Selling Professional Services to the Fortune 500: How to Win in the Billion-Dollar Market of Strategy Consulting, Technology Solutions, and Outsourcing Services
The secrets to grabbing your shareof an $800 billion market! "A recommended read for anyone in line-management or businessdevelopmentroles, whether selling to the Fortune 500 or public sector.The book imparts commonsense information presented in a waythat 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 professionalservices industry. As companies look to improve profits that have been erodedby declining product margins, a move into ...
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The secrets to grabbing your shareof an $800 billion market! "A recommended read for anyone in line-management or businessdevelopmentroles, whether selling to the Fortune 500 or public sector.The book imparts commonsense information presented in a waythat 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 professionalservices industry. As companies look to improve profits that have been erodedby declining product margins, a move into professional services has been theright 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 economysince the 2008 financial crisis, the globalconsulting and outsourcing services marketsremain robust and offer substantial growthopportunities. While many companies retrenchin the face of chaos, leading managementconsulting firms and IT service providers areseizing the opportunity to adapt to the newbusiness environment, stay relevant to clients, overcome sales and delivery obstacles, andclose new business opportunities. To that end, Selling Professional Services to theFortune 500 explains how to get in the door, whom to target, and how to build the rightrelationships. An operations and finance executive who hasworked with the industry's top firms, GaryS. Luefschuetz leads you through the processof successfully selling to the world's biggestcompanies. He provides expert insight intoevery element of the sales cycle--from pickingyour delivery sweet spots to engagingwith corporate procurement organizations tounderstanding the dynamics of the negotiationprocess. With Selling Professional Services to the Fortune500 , you have what you need to: Expand your delivery footprint Create brand awareness Provide a full suite ofservices across theconsulting lifecycle Build and maintain trustedadvisor relationships Develop a robust sales pipeline Manage stakeholders throughoutthe sales and delivery cycle The opportunities in the global consulting andoutsourcing services markets have attracted anabundance of new providers, so competitionis fiercer than ever. As a result, pricing structuresare heavily scrutinized and many servicesare being viewed as commodities by aggressivecorporate procurement organizations. SellingProfessional Services to the Fortune 500 helpsyou price your service offerings accordinglyand maintain your competitive edge.
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Add this copy of Selling Professional Services to the Fortune 500: How to cart. $6.00, very good condition, Sold by JDH Lawton OK rated 5.0 out of 5 stars, ships from LAWTON, OK, UNITED STATES, published 2010 by McGraw-Hill Companies.
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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
Add this copy of Selling Professional Services to the Fortune 500: How to cart. $11.69, good condition, Sold by ThriftBooks-Reno rated 4.0 out of 5 stars, ships from Reno, NV, UNITED STATES, published 2010 by McGraw-Hill Companies.
Add this copy of Selling Professional Services to the Fortune 500: How to cart. $11.69, good condition, Sold by ThriftBooks-Baltimore rated 4.0 out of 5 stars, ships from Halethorpe, MD, UNITED STATES, published 2010 by McGraw-Hill Companies.
Add this copy of Selling Professional Services to the Fortune 500: How to cart. $44.03, good condition, Sold by Bonita rated 4.0 out of 5 stars, ships from Newport Coast, CA, UNITED STATES, published 2010 by McGraw Hill.
