Selling Professional Services to the Fortune 500: How to Win in the Billion-Dollar Market of…

Hardcover | February 10, 2010

byGary S. Luefschuetz

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The secrets to grabbing your shareof an $800 billion market!

“A recommended read for anyone in line-management or businessdevelopmentroles, whether selling to the Fortune 500 or public sector.The book imparts commonsense information presented in a waythat 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 professionalservices industry. As companies look to improve profits that have been erodedby declining product margins, a move into professional services has been theright 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 economysince the 2008 financial crisis, the globalconsulting and outsourcing services marketsremain robust and offer substantial growthopportunities. While many companies retrenchin the face of chaos, leading managementconsulting firms and IT service providers areseizing the opportunity to adapt to the newbusiness environment, stay relevant to clients,overcome sales and delivery obstacles, andclose new business opportunities.

To that end, Selling Professional Services to theFortune 500 explains how to get in the door,whom to target, and how to build the rightrelationships.

An operations and finance executive who hasworked with the industry’s top firms, GaryS. Luefschuetz leads you through the processof successfully selling to the world’s biggestcompanies. He provides expert insight intoevery element of the sales cycle—from pickingyour delivery sweet spots to engagingwith corporate procurement organizations tounderstanding the dynamics of the negotiationprocess.

With Selling Professional Services to the Fortune500, you have what you need to:

  • Expand your delivery footprint
  • Create brand awareness
  • Provide a full suite ofservices across theconsulting lifecycle
  • Build and maintain trustedadvisor relationships
  • Develop a robust sales pipeline
  • Manage stakeholders throughoutthe sales and delivery cycle

    The opportunities in the global consulting andoutsourcing services markets have attracted anabundance of new providers, so competitionis fiercer than ever. As a result, pricing structuresare heavily scrutinized and many servicesare being viewed as commodities by aggressivecorporate procurement organizations. SellingProfessional Services to the Fortune 500 helpsyou price your service offerings accordinglyand maintain your competitive edge.

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From the Publisher

The secrets to grabbing your shareof an $800 billion market!“A recommended read for anyone in line-management or businessdevelopmentroles, whether selling to the Fortune 500 or public sector.The book imparts commonsense information presented in a waythat is easy to relate to and is useable.”Lisa Daniels, Vice President, SAIC“A great pl...

From the Jacket

This insider’s guide provides the edge you need to successfully sell, market, and deliver yourservices to the world’s top companies. Selling Professional Services to the Fortune 500 provides:Practical guidance on negotiating with aggressivecorporate procurement organizationsTips for preventing your services from beingtreated like commo...

Gary S. Luefschuetz is an attorney and CPA with extensive experience negotiating professional services and technology agreements within the public and private sectors. He is a partner at Accenture and has served in a variety of leadership roles at companies including Booz Allen Hamilton, Unisys, and PeopleSoft. In ...
Format:HardcoverDimensions:320 pages, 9.3 × 6.4 × 1.05 inPublished:February 10, 2010Publisher:McGraw-Hill EducationLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0071622829

ISBN - 13:9780071622820


Extra Content

Table of Contents


Part 1: Selling Professional Services to Fortune 500 Companies

Chapter 1: Understanding the Consulting Services Market and Delivery Landscape
Chapter 2: Navigating the Maze: Where Do You Start?
Chapter 3: The Risk & Reward Dilemma
Chapter 4: Ensuring Client Longevity
Chapter 5: How Are Services Really Sold?

Part 2: Buying Trends and the Preferred Vendor Selection Process

Chapter 6: Just How Big Is That Wallet?
Chapter 7: Maximize Your Share of the Wallet and Avoid Being Labeled as a Commodity
Chapter 8: Your Sales Lifeline: The Master Services Agreement and Preferred Vendor Status

Part 3: Negotiating Terms and Conditions with the Fortune 500

Chapter 9: An Introduction to Negotiation
Chapter 10: Limitation on Liability
Chapter 11: Indemnification
Chapter 12: Intellectual Property/Ownership of Work Product
Chapter 13: Price/Charge/Price Changes and Payment
Chapter 14: Termination
Chapter 15: Warranty
Chapter 16: Confidential Information/Data Protection
Chapter 17: Other Key Contract Issues

Part 4: Procurement and Pricing

Chapter 18: Paying Homage to Corporate Procurement
Chapter 19: Price Negotiations
Chapter 20: Negotiating an Additional Discount
Chapter 21: How to Handle Price Resistance
Chapter 22: How to Reduce Maverick Spending and Implement e-Procurement

Part 5: The Competitive Landscape

Chapter 23: Who is the Competition?
Chapter 24: McKinsey & Co.
Chapter 25: Bain & Company
Chapter 26: The Boston Consulting Group
Chapter 27: Booz & Company
Chapter 28: Accenture
Chapter 29: IBM
Chapter 30: Deloitte Touche Tohmatsu
Chapter 31: HP/EDS

Part 6: Closing the Deal and Staying Relevant

Chapter 32: Coffee Is For Closers: You Must Close the Deal
Chapter 33: Expanding Your Footprint and Building a Pipeline
Chapter 34: Remember: Procurement Is Your Friend
Chapter 35: Conclusion: Where Do We Go From Here?