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

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

by Gary S. Luefschuetz
     
 

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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

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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

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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Product Details

ISBN-13:
9780071626224
Publisher:
McGraw-Hill Education
Publication date:
10/04/2009
Sold by:
Barnes & Noble
Format:
NOOK Book
Pages:
320
Sales rank:
424,791
File size:
3 MB

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