Valuing Libraries: Demonstrating the Contributions Libraries Make to Their Communities

1. 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

2. 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

3. Special Acknowledgement To: www.webjunction.org & OCLC & The Bill and Melinda Gates Foundation HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006

4. Today is about communicating your library’s impact to your funders and stakeholders.

5. Valuing Libraries – Part 2 Making Your Case

6. 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

7. 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

8. 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

9. 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

10. What your library does well What your funders value Value Proposition HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006

11. 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

12. How did the quantifying go?

13. Overview • Constructing your argument • Polishing your presentation • Telling how you make a difference HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006

14. 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

15. Demonstrate Your Impact! • Make your case • Pitch your story • Sell your value HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006

16. Introduction • Directly • Indirectly Two ways to make the case: HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006

17. 1. Make Your Case Directly

18. Strategizing Steps • 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

19. Funders and Stakeholders Who Are They? · HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006

20. Funders and Stakeholders Who Are They? · HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006

21. Exercise HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006

22. 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

23. Southern Ontario Library Services Workbook • Point by point arguments http://www.sols.org/librarydev/publications/index.htm HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006

24. Business Plans • Kenosha (WI) Public Library http://www.kenosha.lib.wi.us/publications/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

25. 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

26. 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-ia-libraries/tell-library-story/ HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006

27. Seven Steps to Constructing Your Story • 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

28. Things We Can Boast About: HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006

29. 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

30. 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

31. 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

32. “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

33. B.A.S.E. • Brief • Articulate • Sincere • Enthusiastic HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006

34. 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

35. 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

36. 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/DisplayContent?id=8496 HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006

37. HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006

38. Exercise HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006

39. Making a Presentation

40. 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

41. Good News • Presentation skills can be taught • Presentation skills can be learned HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006

42. Powerful Presenting • Presenting is not public speaking • Presenting is persuading HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006

43. Enthusiastic Organized Audience focused Flexible Humorous Purposeful Powerful Presenting HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006

44. Preparation and Content Eight steps: • Develop Objectives • Know Your Audience • State the Main Ideas • Supporting Materials HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006

45. Preparation and Content 5. Create an Opener 6. Structure the Main Body 7. Develop Transitions 8. Prepare the Closing HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006

46. Quotations Rhetorical question Declarative statement Real world situation Current event Scenario or illustration Anecdotes Types of Openers HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006

47. Vocal Image • Pitch • