Eos personal influence
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Eos personal influence Eos personal influence Presentation Transcript

  • Webinar: How to Position the Librarian for Success Stephen Abram, MLS EOS Webinars Feb. 19, 2014
  • You are your own BRAND!
  • Be CLEAR on your Uniqueness
  • Focus on RAPPORT
  • Your NETWORK has VALUE
  • IDEAS are the Currency of Influence
  • Sharing an IDEA has VALUE
  • Sharing ADVICE has VALUE
  • Sharing ADVICE has VALUE
  • Sharing EXPERTISE has VALUE
  • What is your PERSONAL Positioning?
  • Bring Your Personality to the Party
  • Managing Your Brand Equity • Your social presence in person – Dress – Voice – Office – Handshake – Active listening – Conversation pieces – The Introvert Advantage
  • Managing Your Brand Equity • Your digital social presence – – – – – – – – LinkedIn Facebook Twitter Website e-mail signature Your digital photo(s) Google search Publications
  • Sales is NOT a Dirty Word!! • It’s simple really. • You want to influence . . . That’s selling plain and simple. • Therefore . . . What are you selling? – Time savings? Quality? Productivity? Authority? Answers? – Certainly not ‘information’ . . . What is your differentiator • What action do you want? • What are they paying with? – Cash Money? budget? time? reputation? avoidance?
  • What is the one thing we do wrong too often? We don’t . . . _______________________
  • Ask for the Sale!
  • Key Tactical Tips • • • • • • Mirror body image and stance Introduce others Lead the conversation Engage and Disengage Share your ideas People don’t care how much you know until they know how much you care. • Follow through
  • Influence out of context is just a party conversation. START WITH THE “WHY?”
  • Benefits Internal Benefits External Benefits  Clarity of purpose  Recognition in the market place  Motivator for members  Differentiation from competitors  Compass for communications  Loyalty of existing members  Efficiencies in marketing  Attracting new members
  • Elements of Identity Promise Values Voice
  • Key Findings • Information Roles • Information Habits • Perceptions of Value • Perceptions of Role
  • Information Habits Top information categories 43% Company Information 36% Market Research Reports & Services Education & Training 35% Scientific, Technical & Medical 30% News 27% 26% Human Resources 19% Legal & Regulatory Credit & Financial 15% B2B Trade 15% Yellow Pages & Directories Do not use information 8% 5%
  • Perceptions of Value Most Valuable Information Roles (Users vs. Providers) Making information available to the desktop 33% 18% Providing competitive intelligence information Conducting research on users' behalf 19% 19% 18% Providing training on search/use of information Analyzing research results on users' behalf Helping locate information/experts 7% Research staff working on project teams 3% Providing an alerting service on selected topics Managing a physical library and print collection 8% 8% Evaluating and purchasing content sources Consultation on organizing information Providing customized information products Document delivery Managing external content Information architecture Copyright compliance Other 42% 23% 13% 13% 12% 10% 11% 8% Managing a portal or intranet Staffing a reference desk, call center, etc. 22% 10% 13% 16% 18% 16% Managing internal content Integrating content into work processes 40% 8% 6% 7% 4% 7% 7% 7% 6% 5%7% 3% 4% 2% 2% 14% 15% 14% Providers 28% Users
  • Perceptions of Value Most Important Attributes of Information Resources Relevance of information (94%) Timeliness (93%) Ease of use/access (93%) Access to most current information (93%) Overall relevancy of the information Timeliness of information Ease of use/access Provision of the most current information available Easy to do business with Respected in the industry A provider of relevant and actionable information Depth of coverage Easy to interact with Overall cost-effectiveness A trusted advisor in the marketplace On the leading edge of the information marketplace Usability/user interface Services that I will reuse the next time Overall value of decision support Update frequency Breadth of coverage Frequency of delivery Services that I would recommend to others Integrates new technologies for delivery of information Includes value-added analysis Medium/format Visible in the marketplace Bundling of components/packaging 50% 94% 93% 93% 93% 91% 91% 89% 89% 89% 88% 87% 86% 86% 84% 81% 80% 78% 78% 72% 72% 69% 68% 66%
