This IDC study analyzes sales cycle dynamics in consulting and systems integration and demonstrates that length of time to close is a function not of price but rather of project complexity, which if anything is increasing. For this reason, average sales cycles in C&SI may actually lengthen over the next 3-5 years.

"Services providers must emphasize excellence in account management and simplify their project proposals if shorter sales cycles are their goal. Until sales cycles begin to shorten again, however, only the fittest and most profitable firms will be able to absorb the increased cost of sales and continue to thrive," said Bo Di Muccio, program manager, Consulting Services.