Winning Strategies: Secrets To Clinching Multimillion-dollar Deals

ompetition 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 customers
• Aligning your organization and choosing the right pursuit team to win deals
• Leveraging influencers like Third Party Advisors (TPA's), analysts and bankers to help your deals
• Pricing and structuring deals by using innovative financial modeling and tax arbitrage techniques
• Creating and negotiating contracts that will help you benefit from the upsides and protect from the downsides
• Post sales transition and governance

It is a must-read for everyone involved in large and strategic deals--customers, vendors and advisors.

About the Author
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.

Table of Contents

Acknowledgments

Foreword

Prologue

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 31

• 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 67

• 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
• Index