<td> <a href="http://ct.itbusinessedge.com/t?ctl=D89DD9:3C3C204" class="BodyLinkA">CaseBuilder
for IT Initiatives</a></td>
</tr>
</table></td>
</tr>
</table></p>

<p><table width="158" border="0" cellspacing="0" cellpadding="5">
<tr>
<td bgcolor="#003366"><span class="BodyBoldWhite">Research<br>
Consultant Rates</span><br>
<span class="SmallBoldWhite">Free for Subscribers!</span></td>
</tr>
<tr>
<td bgcolor="#F0F0F0"> <span class="BodyA">Don't budget IT projects in the
dark! Find out what contractors are charging for the skills you need by
querying our database of more than 12,000 consultants and firms.</span>
<p><a href="http://ct.itbusinessedge.com/t?ctl=D89DDA:3C3C204" class="BodyLinkA">Click
here</a> <span class="BodyA">to begin your research now!</span></p></td>
</tr>
</table></p>

<p><table width="158" border="0" cellpadding="1" cellspacing="0" bgcolor="999999">
<tr>
<td> <table width="100%" border="0" cellpadding="2" cellspacing="0" bgcolor="#FFFFFF">
<tr>
<td colspan="2"><span class="BodyBoldRed"> IT Security</span><br> <span class="SmallBoldRed">Guidelines
and Tools</span></td>
</tr>
<tr>
<td width="33"><div align="center"><a href="http://ct.itbusinessedge.com/t?ctl=D89DC5:3C3C204"><img src="http://www.itbusinessedge.com/reports/images/prod-new.gif" width="30" height="30" border="0"></a></div></td>
<td width="110"><p align="center"> <a href="http://ct.itbusinessedge.com/t?ctl=D89DC5:3C3C204"><img src="http://www.itbusinessedge.com/reports/images/store/info-tech-disaster-ca.gif" width="112" height="153" border="0"></a><br>
<a href="http://ct.itbusinessedge.com/t?ctl=D89DC5:3C3C204" class="BodyLinkA">Building
a Comprehensive Disaster Recovery Plan</a></p></td>
</tr>
<tr>
<td colspan="2"><img src="http://www.itbusinessedge.com/reports/images/pix_trans.gif" width="1" height="6"></td>
</tr>
<tr>
<td> </td>
<td><p><a href="http://ct.itbusinessedge.com/t?ctl=D89DDB:3C3C204" class="BodyLinkA">Security
Manual Template</a> </p></td>
</tr>
<tr>
<td colspan="2"><img src="http://www.itbusinessedge.com/reports/images/pix_trans.gif" width="1" height="6"></td>
</tr>
<tr>
<td><a href="http://ct.itbusinessedge.com/t?ctl=D89DDC:3C3C204"><img src="http://www.itbusinessedge.com/reports/images/prod-best.gif" width="30" height="41" border="0"></a></td>
<td><a href="http://ct.itbusinessedge.com/t?ctl=D89DDC:3C3C204" class="BodyLinkA">Disaster
Recovery Plan Process Kit</a></td>
</tr>
<tr>
<td colspan="2"><img src="http://www.itbusinessedge.com/reports/images/pix_trans.gif" width="1" height="6"></td>
</tr>
<tr>
<td> </td>
<td class="BodyA"><a href="http://ct.itbusinessedge.com/t?ctl=D89DC8:3C3C204" class="BodyLinkA">Securing
Your IT Environment Best Practices Methodology</a></td>
</tr>
<tr>
<td colspan="2"><img src="http://www.itbusinessedge.com/reports/images/pix_trans.gif" width="1" height="6"></td>
</tr>
<tr>
<td> </td>
<td> <a href="http://ct.itbusinessedge.com/t?ctl=D89DDD:3C3C204" class="BodyLinkA">
Firewalls: The InfoWorld Test Center Product Guide</a></td>
</tr>
</table></td>
</tr>
</table></p>

