Selling Consulting Services in Asia

Michael Backman and Charlotte Butler

Chapter Strategy 15 in BIG in Asia, 2003, pp 186-197 from Palgrave Macmillan

Abstract: 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.

Keywords: Management Consultant; Management Consult; Asian Firm; Asian Business; Stock Analyst (search for similar items in EconPapers)
Date: 2003
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-1-4039-1448-4_15

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DOI: 10.1057/9781403914484_15

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