Usually, it starts with request/opportunity coming from one of the clients, that they require people with so and so capabilities/skills (let's call that skill X) with so much of years of experience.
The vendor's Pre-Sales force comes into action, pitches to the client with the proposal showcasing the capabilities of the company, how they are growing, their expertise in the technology "X" and how they have so many people working in the "X" technology.
The client is very impressed and asks for the profiles of the people who can be engaged for the assignment.
Now comes the problem. Pre-Sales team have done what is called Short Selling. Trying to sell when they have no inventory or people available on the bench with the skills. All in the hopes that if they are able to engage the client, they can do one or more of the following
- Try to engage somebody from the market ( a la contractor)
- Try training somebody in the company ( usually not possible within the short time frame
- Fudge the resume of an existing person and make him an expert on the technology "X"
My Qs, is Short Selling the right way.
We all do some sort of short selling in our lives. Claiming to be able to do things, which we never ever have done.
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