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.
Date
2007-03-29
Contributor
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Chamberlain, John W., Participant
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Gentry, Grace, Editor
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Grad, Burt, Moderator; Editor
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Hicks, David, Participant
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Kenda, Steve, Participant
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Murphy, Phyliss, Participant
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Nordemo, Bjorn Einar, Participant
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Ross, James, Participant
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Shulman, Fred, Participant
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Smith, Peggy, Participant
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Publisher
Computer History Museum
Place of Publication
Mountain View, California
Extent
50 p.
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 history collection
Credit
Software Industry Special Industry Group
