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.

Four TipsFor Dealing with Unsolicited Manuscripts

1. Establish a Screening Process
2. Be Decisive
3. Use a Form Rejection Letter
4. Record All Rejections

Seven Items in a Publishing Proposal

1. Author Credentials
2. Subject/Title
3. Rationale/Description
4. Marketing/Promotion/Competition
5. Schedule
6. Financials
7. Editorial Development

Three Key Editorial Measures for Editors

1. Number of Contracts Signed and Sales Estimates
2. Number of Manuscripts to Production and Sales Estimates
3. Number of Books Published and Sales Estimates

Ten Financial Measures to Evaluate Acquisitions Performance

1. Advances Outstanding
2. Advances Unrecovered and Written-Off
3. Grants on Unpublished Books
4. Average Royalty Rate per Book
5. Average Sales Revenue per Book
6. Average Net Price per Book
7. Average Profit Margin per Book -- percentage
8. Average Profit Margin per Book -- dollars
9. Profit Margin on Entire Series
10. Reader/Editorial Satisfaction Index

Eight Categories of Information Necessary to Launch a Book

1. Description of Book -- ISBN number with final title
2. Target Market/Audience -- set stage for marketing people
3. Specifications -- length, art work, number of pages, cover colors, binding
4. Sales Forecast -- usually first three years, proposed price
5. Printing Quantities -- discuss in relation to sales forecast
6. Schedule-- Recommended by Production
7. Author Information -- phone and fax numbers, e-mail, and address. Any other pertinent information about author
8. Marketing Information -- these documents from acquisitions to marketing:
   • Author's suggestion form
   • Manuscript reviews
   • Preface/Forward
   • Table of Contents

Seven Safeguards for Successful Association/Society Publishing

1. Codify the rules of editorial decision-making
2. Establish a mission statement
3. Clarify financial expectations
4. Minimize nonvalue added reports and busywork
5. Develop position descriptions for volunteers
6. Outline mutual expectations of staff and volunteers.
7. Watch out for conflicts of interest

Twelve Qualities of Successful Acquisitions Editors

1. Entreprenurial
2. Initiative Taker
3. Persuasive
4. Sales-Oriented
5. Friendly/Enthusiastic
6. Empathetic
7. Strong Listening Skills
8. Competitive
9. Tenacious
10. Organized
11. Analytical
12. Decision-Oriented

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