Corporate Clients Want Solid Returns on IT Investments

ROI (return on investment) has become the mantra of the chief information officers (CIOs) at the corporations served by consultancies. Only if a solid return on new dollars invested in computer and telecommunications projects can be forecast will new projects be assigned to consultants. At the same time, IT system managers have become much shrewder bargainers.

This trend sets the tone for IT consulting projects today. In contrast, during past booms, IT consulting/implementation projects were often bid on an estimated basis that allowed for significant growth of the total fee if the project took longer than originally thought. Today, however, many IT consulting projects are bid on a “fixed cap” basis, whereby a pre-agreed fee is guaranteed to see the project through to successful completion. The relatively new trend of contingency pricing, that is, the final amount paid for a consulting assignment being dependent upon the actual results of the work, has also dampened final profits at many consultancies.

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