Strengthening of collaboration between IT vendors and their customer through proposal-based sales

To solve the business issue, a lot of enterprises have used Information Technology. And, IT vendor provide a solution. IT vendor is required to contribute to the management of customer and to solve customer's issue. The proposal-based sales are important to understand true needs of the customer, and to propose solution. IT vendor's sales department understands the business issue and proposes a solution. The proposal gives the customer the new awareness, and the potential needs of customer become clear. Through the interactive communication the real needs of customer become clear. IT vendor can gain the trust of customer, and it is possible to build continuous relationships with the customer. In this research, we analyzed how to build the relationship by the vendor's proposal-based sales using the case study, and clarified the critical factor for gaining a customer's trust and strengthening relationships.