Mark Samuels is right to highlight the tendency for IT management to use insight services, such as Gartner, Forrester Research or the many other more specialised services, to justify spending which they have already decided on (Making best use of Gartner’s report).

But an IT organisation which is susceptible to the kind of problem he describes is barely at first base in its use of these services.

You must move towards a strategic relationship where you have a structured portfolio that meets needs you have discussed and defined.

Create continuing dialogue with the analysts through which IT strategy is shaped and directed. The “latest research” should already be in the hands of those who need to know, perhaps even before it was published. If your provider is not in favour of this kind of relationship, it is time to switch – but they will be, guaranteed.

Dr Tony Law