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The Reluctant Intrapreneur: becoming the info center CEO
 

The Reluctant Intrapreneur: becoming the info center CEO

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Special librarians have always managed information centers within larger organizations, but we don’t always see ourselves as business owners. Mary Ellen Bates gives you the tools to think like an ...

Special librarians have always managed information centers within larger organizations, but we don’t always see ourselves as business owners. Mary Ellen Bates gives you the tools to think like an internal entrepreneur, negotiate painlessly, stay customer-driven, and use “un-marketing” techniques to communicate effectively with your clients.

This presentation was given at the 2014 SLA Annual Conference, June 8, Vancouver, BC

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    The Reluctant Intrapreneur: becoming the info center CEO The Reluctant Intrapreneur: becoming the info center CEO Presentation Transcript

    • Mary Ellen Bates BatesInfo.com SLA 2014 June 8, 2014 The Reluctant Intrapreneur
    • Tweeting this? @mebs #SLA2014 Slide deck at BatesInfo.com/extras Slideshare.net/maryellenbates 2
    • Are you a reluctant intrapreneur? 3BatesInfo.com
    • Do you want to give up your paycheck and run your own business? 4BatesInfo.com
    • Could you run your info center better than some random executive? 5BatesInfo.com
    • An intrapreneur’s tool kit Clear understanding of value Self-correcting client focus Negotiation jujutsu Guerilla marketing 6BatesInfo.com
    • A value proposition for the library? 7BatesInfo.com
    • Who are your key markets? C-suite Value-creators, revenue-generators Decision-makers “Is this client urgent or important?” 8BatesInfo.com
    • How to best meet their needs? What do they think they want? What don’t they know to ask for? What can’t they get anywhere else? What could have the greatest impact? 9BatesInfo.com
    • What do they value the most? “I’m sure that they value ....” How do you know? Time for reality-check interviews! BatesInfo.com/interview 10BatesInfo.com
    • Reality-check interview How do you prepare for a strategic decision? What do you do after you've Googled? What else do you need to know? How do you stay on top of our issues? Client does all the talking. You do all the listening. 11BatesInfo.com
    • Senior executives Reduce risk, better decisions Knowledge workers/analysts Better info, better answers Sales staff, interns, “learning users” Quicker, better answers 12BatesInfo.com What do they value the most?
    • Who are your competitors? What else do users rely on? How do they access information? Are you as easy as their smart phone? How can you compete? 13BatesInfo.com
    • Provide higher value Create library of deliverable templates Polished, user-friendly, distilled Offer insights, narratives Provide decision-ready deliverables 14BatesInfo.com
    • Self-correcting client focus 15BatesInfo.com
    • Think strategically Do you know your org’s strategic goals for 2014? Are you visibly contributing to those goals? 16BatesInfo.com
    • Are you frictionless? How easy is it to find you? How easy is it to talk with you? How responsive do your clients say you are? Have you asked them lately? 17BatesInfo.com
    • ASK for complaints Did you get what you wanted?_______ How easy was it to use?____________ What would make it more useful?____ 18BatesInfo.com
    • “In the beginner’s mind there are many possibilities, but in the expert’s there are few.” 19BatesInfo.com Zen Mind, Beginner's Mind
    • Purge your assumption buffers What’s most valuable now? What can we retire? Who’s doing interesting things? What’s the scariest thing I could do next? 20BatesInfo.com
    • Negotiation jujutsu 21
    • Focus on results you both want Interest-based rather than position- based discussion Aim for what's ideal, not what you'll settle for 22BatesInfo.com
    • Focus on now, not history Current situation, not what got you there Focus on the problem, not each other 23BatesInfo.com
    • Know when you have leverage When offered job or promotion “Hmmmm, the figure I was expecting was closer to $X. Could you walk me through how you arrived at $Y?” 24BatesInfo.com
    • “No” isn’t always “NO” No just means give me a reason to say yes What else can you offer? 25BatesInfo.com
    • Be able to walk away Never invest more than you can leave on the table Listen to your gut Stop caring about the outcome 26BatesInfo.com
    • Guerilla marketing 27BatesInfo.com
    • Info landscape, 2014 Google is good enough All searchers are above average Free is good Too much info is bad 28BatesInfo.com
    • How do we respond? Are you choosing the best tool? Are you finding info or answers? Can we get you better answers? Do you know when to bring in a pro? 29BatesInfo.com
    • Dare to compare! ID a group that doesn’t use the library Show them a better Google search Show them what else you offer Faster, easier, tangibly better Monitor results 30BatesInfo.com
    • Open their eyes... Show them the best search tools Open web: Google AND Bing Social media: Topsy AND Twitonomy Open web sources: Wolfram Alpha AND the premium search services 31BatesInfo.com
    • How to communicate this? 32BatesInfo.com
    • Are you client-driven? Are you creating new info-pain solutions? or are you just keeping up with requests? Turn lowest-value requests into self- serve Collaborate more, rip-n-ship less 33BatesInfo.com
    • Indispensable info pros What are you to the bottom line? Overhead to be controlled OR Involved in accomplishing strategic goals 34BatesInfo.com
    • Can you show $5 return for every $1 invested? owl.li/vTluS 35BatesInfo.com
    • Let’s own our expertise! Info pros take 1/3 the time Average searcher: Clicks only first few Google results Doesn’t go to page 2 Uses 1 or 2 search terms 36BatesInfo.com
    • Let’s own our expertise! 37BatesInfo.com 0% 5% 10% 15% 20% 25% 30% 35% #1 position #2 position #3 position 2nd page % of traffic, based on SRP position
    • Indispensable info pros How do you communicate your value? Annual value/ROI report Value-rich vocabulary Tangible results 38BatesInfo.com
    • “About us” Does your web site talk about value? Do you profile your info pros? Do you talk about WHAT you do or WHY you do it? 39BatesInfo.com
    • It is your job to demonstrate your value, not your clients’ job to figure out your value. 40BatesInfo.com
    • reluctant— entrepreneur .com 41
    • Contact Mary Ellen at: +1 303 772 7095 mbates@batesinfo.com Twitter: @mebs Linkedin.com/in/maryellenbates Reluctant—entrepreneur.com BatesInfo.com 42BatesInfo.com