2007 © LIBRARY ASSOCIATES COMPANIES ASIDIC FALL 2007 MEETING Sarah Clark Kavanagh, Esq VP, Strategic Consulting Library Associates Companies Consultants Who Can

2007 © LIBRARY ASSOCIATES COMPANIES Who is LAC? The Library Associates Companies: Offices in Beverly Hills, Denver, San Francisco & Rockville, MD Mission is to connect knowledge & people: – Placement for assignments/projects as well as careers –Information Resources Outsourcing –Varied Consulting services aimed to Manage change & solve problems

2007 © LIBRARY ASSOCIATES COMPANIES Our Strategic Consulting Practice Internal and external client needs assessment Create solutions to better utilize existing resources and structures Optimize highest value cost recovery of Library / Information Resources spend Facilitate benchmarking studies that provide: -insight regarding industry trends -cost-saving alternatives -best practices Lead design of cutting-edge desktop solutions for internal clients

2007 © LIBRARY ASSOCIATES COMPANIES

My Approach to Negotiating: Look at numbers & trends Evaluate interests Non-traditional solutions Create options

2007 © LIBRARY ASSOCIATES COMPANIES 1987

2007 © LIBRARY ASSOCIATES COMPANIES 2007

2007 © LIBRARY ASSOCIATES COMPANIES 1987

2007 © LIBRARY ASSOCIATES COMPANIES 2007

2007 © LIBRARY ASSOCIATES COMPANIES 1987

2007 © LIBRARY ASSOCIATES COMPANIES 2007

2007 © LIBRARY ASSOCIATES COMPANIES Online Contract 1987

2007 © LIBRARY ASSOCIATES COMPANIES Online Contract 2007

2007 © LIBRARY ASSOCIATES COMPANIES

Factors to Consider Price Value Strategy Opportunities

2007 © LIBRARY ASSOCIATES COMPANIES Price It’s not just about the discount... It’s about balancing the right content for the right price.

2007 © LIBRARY ASSOCIATES COMPANIES Contract Evaluation Contract A

2007 © LIBRARY ASSOCIATES COMPANIES Why not take a holistic approach? Contract B Contract A

2007 © LIBRARY ASSOCIATES COMPANIES Why not look at… Contract A Contract B Contract C

2007 © LIBRARY ASSOCIATES COMPANIES as many contracts… Contract A Contract B Contract C Contract D

2007 © LIBRARY ASSOCIATES COMPANIES as you can? Contract A Contract B Contract C Contract D Contract E

2007 © LIBRARY ASSOCIATES COMPANIES Bringing It All Together Contract A Contract B Contract C Contract D Contract E Contract F

2007 © LIBRARY ASSOCIATES COMPANIES Value What is the intrinsic value that your online agreements bring to your firm? Relationship Training Content development Desktop services Specific user interfaces

2007 © LIBRARY ASSOCIATES COMPANIES Aligned with Your Strategy? Content & Product Development: –Needs assessed? Coverage –What are your specific needs? –Are those needs addressed in the content? Cost Recovery

2007 © LIBRARY ASSOCIATES COMPANIES Opportunities to Consider Uniform pricing structure? Locations of use / preference Most common databases used Practice area use Excluded database use

2007 © LIBRARY ASSOCIATES COMPANIES Factors to Consider Price Value Strategy Opportunities

2007 © LIBRARY ASSOCIATES COMPANIES