IFEG 7 September 2000 Your future in your hands:

1. IFEG 7 September 2000 Your future in your hands: Working Smarter not Harder - marketing your services Sheila Pantry, OBE, BA, FLA, FIInf Sci. Information Management Consultant Sheila Pantry Associates Ltd 85 The Meadows, Todwick, Sheffield S26 1JG, UKTel:+44 (0)1909 771024 Fax: +44 (0)1909 772829 email: SheilaPantry@compuserve.comweb sites: www.hspublishing.com/hsworld http://panizzi.shef.ac.uk/training/manage.html www.shebuyersguide.com

2. Avoiding “If only I had known”………... • Scene setting….. Changing Roles ………… and the Challenges2

3. Changing Roles……Scene setting - technological advancements- higher bandwidth information- high-speed transmission- lower costs- organisations needs are changing- customer expectations are different- time and place ….. Irrelevant- no longer jobs for life.. Now portfolio jobs - implications for you and the customers 3

4. Challenges …… to be -able to work in fast moving information industry - flexible - able to offer the right set of skills - able to see how different skills will be needed in future scenarios - able TO KEEP UP WITH DEVELOPMENTS IN EDUCATION AND TRAINING (CPD) 4

5. The Opportunities - the potential impact of new digital technologies - technological and cultural change - information poor and information rich divide in your organisation - use of electronic mail > new services - more data sources>>>>>> MORE CAN BE LESS FOR SOME! - IDENTIFYING validated and authoritative data- trying out different types of services 5

6. Rapid changes and some problems - keep your eye on the changes - global village….. Dot com - customers are short of time- customers often don’t know what they want - customers not always IT or information literate - you need to understand the customer’s work - help them also to develop their “personal” as well as management skills… training opportunities 6

7. Your interpersonal skills ……... Communication skills • Telephoning skills - be prepared before you talk - list your points for discussion - don’t waste other people’s time - persuasion - smile7

8. Interpersonal skills ……Communication skills Meetings skills - be prepared - “cold” meeting - first time, first impressions - short time for impact - arranged meetings - formal with agenda and chairman and your actions - where you sit and why 8

9. Interpersonal skills • ……Communication skills • Presentation Skills……. • - how you look • - the do(s) and don’t(s) • - be prepared • - know your subject • - state what you are going to talk about • - tell the audience when questions can be asked 9

10. Interpersonal Skills……… • good listening skills - being able to stop talking and start to listen • ensure that you really do understand what is being said • negotiate services and Service Level Agreements 10

11. Presentation Skills……. • Writing skills - remember short attention span of reader - the one page report A4 bullet points - the executive summary 3/4 page - the progress report - the investigation report - the full report and contents 11

12. Presentation Skills……. • Writing skills continued - electronic mail - electronic services, e.g. SCANS - web sites - brochures and other advertising (remember costly & Memorable) - journals and newsletters 12

13. Time Management (TM)Skills….. - be punctual… other people’s time - prioritise work - avoid major time wasters - make use of regular strategic planning - cope with meetings - delegate and learn to say “NO” - deal with paperwork - use the tools of TM: diaries, planners and daily task lists 13

14. Management Skills….. - planning services n.b. Developing a Successful Service Plan - financial skills and costing skills - organising new services - project management • Knowledge Management - advantage position within an organisation ( know what is where and with whom) - advantage - possessing information skills and technology skills to organise, manage, produce and maintain information systems 14

15. Information Professionals need marketing and publicity skills……… • to be able promote their skills • to ensure that clients/customers will want to employ them again & again • to be one step ahead of the competition from either inside or outside the organisation • look constantly for opportunities to market the services 15

16. Being an Intrapreneur…someone who works within an organisation but acts in an entrepreneurial manner...other terms include: • internal entrepreneur social entrepreneur risk taker16

17. Characteristics of an Intrapreneur include:- vision - long term thinking - management skills - delegation, organisation, resource allocation - team working skills - motivation, team development • (source: Boyett and Findlay, 1993) 17

18. The organisation and the Intrapreneur • Find out what and who makes the organisation tick - the movers & shakers • Information Audit - true cost/value of information - need for, and cost of information that should be acquired - training needs of staff to be able to most effectively use the information - the need for a comprehensive, holistic system 18

19. KEEPING ONE STEP AHEAD OF THE CUSTOMER & MARKETING SERVICES • Essential for information team to keep up-to-date • Customer expectations & give the answers before the questions are asked • Further ways: SCANS inc daily news, training, induction courses, updating sessions especially when new services are offered, Internet/Intranet training and services, creating databases/CD-ROMS, e-SDI, e-linking to journals & full-text 19

20. KEEPING ONE STEP AHEAD OF THE CUSTOMER…in Marketing your services • Ensure quality • Provide and Enhance access to information • Imaginative use of the technologies • Turn information into value-added services • Keep the information team in creative mode • Make new partnerships …. Remember work smarter not harder 18

21. Successful Information Providers • will need to constantly keep up to date, • be in the right place at the right time • market their information services >>> Work smarter not harder <<<< AND HAVE LOTS OF LUCK…… 21

22. The Commercial ….further Reading1. Your Successful LIS career: planning your career, CVs,Interviews and Self-Promotion, by Sheila Pantry and Peter Griffiths LA Publishing, London ISBN 185604 329 0 2. The Complete Guide to Preparing and Implementing Service Level Agreements, by Sheila Pantry and Peter Griffiths LA Publishing, London ISBN 185604239 13. Developing a Successful Service Plan, by Sheila Pantry and Peter Griffiths LA Publishing London ISBN 185604 392 44. Becoming a Successful Intrapreneur, by Sheila Pantry and Peter Griffiths LA Publishing London ISBN 185604 292 8 Available from BookPoint Ltd 39 Milton Road, Abingdon, Oxon OX14 4TD, UK Tel: 01235 400 400 Fax: 01235 832 06822