Information managers who are responsible for negotiating information
product contracts are finding it hard to develop the skill set necessary
for this demanding task. Companies who operate in the global marketplace
rightly want their business deals to reflect that global marketplace in
price and content. On the "sell" side local account teams are expected to
respond on behalf of their global organisation but within a reward
structure that often does not reflect that customer expectation.
Successful negotiation of contracts demands a clear understanding of the
brief, recognition of the business context and the ability to translate
service requirements into specific deliverables. This course offers the
opportunity to identify the issues in contract negotiation and helps you
learn some of the necessary skills to deal with them.
outcomes:
-
understand what makes up an information product contract
-
be able to identify and plan for budget and contract cycles, including
product replacement timescales
-
explain the problem areas in contract negotiation and identify a range
of potential solutions
programme:topics covered include:
-
partnering with vendors
-
contract management and processing
-
contract content
-
timing the negotiations
-
challenges in contract negotiation
speaker:Pamela Clark , Former Director, Corporate Research
and Development, AIG
Former Director of AIG, responsible for the
negotiation and management of information contracts.
Pamela Clark is a
former Director of American International Group's Corporate Research
and Development where she had global responsibility for the negotiation and
management of information contracts. Based in New York she undertook
product and vendor reviews on behalf of the company and negotiated a wide
range of contracts from single office deals to enterprise licences for
client extranets. She was also responsible for AIG's Corporate Web
Governance programme. Previous positions include Senior Manager with Perot
Systems Global Financial Services with responsibility for Information
Services provision within the SBC Warburg account (now UBS), Head of
Business Information at SG Warburg where she managed library, research and
internal information activities, and management consultancy research
support, industry, public and school libraries. Pamela teaches and
lectures on a range of topics in the United States and Europe. As well as
addressing audiences of information professionals on the buy side, Pamela
has been invited by vendors to speak at their senior management events.
Pamela is a graduate of the University of Strathclyde, Glasgow, Scotland,
a Fellow of CILIP, a Fellow of the Royal Society of Arts, Manufactures,
and Sciences and a founder member in the UK of the City Information Group,
the European Chapter of SCIP and The 200 Club.
