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 for over 20 years in a variety of capacities. He is the consummate professional as a sales and relationship leader for complex deals and advanced electronic products. He is always strategic and keeps the customer’s needs at the forefront while ensuring that the business needs are met. It is a rare person in our industry who does not know and respect Mike.

Stephen Abram, Executive Director of the Federation of Ontario Public Libraries
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