[GET] Selling Professional Services to the Fortune 500 - Gary S. Luefschuetz [pdf]

[NonConformer]

Selling Professional Services to the Fortune 500



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.

This insider’s guide provides the edge you need to successfully sell, market, and deliver
your services to the world’s top companies. Selling Professional Services to the Fortune
500 provides:

- Practical guidance on negotiating with aggressive corporate procurement organizations
- Tips for preventing your services from being treated like commodities
- Techniques for negotiating master services agreements
- Methods for developing optimal pricing structures

Password requests will be ignored. Been answered a thousand times already. Search the forum.

Get It:

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Code:

http://mir.cr/Q2GWNOV9

Show some love and hit the add reputation link and please make mirrors

[ELVIS ZEPPELIN]

This is absolutely chock-full of nuggets like this one from
the chapter:

NEGOTIATING TERMS AND CONDITIONS WITH THE FORTUNE 500

"While there has been some slight movement over the
years, the most consistently negotiated terms and conditions, from the perspective
of both buyer and seller, are as follows:"
1. Limitation on liability
2. Indemnity
3. Intellectual property
4. Price
5. Termination
6. Warranty
7. Confidential information/data protection
8. Delivery/acceptance
9. Payment
10. Liquidated damages

It's safe to say that if you don't know what these 10 items mean, then you're not ready to
strike anything other than a sucker deal from a F 500 company.

A quick review reveals that Gary seems to explain everything in detail.

Excellent for those that think they're ready for Shark Tank.
+Rep for this one.
Thanks!

[ejm7788]

link is down. would like to have this one

[NonConformer]

(05-10-2014 08:52 AM)ejm7788 Wrote:  link is down. would like to have this one

Um, try more than one link, there are plenty of them that work fine.

[SoloPreneur]

Thanks NC - This sounds interesting and something I can USE - will read over the weekend and give a review...

On second thoughts scrap the review as anything from: SIR Prof. Dr. NonConformer ...

IS always GOLD!

BTW, The megashares link is working fine.

[neford]

Interesting book Thanks can't wait to read

REP Left +++++

[savaloi]

Thanks! This looks like some real heavy consulting arsenal for the trenches!

mirrors:

Magic Button :

Code:

http://mir.cr/ACN6C6OX

[Twisted Sister]

Rep Given for this jewel. Thanks!

[Gabby]

Thank you NC, REP added...

[actionguy]

Re-up, please. Thanks