0
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 marketin...
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?”...
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 ...
What do they value the most?
“I’m sure that they value ....”
How do you know?
Time for reality-check interviews!
BatesInfo...
Reality-check interview
How do you prepare for a strategic
decision?
What do you do after you've Googled?
What else do you...
Senior executives
Reduce risk, better decisions
Knowledge workers/analysts
Better info, better answers
Sales staff, intern...
Who are your competitors?
What else do users rely on?
How do they access information?
Are you as easy as their smart phone...
Provide higher value
Create library of deliverable templates
Polished, user-friendly, distilled
Offer insights, narratives...
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?
16BatesI...
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
...
ASK for complaints
Did you get what you wanted?_______
How easy was it to use?____________
What would make it more useful?...
“In the beginner’s
mind there are many
possibilities, but in
the expert’s there are
few.”
19BatesInfo.com
Zen Mind, Beginn...
Purge your assumption buffers
What’s most valuable now?
What can we retire?
Who’s doing interesting things?
What’s the sca...
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...
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 w...
“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
26...
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.c...
How do we respond?
Are you choosing the best tool?
Are you finding info or answers?
Can we get you better answers?
Do you ...
Dare to compare!
ID a group that doesn’t use the library
Show them a better Google search
Show them what else you offer
Fa...
Open their eyes...
Show them the best search tools
Open web: Google AND Bing
Social media: Topsy AND Twitonomy
Open web so...
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-val...
Indispensable info pros
What are you to the bottom line?
Overhead to be controlled OR
Involved in accomplishing strategic ...
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 ...
Let’s own our expertise!
37BatesInfo.com
0%
5%
10%
15%
20%
25%
30%
35%
#1 position #2 position #3 position 2nd page
% of t...
Indispensable info pros
How do you communicate your value?
Annual value/ROI report
Value-rich vocabulary
Tangible results
...
“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 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—entrep...
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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 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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Transcript of "The Reluctant Intrapreneur: becoming the info center CEO"

  1. 1. Mary Ellen Bates BatesInfo.com SLA 2014 June 8, 2014 The Reluctant Intrapreneur
  2. 2. Tweeting this? @mebs #SLA2014 Slide deck at BatesInfo.com/extras Slideshare.net/maryellenbates 2
  3. 3. Are you a reluctant intrapreneur? 3BatesInfo.com
  4. 4. Do you want to give up your paycheck and run your own business? 4BatesInfo.com
  5. 5. Could you run your info center better than some random executive? 5BatesInfo.com
  6. 6. An intrapreneur’s tool kit Clear understanding of value Self-correcting client focus Negotiation jujutsu Guerilla marketing 6BatesInfo.com
  7. 7. A value proposition for the library? 7BatesInfo.com
  8. 8. Who are your key markets? C-suite Value-creators, revenue-generators Decision-makers “Is this client urgent or important?” 8BatesInfo.com
  9. 9. 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
  10. 10. 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
  11. 11. 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
  12. 12. 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?
  13. 13. 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
  14. 14. Provide higher value Create library of deliverable templates Polished, user-friendly, distilled Offer insights, narratives Provide decision-ready deliverables 14BatesInfo.com
  15. 15. Self-correcting client focus 15BatesInfo.com
  16. 16. Think strategically Do you know your org’s strategic goals for 2014? Are you visibly contributing to those goals? 16BatesInfo.com
  17. 17. 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
  18. 18. ASK for complaints Did you get what you wanted?_______ How easy was it to use?____________ What would make it more useful?____ 18BatesInfo.com
  19. 19. “In the beginner’s mind there are many possibilities, but in the expert’s there are few.” 19BatesInfo.com Zen Mind, Beginner's Mind
  20. 20. 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
  21. 21. Negotiation jujutsu 21
  22. 22. 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
  23. 23. Focus on now, not history Current situation, not what got you there Focus on the problem, not each other 23BatesInfo.com
  24. 24. 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
  25. 25. “No” isn’t always “NO” No just means give me a reason to say yes What else can you offer? 25BatesInfo.com
  26. 26. 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
  27. 27. Guerilla marketing 27BatesInfo.com
  28. 28. Info landscape, 2014 Google is good enough All searchers are above average Free is good Too much info is bad 28BatesInfo.com
  29. 29. 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
  30. 30. 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
  31. 31. 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
  32. 32. How to communicate this? 32BatesInfo.com
  33. 33. 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
  34. 34. Indispensable info pros What are you to the bottom line? Overhead to be controlled OR Involved in accomplishing strategic goals 34BatesInfo.com
  35. 35. Can you show $5 return for every $1 invested? owl.li/vTluS 35BatesInfo.com
  36. 36. 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
  37. 37. 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
  38. 38. Indispensable info pros How do you communicate your value? Annual value/ROI report Value-rich vocabulary Tangible results 38BatesInfo.com
  39. 39. “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
  40. 40. It is your job to demonstrate your value, not your clients’ job to figure out your value. 40BatesInfo.com
  41. 41. reluctant— entrepreneur .com 41
  42. 42. Contact Mary Ellen at: +1 303 772 7095 mbates@batesinfo.com Twitter: @mebs Linkedin.com/in/maryellenbates Reluctant—entrepreneur.com BatesInfo.com 42BatesInfo.com
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