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Selling Professional Services to the Fortune 500: How to Win in the BillionDollar Market of Strategy Consulting, Technology Sol,Used
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The secrets to grabbing your share of an $800 billion market!A recommended read for anyone in linemanagement 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, SAICA great playbyplay 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 BufordYoung, President, The Rainfield GroupAbout 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 industrys top firms, Gary S. Luefschuetz leads you through the process of successfully selling to the worlds biggest companies. He provides expert insight into every element of the sales cyclefrom 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 cycleThe 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.
⚠️ WARNING (California Proposition 65):
This product may contain chemicals known to the State of California to cause cancer, birth defects, or other reproductive harm.
For more information, please visit www.P65Warnings.ca.gov.
- Q: What is the main focus of 'Selling Professional Services to the Fortune 500'? A: The book focuses on how to effectively sell professional services to large corporations, including strategies for entering and succeeding in the consulting, technology solutions, and outsourcing markets.
- Q: Who is the author of this book? A: The author is Gary S. Luefschuetz, an operations and finance executive with extensive experience in the consulting industry.
- Q: What are the key features of this book? A: Key features include expert insights into the sales cycle, guidance on building relationships, and strategies for pricing services competitively in a challenging market.
- Q: Is this book suitable for beginners in consulting sales? A: Yes, the book provides practical advice and insights that are accessible to both newcomers and seasoned professionals in the consulting industry.
- Q: What is the publication date of this book? A: The book was published on February 10, 2010.
- Q: How many pages does 'Selling Professional Services to the Fortune 500' have? A: The book contains 320 pages.
- Q: What format is this book available in? A: This book is available in hardcover format.
- Q: Are there any customer reviews available for this book? A: Yes, customer reviews highlight its practical insights and effectiveness in helping readers understand how to navigate the professional services market.
- Q: What type of readers would benefit from this book? A: Individuals in line management, business development roles, or anyone looking to sell services to large corporations would find this book particularly beneficial.
- Q: Does the book discuss maintaining competitive pricing? A: Yes, it provides strategies on how to price service offerings competitively while maintaining a competitive edge in the market.