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

The secrets to profiting in a $800 billion market!You know better than anyone that finding your way to a Fortune 500 negotiation table is no easy task. The obstacles are innumerable and nearly impossible to avoid. And competition has become fiercer than ever.Help is finally here.Selling Professional Services to the Fortune 500provides the navigation you need to land the dream deals. An expert on selling high-end professional services to Fortune 500 clients, Gary Luefschuetz explains how to get in the door, who to target, and how to build the right relationships.Selling Professional Services to the Fortune 500puts in your hands: Unique insight into how the competition sells, prices, and delivers its services in the market Practical guidance on negotiating with aggressive corporate procurement organizations Tips for preventing your services from being treated as a commodity Techniques for negotiating a master services agreement Methods for developing optimal pricing structuresThe business of selling strategy, IT, and outsourcing services to Fortune 500 corporations is now over $800 billion. This insider's guide provides the edge you need for successfully selling, marketing, and delivering your services to the world's top companies.TABLE OF CONTENTSPart 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 StatusPart 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 IssuesPart 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-ProcurementPart 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/EDSPart 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?

Gary S. Luefschuetz is an attorney and CPA with extensive experience negotiating professional services and technology agreements within the public and private sector. He is a Partner at Accenture and has served in a variety of leadership roles at companies which include Booz Allen Hamilton, Unisys, and PeopleSoft. In collaboration with Thomson West Books, he published The Art & Science of Negotiating Professional Services Agreements.