The New Jersey State Library & the Highlands Regional Cooperative Library Funding and Resource Development Taskforce present: Valuing Libraries: Demonstrating the Contributions Libraries.
Download ReportTranscript The New Jersey State Library & the Highlands Regional Cooperative Library Funding and Resource Development Taskforce present: Valuing Libraries: Demonstrating the Contributions Libraries.
The New Jersey State Library & the Highlands Regional Cooperative Library Funding and Resource Development Taskforce present: Valuing Libraries: Demonstrating the Contributions Libraries Make to Their Communities A Two-part Workshop Sponsored By Arizona State Library, Archives and Public Records October 31 & November 1, 2006 Presented By: Joanne P. Roukens, Executive Director Highlands Regional Library Cooperative Denville, NJ www.hrlc.org Acknowledgements – Part 2 • HRLC Funding and Resource Development Taskforce • New Jersey State Library, Norma Blake & Jeff Kesper • Morris County Library, Lynne Olver • State Library of Iowa, Annette Wetteland • Neptune Public Library, Marian Bauman HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Special Acknowledgement To: www.webjunction.org & OCLC & The Bill and Melinda Gates Foundation HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Today is about communicating your library’s impact to your funders and stakeholders. Valuing Libraries – Part 2 Making Your Case Valuing Libraries Toolkit www.hrlc.org/funding/valuinglibs.htm Copies of everything you need, plus PowerPoints and other documents for the Arizona workshop are at: http://az.webjunction.org/do/Navigation?category= 372 HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Overview All materials for this workshop are based on the WebJunction “Demonstrating Impact” web documents http://webjunction.org/do/DisplayContent?id=1193 HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Review of Part 1 • Value – what is it and how do we enhance it • 7 steps to strategizing • Value Proposition • Quantify benefits HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Value Proposition If you give me this (the money I am seeking), you will get that (specific benefits that come from library services). HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Value Proposition What your library does well What your funders value HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 The Value Proposition Must fill two requirements: • Actionable by you and your organization • Credible and compelling to target audience HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 How did the quantifying go? Overview • Constructing your argument • Polishing your presentation • Telling how you make a difference HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Objectives After this program, you will be able to: • • • • Tell your story effectively Deliver a one or three minute speech Write an impact letter Make a ten-minute presentation HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Demonstrate Your Impact! 1. Make your case 2. Pitch your story 3. Sell your value HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Introduction Two ways to make the case: 1. Directly 2. Indirectly HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 1. Make Your Case Directly Strategizing Steps 1. 2. 3. 4. 5. 6. 7. Assess your resources Identify your target Become a lobbyist Identify what is important to funders Identify what you do best Determine how to articulate value Find the connection HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Funders and Stakeholders Who Are They? HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Funders and Stakeholders Who Are They? HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Exercise HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Construct Your Argument • Value of Services Document • Mission, vision statements, Strategic plan(s) • Budget • Southern Ontario Library Services workbook • Business plans • Use a spreadsheet HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Southern Ontario Library Services Workbook • Point by point arguments http://www.sols.org/librarydev/publicatio ns/index.htm HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Business Plans • Kenosha (WI) Public Library http://www.kenosha.lib.wi.us/publication s/BusinessPlans.html • Oakville (ON) Public Library http://www.opl.on.ca/BP_05_v9_OPLB_ Summary.pdf HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Oakville (ON) Public Library Two types of priorities: • Corporate – strategic planning, performance measurement, advocacy, town as partner • Customer Service – collections, branding & merchandizing, outreach, early childhood literacy, customer service impact HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Telling Your Story Toolkit • Telling Your Story Tool Kit – Joint Project of the Iowa Library Service Areas and the State Library of Iowa. http://www.silo.lib.ia.us/for-ialibraries/tell-library-story/ HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Seven Steps to Constructing Your Story 1. 2. 3. 4. 5. 6. 7. Plot – what? Characters – who? Setting – where? Audience – to whom and why? Script – what words? Technique – how? Props – what makes it believable? HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Things We Can Boast About: HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Talking to Power • “Talking to Power” by Kathy St. John http://webjunction.org/do/DisplayContent ?id=8581 HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Talking to Power • • • • • • Know your audience Know your organization or community Join clubs, committees, boards Use your contacts Be knowledgeable Be prepared HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Talking to Power • • • • • • • Learn to “sell” Be nice – firm, not demanding Be confident Be relentless & ubiquitous Be punctual Keep in touch Be brief HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 “Elevator Speech” • • • • • Important first impression Compelling and descriptive Highlights specific accomplishments Contains a benefit for the listener It’s a pitch disguised as conversation HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 B.A.S.E. • • • • Brief Articulate Sincere Enthusiastic HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 The “Elevator” Speech Answers: • • • • • Who am I? What do we do? Whom do we serve? What makes the library unique? How does the library bring value? HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Impact Letter • • • • • • • Not a request for money