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#MLTW2017 — Negotiating with vendors

Contract Management – Mike Gruenberg, President, Gruenberg Consulting,

Author of “Buying and Selling Information: A Guide for Information Professionals and Salespeople to Build on Mutual Success.”

Gruenberg Consulting LLC

 

  • The relationship must be acceptable for both sides.  All are winners.
  • Advocates not Adversaries.
  • Levels the playing field.
  • Successful negotiation means more money for the organization.
  • Vendors spend lots of money to train salespeople in negotiating.
  • We have leverage.  $721 billion in information industry business.
  • How are we different from other information professionals?
    • To vendor, difficult process. – Educate our sales rep. Set the expectation of when it will happen. Need ground rules made clear by the librarian.
    • Funding — What comes next? Connect with the salesperson. Make it clear how it works.
    • Get salesperson to help write the proposal for the product.
    • Educate procurement about the product.
    • Internal Marketing – do people understand the extent of library resources?
    • Communication to market library services.
  • Volume purchasing power
  • Work together.  Consortial efforts.

CAN YOU DEFEND YOUR PRICE????

Dealing with the vendor:

  • Can you trust the vendor?
  • Can the vendor be controlled?
  • What if you don’t like the sales rep?
  • Overselling? Bait and Switch
  • Create an agenda for the sales call.
  • Keeping you informed?

IT issues:

  • security at military installations
  • classified materials
  • How can the data be made available?

How are military libraries different?

  • Elongated process
  • unpredictable funding
  • paperwork
  • Acquisitions
  • Quirkiness of the federal government

PEOPLE BUY FROM PEOPLE NOT COMPANIES!

Posted in Competencies, MLTW2017Comments (0)


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