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Personal
Influence:
How to
Position the
Librarian for
Success
Stephen Abram, MLS
SJSU SLIS
April 4, 2014
Sjsu personal influence
Sjsu personal influence
Sjsu personal influence
Sjsu personal influence
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
Sjsu personal influence
Sjsu personal influence
Sjsu personal influence
Sjsu personal influence
Sjsu personal influence
Sjsu personal influence
Sjsu personal influence
Sjsu personal influence
Sjsu personal influence
Sjsu personal influence
START WITH THE “WHY?”
Influence out of context is just a party conversation.
Sjsu personal influence
Sjsu personal influence
Internal Benefits
Clarity of purpose
Motivator for members
Compass for communications
Efficiencies in marketing
External Benefits
Recognition in the market place
Differentiation from competitors
Loyalty of existing members
Attracting new members
Benefits
Elements of Identity
VoiceValuesPromise
• Information Roles
• Information Habits
• Perceptions of Value
• Perceptions of Role
Key Findings
43%
36%
35%
30%
27%
26%
19%
15%
15%
8%
5%
Company Information
Market Research Reports & Services
Education & Training
Scientific, Technical & Medical
News
Human Resources
Legal & Regulatory
Credit & Financial
B2B Trade
Yellow Pages & Directories
Do not use information
Top information categories
Information Habits
40%
18%
42%
23%
10%
13%
18%
7%
8%
3%
10%
28%
14%
15%
4%
14%
7%
7%
3%
2%
33%
22%
19%
19%
18%
16%
16%
13%
13%
12%
8%
8%
7%
7%
7%
6%
5%
4%
6%
8%
11%
2%
Making information available to the desktop
Providing competitive intelligence information
Conducting research on users' behalf
Providing training on search/use of information
Managing internal content
Analyzing research results on users' behalf
Helping locate information/experts
Research staff working on project teams
Managing a portal or intranet
Integrating content into work processes
Providing an alerting service on selected topics
Managing a physical library and print collection
Evaluating and purchasing content sources
Staffing a reference desk, call center, etc.
Consultation on organizing information
Providing customized information products
Document delivery
Managing external content
Information architecture
Copyright compliance
Other
Providers
Users
Most Valuable Information Roles (Users vs. Providers)
Perceptions of Value
Most Important Attributes of Information Resources
94%
93%
93%
93%
91%
91%
89%
89%
89%
88%
87%
86%
86%
84%
81%
80%
78%
78%
72%
72%
69%
68%
66%
50%
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
Relevance of information
(94%)
Timeliness (93%)
Ease of use/access
(93%)
Access to most current
information (93%)
Perceptions of Value
Value of Information to Organizations
79%
77%
76%
76%
71%
70%
67%
67%
66%
66%
65%
65%
63%
60%
59%
58%
53%
51%
44%
I know where to store info
I know how to integrate info into my workflow
Info is easy to access once I find it
I have a good understanding of what is available
I have access to high quality content
I know how to manage proprietary documents/data
It is easy to find info I use to make daily decisions
Info helps me make strategic decisions
Info is easy to find
The info I need is effectively integrated into my workflow
Quality/credibility/accuracy is clearly discernable
I have had adequate training on how to search for/use info
Info is timely/frequently updated
Info saves me time
It is easy to find info I use to make critical, high-risk decisions
There are effective processes in place for sharing internal info
Info pros are deeply integrated into my org's business processes
Info helps me save money
Info helps me generate revenue
Perceptions of Value
50%
45%
45%
40%
38%
36%
33%
31%
26%
26%
25%
21%
21%
12%
Make resources and info accessible in a timely, convenient secure manner
Create a culture of continuous learning and knowledge sharing
Provide credible/customized/contextualized info to promote informed decisions
Save time & money by efficiently/effectively obtaining info
Facilitate good decision-making by acquiring/authenticating valuable resources
Provide expert analysis and deliver value-added intelligence
Provide insights and identify trends to create competitive advantage
Anticipate and address info needs to achieve organizational objectives
Develop & demonstrate KM expertise across industries and disciplines
Access networks of experts/colleagues to obtain info & best practices
Collaborate to better understand how to approach challenges & opportunities
Pursue continuous learning through innovative technology & education practices
Promote information literacy through training & education
Embrace Web 2.0 technologies in the management & dissemination of info
Role of Information Professionals
Perceptions of Role
Role of Association/Organization
Perceptions of Role
50%
45%
45%
40%
38%
36%
33%
31%
26%
26%
25%
21%
21%
12%
Make resources and info accessible in a timely, convenient secure manner
Create a culture of continuous learning and knowledge sharing
Provide credible/customized/contextualized info to promote informed decisions
Save time & money by efficiently/effectively obtaining info
Facilitate good decision-making by acquiring/authenticating valuable resources
Provide expert analysis and deliver value-added intelligence
Provide insights and identify trends to create competitive advantage
Anticipate and address info needs to achieve organizational objectives
Develop & demonstrate KM expertise across industries and disciplines
Access networks of experts/colleagues to obtain info & best practices
Collaborate to better understand how to approach challenges & opportunities
Pursue continuous learning through innovative technology & education practices
Promote information literacy through training & education
Embrace Web 2.0 technologies in the management & dissemination of info
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
Language Exploration
Respondents were asked to rate specific words and concepts
Frequency of M ention
IntensityofLiking
M ore
Liked
Less
Liked
These w ords
represent the
buzz portion of
the concept,
m any people
m ention them
positively
Finding better
choices for
w ords or
phrases plotted
here w ill help
the concept
There will always be
words that are less
liked than others, our
goal is to have them
m entioned as
infrequently as
possible
W ords with positive
m entions are always
good, perhaps there
are words that while
positive, could be
replaced with ones
m entioned m ore
often
Interactive Editor
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
Five Key Findings
Communications Framework
Key Messages
Core Values
Vision & Mission
Positioning
Statement
PROFESSION
ASSOCIATON
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
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.