<p><table width="158" border="0" cellpadding="1" cellspacing="0" bgcolor="999999">
<tr>
<td> <table width="100%" border="0" cellpadding="2" cellspacing="0" bgcolor="#FFFFFF">
<tr>
<td colspan="2"><span class="BodyBoldRed"> Info-Tech Research</span><br>
<span class="SmallBoldRed">Premium Analyst Reports</span></td>
</tr>
<tr>
<td width="22%"> </td>
<td width="78%"> <p align="center"><a href="http://ct.itbusinessedge.com/t?ctl=D89DDE:3C3C204"><img src="http://www.itbusinessedge.com/reports/images/store/info-tech-secoutsource-ca.jpg" width="90" height="117" border="0"></a><br>
<a href="http://ct.itbusinessedge.com/t?ctl=D89DDE:3C3C204" class="BodyLinkA">How
to Select a Security Outsourcer</a></p></td>
</tr>
<tr>
<td colspan="2"><img src="http://www.itbusinessedge.com/reports/images/pix_trans.gif" width="1" height="6"></td>
</tr>
<tr>
<td> </td>
<td><a href="http://ct.itbusinessedge.com/t?ctl=D89DDF:3C3C204" class="BodyLinkA">A
Strategy for CRM Selection</a></td>
</tr>
<tr>
<td colspan="2"><img src="http://www.itbusinessedge.com/reports/images/pix_trans.gif" width="1" height="6"></td>
</tr>
<tr>
<td> </td>
<td><a href="http://ct.itbusinessedge.com/t?ctl=D89DE0:3C3C204" class="BodyLinkA">
Dissecting .NET for for IT Decision Makers</a></td>
</tr>
<tr>
<td colspan="2"><img src="http://www.itbusinessedge.com/reports/images/pix_trans.gif" width="1" height="6"></td>
</tr>
<tr>
<td> </td>
<td><a href="http://ct.itbusinessedge.com/t?ctl=D89DE1:3C3C204" class="BodyLinkA">
Enterprise Wireless Networking: A View to the Future</a></td>
</tr>
<tr>
<td colspan="2"><img src="http://www.itbusinessedge.com/reports/images/pix_trans.gif" width="1" height="6"></td>
</tr>
<tr>
<td> </td>
<td> <a href="http://ct.itbusinessedge.com/t?ctl=D89DE2:3C3C204" class="BodyLinkA">Linux
on the Desktop</a></td>
</tr>
<tr>
<td colspan="2"><font size="1" face="Arial, Helvetica, sans-serif"><img src="/reports/images/pix_trans.gif" width="1" height="6"></font></td>
</tr>
<tr>
<td> </td>
<td> <a href="http://ct.itbusinessedge.com/t?ctl=D89DE3:3C3C204" class="BodyLinkA">
Portals: Separating Myth from Reality</a></td>
</tr>
</table></td>
</tr>
</table></p>

<p><table width="15" border="0" cellspacing="0" cellpadding="0">
<tr>
<td><table width="158" border="0" cellspacing="0" cellpadding="3">
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Technology Solutions</td>
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</table>
<table border=0 cellpadding=0 cellspacing=4 bgcolor="#F0F0F0">
<tbody>
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<td width="6" valign="top" bgcolor="#F0F0F0" class="SmallBoldRed">•</td>
<td width="140" valign=top><a href="http://ct.itbusinessedge.com/t?ctl=D89DE4:3C3C204" class="SmallLink">Resource
Planning & Scheduling</a></td>
</tr>
<tr>
<td valign="top" bgcolor="#F0F0F0" class="SmallBoldRed">•</td>
<td valign=top><a href="http://ct.itbusinessedge.com/t?ctl=D89DE5:3C3C204" class="SmallLink">Strategic
Sourcing Solutions</a></td>
</tr>
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<td valign="top" bgcolor="#F0F0F0" class="SmallBoldRed">•</td>
<td valign=top><a href="http://ct.itbusinessedge.com/t?ctl=D89DE6:3C3C204" class="SmallLink">Rapid
Application Development</a></td>
</tr>
<tr>
<td valign="top" bgcolor="#F0F0F0" class="SmallBoldRed">•</td>
<td valign=top><a href="http://ct.itbusinessedge.com/t?ctl=D89DE7:3C3C204" class="SmallLink">Web
Site Design & Development</a></td>
</tr>
<tr>
<td valign="top" bgcolor="#F0F0F0" class="SmallBoldRed">•</td>
<td valign=top><a href="http://ct.itbusinessedge.com/t?ctl=D89DE8:3C3C204" class="SmallLink">Business
Planning</a></td>
</tr>
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<td valign="top" bgcolor="#F0F0F0" class="SmallBoldRed">•</td>
<td valign=top><a href="http://ct.itbusinessedge.com/t?ctl=D89DE9:3C3C204" class="SmallLink">Spend
Management</a></td>
</tr>
<tr>
<td valign="top" bgcolor="#F0F0F0" class="SmallBoldRed">•</td>
<td valign=top><a href="http://ct.itbusinessedge.com/t?ctl=D89DEA:3C3C204" class="SmallLink">Managed
Service Provider</a></td>
</tr>
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<td valign="top" bgcolor="#F0F0F0" class="SmallBoldRed">•</td>
<td valign=top><a href="http://ct.itbusinessedge.com/t?ctl=D89DEB:3C3C204" class="SmallLink">Call
Center Management</a></td>
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<td valign="top" bgcolor="#F0F0F0" class="SmallBoldRed">•</td>
<td valign=top><a href="http://ct.itbusinessedge.com/t?ctl=D89DEC:3C3C204" class="SmallLink">Business
Process Outsourcing</a></td>
</tr>
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<td valign=top align=middle colspan=2> </td>
</tr>
<tr>
<td valign=top align=middle colspan=2><div align="center"><span class="SmallBoldRed">Search
entire</span><br>
<a href="http://ct.itbusinessedge.com/t?ctl=D89DED:3C3C204" class="SmallBoldLink">IT
Solution Directory</a></div></td>
</tr>
<tr>
<td valign=top align=middle colspan=2><p align="center"> <span class="SmallBold">powered
by</span><br>
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</tbody>
</table></td>
</tr>
</table></p>

