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Friday, November 8 • 2:15pm - 3:00pm
Secrets in Vendor Negotiations

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Libraries purchase, license, lease or otherwise acquire a multitude of services from a variety of vendors. Whether the library is negotiating for content from a publisher on subscriptions, or perpetual lease, or if the library is acquiring new technology or services from outside or affiliate organizations, the staff responsible for negotiations can ensure better results in terms of price & performance if armed with more knowledge, proven strategies and actionable intelligence.

Based on decades of complex content and technology negotiations from the vendor perspective, and dozens of interviews of information professionals tasked with negotiations for products & services -- This provides actionable takeaways that attendees will be able to use immediately in their negotiations with all vendors - technology, content, and service providers. Attendees will be able to gain greater efficiency from their budgets, more clarity in vendor deliverables / reduction of renewal surprises / increased return on product investment and better understanding of vendors' motivations. Attendees are encouraged bring real-life examples to the session.

Speakers
avatar for Matt Dunie

Matt Dunie

President, Data-Planet
Matt Dunie has founded or co-founded three information and content application services companies (Insight Publications, RefWorks, and LabArchives), is an advisor to ThirdIron, and held numerous executive-level management positions and professional association board positions. His... Read More →
avatar for Carl Grant

Carl Grant

Interim Dean of University Libraries & CTO, University of Oklahoma
avatar for Michael Gruenberg

Michael Gruenberg

President/CEO, Gruenberg Consulting LLC
Mike Gruenberg’s name in the Information Services Industry is synonymous with winning results – in sales team development and leadership, in performance and customer satisfaction, and in his own success in selling complex information services into demanding markets worldwide... Read More →


Friday November 8, 2013 2:15pm - 3:00pm
Colonial Ballroom, Embassy Suites Historic District 337 Meeting St, Charleston, SC 29403

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