About the Book :
Competition for winning large outsourcing deals has become fierce and sophisticated. The focus of this book is on proven and innovative strategies taken straight from the deal makers' den for winning high-value outsourcing deals. This book appeals to you if you are interested in:Finding and selling large outsourcing deals to new and existing customersAligning your organization and choosing the right pursuit team to win dealsLeveraging influencers like Third Party Advisors (TPA's), analysts and bankers to help your dealsPricing and structuring deals by using innovative financial modeling and tax arbitrage techniquesCreating and negotiating contracts that will help you benefit from the upsides and protect from the downsidesPost sales transition and governanceIt is a must-read for everyone involved in large and strategic deals--customers, vendors and advisors.
Interesting Facts :
A practical guide for business leaders who want to know how to identify, pursue and close new business opportunities with values greater than US $50 million. Senior business leaders will be interviewed to share their thoughts & experiences throughout the book.
Acknowledgments Foreword Prologue Section I: Creating the Foundation for Winning DealsChapter 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 31Chapter 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 67Chapter 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 Index