عنوان

Selling professional services to the Fortune 500 /

شابک

0071622829

شابک

9780071622820

شماره

b792039

عنوان اصلي

Selling professional services to the Fortune 500 /

نام عام مواد

[Book]

نام نخستين پديدآور

Gary S. Luefschuetz.

محل نشرو پخش و غیره

New York :

نام ناشر، پخش کننده و غيره

McGraw-Hill,

تاریخ نشرو بخش و غیره

©2010.

نام خاص و کميت اثر

xvii, 301 pages ;

ابعاد

24 cm

متن يادداشت

Includes index.

متن يادداشت

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?

بدون عنوان

0

موضوع مستند نشده

Business consultants-- United States.

موضوع مستند نشده

Contracting out-- United States.

موضوع مستند نشده

Professions-- United States-- Marketing.

موضوع مستند نشده

Service industries-- United States-- Marketing.

موضوع مستند نشده

Business consultants.

موضوع مستند نشده

Contracting out.

موضوع مستند نشده

Professions-- Marketing.

موضوع مستند نشده

Service industries-- Marketing.

موضوع مستند نشده

United States.

بدون عنوان

7

شماره

ويراست

شماره رده

نشانه اثر

شماره رده

کد سيستم

مستند نام اشخاص تاييد نشده

Luefschuetz, Gary S.

تاريخ عمليات

20201207051644.0

نام الکترونيکي

نوع ماده

[Book]

تكميل شده

Y