Selling Professional Services to the Fortune 500: How to Win in the Billion-Dollar Market of Strategy Consulting, Technology Solutions, and

Selling Professional Services to the Fortune 500: How to Win in the Billion-Dollar Market of Strategy Consulting, Technology Solutions, and

by Gary S. Luefschuetz

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Overview

The secrets to grabbing your share of an $800 billion market!

“A recommended read for anyone in line-management or businessdevelopment roles, whether selling to the Fortune 500 or public sector. The book imparts commonsense information presented in a way that is easy to relate to and is useable.”
Lisa Daniels, Vice President, SAIC

“A great play-by-play on how to enter and succeed in the professional services industry. As companies look to improve profits that have been eroded by declining product margins, a move into professional services has been the right answer for many. This book can help you make the move!”
Natalie Buford-Young, President, The Rainfield Group

About the Book:

Despite vast changes in the economy since the 2008 financial crisis, the global consulting and outsourcing services markets remain robust and offer substantial growth opportunities. While many companies retrench in the face of chaos, leading management consulting firms and IT service providers are seizing the opportunity to adapt to the new business environment, stay relevant to clients, overcome sales and delivery obstacles, and close new business opportunities.

To that end, Selling Professional Services to the Fortune 500 explains how to get in the door, whom to target, and how to build the right relationships.

An operations and finance executive who has worked with the industry’s top firms, Gary S. Luefschuetz leads you through the process of successfully selling to the world’s biggest companies. He provides expert insight into every element of the sales cycle—from picking your delivery sweet spots to engaging with corporate procurement organizations to understanding the dynamics of the negotiation process.

With Selling Professional Services to the Fortune 500, you have what you need to:

  • Expand your delivery footprint
  • Create brand awareness
  • Provide a full suite of services across the consulting lifecycle
  • Build and maintain trusted advisor relationships
  • Develop a robust sales pipeline
  • Manage stakeholders throughout the sales and delivery cycle

The opportunities in the global consulting and outsourcing services markets have attracted an abundance of new providers, so competition is fiercer than ever. As a result, pricing structures are heavily scrutinized and many services are being viewed as commodities by aggressive corporate procurement organizations. Selling Professional Services to the Fortune 500 helps you price your service offerings accordingly and maintain your competitive edge.

Product Details

ISBN-13: 9780071626224
Publisher: McGraw-Hill Education
Publication date: 10/04/2009
Sold by: Barnes & Noble
Format: NOOK Book
Pages: 320
Sales rank: 924,073
File size: 3 MB

About the Author

Gary S. Luefschuetz is an attorney and CPA with extensive experience negotiating professional services and technology agreements within the public and private sectors. He is a partner at Accenture and has served in a variety of leadership roles at companies including Booz Allen Hamilton, Unisys, and PeopleSoft. In collaboration with Thomson West Books, he published The Art & Science of Negotiating Professional Services Agreements.

Table of Contents

Introduction

Part 1: Selling Professional Services to Fortune 500 Companies

Chapter 1: Understanding the Consulting Services Market and Delivery Landscape
Chapter 2: Navigating the Maze: Where Do You Start?
Chapter 3: The Risk & Reward Dilemma
Chapter 4: Ensuring Client Longevity
Chapter 5: How Are Services Really Sold?


Part 2: Buying Trends and the Preferred Vendor Selection Process

Chapter 6: Just How Big Is That Wallet?
Chapter 7: Maximize Your Share of the Wallet and Avoid Being Labeled as a Commodity
Chapter 8: Your Sales Lifeline: The Master Services Agreement and Preferred Vendor Status


Part 3: Negotiating Terms and Conditions with the Fortune 500

Chapter 9: An Introduction to Negotiation
Chapter 10: Limitation on Liability
Chapter 11: Indemnification
Chapter 12: Intellectual Property/Ownership of Work Product
Chapter 13: Price/Charge/Price Changes and Payment
Chapter 14: Termination
Chapter 15: Warranty
Chapter 16: Confidential Information/Data Protection
Chapter 17: Other Key Contract Issues


Part 4: Procurement and Pricing

Chapter 18: Paying Homage to Corporate Procurement
Chapter 19: Price Negotiations
Chapter 20: Negotiating an Additional Discount
Chapter 21: How to Handle Price Resistance
Chapter 22: How to Reduce Maverick Spending and Implement e-Procurement


Part 5: The Competitive Landscape

Chapter 23: Who is the Competition?
Chapter 24: McKinsey & Co.
Chapter 25: Bain & Company
Chapter 26: The Boston Consulting Group
Chapter 27: Booz & Company
Chapter 28: Accenture
Chapter 29: IBM
Chapter 30: Deloitte Touche Tohmatsu
Chapter 31: HP/EDS


Part 6: Closing the Deal and Staying Relevant

Chapter 32: Coffee Is For Closers: You Must Close the Deal
Chapter 33: Expanding Your Footprint and Building a Pipeline
Chapter 34: Remember: Procurement Is Your Friend
Chapter 35: Conclusion: Where Do We Go From Here?

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