March 8-10 Hyatt Regency Crystal City
Arlington, VA
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Tuesday, March 8, 2016

CT-T6: Negotiating Successfully With Vendors

1:30 p.m. - 1:45 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 more than $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 and 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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