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Selling Professional Services to the Fortune 500: How to Win in the Billion-Dollar Market of Strategy Consulting, Technology Solutions, and Outsourcing Services by Gary Luefschuetz (Hardcover, 2010)

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Product Information

The secrets to grabbing your shareof an $800 billion market! A recommended read for anyone in line-management or businessdevelopmentroles, whether selling to the Fortune 500 or public sector.The book imparts commonsense information presented in a waythat 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 professionalservices industry. As companies look to improve profits that have been erodedby declining product margins, a move into professional services has been theright 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 economysince the 2008 financial crisis, the globalconsulting and outsourcing services marketsremain robust and offer substantial growthopportunities. While many companies retrenchin the face of chaos, leading managementconsulting firms and IT service providers areseizing the opportunity to adapt to the newbusiness environment, stay relevant to clients,overcome sales and delivery obstacles, andclose new business opportunities. To that end, Selling Professional Services to theFortune 500 explains how to get in the door,whom to target, and how to build the rightrelationships. An operations and finance executive who hasworked with the industry's top firms, GaryS. Luefschuetz leads you through the processof successfully selling to the world's biggestcompanies. He provides expert insight intoevery element of the sales cycle-from pickingyour delivery sweet spots to engagingwith corporate procurement organizations tounderstanding the dynamics of the negotiationprocess. With Selling Professional Services to the Fortune500, you have what you need to: Expand your delivery footprintCreate brand awarenessProvide a full suite ofservices across theconsulting lifecycleBuild and maintain trustedadvisor relationshipsDevelop a robust sales pipelineManage stakeholders throughoutthe sales and delivery cycle The opportunities in the global consulting andoutsourcing services markets have attracted anabundance of new providers, so competitionis fiercer than ever. As a result, pricing structuresare heavily scrutinized and many servicesare being viewed as commodities by aggressivecorporate procurement organizations. SellingProfessional Services to the Fortune 500 helpsyou price your service offerings accordinglyand maintain your competitive edge.

Product Identifiers

Publisher
Mcgraw-Hill Education
ISBN-13
9780071622820
eBay Product ID (ePID)
87308925

Product Key Features

Author
Gary Luefschuetz
Publication Name
Selling Professional Services to the Fortune 500: How to Win in the Billion-Dollar Market of Strategy Consulting, Technology Solutions, and Outsourcing Services
Format
Hardcover
Language
English
Subject
Marketing
Publication Year
2010
Type
Textbook
Number of Pages
320 Pages

Dimensions

Item Height
236mm
Item Width
163mm
Item Weight
601g

Additional Product Features

Title_Author
Gary Luefschuetz
Country/Region of Manufacture
United States

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Selling Professional Services to the Fortune 500: How to Win in the Billion-Dollar Market of Strategy Consulting, Technology Solutions, and Outsourcing Services by Gary Luefschuetz (Hardcover, 2010)

Best-selling in Adult Learning & University

Secrets Of Mental Math: The Mathemagician's Guide to Lightening Calculation and Amazing Maths Tricks by Arthur Benjamin, Michael Shermer (Paperback, 2006)

Never Split the Difference: Negotiating as if Your Life Depended on It by Chris Voss, Tahl Raz (Paperback, 2017)

Die with Zero: Getting All You Can from Your Money and Your Life by Bill Perkins (Paperback, 2021)

The Falsification of History: Our Distorted Reality by John Hamer (Paperback, 2013)

Adult Children of Emotionally Immature Parents: How to Heal from Distant, Rejecting, or Self-Involved Parents by Lindsay C Gibson (Paperback, 2015)

Code of Practice for In-service Inspection and Testing of Electrical Equipment by The Institution of Engineering and Technology (Paperback, 2020)

Clean & Green: 101 Hints and Tips for a More Eco-Friendly Home by Nancy Birtwhistle (Hardcover, 2021)

Save on Adult Learning & University

Greekish: Everyday recipes with Greek roots by Georgina Hayden (English) Hardcov

Bold Beans: Beautiful, Brilliant and Exciting Recipes by Amelia Christie-Miller

The Concise Laws of Human Nature by Robert Greene Paperback, English

Zero to One: Notes on Start Ups, or How to Build the Future by Thiel, Peter The

Staring At The Sun: Being at peace with your own mortality by Irvin Yalom

Why We Get Sick (Paperback) by Bikman & Benjamin

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