Gartner Research

Three Steps CIOs Can Take to Get Actionable Results From Business Consulting Projects

Published: 09 August 2018

ID: G00355651

Analyst(s): Allan Wilkins


Digital business consulting is hot, as companies strive to identify business opportunities. Yet many consulting engagements fail to deliver executable outcomes and become a wasted expense. CIOs should get business buy-in and utilize contracting options that drive focused and actionable outcomes.

Table Of Contents
  • Key Challenges



  • Step No. 1: Define: Set the Business Problem and Scope of Engagement With Business Partners
    • Commit to Solving the Problem Before Engaging Consultants
    • Expose the Business to New Technology Opportunities
  • Step No. 2: Incentivize: Contract With Business Consultants on a Basis That Drives Actionable Recommendations
    • Discovery Phase: Fixed Price With Penalties for Missing Timeline or Deliverables
    • Development Phase: Fixed Price With Penalties or Time and Materials With Holdback
    • Proof of Concept or Test Phase: Fixed Price With Penalties for Missing Timeline or Quality
    • Solution Proposal Phase: Fixed Price With Acceptance Holdback
  • Step No. 3: Plan for the End of the Engagement and the Transition to Action
    • Identify the Internal Business and Technical Champions Who Will Implement the Advice at the Start of the Consulting Project
    • Provide Your Implementation Team With Optimal Resources

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