Gartner Research

Tech CEOs: Increase Consulting Wins With More Effective Differentiation

Published: 29 July 2020

ID: G00723752

Analyst(s): Brendan Williams , Chrissy Healey

Summary

Consulting buyers focus on relative differences between providers later in the buying process than many providers assume. Early in the process, tech CEOs need to focus less on the competition and more on increasing brand awareness and developing a compelling value proposition for clients.

Table Of Contents

Overview

Analysis

Background and Context

The Impact

Conclusion

Gartner Recommended Reading

Note 1: Consulting Sales Scenarios

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