Luefschuetz, Gary S. <br/><br/>
Selling professional services to the Fortune 500 
Gary S. Luefschuetz. 
 - New York :  McGraw-Hill,  c2010. 
 - xvii, 301 p. ;  24 cm. 
<br/><br/> Includes index. 
<br/><br/>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? 
<br/><br/><label>ISBN: </label>9780071622820 (hc : alk. paper) 0071622829 
<br/><br/><label>LCCN: </label>2009031992 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Professions--Marketing.--United States<br/>Service industries--Marketing.--United States<br/>Business consultants--United States.<br/>Contracting out--United States.
<br/><br/><label>Dewey Class. No.: </label>001