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Pat Sweet sums up the views of our five expert commentators on IT vendor/consultant alliances.
Vendors and consultants: marriage made in heaven? - Part 3 | Part 1 | Part 2
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Graham Whitehead: formal alliances mean biased advice
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MANAGEMENT CONSULTANCY:
Impact Plus
Interviewee: Graham Whitehead, senior consultant.
Q1: Formal alliances.
A: It is certainly not the case that a ‘one-stop-shop’ is a requirement for the fast delivery of software, hardware or IT services. The desire for partnership originates far more frequently from consultancies wishing to earn systems integration revenues than from client organisations seeing it as the only way to achieve certain timescales.
The specific combination of suppliers that is right for one client situation is rarely the perfect fit for another customer for a wide range of reasons, such as existing supplier relationships, cultural fit, geographic locations, strategic goals or technology capability.
As a result, we believe that formal alliances between a consultancy and a product provider both undermine the fit to the client’s needs as well as having the effect of rendering the consultancy’s advice as biased.
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Consultants' Advisory 2003
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