Offshoring of IT products and services to provider nations belonging to the Asia Pacific region is a growing phenomenon. However, clients are apprehensive of risks undertaken by outsourcing work to businesses in different economic spaces which represent different time zones, cultures and income status. This study does an empirical investigation through twenty case studies to understand the profiling strategies used by IT offshore provider organisations in two diverse countries – India (farshore) and New Zealand (nearshore) – to improve their business image and reduce clients’ perceptions of risks. Findings reveal that strategies used by IT providers depend upon ownership status by clients or third parties, their organisational size as well as cultural differences between client and provider nations. The paper contributes to existing studies on emerging offshore marketplace and explains global strategies adopted by IT provider businesses to remain competitive.

offshore markets, profiling strategies, outsourcing arrangements, national consortia, accreditations



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