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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 [NOOK Book]

Overview

The secrets to grabbing your share of an $800 billion market!



“A recommended read for anyone in line-management or businessdevelopment roles, whether selling to the Fortune 500 or public sector. The book imparts commonsense information presented in a way that is easy to relate to and is useable.”

Lisa Daniels, Vice President, SAIC



“A ...

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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

The secrets to grabbing your share of an $800 billion market!



“A recommended read for anyone in line-management or businessdevelopment roles, whether selling to the Fortune 500 or public sector. The book imparts commonsense information presented in a way that 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 professional services industry. As companies look to improve profits that have been eroded by declining product margins, a move into professional services has been the right 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 economy since the 2008 financial crisis, the global consulting and outsourcing services markets remain robust and offer substantial growth opportunities. While many companies retrench in the face of chaos, leading management consulting firms and IT service providers are seizing the opportunity to adapt to the new business environment, stay relevant to clients, overcome sales and delivery obstacles, and close new business opportunities.



To that end, Selling Professional Services to the Fortune 500 explains how to get in the door, whom to target, and how to build the right relationships.



An operations and finance executive who has worked with the industry’s top firms, Gary S. Luefschuetz leads you through the process of successfully selling to the world’s biggest companies. He provides expert insight into every element of the sales cycle—from picking your delivery sweet spots to engaging with corporate procurement organizations to understanding the dynamics of the negotiation process.



With Selling Professional Services to the Fortune 500, you have what you need to:



  • Expand your delivery footprint


  • Create brand awareness


  • Provide a full suite of services across the consulting lifecycle


  • Build and maintain trusted advisor relationships


  • Develop a robust sales pipeline


  • Manage stakeholders throughout the sales and delivery cycle




The opportunities in the global consulting and outsourcing services markets have attracted an abundance of new providers, so competition is fiercer than ever. As a result, pricing structures are heavily scrutinized and many services are being viewed as commodities by aggressive corporate procurement organizations. Selling Professional Services to the Fortune 500 helps you price your service offerings accordingly and maintain your competitive edge.

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Product Details

  • ISBN-13: 9780071626224
  • Publisher: McGraw-Hill Education
  • Publication date: 2/10/2010
  • Sold by: Barnes & Noble
  • Format: eBook
  • Edition number: 1
  • Pages: 320
  • Sales rank: 854,137
  • File size: 4 MB

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



Part 1: Selling Professional Services to Fortune 500 Companies



Chapter 1: Understanding the Consulting Services Market and Delivery Landscape

Chapter 2: Navigating the Maze: Where Do You Start?

Chapter 3: The Risk & Reward Dilemma

Chapter 4: Ensuring Client Longevity

Chapter 5: How Are Services Really Sold?





Part 2: Buying Trends and the Preferred Vendor Selection Process



Chapter 6: Just How Big Is That Wallet?

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

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





Part 3: Negotiating Terms and Conditions with the Fortune 500



Chapter 9: An Introduction to Negotiation

Chapter 10: Limitation on Liability

Chapter 11: Indemnification

Chapter 12: Intellectual Property/Ownership of Work Product

Chapter 13: Price/Charge/Price Changes and Payment

Chapter 14: Termination

Chapter 15: Warranty

Chapter 16: Confidential Information/Data Protection

Chapter 17: Other Key Contract Issues





Part 4: Procurement and Pricing



Chapter 18: Paying Homage to Corporate Procurement

Chapter 19: Price Negotiations

Chapter 20: Negotiating an Additional Discount

Chapter 21: How to Handle Price Resistance

Chapter 22: How to Reduce Maverick Spending and Implement e-Procurement





Part 5: The Competitive Landscape



Chapter 23: Who is the Competition?

Chapter 24: McKinsey & Co.

Chapter 25: Bain & Company

Chapter 26: The Boston Consulting Group

Chapter 27: Booz & Company

Chapter 28: Accenture

Chapter 29: IBM

Chapter 30: Deloitte Touche Tohmatsu

Chapter 31: HP/EDS





Part 6: Closing the Deal and Staying Relevant



Chapter 32: Coffee Is For Closers: You Must Close the Deal

Chapter 33: Expanding Your Footprint and Building a Pipeline

Chapter 34: Remember: Procurement Is Your Friend

Chapter 35: Conclusion: Where Do We Go From Here?

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