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Selling professional services to the Fortune 500

Record Type:	Electronic resources : Monograph/item
Title/Author:	Selling professional services to the Fortune 500Gary S. Luefschuetz.
Author:	Luefschuetz, Gary S.
Published:	New York :McGraw-Hill,c2010.
Description:	xvii, 301 p.
Subject:	ProfessionsMarketing.United States
Online resource:	Click for full text (McGrawHill)
ISBN:	9780071622820 (hbk.)

Selling professional services to the Fortune 500
Luefschuetz, Gary S.

Selling professional services to the Fortune 500[electronic resource] /Gary S. Luefschuetz. - New York :McGraw-Hill,c2010. - xvii, 301 p.

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?.

ISBN: 9780071622820 (hbk.)

LCCN: 2009031992

Nat. Bib. No.: GBA9A8099bnbSubjects--Topical Terms:

398103
Professions
--Marketing.--United StatesIndex Terms--Genre/Form:

214472
Electronic books.

LC Class. No.: HD8038.U5 / L84 2010

Dewey Class. No.: 001

Selling professional services to the Fortune 500
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