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

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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

Authors: Gary S. Luefschuetz

Published: January 2010

eISBN: 9780071626224 0071626220 | ISBN: 9780071622820

Contents

Introduction

Part 1 Selling Professional Services to Fortune 500 Companies

1. Understanding the Consulting Services Market and Delivery Landscape

2. Navigating the Maze: Where Do You Start?

3. The Risk and Reward Dilemma

4. Ensuring Client Longevity

5. How Are Services Really Sold?

Part 2 Buying Trends and the Preferred Vendor Selection Process

6. Just How Big Is That Wallet?

7. Maximize Your Share of the Wallet and Avoid Being Labeled as a Commodity

8. Your Sales Lifeline: The Master Services Agreement and Preferred Vendor Status

Part 3 Negotiating Terms and Conditions with the Fortune 500

9. An Introduction to Negotiation

10. Limitation on Liability

11. Indemnification

12. Intellectual Property and Ownership of Work Product

13. Pricing and Payment

14. Termination

15. Warranty

16. Confidential Information and Data Protection

17. Other Key Contract Issues

Part 4 Procurement and Pricing

18. Paying Homage to Corporate Procurement

19. Price Negotiations

20. Negotiating an Additional Discount

21. How to Handle Price Resistance

22. How to Reduce Maverick Spending and Implement e-Procurement

Part 5 The Competitive Landscape

23. Who Is the Competition?

24. McKinsey & Co.

25. Bain & Company

26. The Boston Consulting Group

27. Booz & Company

28. Accenture

29. IBM

30. Deloitte Touche Tohmatsu

31. HP

Part 6 Closing the Deal and Staying Relevant

32. Coffee Is for Closers: You Must Close the Deal

33. Expanding Your Footprint and Building a Pipeline

34. Remember: Procurement Is Your Friend

35. Where Do We Go from Here?

Index