Gartner Research

Business Relationship Management; CIO Desk Reference Chapter 12

Published: 01 October 2009

ID: G00171781

Analyst(s): Colleen Young, Ellen Kitzis


Most IT organizations have relationship managers; few have effective stakeholder management capabilities. Knowing the difference between the two competencies and understanding how to interact effectively with highly diverse constituents are critical to CIO effectiveness.

Table Of Contents
  • Overview
  • Defining Stakeholder and Relationship Management
    • Relationship Management
  • Maturing the Relationship Management Role
  • Stakeholder Management
    • Segmenting Stakeholders
    • Acting on Stakeholder Segmentation Insight
    • Bottom Line
  • Conclusions
    • CIO Call to Action
    • Conclusions

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