Gartner Research

Drive Timely Outcomes When Negotiating and Contracting for Digital Business Consulting Services

Published: 18 July 2016

ID: G00305440

Analyst(s): Jim Longwood , Mark Ray , Claudio Da Rold


Senior management stakeholders negotiating digital business consulting services often agree to suboptimal consulting deals in "the need for speed." Sourcing executives must be actively involved to expedite negotiations and ensure a quick start to the work at manageable risk to the organization.

Table Of Contents
  • Key Challenges



  • Be Actively Involved in DBCS Projects to Ensure Clarity of the Business Innovation Needs and Vision, and to Ensure the Launch of Mode 2 Projects in Days or Weeks, Rather Than Months
    • Four Phases of Typical Consulting Interactions
  • Align Consulting Requirements to Five Typical Scenarios for Using DBCS, to Negotiating a "Right" Scoped Work Order
  • Steer Fast-Track Contract Negotiations Down a Path That Is Timely, Covers Execution and IP Risks, and Offers a Win for All Parties

Case Study

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