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June 14, 2008

"Constructive Bragging" - a fine art deserving more attention

When information professionals perform "miracles" for their clients, they sometimes modestly refrain from touting the accomplishment.  That's a pity - for the organization in question, for the information profesional in question, and for the profession overall.  Good news stories - how the investment in the expertise and content in the information center or library paid off in helping the organization move toward its goals or addressing its challenges - deserve to become well known, and it is our job to make that happen.  But fear not - we can raise awareness without any 'cringe factor'.  I know of one special library whose bulletin is eagerly read by constituents because it regularly brings stories about how a specific situation was addressed by the staff or by the tools made available.  The "you can, too" value is high and the factual nature of the stories secures credibility.  So let's not be modest and think "well, it's all in day's work" ... instead let's think "how can we tell others about this success in such a way as to add to the overall awareness of what is available in that mysterious entity called the library."  Go ahead, brag away.

June 13, 2008

Value focused selling: Australian inspiration

For anyone queasy about "selling" I have great news.  Through my colleague Heather Carine in Australia (www.carineresearch.com.au), I have had the pleasure of reading Robyn Haydon's outstanding book The Shredder Test (see www.winningwords.com.au).  Robyn's book, detailing how to write a winning sales proposal, is a joy to read - clear, down to earth, and pointed!  For those wanting a powerful step up in the impact of their sales proposals, reading Robyn's book will be an eye opener.  Why do I like it so much?  Because it focuses on what the client needs to hear.  Robyn's book shows how a sales proposal is indeed a service to the potential client in showcasing the ways in which proposed initiatives may succeed.  We information professionals, though we are not selling products or engineering projects, will benefit from the sharp instructions made in Robyn's book through the reinforcement that selling is a service when it is done properly.

Naturally, I swapped Robyn a copy of my Business Cases for Info Pros: Here's Why, Here's How (http://books.infotoday.com/books/BusinessCasesforInfoPros.shtml).  We focus on different client scenarios  but we believe in the same principles ... thanks to Heather for making the connection.