[Baynet] Professional development workshop on successful contract negotiation, April 20th

Mon Mar 30 09:22:10 PDT 2009

Contact for this program: Jana De Brauwere, janadebrauwere at gmail.com, 
(925) 300-8429
--------------

The San Francisco Bay Region Chapter
of the Special Libraries Association
Presents a Professional Development Workshop:

*Successful Contract Strategies and Negotiation Tips for Electronic 
Content Purchase*

Please join us for a unique professional development opportunity with 
BST America, a consulting firm that specializes in market data 
consulting and outsourcing. BST’s Carol Ginsburg and Bill Noorlander 
will lead an interactive workshop on how to develop an approach to 
successful supplier management and contract negotiations. They will 
focus on the relationship with the suppliers and how to determine if 
they meet business and information requirements. This will be followed by an in-depth focus on the contract negotiation process, including how to set negotiation objectives, develop a proper approach and methodology and successfully execute and finalize the contract.

Date:     Monday, April 20th, 2009

Location: Mechanics Institute Library
           57 Post Street
           San Francisco,
           (one block from Montgomery BART station)

Time:     Registration, coffee, morning snacks: 8:30 – 9 a.m.
          Contract Strategies and Negotiation Tips: 9:00 a.m.-1:00 p.m.

The objectives of this workshop are to provide a basis to determine what is right for your institution and how to achieve better value from your information spending.

1. Aggregate spend level.  Compute the total spend level across the 
entire organization of all usage with your information supplier. This 
should include all products/services at all of your firms’ locations, 
including subsidiaries. Take a high-level approach for the suppliers and include all of their related companies and subsidiaries in your computation.

2. Understand usage habits.  Review and evaluate how products are being used. Determine if usage habits are consistent with how you originally planned the products to be used. If not, why?  What level of your usage is “push” usage (information automatically provided by the supplier) based on pre-defined user criteria and is this information being opened or actively used?

3. Monitor usage levels.  Track, monitor and evaluate your usage levels. Develop usage measurements such as “average cost per active user”. Compare actual usage with estimated usage. Are you getting what you thought you were going to get when you signed the contract? This is a necessary and critical step.

4. User value perception.  Talk to your users and get feedback in order to determine if the products still meet their objectives. Is the product critical to their role in the institution or their academic needs or does it play a secondary role?

All of these issues will be explored. A key takeaway from this workshop will be a list of the “top 10 objectives for successful contract negotiation.”

*Carol L. Ginsburg* is a senior consultant with BST America. She spent most of her career with a global bank where she was a Managing Director responsible for the management, global strategy and operations of Business Information Services. Her organization provided electronic information to bankers, acted as a consultant on global information projects, supported desktop information products, trained bankers in using information effectively and economically, and determined appropriate content for both internet and intranet applications. In the past twenty years she forged the bank’s 40 disparate information professionals into a global network which allowed the organization to utilize information services 24 hours a day 7 days a week.

She is the recipient of many industry awards. She is a Fellow of the 
Special Libraries Association. Her most recent awards include the SLA 
Hall of Fame Award; the Dow Jones Factiva Leadership award, bestowed 
upon an individual who has shown competencies in all facets of 
information provision and leadership in the industry; and the 
President’s Award (Special Libraries Association). She has lectured 
widely on topics such as marketing, technology and the future of the 
information professional.

*Willem Noorlander* has served in domestic and international positions with several global banks and consulting firms and has a wide range of experience in the financial and information industries. His long-term experience and background includes finance/accounting, operational management, risk management and general management. During the last 15 years he has focused on information management, including in-depth knowledge of usage requirements, information sourcing and contract negotiations.

He is an active member of SLA and serves as Treasurer of the NY Chapter. He was the recipient of the 2008 Special Achievement Award from the NY Chapter of SLA.

Bill is a Principal in BST America.  In his current role he is the 
Partner in charge of BST’s Market Data consultancy practice.

Please send in your registration or register online using PayPal by 
Friday, April 3rd, 2009. Registration closes at 25 participants.

Register online using PayPal (account not required) by going here: 
http://units.sla.org/chapter/csfo/calendar/regform.htm
Or register by mail using the form below.

-------------Detach and mail this portion with your payment-----------

Send registration to: Jana De Brauwere, Park Place Library,
1395 Civic Dr., Walnut Creek, CA 94596
janadebrauwere at gmail.com, (925) 300-8429

Name: ___________________________________ Telephone: ________________ 
E-mail: ______________________

Check one: SLA Member: _____ $100

Non-Member: _____  $125

Student/Unemployed: _____  $75

Employer/Affiliation: 
_____________________________________________________________

Address: 
_____________________________________________________________________

Check enclosed for: $ _________

Credit card type: ___________  Credit Card Number: 
_________________________________ Exp. Date: ________

Name on Card: _______________________________________

Signature: _________________________________

____________________________________________________________
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