| Document Type
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BL
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| Record Number
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1037669
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| Doc. No
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b792039
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| Main Entry
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Luefschuetz, Gary S.
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| Title & Author
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Selling professional services to the Fortune 500 /\ Gary S. Luefschuetz.
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| Publication Statement
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New York :: McGraw-Hill,, ©2010.
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| Page. NO
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xvii, 301 pages ;; 24 cm
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| ISBN
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0071622829
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: 9780071622820
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| Notes
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Includes index.
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| Contents
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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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| Subject
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Business consultants-- United States.
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Contracting out-- United States.
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Professions-- United States-- Marketing.
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Service industries-- United States-- Marketing.
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Business consultants.
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Contracting out.
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Professions-- Marketing.
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Service industries-- Marketing.
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United States.
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| Dewey Classification
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001
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| LC Classification
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HD8038.U5L84 2010
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| NLM classification
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F737.123clc
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