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 Lisa Zwickey, Wisconsin Chapter, Transportation, Business & Finance, Leadership & Management Divisions

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.

Overview

Ask yourself where – and what – you want your library to be 5, 10, 20 years from now. If you’re coming up blank, it’s time to write a vision statement. And to ensure you get to that visionary spot, write yourself a mission statement while you’re at it.

Definitions

Vision statement – Defines the desired or intended future state of an organization or enterprise in terms of its fundamental and/or strategic direction. (Wikipedia)

Mission statement – Defines the fundamental purpose of an organization or enterprise, succinctly describing why it exists and what it does to achieve its vision. (Wikipedia)

Key Elements and Ideas

A vision statement is intended to portray where you want your organization to be in the future – it is your inspiration and the frame of reference for all your strategic planning. As a special library, your vision may be to be the main resource for empowering your fellow employees to make decisions to keep the company innovative and profitable.

Questions to ask yourself when composing a vision statement are:

• What do we do today? (We empower.)
• For whom do we do it? (Fellow employees and, ultimately, our customers.)
• What is the benefit? (Innovation and profitability.)

Be realistic, positive and align your statement with organizational values and culture.

The mission statement spells out how you will accomplish that vision. It briefly sets out how the information is collected and provided, what methods are best suited to your company’s needs (keeping in mind future technologies), and how the information may be used. For example, to empower employees to make decisions to keep the company innovative and profitable, the library will proactively provide information and analysis using current and reliable resources, value-added service and compatible and useful technologies. You may also want to mention that the library staff is committed to examining new and innovation methods of information delivery in order to provide superior customer service.

Questions to ask yourself when composing a mission statement are:

• What do we want going forward? (To be the main informational and analytical resource in the company.)
• When do we want to do it? (Proactively)
• How do we want to do it? (By using current and reliable resources, value-added service, compatible and useful technologies, and superior customer service.)

Be broad enough to allow for creative, and especially, in our field, technological growth. Write a statement that will distinguish your library from your company’s other departments and make sure it serves as a framework to evaluate current activities.

Resources

Libraries, Mission and Marketing: Writing Mission Statements That Work, by Linda K. Wallace. Chicago: ALA, 2003. 82p. $27, ALA members $24.30 (ISBN 0-83890-867-5) LC 2003-15471.

Scorecards for Results: A Guide for Developing a Library Balanced Scorecard, by Joseph R. Matthews. Westport CT: Libraries Unlimited, 2008. 112 p. $45 (ISBN-10: 1591586984, ISBN-13: 978-1591586982)

“Do You Know What Your Mission Is?” by Janet L. Balas; Computers in Libraries, Feb. 1, 2007.  Word Count: 2115

“Fine-tuning Your Mission: Your Mission Statement Can Put You Right on Top of Your Market – Or Make You Irrelevant,” by Robert A. Sevier; University Business, June 1, 2003. Word Count: 2010

“Solutions: Mission Not Impossible,” by Russell J. White; Credit Union Management, Jan. 3, 2002. Word Count: 1109

Lisa joined J.J. Keller’s Research and Technical Library in 1991 and works with all areas of the company in the areas of business and statistical research, marketing, product development and strategic planning. Lisa has a degree in journalism from the University of Wisconsin-Madison and was a news reporter for a daily newspaper for six years before earning her master’s degree in Library and Information Science, also from UW-Madison. She has been a member of SLA since 1995.

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

by Ethel M Salonen, Boston Chapter and SLA Past-President

What do I mean by GET INVOLVED? Involved in what? Get involved with your customer’s work program…get involved in their meetings…get involved by attending the meetings, programs, or conferences they attend…basically let them see your commitment to learning as much about their discipline as you can in order to provide the relevant products and services that will meet their needs.

How do I get involved?

• Work programs – Many information professionals are now embedded within their customer organizations. The MITRE Corporation has a group of 16 information professionals who are either physically located with their customers or are assigned to specific centers. They also have their work funded by these centers. Each of these individuals knows the issues and the problems that need solving and by using their research and analysis skills, are able to produce targeted products and services. They are considered as “business partners” or “subject matter experts.” What a terrific recognition of their efforts.
• Meetings – Attend customer meetings, programs or conferences, either in-person or via another communication medium. Customers will notice your attendance and as you contribute to the conversation, they will begin to see you as a business partner and as a valued member of the team.

How do I prove the ROI for this involvement?

Secure feedback from your customers and specifically request stories that demonstrate the value of your involvement. These stories and your reputation for getting involved with your customers work program will be enough to show that you are becoming Future Ready.

Ethel Salonen is the Department Head of Information Services at The MITRE Corporation.

Guy Kawasaki is the co-founder of Alltop.com, an “online magazine rack” of popular topics on the web, and a founding partner at Garage Technology Ventures.  Previously, he was the chief evangelist of Apple. Kawasaki is the author of ten books including Enchantment, Reality Check, The Art of the Start, Rules for Revolutionaries, How to Drive Your Competition Crazy, Selling the Dream, and The Macintosh Way. Kawasaki has a BA from Stanford University and an MBA from UCLA as well as an honorary doctorate from Babson College.

