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Winning Strategies: Secrets to Clinching Multimillion-Dollar Deals

Winning Strategies: Secrets to Clinching Multimillion-Dollar Deals

Anirban Dutta, Hetzel W. Folden

ISBN: 978-1-118-58059-2

Nov 2012

200 pages

Select type: E-Book



This is the only book that we know of, that focuses on the end-to-end IT services and outsourcing life cycle. The target audience is anybody that wants to know about the IT services business. The book is a complete seller's and buyer's guide for today's market. Sellers will learn how to do analysis on the target market, form the right bid team, partner with relevant influencers and create unique go to market strategies for finding qualified IT services and outsourcing deals. Both buyers and sellers will learn how to define appropriate engagement models, create pricing and financial structures, form well defined contracts, negotiate effectively, institute transition best practices and govern the entire program with success. As a testament for its quality, this book is endorsed via back cover blurbs, advanced praise and foreword by top leaders of major IT services organization like NASSCOM, International Association of Outsourcing Professionals (IAOP), Outsourcing Institute (OI); executives of top IT services companies like Perot Systems, CSC and others; and analysts from major advisory firms like Black Book of Outsourcing and Ovum Consulting. Packed with witty anecdotes, insights and lessons for the practitioner from the authors’ own and other experts’ experience and stellar trade performance, Dutta and Folden’s work is a vital read for customers, vendors, advisors and anyone involved in today’s complex IT services and outsourcing deals.



Section I: Creating the Foundation for Winning Deals.

Chapter 1. What's the Big Deal? A Primer on Strategic Deals.

Chapter 2. Getting the Right People Ready to Win Large Deals: Introducing Some Essential Concepts of the Human Element of Management.

Section II: Finding Deals.

Chapter 3. Finding Big Deals: Strategies to Discover High-Value Deals.

Chapter 4. Winning Deals Through Third-Party Advisors: The Art of People Doing Business with People.

Section III: Doing Deals.

Chapter 5. Leading from the Rear: Influence Events and Lead the Deal.

Chapter 6. Structuring Deals Right: The Art of Pricing.

Chapter 7. Advanced Deal Structuring: Creating Innovative Engagement Models and Being Customer Financiers.

Chapter 8. Doing Contracts Right: Creating the Foundation of a Successful Marriage.

Chapter 9. Closing Big Deals: It's Commercial Negotiation, Baby!

Chapter 10. Case Study: A real-Life Example of a Service Provider Pursuing Strategic Deals.

Section IV: Managing Deals.

Chapter 11. Managing Transitions and Change: The Stepping Stones for Delivering Service.

Chapter 12. Managing Integrated Programs: A Practical Take On Service Delivery Governance.

Epilogue: Some Parting Thoughts.