Prof. development
[SLA] provides
members with
continuous learning
opportunities to explore
and master emerging
technologies, develop
leadership skills and
achieve professional
success.
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
You are engaging in a long term relationship!
Invest your personality
Position Yourself and not merely your resources . . .
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?
YOUR COMPETENCIES – NOT JUST YOUR SKILLS
YOUR INSIGHTS AND ADVICE
YOUR NETWORK AND CONNECTIONS
YOUR RESOURCES
YOU!
What are you selling?
4 P’s of Personal Influence
• Plug-in
• Proactive
• Personable
• Professional
Stand Out in a Crowd
Stephen Abram, MLS, FSLA
SJSU SLIS International Advisory Board
Lighthouse Consulting and Dysart & Jones Associates
Cel: 416-669-4855
stephen.abram@gmail.com
Stephen’s Lighthouse Blog
http://stephenslighthouse.com
Thanks!

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Sjsu personal influence

  • 1. Personal Influence: How to Position the Librarian for Success Stephen Abram, MLS SJSU SLIS April 4, 2014
  • 6. You are your own BRAND!
  • 7. Be CLEAR on your Uniqueness
  • 10. IDEAS are the Currency of Influence
  • 11. Sharing an IDEA has VALUE
  • 15. What is your PERSONAL Positioning?
  • 16. Bring Your Personality to the Party
  • 17. Managing Your Brand Equity • Your social presence in person – Dress – Voice – Office – Handshake – Active listening – Conversation pieces – The Introvert Advantage
  • 18. Managing Your Brand Equity • Your digital social presence – LinkedIn – Facebook – Twitter – Website – e-mail signature – Your digital photo(s) – Google search – Publications
  • 19. 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?
  • 20. What is the one thing we do wrong too often? We don’t . . . _______________________
  • 21. Ask for the Sale!
  • 22. 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
  • 33. START WITH THE “WHY?” Influence out of context is just a party conversation.
  • 36. Internal Benefits Clarity of purpose Motivator for members Compass for communications Efficiencies in marketing External Benefits Recognition in the market place Differentiation from competitors Loyalty of existing members Attracting new members Benefits
  • 38. • Information Roles • Information Habits • Perceptions of Value • Perceptions of Role Key Findings
  • 39. 43% 36% 35% 30% 27% 26% 19% 15% 15% 8% 5% Company Information Market Research Reports & Services Education & Training Scientific, Technical & Medical News Human Resources Legal & Regulatory Credit & Financial B2B Trade Yellow Pages & Directories Do not use information Top information categories Information Habits
  • 40. 40% 18% 42% 23% 10% 13% 18% 7% 8% 3% 10% 28% 14% 15% 4% 14% 7% 7% 3% 2% 33% 22% 19% 19% 18% 16% 16% 13% 13% 12% 8% 8% 7% 7% 7% 6% 5% 4% 6% 8% 11% 2% Making information available to the desktop Providing competitive intelligence information Conducting research on users' behalf Providing training on search/use of information Managing internal content Analyzing research results on users' behalf Helping locate information/experts Research staff working on project teams Managing a portal or intranet Integrating content into work processes Providing an alerting service on selected topics Managing a physical library and print collection Evaluating and purchasing content sources Staffing a reference desk, call center, etc. Consultation on organizing information Providing customized information products Document delivery Managing external content Information architecture Copyright compliance Other Providers Users Most Valuable Information Roles (Users vs. Providers) Perceptions of Value
  • 41. Most Important Attributes of Information Resources 94% 93% 93% 93% 91% 91% 89% 89% 89% 88% 87% 86% 86% 84% 81% 80% 78% 78% 72% 72% 69% 68% 66% 50% 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 Relevance of information (94%) Timeliness (93%) Ease of use/access (93%) Access to most current information (93%) Perceptions of Value
  • 42. Value of Information to Organizations 79% 77% 76% 76% 71% 70% 67% 67% 66% 66% 65% 65% 63% 60% 59% 58% 53% 51% 44% I know where to store info I know how to integrate info into my workflow Info is easy to access once I find it I have a good understanding of what is available I have access to high quality content I know how to manage proprietary documents/data It is easy to find info I use to make daily decisions Info helps me make strategic decisions Info is easy to find The info I need is effectively integrated into my workflow Quality/credibility/accuracy is clearly discernable I have had adequate training on how to search for/use info Info is timely/frequently updated Info saves me time It is easy to find info I use to make critical, high-risk decisions There are effective processes in place for sharing internal info Info pros are deeply integrated into my org's business processes Info helps me save money Info helps me generate revenue Perceptions of Value
