March 28-30 hyatt regency crystal city
arlington, va
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Thursday, March 30, 2017

CT10: Negotiating Successfully with Vendors

12:00 p.m. - 12:15 p.m.
Mike Gruenberg, Managing Partner, Gruenberg Consulting LLC Information Industry Executive and Author, "Buying and Selling Information: A Guide For Information Professionals and Sales people To Build Mutual Success"

According to Outsell, the Information Industry generates over $700B in revenue to the vendors servicing the library community. Academic Libraries spend $7 billion per year. $4 billion of this on acquisition of products & technology to serve users. Libraries deal with hundreds, even thousands of unique vendors every year. And budgets are generally flat or constricting. Gruenberg examines the economic value components and motivations from the vendor side of the negotiation process and how those drivers impact negotiations with libraries. Be better prepared for your next negotiation.

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