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 had the pleasure to know and work with Mike for many years. He was an integral member of the team that contributed to the sales and revenue successes at CSA and ProQuest. He has an incredible work ethic and is willing to take on even the most daunting of challenges in a professional manner. He has been a success at every level of his sales and sales management career. I am most impressed with him as a “people person” who will always take the time to mentor and help the salespeople in our organization. Mike is a gifted writer contributing a monthly column about music to an online site for over eleven years and is a natural teacher. He is truly an asset to any organization that is lucky enough to engage his services. I highly recommend him.
Jim McGinty, Former Vice Chairman, Cambridge Information Group
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