Top 10 Tips

1
Top 10 Tips

• Negotiating Licensing
• Digital Content Agreements

• Gail Dykstra
• Dykstra Research

2
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

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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

4
8Dont Debate Value

• Value Proposition is a vendors phrase
• As a buyer, focus on price cost
• Be clear about priorities
• Best content for users best use of budget

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7 Check Your Content Closet

• Dont buy content you already have

• Why this happens
• Multiple
• Subscriptions
• Vendors
• Nobody knows what is being spent
• Decentralized organizations

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6 Get It In Writing

• So, make the document fit the need
• Letter of Agreement
• Formal Proposal
• RFP Response
• Email
• Catalog

• Everything changes
• Specifications
• Situations
• People
• Jobs

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5 Everybody Needs Something
Your Side
Their Side

• Meet sales quota
• Bonus
• New personnel
• New relationships
• Most favored supplier customer contract clauses
  
• Economics of publishing

• 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

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4 Dont Let Price Bulldoze Interests

• Success is 50 /50 economics emotion
• Spread the Pain
• Create new business
• Use new funding model formula
• Add users to lower per unit cost

• Sharpen Your Pencil
• Price Too High?

9
3 Its Business

• Dont be romanced
• Give to get respect, trust fairness
• Global business small world
• Team is on side on track
• Help lawyers weigh liability history

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2Heading For A Breakdown?

• Negotiations arent 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

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1Learn 100 Lessons - Not 10 Tips

• Listen
• Talk to others learn from mistakes
• Practice
• Ask questions
• Try something new
• Trust your instincts

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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. 2002 (nyp)
• Licensing Digital Content A Practical Guide for
  Librarians. Lesley Ellen Harris. ChicagoALA,
  2002
• DYKSTRA RESEARCH
• Gail.dykstra_at_dykstraresearch.com
• 410 2nd Avenue South, Suite 208
• Kirkland, Washington 98033
• Bus/cell 425.241.4632
• Business Product Development
• Content Licensing Digital Rights Management