Selling Professional Services to the Fortune 500: How to Win in the Billion-Dollar Market of Strategy Consulting, Technology Solutions, and Outsourcing Services
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Very good in very good dust jacket. Ex-library. Glued binding. Paper over boards. With dust jacket. 301 p. Contains: Unspecified. Audience: General/trade. LCCN 2009031992 Type of material Book Personal name Luefschuetz, Gary S. Main title Selling professional services to the Fortune 500 / Gary S. Luefschuetz. Published/Created New York: McGraw-Hill, c2010. Description xvii, 301 p.; 24 cm. ISBN 9780071622820 (hc: alk. paper) 0071622829 LC classification HD8038. U5 L84 2010 Contents Understanding the consulting services market and delivery landscape--Navigating the maze: where do you start? --The risk and reward dilemma--Ensuring client longevity--How are services really sold? --Just how big is that wallet? --Maximize your share of the wallet and avoid being labeled as a commodity--Your sales lifeline: the master services agreement and preferred vendor status--An introduction to negotiation--Limitation on liability--Indemnification--Intellectual property and ownership of work product--Pricing and payment--Termination--Warranty--Confidential information and data protection--Other key contract issues--Paying homage to corporate procurement--Price negotiations--Negotiating an additional discount--How to handle price resistance--How to reduce maverick spending and implement e-procurement--Who is the competition? --McKinsey & Co. --Bain & Company--The Boston Consulting Group--Booz & Company--Accenture--IBM--Deloitte Touche Tohmatsu--HP--Coffee is for closers: you must close the deal--Expanding your footprint and building a pipeline--Remember: procurement is your friend--Where do we go from here? Subjects Professions--United States--Marketing. Service industries--United States--Marketing. Business consultants--United States. Contracting out--United States. Notes Includes index. Dewey class no. 001 Geographic area code n-us---National bib no. GBA9A8099 National bib agency no. 015414517 Other system no. (OCoLC)ocn426811947
Selling Professional Services to the Fortune 500: How to Win in the Billion-Dollar Market of Strategy Consulting, Technology Solutions, and Outsourcing Services
Selling Professional Services to the Fortune 500: How to Win in the Billion-Dollar Market of Strategy Consulting, Technology Solutions, and Outsourcing Services