October 23-25 Monterey Marriott
Monterey, California
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Tuesday, October 24, 2017

C204 - Negotiating Skills & License Agreements

3:15 p.m. - 4:00 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"
Sandra Kendall, Director-Library Services, Toronto, Mount Sinai Hospital & President- Ontario Health Libraries Association. TAAAC-LSP Lead Ethiopia

Libraries in all verticals are facing budget cuts. Hear from the author of the definitive book on how to more effectively negotiate econtent licenses with vendors about how to achieve better deals with vendors, resulting in more money for the library. Then get a case study that began with a desire of all Ontario hospitals (155) to participate in licensing of the first provincially (ministry of health) funded medical library resource. Hear the ups and downs of the process, including the agreement, support by the publisher/vendor, the quest for key players in the province to support the proposal, and, finally, to have this license signed and implemented.

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