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Details

Catalog Number

102658271

Title

National Association of Computer Consultant Businesses (NACCB) workshop : customer relations

Type

Text

Date

2007-03-29

Contributor

Chamberlain, John, Participant
Gentry, Grace, Editor
Grad, Burt, Moderator; Editor
Hicks, David, Participant
Kenda, Steve, Participant
Murphy, Phyliss, Participant
Nordemo, Bjorn Einar, Participant
Ross, James, Participant
Shulman, Fred, Participant
Smith, Peggy, Participant

Publisher

Computer History Museum

Place of Publication

Mountain View, California

Extent

50 p.

Description

Representatives from a number of the broker-type professional services companies discussed how they were able to sell their services into various markets. There were significant differences in the approaches taken, but in almost all cases they used salesreps, primarily on a commission basis to establish the contacts and follow up frequently to identify opportunities. Matching the skills required to the Independent Contractors that they had recruited was an advantage to some of these companies. They discussed their pricing and IC payment models and some of the problems that they ran into with a few customers.

Category

Transcription

Subject

Body Shop; Chamberlain, John; Contract Consulting; Customer Contracts; Ethical Code; Grad, Burt; Gross Margin; Hicks, David; independent contractor; International Outsourcing; Kenda, Steve; Murphy, Phyliss; NACCB; Nordemo, Bjorn Einar; Pricing of IC Services; Ross, James; Section 1706; Shulman, Fred; Smith, Peggy; Specialty Vendors; Vendor Lists; Y2K

Collection Title

Oral Histories Online

Credit

Software Industry Special Industry Group

Lot Number

X3997.2007