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VFM Value for Money. OR How not to get screwed and survive in the Downturn . A cautionary tale ? “Lies, damned lies and statistics “. BBC Morning NEWS. 250,000 less visited their local library last year ¼ million less visits in England. - Politician Close, Close, Close. Politics.

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Vfm value for money
VFM Value for Money


How not to get screwed and survive in the


A cautionary tale lies damned lies and statistics
A cautionary tale ?“Lies, damned lies and statistics “

Bbc morning news
BBC Morning NEWS

  • 250,000 less visited their local library last year

  • ¼ million less visits in England. - Politician

  • Close, Close, Close.


P.I’s etc. can be used to crucify you

Need a….



Option 1
Option 1


the classic book on persuasion, explains the psychology of why people say yes – and how to apply these understandings.”


The Psychology of Persuasion


Robert B. Cialdini

Cialdini defines six weapons of influence
Cialdini defines six "weapons of influence”

  • Reciprocity - People tend to return a favour, thus the pervasiveness of free samples in marketing.

  • Commitment and Consistency - If people commit, orally or in writing, to an idea or goal, they are more likely to honour that commitment because of establishing that idea or goal as being congruent with their self image

  • Social Proof - People will do things that they see other people are doing. For example, in one experiment, one or more confederates would look up into the sky; bystanders would then look up into the sky to see what they were seeing. At one point this experiment aborted, as so many people were looking up that they stopped traffic.

  • Authority - People will tend to obey authority figures, even if they are asked to perform objectionable acts. Cialdini cites the Milgram experiments in the early 1960s - and the Nuremburg Defence.

  • Liking- People are easily persuaded by other people that they like. e.g. viral marketing. People were more likely to buy if they liked the person selling it to them. Some of the many biases favouring more attractive people are discussed.

  • Scarcity - Perceived scarcity will generate demand. For example, saying offers are available for a "limited time only" encourages sales.

Option 2
Option 2

HSE Library Services

Haemorrhaging Resources

Especially Staff

Oct. 2006 67.26

Oct. 2008 55.47

Oct. 2010 49.93

Losing 1/3 of our staff in 4 years

Change the focus : A Case Study


In business

Everything comes down to money at some stage.

Investigate &


National report
National Report


  • Revised January 2010


  • Brendan Leen, A. Regional Librarian, Lacken, Kilkenny

  • Emma Quinn, Librarian, Waterford Regional Hospital

  • Tony Linnane, Regional Librarian, Merlin Park Hospital, Galway

Savings of over a million
Savings of over a million !

  • But not from us !!

  • Investigated and found over ½ of money spent

    on library related material

  • Not spent by libraries

  • Savings made out of refining and

  • Ultimately taking over this spending.

How ?

  • Ways to identify ?

  • Small audit, for example, get list of top 50 suppliers to your organisation

  • Be snoopy e.g. visit other areas, offices.

  • Those books, journals on those shelves did they order through you

  • Remember : If they did not personally pay for their own book etc. it belongs to the organisation

And finally
And ..Finally

False Economy

Get beyond the cynical

“Someone who knows the price of everything

And the value of nothing”

Libraries have Soul

Libraries the medicine chest of the soul

Libraries … the medicine chest of the soul

Inscription over the door of the Library at Thebes

Ancient Egypt