Driving revenue and margin growth in the fast-moving IT Services market requires providers to harness the right mix of talent, industry and technical expertise, and intimate client knowledge. Add to that a fine-tuned set of internal processes and expert approaches to negotiation and competitive intelligence. All these factors must come together to deliver value and innovation to clients, which translates to increased loyalty, revenue, and profitability.
But, what do clients truly care about? And, how do you know which of your efforts are making the most impact in how your clients view you?
For over 25 years, we’ve helped IT Services providers find the answers — to questions like:
- What can providers do to improve their chances of winning deals?
- What are the key factors outside of technical and domain expertise — and price — that clients use when making final supplier selections?
- What causes clients to replace their incumbents?
- How important is demonstrating creative problem-solving?
- Why does it seem that some providers are very good at managing and completing the contracting process — and getting their own house in order — while others spend more time negotiating internally than with the client?
These questions and more are at the heart of a new study Vantage Partners is launching. To learn the answers, help us by contributing your perspective. If you have recently been part of negotiating a large IT and professional services contract (on the client-side or the provider-side), share your experience with us.
The survey should take about 15 minutes to complete, and individual responses are confidential. As a thank you, you will be the first to receive the results, inclusive exclusive analysis and details.
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