Cindy Romaine, SLA President 2011, caught up with Guy at the 2011 Consumer Electronics Show, where he was talking about his new book Enchantment: the Art of Changing Hearts, Minds and Actions. The ideas he brings forward in the book seem particularly relevant for information professionals right now.

This year, at the Consumer Electronic Show, you introduced ten ideas from your new book Enchantment: the Art of Changing Hearts, Minds and Actions. I came away from your talk convinced that librarians and information professionals need to learn about enchantment and take that lesson to heart. Using a broad brush, tell us what Enchantment is about.

Did you hear the story that a reporter asked Tom Clancy what his new book was about and he said, “It’s about $26.00,”? Mine is about $14, street. Actually, my book is about learning skills to become more enchanting so that you can delight your customers, employees, and bosses.

One key point you mention in Enchantment is achieving trustworthiness, which requires a knowledge of our users. What’s the best way to gain that knowledge and trust?

There isn’t a “best way” to gain knowledge and trust. Rather, the process requires an array of skills. The starting point of becoming trustworthy is that you trust others. There is a definite order here: first, you trust others and then they trust you. Then you need to be a baker, not an eater. A baker makes a bigger pie so that everyone’s slice is larger. An eater just tries to get as much of a finite pie as possible. Finally, trustworthy people are transparent and give for intrinsic,  as opposed to quid-pro-quo, reasons.

In an era of diminished resources and limited bandwidth, it’s tempting for information professionals to hunker down and focus on their core competencies. Yet in your new book, you share your idea of “defaulting to yes.” How does that work?

Defaulting to yes and focusing on core competencies are not mutually exclusive. Defaulting to yes means that when you meet people, you’re always thinking, “How can I help this person? If she asks for help, I will try to help.” Whether you help along the lines of your core competencies or not isn’t the key. What’s important is that you want to say yes and help.

I would think this is how librarians think anyway. Isn’t your default attitude to help people find information? Librarians can skip this part of the book.

This is me enchanting my boss. What does it look like?

Like it or not, the key to enchanting your boss is to drop everything when your boss asks you to do something. This can produce sub-optimal prioritization of tasks in the “big picture,” but it works. I never said enchanting people would be easy.

As you’d be the first to admit, not everyone has your phenomenal chutzpah. So, some of your prescriptions may seem a bit daunting. Can anyone be an enchanter? Please expand on this a little.

Enchantment is a matter of degrees, not either/or. Almost everyone can be more enchanting. Enchantment is like fitness: almost everyone can be more fit. Imagine if people were either fit or not fit, and there wasn’t anything you could do to change that.

I’m intrigued by your concept of reciprocity. In fact, I’ve been drawn into it, in asking you for this blog post—a great bit of mental jujitsu, by the way. What do you mean when you advise people to say “I know you would do the same for me?”

Reciprocity is what makes society work, and when society doesn’t work, it’s often because someone has violated the basic principle that if people help you, you should someday help them back. My hero, Robert Cialdini, is the person who taught me that when people thank you for doing something, the optimal response is “I know you would do the same for me.”

This phrase communicates three important points: first, I believe you’re an honorable person; second, we both know I did something significant for you; and third, someday you should repay me. That’s a lot of meaning packed into a simple phrase.

Cindy Romaine & Guy Kawasaki

In your book, How to Drive Your Competition Crazy: Creating Disruption for Fun and Profit you encourage people, when investigating their competitors to, “by all means, suck up to a research librarian.” We certainly appreciate the plug! Can you explain what you meant there and provide an example of your relationship with research librarians over the years?

Research librarians at the time I wrote that book held the keys to the golden castle of all the knowledge that was written down on paper. Mere mortals had a difficult time acquiring this knowledge without help. I can remember using the Reader’s Abridged Guide to Periodical Literature for hours in my youth.

Fast forward to today. There’s probably more knowledge than ever, and it’s more accessible than ever but the reinvented research librarian holds the key for using the Internet in the most effective manner. Many, but not all, people know how to use Google and Wikipedia, but Google and Wikipedia do not provide all of human knowledge. Some of that knowledge is locked away in private databases and some of that knowledge is difficult for a novice to find. That’s where research librarians still hold the key. They are the ultimate information curator no matter what hocus, pocus you hear about the “semantic web.”

You have your hand in many pies—writing, speaking, and running your company Alltop.com and Garage Ventures. How has a librarian or information professional helped you along the way?

Honestly, I don’t do much in-depth research for my writing, speaking, and running Alltop.com. The nature of my work is grinding it out and sucking it up. I’m the Mike Rowe (Dirty Jobs) of technology.

What’s your advice for a new college graduate just entering the workforce as an information professional?

The bottom line is that the Internet is the greatest threat or greatest promise ever to an information professional. On one hand, it democratizes information–bad news, does this mean information professionals are no longer necessary? On the other hand, there is so much information that it’s harder to find good, credible sources–good news, does this mean information professionals are more necessary than ever? A new college graduate should understand this dichotomy and, I think, has to reinvent what “information professional” means.

Get enchanted! Find Guy Kawasaki’s new book at his website: Enchantment: the Art of Changing Hearts, Minds and Actions.