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Selling professional services to the Fortune 500[electronic resource] /

紀錄類型:	書目-電子資源 : Monograph/item
杜威分類號:	001
書名/作者:	Selling professional services to the Fortune 500/ Gary S. Luefschuetz.
作者:	Luefschuetz, Gary S.
出版者:	New York : : McGraw-Hill,, c2010.
面頁冊數:	xvii, 301 p.
標題:	Professions - Marketing. - United States
標題:	Service industries - Marketing. - United States
標題:	Business consultants - United States.
標題:	Contracting out - United States.
ISBN:	9780071622820 (hbk.)
ISBN:	0071622829
ISBN:	9780071626224
內容註:	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?.
電子資源:	Click for full text (McGrawHill)

Selling professional services to the Fortune 500[electronic resource] /
Luefschuetz, Gary S.

Selling professional services to the Fortune 500[electronic resource] /Gary S. Luefschuetz. - New York :McGraw-Hill,c2010. - xvii, 301 p.

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?.

ISBN: 9780071622820 (hbk.)

LCCN: 2009031992

Nat. Bib. No.: GBA9A8099bnbSubjects--Topical Terms:

383392
Professions
--Marketing.--United StatesIndex Terms--Genre/Form:

336502
Electronic books.

LC Class. No.: HD8038.U5 / L84 2010

Dewey Class. No.: 001

Selling professional services to the Fortune 500[electronic resource] /
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