Top 10 Tips Gail Dykstra Dykstra Research Negotiating & Licensing Digital Content Agreements.

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Presentation transcript:

Top 10 Tips Gail Dykstra Dykstra Research Negotiating & Licensing Digital Content Agreements

# 10 License From Strength & Confidence  Numbers  Price Point  Be Creative Who are real users? Make a low-ball offer Set a per/user cap Differentiate use Guess, test & change

# 9 Mix It Up If the content is …  Seldom used  Mission critical  Specialized and/or niche  Key data Make the license… Transactional Site license Per/seat license Simultaneous user

# 8 Don’t Debate “Value”  “Value Proposition ” is a vendor’s phrase  As a buyer, focus on “price” & “cost”  Be clear about priorities Best content for users & best use of budget

# 7 Check Your Content Closet  Don’t buy content you already have Why this happens: Multiple: Subscriptions Vendors Nobody knows what is being spent Decentralized organizations

# 6 Get It In Writing  Everything changes Specifications Situations People Jobs So, make the document fit the need Letter of Agreement Formal Proposal RFP Response Catalog

# 5 Everybody Needs Something Your SideTheir Side Public accountability Corporate role Budget process Network/consortia buying Need to integrate technology Need to find support & budget Cuts in budget for serials or paper copy Meet sales quota Bonus New personnel New relationships Most favored supplier & customer contract clauses Economics of publishing

# 4 Don’t Let Price Bulldoze Interests  Sharpen Your Pencil  Price Too High?  Success is 50 /50 economics & emotion  Spread the Pain Create new business Use new funding model & formula Add users to lower per unit cost

# 3 It’s Business  Don’t be romanced  Give to get respect, trust & fairness  Global business & small world  Team is on side & on track  Help lawyers weigh liability & history

# 2 Heading For A Breakdown?  Negotiations aren’t going well?  Make changes to attitude, process or players Negotiate the process Separate person from process Give a little & make your point Never get mad

# 1 Learn 100 Lessons - Not 10 Tips  Listen  Talk to others & learn from mistakes  Practice  Ask questions  Try something new  Trust your instincts

More Information “Licensing Electronic Content,” Article by Gail Dykstra and Corilee Christou in Encyclopedia of Library and Information Science (ELIS) New York: Marcel Dekker, Inc (nyp) Licensing Digital Content: A Practical Guide for Librarians. Lesley Ellen Harris. Chicago:ALA, 2002 DYKSTRA RESEARCH nd Avenue South, Suite 208 Kirkland, Washington Bus/cell: Business & Product Development Content Licensing & Digital Rights Management