Selling Professional Services to the Fortune 500 Ebook

How to Win in the Billion-Dollar Market of Strategy Consulting, Technology Solutions, and

Publication: McGraw-Hill Education
 
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Language: English
Publication Date: October 2009
Pages: 320
File Size: 2042 Kbytes
Illustrations included

Restrictions set by Publisher:
- Text-to-speech feature not available.
- Printing is not permitted.
- You cannot copy text from file.
- Free application Adobe Digital Editions, Aldiko reader, or Bluefire reader required .
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Hi, sorry for the interruption!
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  • Don't get caught unaware. Preview ebook and open the sample ebook on each of your intended devices before continuing.
  • You will need a Free 3rd-party application that can read the intermediate .acsm file you will receive as download. PDF/Epub format is downloaded automatically by the application thereafter. Please install the necessary software first on your intended device of use.
  • - Printing is not permitted.
    - You cannot copy text from file.
  • Refund Policy
    Refunds are not allowed after the ebook is opened so please open the ebook directly on your intended device. Refund requests should be recieved within 7 days after download is made available. Of course, if you get an incorrect ebook ( different from what is mentioned in the title) or if the ebook doesn't open on the initial device, then we'll assist with fixing the issue or get you a refund if a timely fix isn't available.
  • Customer Service
    We currently only provide ticket (online form submission) or email support. Rest assured that you're in good hands; customers like our professional service!
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Language: English
Publication Date: October 2009
File Size: 3205 Kbytes
Illustrations included

Restrictions set by Publisher:
- Text-to-speech feature not available.
- Printing is not permitted.
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- Free application Adobe Digital Editions, Aldiko reader, or Bluefire reader required .
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ISBN: 9780071626224   Should I buy this Ebook?   Write a Review

Description

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.

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Selling Professional Services to the Fortune 500