  • Perceptions of Value Value of Information to Organizations I know w here to store info I know how to integrate info into m y w orkflow Info is easy to access once I find it I have a good understanding of w hat is available I have access to high quality content I know how to m anage proprietary docum ents/data It is easy to find info I use to m ake daily decisions Info helps m e m ake strategic decisions Info is easy to find The info I need is effectively integrated into m y w orkflow Quality/credibility/accuracy is clearly discernable I have had adequate training on how to search for/use info Info is tim ely/frequently updated Info saves m e tim e It is easy to find info I use to m ake critical, high-risk decisions There are effective processes in place for sharing internal info Info pros are deeply integrated into m y org's business processes Info helps m e save m oney Info helps m e generate revenue 79% 77% 76% 76% 71% 70% 67% 67% 66% 66% 65% 65% 63% 60% 59% 58% 53% 51% 44%
  • Perceptions of Role Role of Information Professionals 50% Make resources and info accessible in a timely, convenient secure manner 45% Create a culture of continuous learning and knowledge sharing 45% Provide credible/customized/contextualized info to promote informed decisions 40% Save time & money by efficiently/effectively obtaining info 38% Facilitate good decision-making by acquiring/authenticating valuable resources 36% Provide expert analysis and deliver value-added intelligence 33% Provide insights and identify trends to create competitive advantage Anticipate and address info needs to achieve organizational objectives 31% Develop & demonstrate KM expertise across industries and disciplines 26% Access networks of experts/colleagues to obtain info & best practices 26% Collaborate to better understand how to approach challenges & opportunities 25% Pursue continuous learning through innovative technology & education practices 21% Promote information literacy through training & education 21% Embrace Web 2.0 technologies in the management & dissemination of info 12%
  • Perceptions of Role Role of Association/Organization Make resources and info accessible in a timely, convenient secure manner 50% Create a culture of continuous learning and knowledge sharing 45% Provide credible/customized/contextualized info to promote informed decisions 45% Save time & money by efficiently/effectively obtaining info 40% Facilitate good decision-making by acquiring/authenticating valuable resources 38% Provide expert analysis and deliver value-added intelligence 36% Provide insights and identify trends to create competitive advantage 33% Anticipate and address info needs to achieve organizational objectives 31% Develop & demonstrate KM expertise across industries and disciplines 26% Access networks of experts/colleagues to obtain info & best practices 26% Collaborate to better understand how to approach challenges & opportunities 25% Pursue continuous learning through innovative technology & education practices 21% Promote information literacy through training & education Embrace Web 2.0 technologies in the management & dissemination of info 21% 12%
  • Language Exploration Positioning Statements Profession Themes Association Themes Continuous Learning & Expertise Professional Development & Advancement Knowledge Navigators & Value-added Intelligence Networking & Personal/ Professional Connections Strategic Advisors & Growth-Drivers Champions for the Profession
  • Interactive Editor Respondents were asked to rate specific words and concepts Intensity of Liking More Liked Less Liked Words with positive mentions are always good, perhaps there are words that while positive, could be replaced with ones mentioned more often These words represent the buzz portion of the concept, many people mention them There will always be words that are less liked than others, our goal is to have them mentioned as infrequently as possible Finding better choices for words or phrases plotted here will help the concept positively Frequency of Mention
  • Five Key Findings 1. Promote vs. defend value-driven benefits 2. Knowledge is the bridge between information and action 3. Evolution, not revolution 4. The “suite” spot—appealing to corporate executives 5. The “L” word
  • Communications Framework PROFESSION Key Messages Vision & Mission Positioning Statement ASSOCIATON Core Values
  • Positioning Statement [SLA] is an international community and the leading voice for the advancement of the information profession. We empower members to achieve professional success within their organizations by providing continuous learning opportunities. We create a culture of knowledge sharing through global networking to exchange information, innovative ideas, insights and trends. We champion the value of information professionals as critical assets who provide value-added intelligence that facilitates good decision-making and creates competitive advantage for organizations.
