On Second Thought …
Finding the Right Partner
With no shortage of options—Foster Printing Service, Scoop ReprintSource, PARS International, The YGS Group, Sheridan Reprints, Cadmus, Copyright Clearance Center, and Wright's Reprints, among others—finding the right company to handle your reprint and content licensing needs can be a challenge. Here are six tips to help make this process a little more manageable:
1. Focus on trust, professionalism and time savings being offered, rather than on who's promising the best cut, says Ribault, who notes that SharedXpertise's reprint sales have doubled in the past two years working with its reprints partner.
2. Do your research, says Daniels, including: finding a company that has publications similar to yours among its clients; reviewing detailed examples of how the licensing process has worked for existing clients; communicating with the individual who will be the point person on your account; determining the estimated licensing rates the company believes your brand can command, broken down by the various licenses that could be offered; and confirming the time the company's account person can devote to selling your content.
3. Identify the company that has the right database and will be proactive in generating leads for your content, Poirier says.
4. Treat it like you're looking to hire a member of your sales team, not a vendor, Ribault says. Poirier notes, "You want to be able to say, '… We're going to direct you to our reprint arm,' and then know that they're responding with the same professionalism that your internal reps would."
5. You must clearly define each other's role in the relationship, Ribault cautions. "There's got to be a real definition of who does what."
6. Don't look for an editorial partner, Daniels cautions. While sharing your content expeditiously can help to motivate and guide licensing partners in their efforts, having their input on any editorial decisions shouldn't be part of your search criteria.