Gartner Research

Tech CEOs Must Develop Strong Client Relationships to Grow Revenue in Application Services — Part 2: Generate Additional Revenue

Published: 08 August 2019

ID: G00405200

Analyst(s): Susan Tan


A trust-based relationship approach methodically proves capabilities with clients. Tech CEOs in service companies must parlay this relationship into revenue-generating opportunities by formalizing a program to discover the next engagement, cross-sell and build a proactive referral program.

Table Of Contents


  • Building Blocks of the Relationship-Building Program
    • Generate Additional Revenue

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