32nd Annual Charleston Conference Issues in Book and Serial Acquisition
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Friday, November 9 • 12:45pm - 2:00pm
Knowing What You Want to Close the Deal with a Positive Win-Win Outcome: Promoting Healthy Library Publisher Relationships

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Living within the library materials budget today and leveraging resources is not easy.  As competition for new products grows, budgets shrink, and costs soar.  Publishers have expenses to cover to create a product or release it in new formats, market, distribute and license it.  Increasingly, the margins on sales are slim and everyone wants a deal.  Libraries are building collections by balancing need with value.

Success in doing so is dependent on good customer relationships between libraries and publisher/providers.  As library staff members become increasingly savvy about business details, following best practices, and publishers seek competitive returns on investment, negotiations can become lengthy and complex.  Major considerations in any transaction are price, licensing terms, and how much latitude there is for compromise when deals are made by consortia with complex factors such as when third-party providers are involved.  Each party ultimately wants to pay or receive a fair price and to cultivate good business relationships.

This session will focus on how to achieve that without promising more than will be delivered.  The panel of librarians and publishers/providers explore how both sides of a transaction initiate, cultivate, foster and maintain professional and business relationships through compromise and negotiation with each other for the terms of the individual sale and for the future.


avatar for Rick Burke

Rick Burke

Executive Director, SCELC

Andrea Cernichiari

Sales Director, Academic Publishing - Americas, Cambridge University Press
avatar for Adam Chesler

Adam Chesler

Director of Library Relations, Business Expert Press / Momentum Press
Adam manages library relations for Business Expert Press and Momentum Press, two new companies which publish ebooks for business students and engineering professionals, respectively.  Previously he was Content Director for the American Society for Training and Development; prior... Read More →
avatar for Julia Gelfand

Julia Gelfand

Applied Sciences & Engineering Librarian, University of California, Irvine
Julia Gelfand has participated in many Charleston conferences for nearly 20 years.  She continues to have interests in many aspects of the library, publisher, vendor triad that shapes collection development decisions and is watching the tides shift with new and emerging technologies... Read More →

Douglas LaFrenier

Consultant, Scholarly Projects
Doug LaFrenier recently retired from the American Institute of Physics, where he held positions as director of marketing and director of sales. He currently consults for society publishers, specializing in sales and licensing issues. He previously worked for Macmillan, McGraw-Hill... Read More →

Friday November 9, 2012 12:45pm - 2:00pm EST
Francis Marion Calhoun Room 387 King Street, Charleston, SC 29403