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Selling professional services to the Fortune 500

By: Luefschuetz, Gary S
Material type: BookPublisher: New York : McGraw-Hill, c2010.Description: xvii, 301 p. ; 24 cm.ISBN: 9780071622820 (hc : alk. paper); 0071622829Subject(s): Professions -- United States -- Marketing | Service industries -- United States -- Marketing | Business consultants -- United States | Contracting out -- United StatesDDC classification: 001 Online resources: Location Map
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Item type Home library Call number url Status Date due Barcode Item holds
REGULAR University of Wollongong in Dubai
Main Collection
001 LU SE (Browse shelf) link Available T0043487
Total holds: 0

Includes index.

Understanding the consulting services market and delivery landscape -- Navigating the maze : where do you start? -- The risk and reward dilemma -- Ensuring client longevity -- How are services really sold? -- Just how big is that wallet? -- Maximize your share of the wallet and avoid being labeled as a commodity -- Your sales lifeline : the master services agreement and preferred vendor status -- An introduction to negotiation -- Limitation on liability -- Indemnification -- Intellectual property and ownership of work product -- Pricing and payment -- Termination -- Warranty -- Confidential information and data protection -- Other key contract issues -- Paying homage to corporate procurement -- Price negotiations -- Negotiating an additional discount -- How to handle price resistance -- How to reduce maverick spending and implement e-procurement -- Who is the competition? -- McKinsey & Co. -- Bain & Company -- The Boston Consulting Group -- Booz & Company -- Accenture -- IBM -- Deloitte Touche Tohmatsu -- HP -- Coffee is for closers : you must close the deal -- Expanding your footprint and building a pipeline -- Remember : procurement is your friend -- Where do we go from here?

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