Introduction (Toni Wilson)

This blog post, from an expert member of the CI Division, speaks to the importance of communicating the results of CI research effectively.  While we’ve been focusing to a large extent on the CI collection process this week, as it helps information professionals and their organizations become and remain ready for the future, communicating the findings from our CI collection efforts appropriately – so it’s absorbed and becomes part of the decision-making process – is absolutely critical.

Competitive intelligence (CI), at its most basic level can be defined as being future ready – or armed with the right information to the make the right decisions.  In this post-post modern, Web 3.0, social media, everything and intensely technology mediated world, information is ubiquitous.  Being “Future Ready” to me means being able to take information and elevate it by taking that information in whatever forms it comes and turning it into actionable intelligence.  Librarians or any information professional’s ability to turn reams of paper (or electronic documents) into a three-second sound byte or a neatly parsed phrase that holds meaning and contains value is the essence of being future ready.  In some respects, being future ready for special librarians engaged in CI is a matter of perspective and semantics.  For example, what the competitive intelligence world calls Early Warning Systems, librarians might call Current Awareness.  To be future ready, it’s time to stop thinking about research questions and to start thinking about business problems and how information-turned-into-CI, with the help of analysis, can help organizations solve their business problems with an eye to the future.

Zena Applebaum is a competitive intelligence professional at Bennett Jones LLP, a Canadian law firm.  She writes articles for industry publications and blogs regularly regarding topics important to the successful practice of CI.  Zena is currently the CI Division’s Vendor Relations Chair.

Introduction (Toni Wilson)

There are several themes running through this week’s blog articles from the CI Division experts.  One is that competitive intelligence is inherently forward-looking.  Another is that marketplace insights can be developed by observing and understanding patterns in the information we collect.  Related to the latter is a very important theme – that informational professionals are uniquely qualified to do this, ultimately creating value for the end users, clients and organizations we serve.  In today’s blog, Anna Shallenberger offers practical perspective regarding filtering the facts we gather to provide insights and need-to-know results.

Intelligence – be it regarding competitors, markets or any other area – is inherently forward-looking. And yes – research and content is necessary to feed the intel engine that empowers future-readiness.  Many Info Pros possess untapped skills key to delivering great intel (CI, MI, etc.) services, abilities they may not realize organizations need. The challenges are to apply them effectively and visibly.  YOU have to believe, because in a world where “Perception is reality” – people won’t buy what you’re “selling” without that confidence.

So what are these secret super-hero powers? Is it all about statistical number crunching and PowerPoint presentations? Certainly not, although a certain base proficiency in these areas is preferable. And, of course, our data collection and synthesis skills have value, not to mention our expertise in validating sources. It is the talent to both battle the swollen inflow of inputs AND partner in delivering those targeted Aha’s and So What’s.

It takes an effective balancing act – levering the wealth of information content and methodology our “researcheritis” yields with the right filter – while smartly triangulating the significance of that which has made it through.

Is it the same idea as actionable intelligence? Not precisely. Think of it like a souped-up version of the kid’s “Lite Brite” toy where content is the pegs and you have a big bucket of them in front of you.  The more pegs, the higher the resolution of the image, and the better the insights, right? Again, not exactly.

You don’t need to use every peg. Some should shine brighter (weigh more heavily) than others.  You can arrange them in a variety of designs that make sense in the moment. But the future ready Info Pro sees patterns based on triangulating, drawing on the wealth of otherwise useless trivia rattling around in our mental hard drive.

Yes, our content gathering skills have great value. But let’s consider our content filtering abilities, and how access to all the data we’ve seen in life empowers us! LIS professionals offer a unique ability to TRIANGULATE between all the information and ASSESS meaning.  Internal and external sources – gathered by ourselves or others. Teaming up on the analysis and impact of the intel. Because it’s that piece that makes organization most future ready.

