Leveraging a Key Client Relationship Strategy, Gale S. Fitzgerald, CTG

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Leveraging a Key Client Relationship Strategy, Gale S. Fitzgerald, CTG

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Research Abstract

Gale S. Fitzgerald is chairman and chief executive officer of CTG, a $407.6 million international information technology services firm. CTG has 55 offices in North America and Europe and more than 5,800 IT professionals.
A 24-year veteran of the IT industry, Gale joined CTG in 1991 as senior vice president of CTG’s Northeast Region. In July 1993, she was named president and chief operating officer and was appointed to CTG’s board of directors. In September 1994, she was promoted to her current position of chair and chief executive officer.
ITSMA was intrigued by CTG’s Key Client strategy: It is the client relationships that drive the services offered. While other successful services providers place almost equal emphasis on having the “right” offerings and the “right” clients, CTG has concentrated more heavily on the relationship side of the “right” growth equation. As a result, the company has established a unique position in the IT services market.