Selling the dream<br />Using everyday evangelism to win people to Knowledge Management<br />Jason Haugh<br />Knowledge Man...
Part 1 - Introduction to Evangelism<br />“One personwith a belief is equal to a force of ninety-nine who only have an inte...
Are You An Evangelist?<br />Do you have a passionate desire to make a difference?<br />Do you fearlessly believe in a caus...
Evangelism Defined<br />Webster's definition: "Any zealous effort in spreading the word for a cause."<br />Evangelism is t...
The Building Blocks of Evangelism<br />A Leader<br />
The Building Blocks of Evangelism<br />A Leader<br />Believes in the vision - cannot imagine doing anything else<br />Unde...
The Building Blocks of Evangelism<br />Angels<br />
The Building Blocks of Evangelism<br />Angels<br />People who share your vision and provide wings - emotional support, exp...
The Building Blocks of Evangelism<br />Evangelists<br />
The Building Blocks of Evangelism<br />Evangelists<br />People who come, see, believe and conquer<br />They have four qual...
The Building Blocks of Evangelism<br />Enemies<br />
The Building Blocks of Evangelism<br />Enemies<br />Optional but desirable because they provide a focal point for a cause<...
Part 2 – Becoming an Evangelist<br />“Thunder is good, thunder is impressive, but it is the lightning that does the work.”...
Discovering Your Cause<br />Starting point for all evangelism - the “Wow”<br />Causes do five things:<br />Embody a vision...
Planning Your Evangelism<br />Define Your Mission – “Why”<br />Good mission statements have three qualities<br />Short - B...
Planning Your Evangelism<br />Establish Objectives – “What”<br />Two kinds:<br />Quantitative - measureable<br />Qualitati...
Planning Your Evangelism<br />Devise Strategies – “How”<br />Good strategies exhibit four qualities:<br />Connected - dire...
Campaigning For Your Cause<br />Power to the People - Grass roots movements may be more effective than top-down<br />Win t...
Campaigning For Your Cause<br />Practice<br />Write out what you would say<br />Think of potential questions/objections<br...
Campaigning For Your Cause<br />Present<br />Create conversation-generating questions: “You ever…?”<br />Ask to get on tea...
Selling The Knowledge Management Dream
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Selling The Knowledge Management Dream

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How to garner support for Knowledge Management within an organization by winning hearts and minds.

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Selling The Knowledge Management Dream

