Many libraries are too submissive articulating their requirements when developing relationships with new vendors. Negotiating better deals/relationships with the vendor community is not as advanced, in libraries, as it is in other industries. Many libraries have one RFP opportunity every few years to outline their requirements and to push vendors for a customized relationship.
This presentation will outline the options available to libraries in the selecting and developing of trust in their vendor relationships. What can a library expect when it concludes a long term relationship with a vendor and a vendor rep? What can these vendors offer to the planning, design, product development, logistical, legal and communication abilities of libraries? What constitutes a good sales rep and what should libraries expect/demand from their reps in the way of industry knowledge, participation, alternatives, problem resolution, best practices?
This presentation will provide new insights and how vendors and libraries can work together in a deeper, richer and more meaningful way.