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 would like to recommend Michael Gruenberg to your organization. I have known Mike for over 30 years.  He worked for Disclosure, a company I owned from 1977-1987, in increasingly significant sales positions., and then again for my company ProQuest for the last six years.

Mike is knowledgeable, personable, and a self-starter. He gets things done, requires minimal supervision, has a proven track record of consistently exceeding his quotas, and his customers love him.  He is a man of integrity and intelligence.

I recommend Mike highly; he would be a valuable asset to your organization.

Robert N. Snyder, Chairman, Cambridge Information Group
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