These Checklists are intended as a summary of key acquisition techniques contained in Managing Book Acquisitions. The contents of the Checklists provide a review of the major concepts. As you embark on a major book acquisition, the Checklists will assist you in your preparation.

Nine Responsibilities of the Acquisitions Editor

1. Research and Development
2. Scouting and Locating Authors
3. Prospecting Authors
4. Researching the Marketplace
5. Analysis and Evaluation of Data
6. Selling the Company
7. Negotiating Contracts
8. Signing Contracts
9. Book Development

Five Reasons Why Authors Choose a Publisher

1. The Publisher as an Institution
2. Publisher's Specialty -- Focus in the Marketplace
3. Marketing Ability
4. Contracts
5. Financial Terms

Eight Steps to Commission an Author

1. Identify Your Key Prospect (s)
2. Prepare a Publishing Proposal
3. Prepare the Financial Package
4. Prepare Your Company's Story
5. Provide References
6. Set a Time-Line
7. Negotiate with the Author
8. Sign the Contract

Six Steps for Promoting Your Company to An Author

1. Ask "Why My Company as Publisher?"
2. Stress Benefits -- Answer "What's in it for Me?"
3. Stress Value Added of Your Company
4. Stress Success and Service
5. Think of the Author as a Customer
6. Avoid Money as Magnet

Seven Items in a Contract Signing Kit

1. Catalogs/Brochures
2. Space Ads in Periodicals
3. Favorable Publicity on your Company
4. Favorable Reviews on your Books
5. Names of Satisfied Authors as References
6. Marketing Plans for the Author's Book
7. Impressive Sales Histories for Similar Titles

Six Reasons Why Authors Write a Book

1. Contribution to the Field
2. Increase Professional Stature/Reputation
3. Share Knowledge
4. Achieve Ego Satisfaction
5. Create a Prototype
6. Earn Money

About The Author

John B. McHugh is a publishing management consultant and industry commentator. He has held positions at Houghton Mifflin, Richard D. Irwin, and Wadsworth, Inc. At the American Society for Quality Control, McHugh served as Publisher and Director of Programs and Membership. He has also operated his own publishing company. McHugh's articles have appeared in Association Publishing, Association Trends, The Book Marketing Update, the COSMEP Newsletter, the PMA Newsletter and Small Press.

McHugh also consults on-site training workshops for publishers. For more information, fax or call:

John B. McHugh
5757 North Ames
Glendale, WI 53209
Phone - (414) 351-3056
Fax - (414) 351-0666

Publications by John McHugh

Permissions Management for Requesters and Granters: Dealing with Copyright and Fair Use

Book Publishing Contracts: An Introduction

Managing Book Acquisitions: An Introduction

College Publishing Market, 3rd Edition

Electronic Rights for Publishers: Protecting Your Interests