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.

Selling Professional Services to the Fortune 500: How to Win in the Billion-Dollar Market of Strategy Consulting, Technology Solutions, and Outsourcing Services

Selling Professional Services to the Fortune 500: How to Win in the Billion-Dollar Market of Strategy Consulting, Technology Solutions, and Outsourcing Services PDF

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