Selling Professional Services to the Fortune 500: How to Win in the Billion-Dollar Market of Strategy Consulting, Technology Solutions, and Outsourcing Services
- 5h 14m
- Gary S. Luefschuetz
- McGraw-Hill
- 2010
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.
About the Author
Gary S. Luefschuetz is an attorney and CPA with extensive experience negotiating professional services and technology agreements within the public and private sectors. He is a partner at Accenture and has served in a variety of leadership roles at companies including Booz Allen Hamilton, Unisys, and PeopleSoft. In collaboration with Thomson West Books, he published The Art & Science of Negotiating Professional Services Agreements.
In this Book
-
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?