Anna F. Shallenberger is an experienced researcher, educator, author, strategist & consultant, Anna Shallenberger, aka the ClosetLibrarian, was recently recognized in Best of the Business Web.  At SLA 2011 , she is a panelist  for “Integrating with Sales & Marketing to Capture & Deliver Intelligence.”  At the Intelligence Café, Anna will lead a discussion regarding Unique Information Sources & the Deep Web.   She was also a spotlight panelist @ SLA 2010 and served as conference planner for the CI Division.

by Jodi Gregory

As an independent information professional for over 15 years, I’ve stayed successful and future ready by continually “connecting the dots.”  It is important to stay connected and when networking, we should be thinking about how we can bring together the new people we meet with other people we know for mutually beneficial relationships.  Often my connectedness allows me to tap into my network for the expertise I need for that missing piece in satisfying an information request for a client.  No longer should we expect to provide answers to our client’s questions only from online services, the open or invisible web.

Our work is continually defined and re-defined by multiple and varying clients and our responses to them.  Since we are experts at evaluating and presenting information, we should utilize these skills to identify future trends and anticipate what our client’s needs and questions will be.  We can improve our efficiency by setting up dashboards or alerts on trending topics so that when a request comes our way, we are already knowledgeable about the best and most reliable sources for the information.  Having this knowledge allows us to be even more valuable to our clients.  I get a little thrill when I can stay to my clients “I’ve read about that lately and I have already identified some experts and great sources for this information.”

One example of a new trend is the use of infographics.  Have you begun incorporating infographics in the presentation of your research results?  As always, they need to be vetted for their validity and quality but visual and graphic presentation of information is appreciated by my clients.  I’ve taken this one step further by working with a graphic designer to create my own based on the information I’ve assembled in my research.

We are experts at disseminating information so we can and should use our talents to provide research in advance of a client need.  Let us be the ones to connect the dots and provide research and analysis that is future ready!

Jodi Gregory is the principal of Access Information Services.  She has been an independent information professional for over 15 years and is a past president of the Association of Independent Information Professionals (aiip.org). She is also a columnist for Cyberskeptic’s Guide to Internet Research published by Information Today.

by Quincie Rivers, Washington DC Chapter, Knowledge Management Division

InfoCurrent has had a ringside seat watching the library and information science world change over the last few decades. As the Information Management Division of CORESTAFF Services, InfoCurrent has a 40-year history of providing library services to a broad spectrum of business, industry and government clients.

While InfoCurrent continues to place traditional librarians, technicians and clerks, we are constantly being asked to find highly skilled professionals who can manage digital archives, content management systems, web content, digital rights management, taxonomy, e-learning, competitive intelligence and analysis and more.

To be “future ready” in today’s market means more than being proficient in traditional Library Sciences.  It means being futuristic, strategic, and quick to adapt to change. Employers are looking for librarians who are creative, flexible, innovative – who are at ease with technology and understand how that technology can help an organization manage their resources better. Information is key to a business’s growth. Hiring managers expect a librarian to be team oriented, collaborative, people focused. They want and need librarians who can become thought leaders, strategists and innovators.

As companies are exploring ways to recover and expand in the current economic climate, budgets continue to be under strict scrutiny.  Often with limited resources, library services must continue to evolve and become leaner, smarter and faster as the new age of technology and social media transforms our markets.

Organizations and businesses realize that the management of knowledge is a valuable commodity and necessary for growth.  It is not enough, however, just to manage information and provide a service but rather to proactively adopt new technologies and economies of scale.  Businesses who have sought skilled personnel to cost effectively deliver and streamline information now view these individuals in a far less traditional role.

How does one become future ready?  Become innovative and adapt to the evolution of business strategies as it relates to your specific industry.  While the demand for MLIS/MLS professionals remains high, the work environment will be a far less conventional business.  As long as you are flexible and have a curiosity for life-long learning, there will be a place in today’s future ready business world by translating traditional skills and adapting new technologies to their best and highest use.

The day of the back office librarian is vanishing. Professional Librarians are embedded in the teams they service. They are managing virtual researchers and collections, orchestrating the delivery of these valuable resources in whatever form they take. Expect to be part of a team collaboratively working to provide innovative solutions in a dynamic environment.

It’s an exciting time to be a librarian. At InfoCurrent we see the future every day.

