More than ever, providers need to make sure their clients are happy and willing to sustain and grow the mutual partnerships. However, ISG Research shows 60% of sourcing relationships are mediocre to poor – often driving renewals to competitive bids. More than 80% of the time, both client and provider teams are responsible, but the provider team can help improve the relationship with the right insights and data. ISG Director Stephanie Marcon will explain how and when to address the main reasons client relationships deteriorate, including a look at real cases where the providers were able to keep the revenue and head off a recompete. 

1. What are the most typical gaps that cause client/provider relationship problems? 
2. How do you get the data you need to drive positive change? 
3. How do you engage the client to care to make a difference?