Whether you are the buyer or seller of large outsourcing deals (US$50m and up), you will require a total understanding of the complex outsourcing process that is required to win and deliver large deals.
FOR IMMEDIATE RELEASE / PRURGENT
Today’s volatile economy has made buying or selling strategic IT services and outsourcing deals very complex and sophisticated. Cutting strategic deals in this aggressive landscape requires top-notch application of pursuit management, sales engineering and program delivery. Seasoned veterans of global business deal making, Anirban Dutta and Hetzel Folden unveil the secrets to success in their new book, Winning Strategies: Secrets to Clinching Multimillion-Dollar Deals (ISBN: 978-0-470-82466-5) published by John Wiley & Sons (Asia) Pte Ltd.
The only book of its kind to focus on the end-to-end IT services and outsourcing life cycle, Winning Strategies is a complete seller's and buyer's guide for today's market. Sellers will learn how to perform 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.
Packed with witty anecdotes, insights and lessons for the practitioner from the authors’ own 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.
Check out the book’s website at http://www.winningstrategiesbook.com.
Additional information on the book is available at http://www.wiley.com/WileyCDA/WileyTitle/productCd-0470824662.html.
About the Authors:
Anirban Dutta, a director at Computer Sciences Corporation (CSC), has a proven track record of leading successful business development, negotiation, operations, and service delivery teams in the infrastructure, BPO, and IT application development space. Prior to CSC, he held leadership positions at Satyam Computer Services, IBM and Sprint. Anirban has helped close several big, globally deployed outsourcing deals; each with a total contract value in excess of US$50 million. He has also structured corporate turnaround initiatives to revitalize ailing businesses. Anirban is a former member of the Indian Junior tennis team and he lives in Dallas with his wife, boy and girl twins, and two fat dogs.
Hetzel W. Folden is a vice president at Computer Sciences Corporation (CSC), where he is chartered to lead a globally deployed deal pursuit team. In his prior job as founder and head of the Strategic Deals Group (SDG) at Satyam, he led a team that supported the organization’s significant growth in reaching US$1 billion in annual revenue in 2006 and rocketing past US$2 billion in 2008. He graduated with distinction from General Motors Institute and earned an MBA from Indiana University’s Executive Program. He lives in a house full of pets in Southern California with his wife of 25 years.
About Wiley:
Founded in 1807, John Wiley & Sons, Inc. has been a valued source of information and understanding for over 200 years, helping people around the world meet their needs and fulfill their aspirations. Since 1901, Wiley and its acquired companies have published the works of more than 400 Nobel laureates in all categories: Literature, Economics, Physiology/Medicine, Chemistry, Physics and Peace.
Our core businesses include scientific, technical, medical and scholarly journals, encyclopedias, books, and online products and services; professional/trade publishes books, subscription products, training materials, and online applications and websites; and educational materials for undergraduate and graduate students and lifelong learners. Wiley's global headquarters are located in Hoboken, New Jersey, with operations in the U.S., Europe, Asia, Canada and Australia. The Company's website can be accessed at http://www.wiley.com. The Company is listed on the New York Stock Exchange under the symbols JWa and JWb.
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