Mentorship Session on Strategic International Sales Conducted at IT Park Uzbekistan

Specialists from the Export Department of IT Park participated in a training session led by international mentor Stephen Steers from Plug and Play Uzbekistan, a recognized expert in B2B sales within the outsourcing sector. The session focused on the O.C.G.C. model — a contemporary framework for storytelling and client needs engagement, specifically tailored to support the export of IT services from Uzbekistan.

In the context of global competition, it is essential not only to offer a competitive price but also to effectively and strategically convey the unique value of one’s country. The O.C.G.C. methodology is designed to address this need through four critical stages: identifying the client’s underlying challenges, establishing trust, demonstrating differentiation, and converting interest into contracts.  

During the session, participants were introduced to:

• techniques for in-depth client needs analysis;
• the “time travel” method for articulating long-term value in partnering with Uzbekistan; 
• storytelling strategies to position Uzbekistan as a dependable and attractive outsourcing partner;
• positioning tools that highlight national competitive advantages, such as a highly skilled talent pool, tax incentives, and rapid project deployment capabilities.

Particular attention was given to the application of the “kryptonite question” — a technique aimed at transitioning from surface-level dialogue to substantive problem-solving discussions with clients.     

With the support of Plug and Play Uzbekistan, the organization of such sessions contribute to the development of a professional business culture and enhance Uzbekistan’s positioning on the global digital services map. IT Park Uzbekistan remains committed to investing in the continuous development of its team’s competencies in order to effectively promote the country as a next-generation outsourcing destination.