Enterprise and expertise consulting agency West Monroe lately acquired Washington, D.C.- based mostly IT and enterprise companies transformation and outsourcing advisory agency Tempo Harmon, the most important acquisition for the agency in its 18-year historical past. Becoming a member of West Monroe from Tempo Harmon is Managing Director, IT Technique & BPO Marc Tanowitz, a 26-year veteran whose expertise runs the gamut from shopper enterprise, journey, life sciences, aerospace, and protection. He’s additionally led quite a few profitable expertise and enterprise transformation tasks throughout the globe. We caught up with Tanowitz to speak about his transition from Tempo Harmon to West Monroe, shoppers’ greatest ongoing IT & BPO challenges, and plans for development of the follow.
Consulting: What in your background and profession led to your new place as managing director at West Monroe?
Tanowitz: I began my profession at Deloitte within the late Nineties and spent an satisfying six-plus years there. Once they determined to not separate their audit and consulting enterprise it created a chance: Deloitte’s outsourcing advisory companies had been very targeted on the transactional piece and didn’t typically take the high-level strategic view and incorporate a perspective on the enterprise goals that wanted to be solved. We knew we might create extra worth for enterprises by bringing deep IT and useful experience together with a strategic sourcing competency. This strategy offered the precise content material and construction to make the sourcing transactions profitable—in a means that units up corporations for achievement, not surprises. I by no means thought I’d go away Deloitte, however as an alternative did simply that in 2003 once I helped begin Tempo Harmon. We grew to a 75-plus individual agency and in November 2020, West Monroe acquired us. Now I lead the consulting areas which are new to West Monroe together with IT and enterprise course of technique, transformation, and outsourcing.
Consulting: What is going to you be doing within the early days of your new position?
Tanowitz: An important activity for me throughout these early days is to assist legacy Tempo Harmon staff perceive our half on this group. That may be as tactical as how we forecast and observe our time in a brand new system, ensuring individuals are making the precise advantages resolution, and ensuring they perceive their new profession potentialities. The opposite vital activity is to in a short time assist the remainder of West Monroe get to know our capabilities and the worth we drive to our shoppers. West Monroe has many companies and serves many sectors—cross-selling these new companies to present shoppers goes to be key to our success. We’ve had an excessive amount of success initially: Previous shoppers have reached out to West Monroe talking fondly of Tempo Harmon and we’re in a position to supply a complete suite of latest companies—that is opening new doorways for us all.
Consulting: How will the follow match into West Monroe’s total consulting technique?
Tanowitz: West Monroe takes a multidisciplinary strategy to consulting, bringing collectively three main teams of individuals to type an engagement group: trade specialists, useful specialists, and technologists. This multidisciplinary strategy matched very effectively with our supply mannequin. We deal with the identical industries—and we each take an issues-led strategy to consulting, which means we devise extremely distinctive options that handle the center of the enterprise points our shoppers are dealing with. The follow additionally will get to play a job in a key growth space for West Monroe: The agency needs to develop and harden its model amongst CIOs and the remainder of the C-suite, and our companies are virtually at all times bought by that group. We’re offering one other doorway for the agency.
Consulting: What are your plans to develop the follow? Will you be staffing up or is headcount about the place you need it to be?
Tanowitz: We’ve a hiring plan. Tempo Harmon traditionally operated at a better degree of utilization than West Monroe does, and it was at all times a limiter to our development. Spending all our time delivering for shoppers meant we didn’t have the time to put money into development or develop folks and their careers. Now being part of the agency, we’re thrilled to cut back utilization simply sufficient to permit for extra senior folks to deal with enterprise growth and never simply consumer supply. We’ll rent about 10 new folks within the subsequent yr to assist that transition. For our follow, longer-term development goes to be based mostly on cross-selling into present West Monroe shoppers whereas rising enterprise with our personal shoppers. We’re planning to develop our income by a minimum of 10% as a follow from 2020 to 2021.
Consulting: What kind of IT Technique/BPO challenges do you count on shoppers will likely be asking for probably the most assist for on this local weather?
Tanowitz: Purchasers are going to proceed to ask us to drive extra productiveness by their operations and financial savings to their backside line. They love long-term financial savings and transformation—and put a number of strain on us to fund these transformations with near-term financial savings. We’re actually good at this. The near-term financial savings are sometimes pushed by tasks resembling IT infrastructure and software well being checks. Our shoppers rely on us to make sure that their vendor agreements are structured to match their consumption. As an example, are telecom information companies correctly architected to allow capability and prices to scale with the enterprise? We will sometimes drive 10% to twenty% financial savings inside 8 weeks. Then, the long-term work begins with migrations to the cloud, replatforming applied sciences, and altering the best way IT enterprise companies features assist end-users, amongst different areas. This pandemic has required near-term financial savings and long-term digital transformation of practically all corporations, so we’re actually well-positioned to serve the market.
Consulting: How massive of a follow space will yours be in contrast to a few of West Monroe’s different areas? Any headcount or income targets you may share?
Tanowitz: Our follow has about 75 folks immediately, however we’re additionally part of a bigger Operations Excellence follow that has greater than 250 consultants. The whole agency is aiming to develop 30% in 2021. We’re excited to be part of that.