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|aGBA9A8099|2bnb
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|a0071622829
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|a9780071622820 (hbk.)
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|a9780071626224
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|aDLC|cDLC|dBTCTA|dYDXCP|dUKM|dC|dBWX|dHNW|dCDX|dDLC|dNOU
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|aeng
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|aHD8038.U5|bL84 2010
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082 |
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|a001|222
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100 |
1
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|aLuefschuetz, Gary S.
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245 |
10
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|aSelling Professional Services to the Fortune 500:|bHow to Win in the Billion-Dollar Market of Strategy Consulting, Technology Solutions, and Outsourcing Services/|cGary S. Luefschuetz.|h[electronic resource]/
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260 |
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|aNew York :|bMcGraw-Hill,|cc2010.
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300 |
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|axvii, 301 p.
|
440 |
0
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|amcgraw-hill e-book
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505 |
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|aUnderstanding 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?.
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650 |
0
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|aBusiness consultants|zUnited States.
|
650 |
0
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|aContracting out|zUnited States.
|
650 |
0
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|aProfessions|zUnited States|xMarketing.
|
650 |
0
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|aService industries|zUnited States|xMarketing.
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655 |
7
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|aElectronic books.|2local.
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809 |
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|pEB|dHD8038.U5|eL948|y2010
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856 |
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|uhttps://lb30.libraryandbook.net/Book_detial/EB978007162622401|zClick for full text (McGrawHill)
|