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Selling Professional Services to the Fortune 500: How to Win in the Billion-Dollar Market
Item specificsCondition Pre-owned book in very good condition. Please see the photos of the book to see its condition. Brand Used Books ISBN 9780071622820 EAN 9780071622820 Book Title Selling Professional Services to the Fortune 500: How to Win in the Billion-Dollar Market of Strategy Consulting, Technology Solutions, and Outsourcing Services Item Length 9.3in. Publisher Mcgraw-Hill Education Publication Year 2010 Format Hardcover Language English Item Height 1.1in. Author Gary S. Luefschuetz Genre Business & Economics Topic Industries / Service, Careers / General, Consulting, Outsourcing, Sales & Selling / General Item Width 6.4in. Item Weight 21.2 Oz Number of Pages 320 Pages About this productProduct InformationThe secrets to grabbing your share of an $800 billion market! "A recommended read for anyone in line-management or businessdevelopment roles, whether selling to the Fortune 500 or public sector.The book imparts commonsense information presented in a way that is easy to relate to and is useable." Lisa Daniels, Vice President, SAIC "A great play-by-play on how to enter and succeed in the professional services industry. As companies look to improve profits that have been eroded by declining product margins, a move into professional services has been the right answer for many. This book can help you make the move!" Natalie Buford-Young, President, The Rainfield Group About the Book: Despite vast changes in the economy since the 2008 financial crisis, the global consulting and outsourcing services markets remain robust and offer substantial growth opportunities. While many companies retrench in the face of chaos, leading management consulting firms and IT service providers are seizing the opportunity to adapt to the new business environment, stay relevant to clients,overcome sales and delivery obstacles, and close new business opportunities. To that end, Selling Professional Services to the Fortune 500 explains how to get in the door,whom to target, and how to build the right relationships. An operations and finance executive who has worked with the industry's top firms, Gary S. Luefschuetz leads you through the process of successfully selling to the world's biggest companies. He provides expert insight into every element of the sales cycle--from picking your delivery sweet spots to engaging with corporate procurement organizations to understanding the dynamics of the negotiation process. With Selling Professional Services to the Fortune 500 , you have what you need to: Expand your delivery footprint Create brand awareness Provide a full suite of services across the consulting lifecycle Build and maintain trusted advisor relationships Develop a robust sales pipeline Manage stakeholders throughout the sales and delivery cycle The opportunities in the global consulting and outsourcing services markets have attracted an abundance of new providers, so competition is fiercer than ever. As a result, pricing structures are heavily scrutinized and many services are being viewed as commodities by aggressive corporate procurement organizations. Selling Professional Services to the Fortune 500 helps you price your service offerings accordingly and maintain your competitive edge. Product IdentifiersPublisher Mcgraw-Hill Education ISBN-10 0071622829 ISBN-13 9780071622820 Product ID (ePID) 77164976 Product Key FeaturesBook Title Selling Professional Services to the Fortune 500: How to Win in the Billion-Dollar Market of Strategy Consulting, Technology Solutions, and Outsourcing Services Format Hardcover Language English Topic Industries / Service, Careers / General, Consulting, Outsourcing, Sales & Selling / General Publication Year 2010 Genre Business & Economics Number of Pages 320 Pages DimensionsItem Length 9.3in. Item Height 1.1in. Item Width 6.4in. Item Weight 21.2 Oz Additional Product FeaturesLc Classification Number Hd8038.U5l84 2010 Table of Content Introduction Part 1: Selling Professional Services to Fortune 500 Companies Chapter 1: Understanding the Consulting Services Market and Delivery Landscape Chapter 2: Navigating the Maze: Where Do You Start? Chapter 3: The Risk & Reward Dilemma Chapter 4: Ensuring Client Longevity Chapter 5: How Are Services Really Sold? Part 2: Buying Trends and the Preferred Vendor Selection Process Chapter 6: Just How Big Is That Wallet? Chapter 7: Maximize Your Share of the Wallet and Avoid Being Labeled as a Commodity Chapter 8: Your Sales Lifeline: The Master Services Agreement and Preferred Vendor Status Part 3: Negotiating Terms and Conditions with the Fortune 500 Chapter 9: An Introduction to Negotiation Chapter 10: Limitation on Liability Chapter 11: Indemnification Chapter 12: Intellectual Property/Ownership of Work Product Chapter 13: Price/Charge/Price Changes and Payment Chapter 14: Termination Chapter 15: Warranty Chapter 16: Confidential Information/Data Protection Chapter 17: Other Key Contract Issues Part 4: Procurement and Pricing Chapter 18: Paying Homage to Corporate Procurement Chapter 19: Price Negotiations Chapter 20: Negotiating an Additional Discount Chapter 21: How to Handle Price Resistance Chapter 22: How to Reduce Maverick Spending and Implement e-Procurement Part 5: The Competitive Landscape Chapter 23: Who is the Competition? Chapter 24: McKinsey & Co. Chapter 25: Bain & Company Chapter 26: The Boston Consulting Group Chapter 27: Booz & Company Chapter 28: Accenture Chapter 29: IBM Chapter 30: Deloitte Touche Tohmatsu Chapter 31: HP/EDS Part 6: Closing the Deal and Staying Relevant Chapter 32: Coffee Is For Closers: You Must Close the Deal Chapter 33: Expanding Your Footprint and Building a Pipeline Chapter 34: Remember: Procurement Is Your Friend Chapter 35: Conclusion: Where Do We Go From Here? Copyright Date |