Selling Professional Services to the Fortune 500: How to Win in the Billion-Dollar Market of Strategy Consulting, Technology Solutions, and Outsourcing Services
| Series: | |
| Publisher: | McGraw Hill Professional |
| Subject: | Service industries--United States--Marketing, Business consultants--United States, Contracting out--United States. |
| Authors: | Gary S. Luefschuetz |
| Pages: | 320 pages |
| Binding: | Hardcover |
| ISBN: | 9780071626224 |
| Call No: | HD 8038.U5.L84 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.