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Categorized | Professional Development, SLA

Click U Webinar: Negotiating Content and Technology Licenses

What Vendors Don’t Tell You When Negotiating Content and Technology Licenses

Date:  19 September 2012
Time:  1:00 p.m. – 2:30 p.m. ET
Member Price:  $49
Non-Member Price:  $99
To learn more and to register:

Libraries purchase, license, lease or otherwise acquire all sorts of services from a variety of vendors.  Whether the library is negotiating for content from a publisher or acquiring new technology or services from outside or related affiliate organizations, the staff responsible for budget and negotiations can ensure better results in terms of price and performance if they are armed with more knowledge, strategies, and tactics.  The end result is more efficiency in a pressured budget situation, more clarity in products and service deliverables, reduction in renewal surprises, and  increased competition among vendors which yields better products.

Information professionals are expected to negotiate with an array of vendors in relation to content, technology, equipment, terms & conditions, licensing, training and price.  This session will help info pros understand the intricacies of the vendors’ business model including cost structure, sales costs and product implementation.

Critical Learning Questions

  • How can I be better prepared for the next negotiation?
  • What are the vendor’s business objectives, and how can I use that information in negotiations?
  • What external resources can help in the negotiation process?
  • Who does what, and why?
  • How can I sharpen my negotiation skills?

Who Should Attend?
Librarians and information professionals who interact with vendors, those who are responsible for negotiating on behalf of their information center or organization, and anyone who would like to be better informed about the negotiation and service/product implementation process.

About the Presenters
Michael Gruenberg is president of Gruenberg Consulting, a firm founded in January that provides information services companies with sales source analysis, market research, executive coaching, trade show analysis, and best practices advice for improving negotiating skills.  Before starting his own company, Mike worked in sales leadership roles at several information industry companies, including Disclosure, Oxford Analytica, Carroll Publishing, OneSource, and CSA/ProQuest.  Most recently, he was director of sales for Strategic Account Management at ProQuest.


Matt Dunie is president of Conquest Systems, Inc., a technology company focused on providing easy access to structured statistical data housed in the data repository known as Data-Planet.  He is also co-founder of LabArchives, which provides innovative laboratory notebook software and electronic lab notebooks for the storage, organization, and publication of scientific research data.  Prior to his work with Conquest, Matt held executive level positions at ProQuest.


See what other Click U webinars are being offered this fall.

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