The contact centre outsourcing market is growing and is projected to reach a CAGR of 9% between 2021 and 2026. With so many companies outsourcing it is worth exploring if they truly capitalise on the opportunity to enable their outsource partners to promote their brand and positively contribute to enhanced business outcomes?
Whilst one of the most common reasons a company will outsource is to reduce operational costs, there is a growing trend for start-ups to outsource to enable them to have fast access to skills and talent they would ordinarily not be able to hire until they reach a certain scale. This helps us see outsourcing providers in a fresh light – as business partners critical to our success instead of a low-cost commodity player which has often been the case historically.
Most companies retain some in-house roles to work alongside their outsourced partners, however, the outsourced frontline teams are often not viewed with the same level of importance when it comes to the impact they have on brand perception, yet they have just as much impact, indeed potentially more if a higher percentage of the business is outsourced. Outsourcing shouldn’t be about handing over the responsibility for the customer and appreciating the cost savings. Customers expect consistently good experiences and levels of service and every touch point with a customer matters equally whether from an employed or outsourced agent.
Customer Service leaders need to create meaningful partnerships, build excitement and loyalty for the brand, recognise and appreciate great customer service and provide the same level of support (tools, training etc) as we would for in-house teams. It’s also worth considering incentives for “up-telling” moments that bring added value to the customer and as a result drives cross-selling or up-selling opportunities as well as creating a deeper engagement with the frontline teams.
During the pandemic, many contact centres played a vital role in connecting consumers to brands, enhancing the customer experience and fostering loyalty. By extending your workforce strategy to include outsourced partners, you gain access to skills and experience you can leverage, have extended business continuity options but more importantly expand the eco-system of brand advocates who can help deliver great service and impact brand loyalty.