Buying B2B services is very different from buying physical goods and, therefore, requires a different approach. Goods are tangible – you can touch them, test them and quality approve before they are shipped. So, with the right due diligence in place, there is a high degree of certainty in terms of what you get when […]
How to Negotiate Scientific Journal Subscriptions in a £19 Billion Oligopolistic Supply Market
The supply market for scientific journal subscriptions is unlike most other supply markets. Free content, based on publicly funded research, is transformed into premium digital subscriptions by an oligarchy of commercial publishers with net profit margins well above 20%. The oligopoly is being challenged by the Open Access and Open Science movements, and changes are […]
Is It Time to Renegotiate Your Supply Contracts?
Your supply contracts are important. They govern your commercial relationships. However, after they have been negotiated and filed, they are often forgotten about. Years may pass by and business contexts may have changed. Contracts that were once fit for purpose may no longer be suitable or protect the organisation adequately. It is, therefore, necessary to […]
How to Negotiate Great Supplier Contracts
Negotiation has traditionally been seen as the “raison d’être” for procurement professionals. While the profession adds value in a variety of ways, the ability to negotiate well remains a core skill – love it or loath it! Preparation is everything when it comes to negotiating a favourable outcome. There are a number of ways of […]
7 Things to Know Before Signing a License
Negotiating a digital content license with a vendor can be daunting – and getting all the contractual details right perhaps even more so. But it doesn’t have to be that way. If you are new to this area, or just need a refresher, this article will get you off to a good start. This advice […]
