1. Negotiate Resource Pricing Using Data Visualization
Stephanie J. Spratt
Missouri Western State University
NASIG 2017
Datavi$
Negotiate Resource Pricing Using Data Visualization

2. Agenda and Goal
Stress the importance of, while de-stressing the process of, negotiation
Recommend data to gather
Describe possible findings from library data analysis
Match those findings to negotiation strategies
Share examples of data visualization methods
Goal:
For each attendee to take away new learning that, when put to use, results in a successful negotiation on the price of a library resource.

3. Ben Fry’s 7 stages of visualizing data:
Why so wordy?
Ben Fry’s 7 stages of visualizing data:
Acquire
Parse
Filter
Mine
Represent
Refine
Interact

4. Ben Fry’s 7 stages of visualizing data:
Why so wordy?
Ben Fry’s 7 stages of visualizing data:
Acquire
Parse
Filter
Mine
Represent
Refine
Interact

5. Ben Fry’s 7 stages of visualizing data (modified):
Why so wordy?
Ben Fry’s 7 stages of visualizing data (modified):
Purpose
Acquire
Parse
Filter
Mine
Represent
Refine
Interact

6. Negotiation Guidelines
Maintain confidentiality
Find common ground
Be prepared
Know your deal breakers
Be honest
Show respect
Tell a story

7. Useful Data to Collect
Significant events for the library or institution
Annual library budget (commonly split by format)
Resource costs
Resource usage
Total spending by vendor
Unique holdings by product
Count of service requests to vendor

8. Calculations from Collected Data
Resource inflation by product
Cost-per-use (CPU)
Percent of total spending by vendor
Average pay-per-view article fees
Benefits of resources
Cost-benefit analysis (CBA)
Return on investment (ROI)

9. Begin Your Story Example library timeline
Timetoast.com provides a free timeline builder that is simple to use.

10. Common Scenarios
Library budget decreases, while resource prices increase

11. Common Scenarios
Library budget decreases, while resource prices increase
If you can avoid cancelling, tell the vendor at what price you can afford to renew.

12. Budget Woes

13. Common Scenarios
Library budget decreases, while resource prices increase
Cost of resource is higher than average

14. Common Scenarios
Library budget decreases, while resource prices increase
Cost of resource is higher than average
Request that vendor bring price down to something closer to an average price.

15. Cost of Comparable Products

16. Common Scenarios
Library budget decreases, while resource prices increase
Cost of resource is higher than average
Inflation rate is rising and/or higher than average

17. Common Scenarios
Library budget decreases, while resource prices increase
Cost of resource is higher than average
Inflation rate is rising and/or higher than average
Request that vendor reduce the percentage increase to a baseline amount.

18. Inflation of Comparable Products

19. Common Scenarios
Library budget decreases, while resource prices increase
Cost of resource is higher than average
Inflation rate is rising and/or higher than average
CPU is steadily rising
Usage is dropping

20. Common Scenarios
Library budget decreases, while resource prices increase
Cost of resource is higher than average
Inflation rate is rising and/or higher than average
CPU is steadily rising
Usage is dropping
Request that vendor reduce the percentage increase for the year while library increases marketing of the product.

21. Factors Affecting Resource Use
Library
Vendor
Patron
Institution
Marketing efforts
Findability
Content
Enrollment numbers
Curricular focus
Platform usability
Product loyalty
Marketing efforts
Publications

22. CPU of Comparable Products

23. Exclusive Content Comparison
Tableau Public is free and great for quickly visualizing large data sets

24. Common Scenarios
Library budget decreases, while resource prices increase
Cost of resource is higher than average
Inflation rate is rising and/or higher than average
CPU is steadily rising
Usage is dropping
Total spending for a vendor is higher than average

25. Common Scenarios
Library budget decreases, while resource prices increase
Cost of resource is higher than average
Inflation rate is rising and/or higher than average
CPU is steadily rising
Usage is dropping
Total spending for a vendor is higher than average
Request that vendor provide a volume discount across all of its products for the year.

26. Total Expenditures

27. Common Scenarios
Library budget decreases, while resource prices increase
Cost of resource is higher than average
Inflation rate is rising and/or higher than average
CPU is steadily rising
Usage is dropping
Total spending for a vendor is higher than average
CBA is steadily declining
ROI is steadily declining

28. Common Scenarios
Library budget decreases, while resource prices increase
Cost of resource is higher than average
Inflation rate is rising and/or higher than average
CPU is steadily rising
Usage is dropping
Total spending for a vendor is higher than average
CBA is steadily declining
ROI is steadily declining
Request that vendor reduce the price to approach a baseline CBA/ROI while library increases marketing.

29. ROI of Comparable Products

30. Common Scenarios
Library budget decreases, while resource prices increase
Cost of resource is higher than average
Inflation rate is rising and/or higher than average
CPU is steadily rising
Usage is dropping
Total spending for a vendor is higher than average
CBA is steadily declining
ROI is steadily declining
Service needs are declining

31. Request that vendor lower the service fee.
Common Scenarios
Library budget decreases, while resource prices increase
Cost of resource is higher than average
Inflation rate is rising and/or higher than average
CPU is steadily rising
Usage is dropping
Total spending for a vendor is higher than average
CBA is steadily declining
ROI is steadily declining
Service needs are declining
Request that vendor lower the service fee.

32. Service Needs Declining

33. Additional Strategies to Try
Reduce or lengthen the typical 12-month subscription period
Changes the amount you owe for one fiscal year
May extend the inflation rate beyond 12 months
Request a temporary waiver of hosting fees
Consolidate consortial partnerships

34. Wrapping Up Anticipate counter-offers Know your deal breakers
Inflation rate higher than your proposal
Multi-year commitments
Purchase or lease additional resources from the vendor
Know your deal breakers
Do not be afraid to cancel if you have exhausted other options
Avoid hard negotiation with the same vendor year after year
Secure support from your administration
Document the process and outcome

35. Tools Used EBSCO Holdings Management Microsoft Excel
Microsoft Power Point
Tableau Public
TimeToast.com

36. References
Bosch, S. & Henderson, K. (2017). New world, same model. Library Journal, 142(7), Brigham, T. J. (2016). Feast for the eyes: An introduction to data visualization. Medical Reference Services Quarterly, 35(2), doi: / Brown, A. (2012). Assertive negotiation for librarians [PowerPoint slides]. Retrieved from assertivenegotiation.pdf

37. References (cont.)
Dygert, C. & Barrett, H. (2016). Building your licensing and negotiation skills toolkit. The Serials Librarian, 70(1-4), doi: / X Fry, B. (2007). The seven stages of visualizing data. In Visualizing data (chapter 1). Retrieved from data/ /ch01.html Peet, L., Schwartz, M., & Enis, M. (2017). Conference catch-up: The 2017 ACRL and ER&L conferences covered trends ranging from diversity to emerging technology. Library Journal, 142(8),