05-10-2014, 08:07 AM
Selling Professional Services to the Fortune 500
![[Image: 9780071622820_p0_v1_s260x420.JPG]](http://img1.imagesbn.com/p/9780071622820_p0_v1_s260x420.JPG)
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:
and hit the add reputation link and please make mirrors
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:
Magic Button :
and hit the add reputation link and please make mirrors