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Business TCS in America From Mumbai to the Midwest
商業 塔塔在美國 從孟買到美國中西部
Far from home, Tata Consultancy Services strives to move upmarket
塔塔咨詢服務公司力爭向高端市場轉型
DRIVE up the leafy Leadership Trail in Milford, Ohio and you reach what appears from the outside to be a luxury ski lodge.
行駛在俄亥俄州米爾福德的領導路上，林木繁茂，而后到了一處外觀奢華，看似是滑雪場的地方。
Inside, large windows with forest views are a constant reminder of the surrounding American heartland.
透著森林景象的窗景無時不刻的提醒來客您正置身于美國核心腹地。
This is Tata Consultancy Services' new American facility, a stark contrast to TCS's colonial-era headquarters overlooking sweltering cricket pitches in Mumbai.
這是塔塔咨詢服務中心（以下簡稱塔塔）的新式美版設施，與以往看似悶熱的板球場的不同，塔塔自殖民時期以來在孟買設立的總部有了明顯變化。
Bought in 2008, the Ohio facility is a symbol of TCS's efforts to polish its brand and move to higher-margin services.
此處為塔塔在俄亥俄州的分部，購置于2008年，正是該公司擦亮招牌向高利潤服務業進軍的標志。
One reason for choosing Milford, a satellite of Cincinnati, was the proximity of Midwestern clients: ten Fortune 500 companies are based in Cincinnati alone.
塔塔選址在辛辛那提的衛星城米爾福德的原因之一，是其距離中西部客戶的地理優勢：《財富》500強企業中就有10家駐扎在辛辛那提。
Another is cost: it is one of the cheapest among America's main cities and has plenty of land on its fringes.
其二是成本問題：這是美國消費最低的大城市之一，且外圍地區有很多閑置土地。
A third reason for choosing Ohio is the presence of decent universities nearby.
選址的原因之三是因為附近的高等學府。
TCS set up shop in Milford not only to be closer to clients but to begin in earnest to hire American graduates.
塔塔設分部在此不僅是為了接近消費者，也是渴求招募到美國的畢業生。
Most of TCS's new coders in Ohio are fresh from the nearby universities of Kentucky, Cincinnati, Purdue, Ohio State and others.
在俄亥俄州，塔塔新進的編程人員大多都來自于附近的肯塔基大學、辛辛那提大學、印第安納州立大學和俄亥俄州立大學等等。
They are cheaper than Ivy League graduates and TCS offers them interesting work with a booming company.
他們的薪水要求相較于常春藤略低，而塔塔也以日益壯大的企業背景下為他們提供感興趣的工作。
The facility has 450 employees now, nearly all American, thanks to the difficulty of getting visas for Indians, and the plan is to increase their number to 1,000.
由于印度來此的簽證困難，該分部現有 450名員工幾乎都是美國人，而公司也計劃將人員擴招到1000.
They are a fraction of TCS's 215,000-strong workforce but represent the bridgehead of its ambitions to go beyond being merely an outsourced back-office and coding shop and take on such consultancy giants as IBM, Hewlett-Packard (HP) and Accenture on their home turf.
這只占塔塔21萬5千名員工的一部分，但顯示出公司爭取的不只做外包后勤或解碼服務，而是在客場迎戰一些本土的咨詢業務巨頭，如IBM,惠普或是埃森哲。
Having pleased clients with its work for them so far, TCS should have a decent chance at getting them to buy fancier and pricier services.
塔塔一直以來都能滿足客戶需要，但仍需要恰當的實際讓客戶購買更吸引人也更昂貴的業務。
David Johns, chief information officer at Owens Corning, a building-materials maker, is full of praise for TCS; his company has doubled its overall spending with the firm in recent years.
建筑材料生產商歐文斯科寧的信息主管，大衛?約翰對塔塔評價很高，他的公司對近年已投入雙倍的錢（購買塔塔的服務）。
Citigroup sold its India-based business-process unit to TCS, guaranteed it $275m annually in business for several years, and then proceeded to spend more than that.
花旗集團將其在印度的業務板塊出售給塔塔，并保證近幾年間每年付款27億5千萬美元，之后會投入的更多。
However, Jagdish Rao, a technology chief at Citigroup, says most of the consulting work TCS has done so far has been on systems TCS had built or implemented itself.
然而，花旗集團的技術主管加迪什?饒指出，塔塔的大部分咨詢業務構架于自身建立或推行的制度之上。
Tom Rodenhauser of Kennedy Information, which studies the consulting industry, agrees that it has yet to make a breakthrough in high-end work.
肯尼迪信息公司研究咨詢業的湯姆?羅德霍薩認同這一觀點，指出塔塔有待于在高端市場中尋求突破。
Although TCS is "printing money" with its outsourcing business, he "can't say with a straight face they're doing great at consulting—they're giving away what other companies charge for", as a way of selling their legacy outsourcing services.
盡管塔塔在外包產業中堪稱"印鈔機"，他"不能確定的說咨詢業務也是他們的強項-這句完全不知道怎么翻囧"
Amar Naga, the boss of the Milford facility, admits that consulting proper is so far just 2.6% of TCS's revenue.
米勒福德分部的老板艾瑪?納迦承認咨詢業務的業績僅占公司總收入的2.6%。
But it is growing more than twice as fast as the company's overall revenues, themselves still increasing at around 25% a year.
但其增長速度是總收入（每年約增長25%）的兩倍。
Such eye-catching growth, combined with its reputation for high-quality work, suggests clients can be convinced that TCS's consultancy work is worth paying for.
如此引人注目的增長速度，連同其高質量業務的名聲，意味著客戶可以相信塔塔的咨詢業務是值得花錢購買的。
For the American rivals it is planning to take on, TCS may so far be no more than a blip on the edge of their radar screens.
就其即將面臨的美國競爭對手而言，塔塔不過是他們雷達偵測屏邊緣的一個小點。
But as it pushes up into high-value consulting, several of them—such as IBM and HP—are trying to capture more work by moving downstream into TCS's traditional outsourcing territory.
然而，塔塔正向高價值咨詢界推進，諸如IBM和HP這幾個對手已經順勢通過介入塔塔傳統外包領域來爭取更多的業務。
When they meet in the middle it could be quite a fight.
一旦狹路相逢，大戰在所難免。
