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The increasingly demanding IT marketplace calls for greater alliance management skills among consultants and vendors, says Cliff Mills of PMP Research.
Coping with complexity
The continuing upheavals, mergers and acquisitions among
consultants and systems integrators (CSIs) have forced CSIs
to re-think their alliance strategies and take a much more
pragmatic approach to the marketplace.
Organisations generally need to adopt new ways of thinking
and to access and acquire skills they do not possess inhouse.
CSI companies are no exception. The leading players are seeking
economies of scale and turning themselves into global or at
least pan-European service providers. This has been partly
due to poor market conditions but also the need to become
complex solution providers to address the demands of their
client base.
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Consultants' Advisory 2004
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