  1. 1. Selling the dream<br />Using everyday evangelism to win people to Knowledge Management<br />Jason Haugh<br />Knowledge Manager<br />The Ohio State University Medical Center IT<br />jason.haugh@osumc.edu<br />
  2. 2. Part 1 - Introduction to Evangelism<br />“One personwith a belief is equal to a force of ninety-nine who only have an interest.“<br /> - John Stuart Mill<br />
  3. 3. Are You An Evangelist?<br />Do you have a passionate desire to make a difference?<br />Do you fearlessly believe in a cause?<br />Do you work for a cause for the intrinsic satisfaction it brings?<br />Do you give up other things to make a commitment?<br />Do you enjoy fighting the mediocre, the mundane, and the status quo?<br />Do you get accused of being driven, showing chutzpah or having more guts than brains?<br />Does your spouse threaten to leave you?<br />(To see if you can be an evangelist, change "do" to "can")<br />
  4. 4. Evangelism Defined<br />Webster's definition: "Any zealous effort in spreading the word for a cause."<br />Evangelism is the process of selling a dream. This means transforming a vision into a cause and getting people to share that cause in order to make lasting change.<br />Difference between evangelism and sales:<br />Evangelism is sharing more than personal gain<br />Evangelism yields long-lasting and dramatic changes<br />Evangelism sustains itself<br />Evangelism grows<br />The key to everyday evangelism is believing that your cause is important and sharing that belief.<br />
  5. 5. The Building Blocks of Evangelism<br />A Leader<br />
  6. 6. The Building Blocks of Evangelism<br />A Leader<br />Believes in the vision - cannot imagine doing anything else<br />Understands the vision - knows why it must come to be<br />Believes in people - believes followers can bring stone to life and accomplish world-changing results<br />Sets an inspiring example - withstands long and difficult battles, fosters collaborative efforts, shows composure in difficult times and remains humble in victory<br />Shares the cause - lets others help to shape it. This allows ownership and empowerment<br />Enables others to continue after (s)he's gone<br />Training people<br />Documenting procedures and practices<br />Encouraging the growth of members<br />
  7. 7. The Building Blocks of Evangelism<br />Angels<br />
  8. 8. The Building Blocks of Evangelism<br />Angels<br />People who share your vision and provide wings - emotional support, expert advise and perhaps money<br />Good angels are hard to find - usually busy with other causes<br />Boardrooms of successful companies and among retired executives<br />Look for people who are:<br />Pure - personal satisfaction of helping a cause<br />Experienced - have built organizations allowing them to avoid repeating mistakes<br />Realistic - can assess what can be accomplished and have understanding of what is desirable and possible for your organization<br />Outspoken - dare to confront - even create conflict - to prevent cause from going astray<br />Connected - influential and powerful friends to cut through bureaucracy and gain credibility<br />
  9. 9. The Building Blocks of Evangelism<br />Evangelists<br />
  10. 10. The Building Blocks of Evangelism<br />Evangelists<br />People who come, see, believe and conquer<br />They have four qualities:<br />Called, not driven - they believe and then set out to further the cause<br />Committed - they find it fun. They are so committed they can illuminate a room with their faith<br />People the multitudes will follow - don't need charisma or magnetic personalities. They need steadfast faith in the cause. This faith imparts a glow and forcefulness that attracts others.<br />Teachable - they are open to anything that will increase their effectiveness<br />
  11. 11. The Building Blocks of Evangelism<br />Enemies<br />
  12. 12. The Building Blocks of Evangelism<br />Enemies<br />Optional but desirable because they provide a focal point for a cause<br />More fun to try to defeat bad than do good<br />Two kinds:<br />Conceptual - forces like ignorance, inertia or inflexibility. More important and defeating them is more rewarding and permanent.<br />Tactical - companies, organizations or people. Easier to defeatbut short-lasting.<br />
  13. 13. Part 2 – Becoming an Evangelist<br />“Thunder is good, thunder is impressive, but it is the lightning that does the work.” – Mark Twain<br />
  14. 14. Discovering Your Cause<br />Starting point for all evangelism - the “Wow”<br />Causes do five things:<br />Embody a vision<br />Make people better<br />Generate big effects<br />Catalyze selfless actions<br />Polarize people<br />Why people join causes:<br />To do the right thing<br />To feel good about something<br />To contribute to society<br />To prove themselves<br />To join a social group<br />To enrich their lives<br />
  15. 15. Planning Your Evangelism<br />Define Your Mission – “Why”<br />Good mission statements have three qualities<br />Short - Brief and simple statements are easy to understand and remember<br />Flexible - flexible mission statements last a long time<br />Distinctive - differentiate your cause from other organizations with similar missions<br />The longer the mission statement, the more likely the organization will fail. <br />“Anyone can find Anything from Anywhere at Anytime.”<br />
  16. 16. Planning Your Evangelism<br />Establish Objectives – “What”<br />Two kinds:<br />Quantitative - measureable<br />Qualitative - not as specific to measure<br />Good objectives have four qualities:<br />Challenging - require a struggle to achieve<br />Few in number - no more than 4 or 5 to avoid diffusion of effort<br />Inspiring - motivate, excite and stimulate<br />Stable - remain the same for about two years<br />
  17. 17. Planning Your Evangelism<br />Devise Strategies – “How”<br />Good strategies exhibit four qualities:<br />Connected - directly linked to objectives and clearly explain how to accomplish specific things<br />Active - lead to action. Practical ways of getting things done<br />Pragmatic - practical within limits of your organization<br />Flexible - change frequently as conditions change<br />
  18. 18. Campaigning For Your Cause<br />Power to the People - Grass roots movements may be more effective than top-down<br />Win the hearts & minds<br />Preparation<br />Elevator Speech<br />30-seconds to explain KM vision<br />Always explain how it will benefit people, how it will make lives easier<br />Team-Meeting Speech<br />10-15 minutes to outline KM vision and benefits<br />Lots of white space - ditch the charts & graphs<br />Balance clarity with pizzazz - have as much sizzle as culture allows<br />Leadership Speech<br />10-15 minutes to outline KM vision, strategy and deliverables<br />Effective charts & graphs<br />Always tie in KM to organization goals. What Knowledge is important or crucial for organization to reach its goals? What value do customers expect?<br />
  19. 19. Campaigning For Your Cause<br />Practice<br />Write out what you would say<br />Think of potential questions/objections<br />Explain it to your family<br />Talk to the mirror<br />Develop during drive-time<br />
  20. 20. Campaigning For Your Cause<br />Present<br />Create conversation-generating questions: “You ever…?”<br />Ask to get on team-meeting agendas<br />Write newsletter articles<br />Submit articles to local periodicals<br />

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