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HMD Praxis der Wirtschaftsinformatik

Rezension zu „How to Win Client Business – When You Don’t Know Where to Start“ von Doug Fletcher

  • 25-03-2025
  • Rezension
Published in:
Author
Sara D’Onofrio
Published in
HMD Praxis der Wirtschaftsinformatik | Issue 2/2025

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Excerpt

Das Buch von Doug Fletcher beginnt mit einem Gedankenexperiment, das ich gerne auf einen anderen Kontext übertrage: „Warum fällt es uns so leicht, Softwarelösungen von der Stange nach einer kurzen Präsentation zu kaufen, während wir Wochen oder Monate damit verbringen, den richtigen IT-Dienstleister auszuwählen, wenn wir eine maßgeschneiderte Lösung entwickeln möchten?“ Fletcher bringt bereits auf den ersten Seiten klar auf den Punkt: „Eine Dienstleistung zu verkaufen ist anders – und schwieriger – als ein Produkt zu verkaufen.“ …

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previous article Rezension zu „Think Faster, Talk Smarter: How to Speak Successfully When You’re Put on the Spot“ von Matt Abrahams
Title
Rezension zu „How to Win Client Business – When You Don’t Know Where to Start“ von Doug Fletcher
Author
Sara D’Onofrio
Publication date
25-03-2025
Publisher
Springer Fachmedien Wiesbaden
Published in
HMD Praxis der Wirtschaftsinformatik / Issue 2/2025
Print ISSN: 1436-3011
Electronic ISSN: 2198-2775
DOI
https://doi.org/10.1365/s40702-025-01165-9

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