Selling professional services to the Fortune 500
By: Gary S. Luefschuetz
Publisher: McGraw-Hill; McGraw-Hill Education; McGraw Hill
Published: 2010
Place of publication: New York
Language: eng
Number of pages: 301
ISBN-13: 9780071622820
Notes: Includes index.
Table of contents: title: Understanding the consulting services market and delivery landscape; title: Navigating the maze : where do you start?; title: The risk and reward dilemma; title: Ensuring client longevity; title: How are services really sold?; title: Just how big is that wallet?; title: Maximize your share of the wallet and avoid being labeled as a commodity; title: Your sales lifeline : the master services agreement and preferred vendor status; title: An introduction to negotiation; title: Limitation on liability; title: Indemnification; title: Intellectual property and ownership of work product; title: Pricing and payment; title: Termination; title: Warranty; title: Confidential information and data protection; title: Other key contract issues; title: Paying homage to corporate procurement; title: Price negotiations; title: Negotiating an additional discount; title: How to handle price resistance; title: How to reduce maverick spending and implement e-procurement; title: Who is the competition?; title: McKinsey & Co.; title: Bain & Company; title: The Boston Consulting Group; title: Booz & Company; title: Accenture; title: IBM; title: Deloitte Touche Tohmatsu; title: HP; title: Coffee is for closers : you must close the deal; title: Expanding your footprint and building a pipeline; title: Remember : procurement is your friend; title: Where do we go from here?