Successful co-sourcing is all about client and vendor meeting each other halfway. And that goes beyond the exchange of technical skills and business knowledge. Communication and cultural awareness are also important, say CIOs.State Street, which co-sources application development with UniverseSoft Technology in China, holds cultural and language classes for its Boston-based employees. \u201cThey learn things like how to address their Chinese counterparts, pronounce their names, et cetera,\u201d says Jerry Cristoforo, CTO and executive VP of enterprise information and global markets technology services. \u201cThe problems that you usually think about with outsourcing\u2014coding, policies, processes\u2014are just the tip of the iceberg. The hidden parts are the values and the culture of the people involved. You have to be sensitive to that if [an outsourcing] program is to be successful.\u201dMichael Agnew, managing director of Omgeo, visits his co-sourcing partner in Mumbai twice a year and never arrives empty-handed. \u201cI bring gifts to my partners. Even though I\u2019m the customer, I take them out to dinner, which is not usually the way things work with clients and vendors,\u201d he says. \u201cThey know we\u2019re happy customers and, knowing they\u2019re appreciated, they\u2019re inspired to perform. You have to treat your partner the way you would want to be treated.\u201d \n\u2013S.O.