2007 © library associates companies asidic fall 2007 meeting sarah clark kavanagh, esq vp,...
TRANSCRIPT
2007 © LIBRARY ASSOCIATES COMPANIES
ASIDIC FALL 2007 MEETING
Sarah Clark Kavanagh, Esq
VP, Strategic ConsultingLibrary Associates Companies
Consultants Who Can
2007 © LIBRARY ASSOCIATES COMPANIES
Who is LAC?The Library Associates Companies:
• Offices in Beverly Hills, Denver, San Francisco & Rockville, MD
• Mission is to connect knowledge & people:– Placement for assignments/projects as well as careers
– Information Resources Outsourcing
– Varied Consulting services aimed to
• Manage change & solve problems
2007 © LIBRARY ASSOCIATES COMPANIES
Our Strategic Consulting Practice
• Internal and external client needs assessment
• Create solutions to better utilize existing resources and structures
• Optimize highest value cost recovery of Library / Information Resources spend
• Facilitate benchmarking studies that provide: -insight regarding industry trends-cost-saving alternatives-best practices
• Lead design of cutting-edge desktop solutions for internal clients
2007 © LIBRARY ASSOCIATES COMPANIES
2007 © LIBRARY ASSOCIATES COMPANIES
My Approach to Negotiating:
• Look at numbers & trends
• Evaluate interests
• Non-traditional solutions
• Create options
2007 © LIBRARY ASSOCIATES COMPANIES
1987
2007 © LIBRARY ASSOCIATES COMPANIES
2007
2007 © LIBRARY ASSOCIATES COMPANIES
1987
2007 © LIBRARY ASSOCIATES COMPANIES
2007
2007 © LIBRARY ASSOCIATES COMPANIES
1987
2007 © LIBRARY ASSOCIATES COMPANIES
2007
2007 © LIBRARY ASSOCIATES COMPANIES
Online Contract
1987
2007 © LIBRARY ASSOCIATES COMPANIES
Online Contract
2007
2007 © LIBRARY ASSOCIATES COMPANIES
2007 © LIBRARY ASSOCIATES COMPANIES
Factors to Consider
• Price
• Value
• Strategy
• Opportunities
2007 © LIBRARY ASSOCIATES COMPANIES
Price
It’s not just about the discount...
It’s about balancing the right content for the right price.
2007 © LIBRARY ASSOCIATES COMPANIES
Contract Evaluation
Contract A
2007 © LIBRARY ASSOCIATES COMPANIES
Why not take a holistic approach?
Contract AContract B
2007 © LIBRARY ASSOCIATES COMPANIES
Why not look at…
Contract A
Contract BContract C
2007 © LIBRARY ASSOCIATES COMPANIES
as many contracts…
Contract A
Contract B
Contract C
Contract D
2007 © LIBRARY ASSOCIATES COMPANIES
as you can?
Contract A
Contract B
Contract CContract D
Contract E
2007 © LIBRARY ASSOCIATES COMPANIES
Bringing It All Together
Contract A
Contract B
Contract C
Contract D
Contract E
Contract F
2007 © LIBRARY ASSOCIATES COMPANIES
Value
What is the intrinsic value that your
online agreements bring to your firm?
• Relationship• Training • Content development• Desktop services• Specific user interfaces
2007 © LIBRARY ASSOCIATES COMPANIES
Aligned with Your Strategy?
• Content & Product Development:– Needs assessed?
• Coverage– What are your specific needs?– Are those needs addressed in the content?
• Cost Recovery
2007 © LIBRARY ASSOCIATES COMPANIES
Opportunities to Consider
• Uniform pricing structure?
• Locations of use / preference
• Most common databases used
• Practice area use
• Excluded database use
2007 © LIBRARY ASSOCIATES COMPANIES
Factors to Consider
• Price
• Value
• Strategy
• Opportunities
2007 © LIBRARY ASSOCIATES COMPANIES