  • Vision & Mission Vision [SLA] leads the information profession into the future by promoting its members as invaluable assets to their organizations. We will continually empower our members to be knowledge leaders who actively contribute to and drive the success of their organizations. Mission [SLA] serves as the unified voice for the information profession, advocating its value, promoting best practices, creating knowledge sharing and global networking opportunities, and empowering members to become critical assets within their organizations through continuous learning.
  • Core Values for the Profession Leadership Ensuring that organizations have access to the information, insights and trends that facilitate good decision-making and create competitive advantage. Accountability & Results Saving organizations time and money by providing value-added intelligence that is accurate, reliable and relevant. Service Delivering expert information to our organizations in a timely, accessible and convenient manner.
  • Core Values for the Association Continuous Learning & Prof. Development Providing continuous learning opportunities to discover and master emerging technologies, develop leadership skills, and achieve professional success. Knowledge Sharing & Collaboration Leveraging global networking opportunities to promote knowledge sharing and the exchange of information, innovative ideas, insights and trends. Advocacy & Empowerment Serving as the unified voice for the profession, advocating its value, promoting best practices, and empowering members to become critical assets within their organizations.
  • Key Messages for the Professional to Use Knowledge Sharing Information professionals are accountable for gathering, organizing and sharing the right information for the best decisions. Information professionals further create a culture of knowledge sharing by educating colleagues on the best use of information sources. Global Networking Through active global networking, information professionals promote the exchange of information, innovative ideas, insights and trends.
  • Key Messages for the Professional to Use Competitive Advantage Information professionals ensure organizations have the right information, insights and trends to make good decisions and gain competitive advantage. Bottom-line Benefits Information professionals save organizations time and money by providing value-added intelligence that is accurate, reliable and relevant. We deliver expert information to our organizations in a timely, accessible and convenient manner.
  • Key Messages for the Association Prof. development [SLA] provides members with continuous learning opportunities to explore and master emerging technologies, develop leadership skills and achieve professional success. Global networking [SLA] is the only association in the world that serves the international community of information professionals. We create a culture of knowledge sharing through global networking to exchange information, innovative ideas, insights and trends. Unified voice [SLA] serves as the unified voice for the information profession. We advocate its value, promote best practices, and empower members to become critical assets within their organizations.
  • Differences in the Private and Public Sector Approaches to Benefits (FABS) Private Sector  Competitive advantage is the ideal  Innovation is key to long-term existence  Focus on clients and marketshare  Business strategies  Responsibility to shareholders or owner/investors  Increasing revenue  Risk oriented  Economic success is a prime personal motivator  Competitors, partners and allies  e-Business is the challenge  Focus on “results” Public Sector  Collaborative advantage is the ideal  Good service is the key to long-term existence  Focus on citizens and social contract  Political agendas and government imperatives  Responsibility to parliament and to citizens  Wise use of tax dollars  Risk averse  Making a positive impact on society is a strong motivator  Other departments, levels of government, unions  e-Government is the challenge  Focus on “process”
  • Selling Ideas You are engaging in an INFLUENCE agenda. Selling is not a dirty word! Politics is not a dirty word!
  • Selling Yourself Promise • What are you all about? Identity • How do people recognize you? Contribution • How do you make a difference? Promotion • How do you get the word out? Monetization • How do you ultimately profit? You are engaging in a long term relationship! Invest your personality Position Yourself and not merely your resources . . .
  • What are you selling? YOUR COMPETENCIES – NOT JUST YOUR SKILLS YOUR INSIGHTS AND ADVICE YOUR NETWORK AND CONNECTIONS YOUR RESOURCES YOU!
  • 4 P’s of Personal Influence • • • • Plug-in Proactive Personable Professional
  • Stand Out in a Crowd
  • Thanks! Stephen Abram, MLS, FSLA Principal Lighthouse Consulting and Dysart & Jones Associates Cel: 416-669-4855 stephen.abram@gmail.com Stephen’s Lighthouse Blog http://stephenslighthouse.com