عنوان
پدید آورنده
موضوع
رده
HD8038.U5 L84 2010
HD8038
.
U5
L84
2010
کتابخانه
محل استقرار
INTERNATIONAL STANDARD BOOK NUMBER
(Number (ISBN
0071622829
(Number (ISBN
9780071622820
NATIONAL BIBLIOGRAPHY NUMBER
Number
b792039
TITLE AND STATEMENT OF RESPONSIBILITY
Title Proper
Selling professional services to the Fortune 500 /
General Material Designation
[Book]
First Statement of Responsibility
Gary S. Luefschuetz.
.PUBLICATION, DISTRIBUTION, ETC
Place of Publication, Distribution, etc.
New York :
Name of Publisher, Distributor, etc.
McGraw-Hill,
Date of Publication, Distribution, etc.
©2010.
PHYSICAL DESCRIPTION
Specific Material Designation and Extent of Item
xvii, 301 pages ;
Dimensions
24 cm
GENERAL NOTES
Text of Note
Includes index.
CONTENTS NOTE
Text of Note
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?
0
TOPICAL NAME USED AS SUBJECT
Business consultants-- United States.
Contracting out-- United States.
Professions-- United States-- Marketing.
Service industries-- United States-- Marketing.
Business consultants.
Contracting out.
Professions-- Marketing.
Service industries-- Marketing.
GEOGRAPHICAL NAME USED AS SUBJECT
United States.
7
DEWEY DECIMAL CLASSIFICATION
Number
001
Edition
22
LIBRARY OF CONGRESS CLASSIFICATION
Class number
HD8038
.
U5
Book number
L84
2010
OTHER CLASS NUMBERS
Class number
F737
.
123
System Code
clc
PERSONAL NAME - PRIMARY RESPONSIBILITY
Luefschuetz, Gary S.
ORIGINATING SOURCE
Date of Transaction
20201207051644.0
ELECTRONIC LOCATION AND ACCESS
Electronic name
مطالعه متن کتاب [Book]
Y
