Negotiating Skills

The negotiating process for both the vendor and the library can be the least satisfying aspect of the buying process. Mike Gruenberg’s goal has always been to help each side come away with a “win”. He has negotiated multi-million dollar deals on local and multi-state levels.

Assessment of negotiating skills for both consortia and/or vendors as well as taking charge of negotiations

  • Help consortia obtain more favorable vendor prices
  • Direct negotiation with vendors
  • Help consortia write RFIs and RFPs
  • Coaching state agencies in a more efficient RFP process
  • Product Review and positioning
  • Assist vendors to plan RFP responses more effectively
  • Assist vendors to respond more productively to RFPs
Mike is the embodiment of a mature and seasoned sales executive. He has that rare ability to establish an instant rapport with colleagues and customers and he is always focused on the customer’s needs.
Simon Beale, Senior VP, John Wiley & Sons
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