Provides additional information Puts the case in practical terms Brief format with punch Pertinent statistics Value of services Invitation to be in touch HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Impact Letter • Bob Watson of Lake Villa (IL) District Library sent this letter to his mayor and board members, translating the value of his library into dollars and cents. http://webjunction.org/do/DisplayConten t?id=8496 HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Exercise HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Making a Presentation Bad News Most people would rather be a corpse than have to give a eulogy. HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Good News • Presentation skills can be taught • Presentation skills can be learned HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Powerful Presenting • Presenting is not public speaking • Presenting is persuading HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Powerful Presenting • Enthusiastic • Flexible • Organized • Humorous • Audience focused • Purposeful HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Preparation and Content Eight steps: 1. 2. 3. 4. Develop Objectives Know Your Audience State the Main Ideas Supporting Materials HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Preparation and Content 5. 6. 7. 8. Create an Opener Structure the Main Body Develop Transitions Prepare the Closing HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Types of Openers • Quotations • Rhetorical question • Declarative statement • Real world situation • Current event • Scenario or illustration • Anecdotes HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Vocal Image • • • • • Pitch Pace Volume Resonance Pausing HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Vocal Problems • • • • • Harshness Nasal Tone Breathlessness Voice dropping and rising Mumbling, slurring and fillers HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Verbal Image • • • • Correct words Proper grammar Vocabulary Profanity, slang, jargon HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Visual Image Avoid: • • • • • Swaying back and forth Thumping or tapping furniture Staring at notes, ceiling or floor Pulling at parts of yourself Talking to the visual aid HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Visual Image Strengthen your image by: • • • • • Good eye contact Stand to the left Changing facial expression Appropriate gestures Stand straight, but at ease HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Questions POINT # 3 Anticipate POINT # 2 POINT # 1 Say when Plan for them HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Visual Aids • • • • • Increase persuasiveness Help in retention Organize presentation Emphasize points Present statistics HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Visual Aids - Guidelines • • • • • Simplicity Consistency Legibility Clarity Quality HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Handouts • • • • Extra copies Accessible and in order Timing Color HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 2. Make Your Case Indirectly A consistent program of branding and marketing attracts support and increases use Think Branding & Marketing! • Supplement your direct message • Complementary messages to wider audience • Specific goal of communicating your value • Create advocates HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Who Are Our Advocates? HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Sharing the Message • “Making the Case for Your Library” by Sally Gardner Reed. Excerpt from her book at: http://webjunction.org/do/DisplayContent ?id=8577 HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Marketing Asks: • • • • Who are we targeting? What are we offering customers? What drives their decisions? What is their library experience? HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Marketing Asks: • What could we do better? • What should we stop trying to do? • How can we communicate better? HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Marketing Resources at WebJunction http://webjunction.org/do/Navigation? category=393 HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Who Are We Marketing To? HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 What Services Can We Market? HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 HRLC Marketing and PR Taskforce • A full range of library marketing ideas and resources are available at: http://www.hrlc.org/marketing/mrktgfront.htm HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Ways to Deliver Your Message • • • • • • Awareness campaigns Annual reports Flyers, brochures, posters, bookmarks Press releases, newsletters, email Public Service Announcements Website – banners, blogs, RSS feeds HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Review • Make your case directly and indirectly • Toot your horn in 3 minutes or less • Prepare and deliver a persuasive speech • Marketing is important! • Create advocates and champions HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 ACTION! 1. Complete the workbook 2. Create your “Strategy for Communication” plan 3. Create 1 and 3 minute elevator speech 4. Stand and deliver your message 5. Write and send an impact letter HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Valuing Libraries Toolkit www.hrlc.org/funding/valuinglibs.htm Copies of everything you need, plus PowerPoints and other documents for the Arizona workshop are at: http://az.webjunction.org/do/Navigation?category= 372 HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 QUESTIONS? Next Steps? What else do you need? HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Conclusion Strategy + quantify = Impact HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 Valuing Libraries Contact Info: • Joanne P. Roukens, Executive Director Highlands Regional Library Cooperative 973-664-1776 [email protected] HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006 The Highlands Regional Library Cooperative (HRLC) is a proud member of the New Jersey Library Network. The Cooperative and its services are made possible in whole or part by funding to the New Jersey Library Network from the NJ State Legislature and the New Jersey State Library, an Affiliate of Thomas Edison State College. This workshop was made possible by a funding partnership between the New Jersey State Library and HRLC. Norma Blake, New Jersey State Librarian Joanne P. Roukens, Executive Director, HRLC HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006