InfoCurrent, with offices in Washington, DC, New York City, Boston and Houston, is the Information Management Division of CORESTAFF Services specializing in library and records management services.  InfoCurrent is a full-service, nationwide staffing firm offering temporary, temp-to-hire, direct hire and project management for almost every industry, on projects large and small, and on items from legal documents to art collections.  We keep pace with trends in both Library Sciences and Records Management, sharing best practices to help our clients build faster, nimbler – and smarter – organizations.

Compiled by Amy Affelt, Illinois Chapter, Business & Finance Division

Future Ready Toolkit

This post is from SLA’s new Future Ready Toolkit. The Toolkit was constructed by SLA members who have drawn upon substantial professional experience and alignment research to help you hone your skills in a way that is relevant and global. The toolkit is collaboration, alignment, adaptation, and community put into action.

Value-Added Intelligence

The knowledge that we provide is correct, citable, and on-point.  We deliver this knowledge on-time, in the format that the requestor finds most helpful, and either under or as close to budget as possible.

Facilitation of Good Decision-Making

We do this by gathering, organizing, and sharing high quality and highly-relevant information to ensure that the best decisions are made by our stakeholders.

Creation of a Culture of Knowledge Sharing

We do this by educating our colleagues on the best use of information sources (which are the most credible, most citable, etc.)

Creation of a Competitive Advantage

We do this by applying expert analysis to ensure that our stakeholders have the exact information they need to gain insight, understand trends, and secure an advantage over their competitors.

Expert Analysis

We go beyond “rip and ship” to inform the strategy of the organization by packaging results in such a way that sets the context for their use.  The knowledge that we provide ultimately reflects and enhances the organization’s overall goals.

Trend Identification and Insight

We look for trends across all industries and consider how those trends can be applied to our own work environments.  We anticipate the future by considering the present.  We read the news so that our stakeholders don’t have to, and we share developments immediately with stakeholders and in convenient formats such as through mobile applications.

Bottom-Line Benefits

Our work benefits the bottom line by saving stakeholders time and money.  We can conduct research more quickly and easily and achieve higher quality results than those with other job functions.

Context and Analysis for Knowledge and Results

We turn the information that we uncover into knowledge by setting the context for it as well as providing analysis of how it relates to the stakeholder’s challenge.  The stakeholder uses the knowledge we provide to ensure positive outcomes for the organization.

Amy is the chair of the SLA Public Relations Advisory Council, the Alignment Ambassador for the SLA Business and Finance Division, and director of database research at CompassLexecon, an economic consultancy.  She has a BA in History, Phi Beta Kappa, from the University of Illinois at Chicago and an MLS from Dominican University. Amy is coordinating the Future Ready Toolkit.

by Regina Mays and Gayle Baker

Today, many libraries find it necessary to demonstrate the impact of what they do and to illustrate how the products and services of the library contribute to the goals of the overarching institution. The future ready librarian must have an array of tools to accomplish this.

Return on Investment (ROI) is an approach that is commonly used in evaluating business investments. In the strictest sense, ROI is a quantitative measure expressed as a ratio of the value returned to the institution for each monetary unit invested in the library.  Since a library is not a business, however, and the value it provides is not always a direct monetary return, some researchers are broadening the conception of ROI to include returns that affect the bottom line downstream and measure inherent values.

Special libraries are no strangers to ROI. In fact, special libraries have been the frontrunners of this type of research. Griffiths and King performed numerous studies in both corporate and government agency libraries in the 80s and 90s using cost/benefit analysis and ROI. More recent ROI studies in special libraries have found returns of anywhere from 2:1 to 18.6:1 or even higher.

The first thing to ask when beginning to design an ROI study is: what constitutes value? A good place to start is by looking at the goals of your organization and identifying ways that the library might contribute to those goals. For example, two recent studies at the University of Illinois at Urbana-Champaign and the University of Tennessee on ROI of academic libraries to the grants process focused on the monetary return of grant funding secured partly through the help of library-provided citations. Another value in that equation is the support of faculty research and productivity in general, which may not have a direct immediate monetary return to the university, but contributes value nonetheless.  In the second study, 94.5% of submitted research proposals included citations obtained through the University of Tennessee Libraries.  Faculty members commented about how access to electronic journals helped them, not only with their research, but also with their teaching.

