Last week at the Charleston Conference, Matt Dunie, President of Data-Planet, presented with colleagues Carl Grant and Mike Gruenberg in a session entitled, “Secrets in Vendor Negotiations.” In preparation for this event, Matt sent a short survey (11 questions) to librarians to inquire about their preparations before vendor negotiations.
Highlights of the survey:
- 239 respondents to the survey, 95% of whom identified as academic librarians.
- 67% work with 25-50+ vendors
- 85% of respondents are part of a decision making committee, recommendation team or have some influence on the decision and are NOT the sole decision maker at their organization
- 91% do NOT have a document negotiation process for the acquisition of products and services
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.