The mechanism is often that they'll actually outsource to someone like Accenture, who have teams everywhere, and whose contract managers will try to get their cheapest viable team onto the contract to maximise their margin. If the buyer can't judge the quality of what they're buying, or doesn't know why the resulting hand-offs, delays, mistakes and rework will cost them more than keeping everything in-house ever would have, they're going to have a bad time.