Research update - take charge of renewal season
Jinfo Blog

By Robin Neidorf

Abstract

Vendor negotiations are a key part of content purchasing, find out how Jinfo's resources can strengthen your hand.

Item

At this time of year, we hear a lot from customers facing frustrations in their renewal negotiations. Proposed price hikes in double-digit percentages are not uncommon. When one participant in this month's Jinfo for content purchasing Community session commented, "It seems that vendors have more of a 'take it or leave it' attitude," she got a resounding "Amen!" from the group.

Let's be clear: we do not believe that vendors are mindlessly greedy. They invest significant resources in building their products based on their understanding of value, and - small wonder - they charge accordingly.

Strengthen your negotiations

What YOU need to strengthen your hand in negotiations is complete clarity on what value means to your organisation. Only then can you counter price rises by referring to your strategic investment strategy.

Difficult negotiations will forever be part of all commercial environments. If you're responsible for content purchasing, you don't want to miss any of the resources we produce to help you succeed:

• Check out our Jinfo for Content Purchasing summary page for benefits, a case study and links to recent publications

• Request a guest pass (available on a limited basis) for the next Jinfo for content purchasing Community session (February 2019)

• Consider our "Holistic content portfolio management" workshop, from Jinfo Consulting, as part of your 2019 budget.

We all want the same result: a healthy marketplace of quality content that delivers value to information teams and end-users. It's easy to get fixated on the stress of negotiations. Now's the time to take back control.

This item was featured in the most recent Jinfo Newsletter. The Jinfo Newsletter brings you updates on Jinfo's research, latest resources and tips. If you're not yet receiving it, register here (free).

« Blog