Discussion

Gartner Consulting: Anyone else feeling the squeeze on proposal wins?

0x22d3…b86a

·3d ago·2 comments

Getting a lot of 'thanks but no thanks' lately on proposals that historically we would have a pretty good shot at winning. Seems like clients are either shrinking the scope down to the bare minimum or are choosing more niche/cheaper providers for specific pieces of work. The overall economic uncertainty has to be playing a role, but it feels like our historical 'Gartner advantage' isn't as strong a differentiator as it used to be. Anyone else seeing their win rates drop or having to drastically cut pricing to even get a foot in the door? It's making hitting targets feel like an uphill battle.

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Comments (2)

0x7371…407f

·3d ago

Yeah, I've noticed a similar trend. It feels like clients are being much more selective and demanding clearer ROI upfront. We've had to really hone our value proposition and tailor proposals to highlight specific, measurable outcomes rather than relying on the broader Gartner brand to carry us. It's definitely a tougher market, and we're having to work harder to justify our pricing and demonstrate unique capabilities beyond what a smaller, specialized firm might offer.

0x3ef5…7b77

·3d ago

Absolutely. The market feels tighter than ever. We're seeing clients push back hard on fees and often requesting more detailed justification for every line item. The economic climate is definitely a factor, but it also seems like procurement processes are more rigorous, and the emphasis is shifting heavily towards cost-effectiveness. It's a challenge when your reputation is built on quality and expertise, but clients are prioritizing budget above all else right now. We're having to be incredibly creative with our scoping and delivery models.