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- 2009031992 contributor B11431352.
- 2009031992 created "c2010.".
- 2009031992 date "2010".
- 2009031992 date "c2010.".
- 2009031992 dateCopyrighted "c2010.".
- 2009031992 description "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?".
- 2009031992 extent "xvii, 301 p. ;".
- 2009031992 identifier "0071622829".
- 2009031992 identifier "9780071622820 (hc : alk. paper)".
- 2009031992 identifier 2009031992-b.html.
- 2009031992 identifier 2009031992-d.html.
- 2009031992 identifier 2009031992-t.html.
- 2009031992 issued "2010".
- 2009031992 issued "c2010.".
- 2009031992 language "eng".
- 2009031992 publisher "New York : McGraw-Hill,".
- 2009031992 spatial "United States".
- 2009031992 spatial "United States.".
- 2009031992 subject "001 22".
- 2009031992 subject "Business consultants United States.".
- 2009031992 subject "Contracting out United States.".
- 2009031992 subject "HD8038.U5 L84 2010".
- 2009031992 subject "Professions United States Marketing.".
- 2009031992 subject "Service industries United States Marketing.".
- 2009031992 tableOfContents "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?".
- 2009031992 title "Selling professional services to the Fortune 500 / Gary S. Luefschuetz.".
- 2009031992 type "text".