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作者 Luefschuetz, Gary S
書名 Selling professional services to the Fortune 500 [electronic resource] / Gary S. Luefschuetz
出版項 New York : McGraw-Hill, c2010
國際標準書號 9780071622820 (hbk.)
0071622829
9780071626224
book jacket
說明 xvii, 301 p
附註 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?
McGraw-Hill
主題 Professions -- United States -- Marketing
Service industries -- United States -- Marketing
Business consultants -- United States
Contracting out -- United States
Electronic books. local
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