Selling Professional Services to the Fortune 500 How to Win in the Billion-dollar Market of Strategy Consulting, Technology Solutions, and Outsourcing Services (Hardcover)
|Author: Gary S. Luefschuetz|
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This insider''s guide provides the edge you need to successfully sell, market, and deliver yourservices to the world''s top companies. Selling Professional Services to the Fortune 500 provides: Practical guidance on negotiating with aggressivecorporate procurement organizationsTips for preventing your services from beingtreated like commoditiesTechniques for negotiating master services agreementsMethods for developing optimal pricing structures
From the Publisher:
A practical guide to profiting in a marketworth $400 billion-and growing
The business of selling strategy, IT, and outsourcingservices to Fortune 500 corporations has grown towell over $400 billion-but competition is fiercer thanever. This insider's guide will give readers the edge inselling, marketing, and delivering their services to theworld's top companies.
Selling Professional Services to the Fortune 500 explainshow to get in the door, who to target, and how to buildthe right relationships. It then explains the complexdynamics of the negotiation process and offers practicalguidance on how to manage all stakeholdersthrough the entire process.