Transcript ASIDIC FALL 2007 MEETING Consultants Who Can Sarah Clark Kavanagh, Esq VP, Strategic Consulting Library Associates Companies 2007 © LIBRARY ASSOCIATES COMPANIES Who is LAC? The Library Associates.

ASIDIC
FALL 2007 MEETING
Consultants Who Can
Sarah Clark Kavanagh, Esq
VP, Strategic Consulting
Library Associates Companies
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
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2007 © LIBRARY ASSOCIATES COMPANIES
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2007 © LIBRARY ASSOCIATES COMPANIES
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2007 © LIBRARY ASSOCIATES COMPANIES
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Online Contract
2007 © LIBRARY ASSOCIATES COMPANIES
2007
Online Contract
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
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Why not take a holistic approach?
Contract B
Contract A
2007 © LIBRARY ASSOCIATES COMPANIES
Why not look at…
Contract A
Contract C
Contract B
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as many contracts…
Contract A
Contract D
Contract B
Contract C
2007 © LIBRARY ASSOCIATES COMPANIES
as you can?
Contract A
Contract E
Contract D
Contract B
Contract C
2007 © LIBRARY ASSOCIATES COMPANIES
Bringing It All Together
Contract A
Contract F
Contract B
Contract E
Contract C
Contract D
2007 © LIBRARY ASSOCIATES COMPANIES
Value
What is the intrinsic
value that your
online agreements
bring to your firm?
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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
2007 © LIBRARY ASSOCIATES COMPANIES