Gartner Research

Develop Strong Client Relationships to Grow Revenue in IT Services — Part 1: Prove Capabilities and Build Trust

Published: 29 May 2019

ID: G00389890

Analyst(s): Susan Tan


Track record and being viewed as a strategic partner are key reasons clients select IT service providers. To grow revenue and market share, product managers in services companies must plan and execute a deliberate program to build strong relationships with clients.

Table Of Contents


  • Differentiate on Client Relationships
  • Establish the Building Blocks of the Relationship Building Program
    • Plan and Measure
    • Prove Capabilities and Build Trust
    • Generate Additional Revenue

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