Summary of Winning Strategies

Secrets to Clinching Multimillion-Dollar Deals

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Winning Strategies book summary
How to close multimillion-dollar deals – and keep them closed


8 Overall

8 Applicability

9 Innovation

6 Style


Closing any sale is a challenge, but finalizing a multimillion-dollar outsourcing contract is a truly formidable task. Business at this level requires “Big Deal” expertise. In this instructive book, Anirban Dutta and Hetzel W. Folden leverage their vast experience in winning information technology (IT) outsourcing deals – many worth upward of $50 million – to explain the entire process in depth. Though Satyam Computer Services, the authors’ former employer, became known as “the Enron of India” after its 2009 fraud debacle, Dutta and Folden weren’t involved in the company’s misdeeds, and their deal-making proficiency remains solid. Indeed, it comes through loud and clear in this insider’s guide to large outsourcing deals. Readers will have to wade through some industry jargon to get to the book’s core themes, but getAbstract believes that IT professionals, commercial deal makers and anyone interested in the dynamics of deal making will benefit from the authors’ sage advice.

In this summary, you will learn

  • What constitutes a “Big Deal” in the outsourcing industry
  • How to prepare for, find, structure, close and manage multimillion-dollar contracts


“Big Deals” in the 21st Century
Globalization is reshaping how people do business, as journalist Thomas Friedman explained in The World Is Flat. All companies want to be more productive, and that requires “optimization” of their “supply-chain cycle.” Thus, outsourcing to lower...
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About the Authors

Anirban Dutta has been involved in closing numerous $50 million deals. He is a director of the Computer Sciences Corporation, where Hetzel W. Folden is vice president.

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Contained in Knowledge Pack:

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    When dealmakers meet, what happens behind closed doors?

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