Background

This company brings to the table an objective and balanced assessment of needed market material. They define content opportunities for best selling books, acquire the right author(s) to write it, and then take care of all the details of getting it to the market. Earning credibility in the eyes of the author is a major objective; and this isn't always achieved. There is a need to improve the balance between feeding the ego of the author, and providing the unique expertise to get the right book published and sold. Company professionals must earn the right to work WITH the author, not simply FOR the author. Mutual value must be understood and authors need to know the importance of meeting deadlines and length commitments.

The values listed on the web site are truly outstanding. They are to what people hold this company accountable. Clients, partners, suppliers, employees and all stakeholders expect each of the perfectly worded statements to be demonstrated every day. This is where this organization, like so many companies, often can loose ground. There is a belief that not all of these values are correctly developed within the employee skill set.

Since authors don't self-publish for a reason, there is a desire for more persuasive actions to be taken in working with authors to end up with great books, in the desired timeframe, that are the correct length. The acquisition editors often have a challenge convincing authors to take the risk of entrusting their work, under the publisher's terms. Ultimately, high-quality submissions on a timely basis are what start building a track record.

Challenge

• Improve the manner of qualifying, negotiating and selling products and services
• Improve the relationship and interaction with authors
• Develop a consistent approach for the development of required soft skills for the job

Results

• Clear behavioral definitions for key individuals interfacing with the client/partner/author
• A simple, easy to follow and highly principled negotiation methodology
• Individual skills required to professionally engage the right partners, agree on expectations and close the transaction