Selling Professional Services to the Fortune 500: How to Win in the Billion-Dollar Market of Strategy Consulting, Technology Solutions, and Outsourcing Services

Overview

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 organizations

Tips for preventing your services from being treated like ...

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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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Overview

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 organizations

Tips for preventing your services from being treated like commodities

Techniques for negotiating master services agreements

Methods for developing optimal pricing structures

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Product Details

  • ISBN-13: 9780071622820
  • Publisher: McGraw-Hill Professional Publishing
  • Publication date: 1/20/2010
  • Edition number: 1
  • Pages: 320
  • Product dimensions: 6.20 (w) x 9.10 (h) x 1.30 (d)

Meet the Author

Gary S. Luefschuetz is an attorney and CPA

with extensive experience negotiating professional

services and technology agreements

within the public and private sectors. He is a

partner at Accenture and has served in a variety

of leadership roles at companies including

Booz Allen Hamilton, Unisys, and PeopleSoft.

In collaboration with Thomson West Books,

he published The Art & Science of Negotiating

Professional Services Agreements.

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Table of Contents

Introduction ix

Part 1 Selling Professional Services to Fortune 500 Companies

1 Understanding the Consulting Services Market and Delivery Landscape 3

2 Navigating the Maze: Where Do You Start? 13

3 The Risk and Reward Dilemma 32

4 Ensuring Client Longevity 56

5 How Are Services Really Sold? 61

Part 2 Buying Trends and the Preferred Vendor Selection Process

6 Just How Big Is That Wallet? 69

7 Maximize Your Share of the Wallet and Avoid Being Labeled as a Commodity 73

8 Your Sales Lifeline: The Master Services Agreement and Preferred Vendor Status 77

Part 3 Negotiating Terms and Conditions with the Fortune 500

9 An Introduction to Negotiation 87

10 Limitation on Liability 97

11 Indemnification 102

12 Intellectual Property and Ownership of Work Product 113

13 Pricing and Payment 119

14 Termination 127

15 Warranty 132

16 Confidential Information and Data Protection 141

17 Other Key Contract Issues 150

Part 4 Procurement and Pricing

18 Paying Homage to Corporate Procurement 167

19 Price Negotiations 180

20 Negotiating an Additional Discount 188

21 How to Handle Price Resistance 199

22 How to Reduce Maverick, Spending and Implement e-Procurement 205

Part 5 The Competitive Landscape

23 Who Is the Competition? 213

24 McKinsey & Co. 215

25 Bain & Company 224

26 The Boston Consulting Group 230

27 Booz & Company 237

28 Accenture 244

29 IBM 256

30 Deloitte Touche Tohmatsu 264

31 HP 271

Part 6 Closing the Deal and Staying Relevant

32 Coffee Is for Closers: You Must Close the Deal 279

33 Expanding Your Footprint and Building a Pipeline 283

34 Remember: Procurement Is Your Friend 286

35 Where Do We Go from Here? 288

Index 297

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