ROI is one of many approaches to assessment and is most effective as part of a suite of methods. Just as you wouldn’t use a screwdriver to hammer a nail, ROI won’t be the best tool to use in every area. ROI is especially useful when there is an immediate return, for example helping your institution secure grants or contracts. But for those areas in which it is appropriate, it can be a very effective way of measuring the return on invested resources and demonstrating the value of the library’s contribution to the goals of users and to the goals of the organization as a whole.

Finally, these results should be communicated in ways that are meaningful and relatable. Often, putting a human face on the numbers is an effective approach.  For example, adding interviews to accompany the numbers or developing personas of typical uses and users.

Some useful links:

• Cornell University Library: Library value calculations: http://research.library.cornell.edu/value
• Lib-Value Project (IMLS grant # LG-06-0909152-09): Much information, including a free searchable database of over 800 items on value and ROI literature on all types of libraries: http://libvalue.cci.utk.edu/
• NN/LM MidContinental Region: Online tools for evaluating programs and services: http://nnlm.gov/mcr/evaluation/tools.html
• ACRL Value of Academic Libraries Report: A good overview of value research in all types of libraries, including special libraries: http://www.acrl.ala.org/value/

Regina Mays is Program Manager for the IMLS funded study Value, Outcomes, and Return on Investment of Academic Libraries (“Lib-Value”) based at the Center for Information and Communication Studies at the University of Tennessee in Knoxville, TN.

Gayle Baker is Professor and Electronic Resources Coordinator at The University of Tennessee Libraries in Knoxville, TN, and has worked there since 1990. She is one of the librarians who is participating in the Lib-Value project.

by James Kane

In 1930, a paper cup salesman for the Lilly Tulip Cup Company walked into a Walgreen’s Drug Store near 43rd St. and Bowen Ave. in Chicago, IL and changed the world.

That’s a pretty dramatic statement, but it’s true. You see, paper cups were big business in the early part of the 20th century. As scientists and public heath officials warned people about the dangers of drinking from unwashed glassware and shared eating utensils, disposable food and beverage products became all the rage. And, of course, where there is a rage, there is a salesman.

One prime target of these paper cup peddlers were drug stores. After prohibition became law in 1919, the introduction of the soda fountain in American drug stores not only filled the social void caused by the closing of bars and speakeasies, but ushered in the dawn of the soft drink. Egg cremes, Black Cows, and Cherry Phosphates became staples of the new American diet, and the glasses they were served in the target of every paper cup salesman in the country.

All except one.

While most cup vendors made the obvious pitch to the drug store owners and soda fountain managers – no more broken glasses, no more dishwashing, no more risk of spreading disease – our salesman had a different take.  When he first walked into the Walgreen’s off 43rd Street, he knew that he couldn’t make a sale using the same tired  arguments that others had made before him. So, instead of trying to sell the products he brought with him that day, he stood in the back of the room and watched.  More importantly, he learned.

It was just before noon when the store began to fill up with day’s lunch crowd.  He watched as the first ten patrons arrived and took up all the seats at the fountain’s counter. And then watched as one by one the people from the streets entered the store, looked around for a vacant seat, and walked out the door, having never bought a thing. It was all that watching that made everything clear.  He knew what Walgreen’s problem was, and it wasn’t paper cups.

The problem Walgreen’s had was the same problem every soda fountain of its day had.  Not enough space. Everyone wanted a seat, but those who got there first didn’t want to leave.  Without the turnover, the stores were losing sales – and lots of them! Our salesman knew by observing one potential customer after another walk out the door without being served that the answer was not cups, it was lids. He explained to the Walgreen’s manager how he would increase the soda fountain’s sales tenfold without adding even one foot of new counter space. Yes, he would provide them with paper cups, but every one of those cups would come with a lid, and the concept of “take out” was born.

This is a story about the power of insight and the importance of stepping back to see what the real problem is.  We all have our bag of goods – the things we try to sell to others every day. We come ready to explain our value and convince the non-believers of our importance, only to be left dumbfounded that they just don’t get it. The tried and true paper cup pitch is “we can SAVE you money.” The insightful one is “we can MAKE you money.”

