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

I have known Mike Gruenberg’s work at three different companies: OneSource, CambridgeScientific and ProQuest. Mike is an outstanding sales leader. He consistently exceeds his sales targets, developments long-lasting, productive relationships with his accounts, and, works extremely well with senior decision makers. He is hard-working, has the highest standards of integrity, and is well-liked by colleagues, his direct reports, and, customers. He is one of the very best sales leaders with whom I have worked in my professional career.

Marty Kahn, Former CEO, ProQuest
Back to top