How to win clients from companies that already offshore
- Companies that already offshore are proven buyers, so they skip the hardest part of an outsourcing sale: deciding whether to outsource at all.
- You can find them through employee locations, offshore job postings, public case studies and prospecting filters for offshore teams.
- Expansion plays, such as a new service line or second location, usually open doors faster than trying to displace an incumbent outright.
- Respectful competitive positioning wins trust, because buyers rarely want to hear their current vendor criticized.
- Sales Hub lets you filter for companies with offshore teams, plus their competitors, and reach them with tracked outreach.
The hardest prospect to convert is the one who has never outsourced. You spend months on education, risk and change management, and the deal can still die in a board meeting. Meanwhile, thousands of companies have already made that leap.
Companies that already offshore have budgets, processes and leaders who understand the model. They are not asking whether outsourcing works. Instead, they are asking whether they have the right partner, the right locations and the right scope. That is a far easier conversation to join.
Why companies that already offshore convert better
A buyer with offshore experience has already cleared the internal hurdles. Legal has reviewed data agreements, finance has approved the budget, and managers know how to run a remote team.
Most of these buyers also plan to keep going. Deloitte’s research found that 80% of executives plan to maintain or increase investment in third-party outsourcing. The same survey found that half had used outsourced services for front-office work like sales and marketing.
The market is still growing, too. The Philippine IT-BPM industry passed US$40 billion in export revenue in 2025 with about 1.9 million workers, according to industry group IBPAP. Every one of those seats sits inside a client relationship that could expand or change hands.
How to find companies with offshore teams
Offshore buyers leave clear traces. The trick is knowing where to look and combining several clues.
Employee locations on LinkedIn
Search a target company’s employees by location. A U.S. firm with 40 staff listed in Manila or Bogota almost certainly runs an offshore team, either directly or through a provider.
Job postings in offshore hubs
Companies hiring directly in the Philippines, India or Latin America are building offshore capacity themselves. Some will hit the limits of doing it alone and welcome a managed partner.
Case studies and press coverage
Providers often publish client stories, and buyers sometimes speak at industry events about their offshore programs. Both reveal who outsources and which functions they have moved.
Once you have a list, qualify it carefully. Not every offshore buyer is a fit, so define what a strong outsourcing lead looks like for your services before outreach begins.
Expansion plays vs displacement plays
With an existing offshore buyer, you have two broad options. You can try to replace their current provider, or you can win work alongside it. Each play suits a different situation, as the table below shows.
| Play | When it fits | Typical pitch | Risk level |
|---|---|---|---|
| Additional service line | Incumbent covers one function only | Add a new function, such as finance or IT support | Low |
| Second location | All work sits in one country or site | Resilience and coverage across regions | Low to medium |
| Vendor consolidation | Buyer juggles several small providers | One partner, one contract, simpler management | Medium |
| Full displacement | Clear service failures or contract renewal | Better quality, reporting or cost | High |
In most cases, expansion is the smarter first move. It lets the buyer test you without the pain of a full transition.
3 ways to get a foot in the door
These three plays turn an offshore buyer’s existing setup into your opening. Each one gives the buyer a low-risk reason to talk.
1. Offer a service line the incumbent does not cover
A company may outsource customer support but keep bookkeeping or data processing in-house. Pitch that adjacent function. You avoid a head-on fight, and you start building trust inside the account.
2. Pitch a second location for resilience
Geopolitical risk weighs on many buyers. In Deloitte’s third-party risk research, 61% of respondents named geopolitical challenges as a top headwind. A buyer with every seat in one city may welcome a second site for business continuity and time zone coverage.
3. Help them consolidate vendors
Some companies end up with three or four small providers, each with its own contract and reporting. If you can absorb several of those functions, you simplify their life. Consequently, the conversation shifts from price to management overhead.
How to position against an incumbent respectfully
Never attack the current provider. The buyer chose that vendor, and criticism feels like criticism of their judgment. Instead, ask open questions: “What would you change about your current setup?” Let them name the gaps.
Then speak to those gaps with specifics, such as reporting cadence, ramp time or language coverage. Above all, be patient. Contract renewals come around, and the provider who stayed helpful and polite is often first in line. For a deeper look at the obstacles in these deals, see these common hurdles in outsourcing sales.
How Sales Hub helps you win offshore buyers
Sales Hub supports this play directly. Its prospecting filters target companies with offshore teams and competitors of companies that already have offshore teams.
- Target firms in markets like the US, UK, Australia and Singapore that already have offshore staff.
- Layer in the site expansion and new C-suite hire filters to spot expansion moments, then enrich accounts with revenue, headcount and recent news.
- Run multichannel sequences across email, LinkedIn and phone, with reply and click tracking to refine your message.
Start on the Free Forever plan, with 50 credits per user each month and a strategy call with the OA team, or book a call to plan your first campaign.
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