<p><table width="158" border="0" cellpadding="3" cellspacing="0">
<tr bgcolor="#003366">
<td height="39" colspan="2" class="BodyBoldWhiteA">Find Related<br>
IT Contract Resources</td>
</tr>
<tr>
<td colspan="2" valign="top" bgcolor="#F0F0F0" class="Small">Find consultants
and contractors with the skills you need in your area!</td>
</tr>
<tr>
<td width="8" valign="top" bgcolor="#F0F0F0" class="SmallBoldRed">•</td>
<td width="138" valign="top" bgcolor="#F0F0F0"> <a href="http://ct.itbusinessedge.com/t?ctl=D89DEE:3C3C204" class="SmallLink">IT
Project Managers</a> </td>
</tr>
<tr>
<td valign="top" bgcolor="#F0F0F0" class="SmallBoldRed">•</td>
<td valign="top" bgcolor="#F0F0F0"><a href="http://ct.itbusinessedge.com/t?ctl=D89DEF:3C3C204" class="SmallLink">Technical
Specs</a></td>
</tr>
<tr>
<td width="8" valign="top" bgcolor="#F0F0F0" class="SmallBoldRed">•</td>
<td valign="top" bgcolor="#F0F0F0"><a href="http://ct.itbusinessedge.com/t?ctl=D89DF0:3C3C204" class="SmallLink">Database
Development</a></td>
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<td valign="top" bgcolor="#F0F0F0" class="SmallBoldRed">•</td>
<td valign="top" bgcolor="#F0F0F0"><a href="http://ct.itbusinessedge.com/t?ctl=D89DF1:3C3C204" class="SmallLink">Wireless
Development</a></td>
</tr>
<tr>
<td valign="top" bgcolor="#F0F0F0" class="SmallBoldRed">•</td>
<td valign="top" bgcolor="#F0F0F0"><a href="http://ct.itbusinessedge.com/t?ctl=D89DF2:3C3C204" class="SmallLink">Hardware/OS</a></td>
</tr>
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<td valign="top" bgcolor="#F0F0F0" class="SmallBoldRed">•</td>
<td valign="top" bgcolor="#F0F0F0"><a href="http://ct.itbusinessedge.com/t?ctl=D89DF3:3C3C204" class="SmallLink">Network
Systems Manager</a></td>
</tr>
<tr>
<td valign="top" bgcolor="#F0F0F0" class="SmallBoldRed">•</td>
<td valign="top" bgcolor="#F0F0F0"><a href="http://ct.itbusinessedge.com/t?ctl=D89DF4:3C3C204" class="SmallLink">Application
Development Manager</a></td>
</tr>
<tr valign="bottom" bgcolor="#F0F0F0">
<td colspan="2" class="SmallBoldRed"> <div align="center">Search entire<br>
<a href="http://ct.itbusinessedge.com/t?ctl=D89DF5:3C3C204" class="SmallBoldLink">Contractor
Database</a> <br>
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<tr valign="bottom">
<td colspan="2" bgcolor="#F0F0F0" class="SmallBoldRed"><div align="center"><img src="http://www.ITBusinessEdge.com/reports/images/pix_trans.gif" width="120" height="1">
<a href="http://ct.itbusinessedge.com/t?ctl=D89DF6:3C3C204"><img src="http://www.ITBusinessEdge.com/reports/images/hotgigslogo.gif" width="88" height="30" border="0" align="top"></a></div></td>
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<tr valign="bottom">
<td colspan="2" bgcolor="#F0F0F0" class="Small"><div align="center">Get listed
now!<br>
<a href="http://ct.itbusinessedge.com/t?ctl=D89DF7:3C3C204
