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Selling Consulting Services in Asia

In: BIG in Asia

Author

Listed:
  • Michael Backman
  • Charlotte Butler

Abstract

Services do not sell well in Asia, and when they do, rarely are the fees comparable to what can be achieved elsewhere. Corporate Asia under-appreciates the value of services as a business input. Management consulting, information technology, employee training, marketing, public relations, legal advice and research and development are all underacquired by most Asian firms. Instead, there is a bias to tangibles — goods — as inputs. The reasons are twofold.

Suggested Citation

  • Michael Backman & Charlotte Butler, 2003. "Selling Consulting Services in Asia," Palgrave Macmillan Books, in: BIG in Asia, chapter 0, pages 186-197, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-1-4039-1448-4_15
    DOI: 10.1057/9781403914484_15
    as

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