Selling Professional Services to the Fortune 500: How to Win in the Billion-Dollar Market of Strategy Consulting, Technology Solutions, and Outsourcing Services
This insider’s guide provides the edge you need to successfully sell, market, and deliver your services to the world’s top companies. Selling Professional Services to the Fortune 500 provides:Practical guidance on negotiating with aggressive corporate procurement organizationsTips for preventing your services from being treated like commoditiesTechniques for negotiating master services agreementsMethods for developing optimal pricing structures