" class="SmallLink">Consultants</a> or <a href="http://ct.itbusinessedge.com/t?ctl=D89DF8:3C3C204" class="SmallLink">
Firms</a></div></td>
</tr>
</table></p>
<table width="155" border="0" cellspacing="2" cellpadding="6">
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<td align="left" valign="top" bgcolor="e8e8e8"> <div class="SecHed">Weekly
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<hr>
</div>
<div class="SmallA">Sign up for these additional weekly
e-mail reports to get the best return on your company's
technology and talent.<br>
<a href="http://ct.itbusinessedge.com/t?ctl=D89DAC:3C3C204&email=victor7@bizanalyst.net&pubno=0" class="SmallALink">Maximizing
IT Investments</a><br>
<a href="http://ct.itbusinessedge.com/t?ctl=D89DAC:3C3C204&email=victor7@bizanalyst.net&pubno=1" class="SmallALink">Aligning
IT & Business Goals</a><br>
<a href="http://ct.itbusinessedge.com/t?ctl=D89DAC:3C3C204&email=victor7@bizanalyst.net&pubno=2" class="SmallALink">Integrating
the Enterprise</a><br>
<a href="http://ct.itbusinessedge.com/t?ctl=D89DAC:3C3C204&email=victor7@bizanalyst.net&pubno=4" class="SmallALink">Fortifying
Network Security</a><br>
<a href="http://ct.itbusinessedge.com/t?ctl=D89DAC:3C3C204&email=victor7@bizanalyst.net&pubno=5" class="SmallALink">Empowering
a Mobile Workforce</a><br>
<a href="http://ct.itbusinessedge.com/t?ctl=D89DAC:3C3C204&email=victor7@bizanalyst.net&pubno=6" class="SmallALink">Optimizing
Infrastructure</a><br>
<a href="http://ct.itbusinessedge.com/t?ctl=D89DAC:3C3C204&email=victor7@bizanalyst.net&pubno=9" class="SmallALink">Managing
Compliance Standards</a><br>
<a href="http://ct.itbusinessedge.com/t?ctl=D89DAC:3C3C204&email=victor7@bizanalyst.net&pubno=10" class="SmallALink">Leveraging
Open Source</a><br>
<a href="http://ct.itbusinessedge.com/t?ctl=D89DAC:3C3C204&email=victor7@bizanalyst.net&pubno=11" class="SmallALink">Voice
& Data Convergence</a><br>
</div></td>
</tr>
</table>
<p><table width="155" border="0" cellpadding="0" cellspacing="0">
<tr>
<td><div><span class="SecHed">Hurricane Relief</span></b>
<hr>
</div>
<table border="0" width="100%">
<tr>
<td height="215">
<p>IT Business Edge encourages support for these and other organizations
engaged in the relief effort in New Orleans and the Gulf of
Mexico coast.</p>
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<td><font size="1" face="Arial, Helvetica, sans-serif">Amy
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a Web site for IT professionals. You can e-mail
her at <a href="mailto:editorial@itbusinessedge.com"><font size="1" face="Arial, Helvetica, sans-serif">editorial@<br>itbusinessedge.com</font></a>.<br>
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BizAnalyst Network

Monday, October 10, 2005

How to Set Expectations

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