  • 43. 50% 45% 45% 40% 38% 36% 33% 31% 26% 26% 25% 21% 21% 12% Make resources and info accessible in a timely, convenient secure manner Create a culture of continuous learning and knowledge sharing Provide credible/customized/contextualized info to promote informed decisions Save time & money by efficiently/effectively obtaining info Facilitate good decision-making by acquiring/authenticating valuable resources Provide expert analysis and deliver value-added intelligence Provide insights and identify trends to create competitive advantage Anticipate and address info needs to achieve organizational objectives Develop & demonstrate KM expertise across industries and disciplines Access networks of experts/colleagues to obtain info & best practices Collaborate to better understand how to approach challenges & opportunities Pursue continuous learning through innovative technology & education practices Promote information literacy through training & education Embrace Web 2.0 technologies in the management & dissemination of info Role of Information Professionals Perceptions of Role
  • 44. Role of Association/Organization Perceptions of Role 50% 45% 45% 40% 38% 36% 33% 31% 26% 26% 25% 21% 21% 12% Make resources and info accessible in a timely, convenient secure manner Create a culture of continuous learning and knowledge sharing Provide credible/customized/contextualized info to promote informed decisions Save time & money by efficiently/effectively obtaining info Facilitate good decision-making by acquiring/authenticating valuable resources Provide expert analysis and deliver value-added intelligence Provide insights and identify trends to create competitive advantage Anticipate and address info needs to achieve organizational objectives Develop & demonstrate KM expertise across industries and disciplines Access networks of experts/colleagues to obtain info & best practices Collaborate to better understand how to approach challenges & opportunities Pursue continuous learning through innovative technology & education practices Promote information literacy through training & education Embrace Web 2.0 technologies in the management & dissemination of info
  • 45. 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 Language Exploration
  • 46. Respondents were asked to rate specific words and concepts Frequency of M ention IntensityofLiking M ore Liked Less Liked These w ords represent the buzz portion of the concept, m any people m ention them positively Finding better choices for w ords or phrases plotted here w ill help the concept There will always be words that are less liked than others, our goal is to have them m entioned as infrequently as possible W ords with positive m entions are always good, perhaps there are words that while positive, could be replaced with ones m entioned m ore often Interactive Editor
  • 47. 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 Five Key Findings
  • 48. Communications Framework Key Messages Core Values Vision & Mission Positioning Statement PROFESSION ASSOCIATON
  • 49. 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.
  • 50. 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.
  • 51. 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.
  • 52. 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.
  • 53. 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.
  • 54. 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.
  • 55. Key Messages for the Association 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. Prof. development [SLA] provides members with continuous learning opportunities to explore and master emerging technologies, develop leadership skills and achieve professional success. 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.
  • 56. 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”
  • 57. Selling Ideas You are engaging in an INFLUENCE agenda. Selling is not a dirty word! Politics is not a dirty word!
  • 58. Selling Yourself You are engaging in a long term relationship! Invest your personality Position Yourself and not merely your resources . . . 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?
  • 59. YOUR COMPETENCIES – NOT JUST YOUR SKILLS YOUR INSIGHTS AND ADVICE YOUR NETWORK AND CONNECTIONS YOUR RESOURCES YOU! What are you selling?
  • 60. 4 P’s of Personal Influence • Plug-in • Proactive • Personable • Professional
  • 61. Stand Out in a Crowd
  • 62. Stephen Abram, MLS, FSLA SJSU SLIS International Advisory Board Lighthouse Consulting and Dysart & Jones Associates Cel: 416-669-4855 stephen.abram@gmail.com Stephen’s Lighthouse Blog http://stephenslighthouse.com Thanks!