We all fall into the trap of trying to sell what we have instead of selling what others need. The first requires doing nothing more than what you have always done, the second demands that you step back and understand what the real problem is. Being “future ready” is not only about knowing how to go forward, it’s about knowing when to step back. Knowing how to put yourself in the shoes of others and figuring out what they truly need and want.  What your boss needs.  What your institution and organization needs.  What your client and customer needs.  What your industry needs.  Sometimes you may have the solution in your bag.  Sometimes you will need to order lids.

Insight is not a magical gift we are born with. It is something we develop – by listening, by watching, by learning, and by practicing empathy. It takes some time to get good at it, but the results are definitely worth the effort.  They certainly were for our paper cup salesman. He made the sale to Walgreens, but practicing insight would bring him even  greater rewards. Standing in the back of the room and watching what was really going on gave birth to the take-out business, and forever changed the course of Ray Kroc’s life. Applying what he learned at the Walgreen’s drug store in 1930 would influence his decision to buy a small restaurant in San Bernadino, California 20 years later from brothers Dick and Mac McDonald. The rest, as they say, is history.

Merging the worlds of business, neuroscience, and behavioral psychology, James Kane is one of the leading researchers and consultants in the science of loyalty and the role it plays in human relationships and the communities we form.Kane makes the case that loyalty is a complex human emotion and a fundamental part of our human nature. When an organization or individual demonstrates those loyalty-building behaviors, they can develop relationships that will last a lifetime and result in unwavering and unlimited support.

SLA has retained the services of James Kane for a 12-month pilot program where he will audit and assess one Chapter’s current relationships, consult with and train Chapter leadership, and develop and implement loyalty strategies that will have broad applicability to other SLA units. He is the closing keynote presentation at the SLA Annual Conference in Philadelphia.  For more information see JamesKane.com

Jill Blaemers,  San Diego Chapter Director; Taxonomy and Social Science Divisions

Cindy Romaine has challenged us each to become future-ready, that is, to prepare ourselves for our desired future. In considering how I want to respond to that challenge, I am reminded of a conversation I had many years ago, with an executive at the company I worked for at the time. He asked me where I wanted to be in five years. The smart, albeit cliché, response would have been to tell him that I wanted to be in his job in three years, but, nope, that’s not how I think. Instead, I told him that, in looking ahead, what I saw was a continuing evolution in how we organize, disseminate, and access information, and that our roles in it were going to need to evolve as well; I wanted to contribute to figuring the whole scheme out. Staking a claim to one particular route to the future wasn’t to me then, and it isn’t now, a viable option for an individual or a company.

We each sit in the midst of a constantly changing reality that is the result, at any given instant of time, of a myriad of individual, social unit, and societal-level decisions, small and momentous, all influenced by factors in the natural world. Not to be trite, but change is endemic to the human condition, so to be future-ready, we need to be eyes wide open to its fact and its force.  What we need to focus on is our contribution, as information professionals, to creating whatever that future looks like, and to be ready for that requires a certain mindset, attitude, and action, the point Cindy makes.

To me, being future-ready means many things. Personally and professionally, the minimum requirements are resilience and adaptability. Future-ready means bringing my skills of assessment and analysis to the status quo, as well as skepticism to calls for change for change’s sake and speed for speed’s sake. It means being ready and willing to get my hands dirty today with the hard work of implementing change that makes sense for tomorrow, at the same time scanning and evaluating the external environment for opportunities and threats, all with an eye on the horizon. It means a personal and professional commitment to lifelong learning and the incredibly lofty, yet so critical, goal of achieving an information-literate society in a world where information is seemingly available to everyone while, at the same time, a digital divide persists. Fundamentally, it means a laser focus on doing my best to help connect users with authoritative, accessible, actionable information.

Jill Blaemers is an information industry veteran, currently working independently providing consulting services related to product development of electronic academic reference databases and assessment of user needs and market conditions/opportunities. She serves as a Director on the Board of SLA – San Diego, and is a member of the SLA Social Science and Taxonomy Divisions.