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| Interview with Urs Landolf
Partner Tax & Legal Services
(3:23 min, Online DVD) |
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Effective sales approach to enhance
technical competence
PricewaterhouseCoopers (PwC) is the world’s leading
professional service firm for assurance, tax, legal, corporate
finance, and risk management. In today’s competitive
environment, there is an increasingly important need to
position and sell PwC services in addition to delivering
them.
Infoteam has a long history with PwC Switzerland –
they were our first client. Throughout our relationship,
we have provided PwC with a variety of customised services
to meet their changing needs.
This includes:
Definition of a systematic sales process for selling professional
services
Proven methodologies for targeting potential and developing
existing clients
Process for winning large, competitive engagements
Key success factors:
Commitment from the partners to lead the implementation
Integration of the concepts into personal development plans
Ongoing program to train new managers
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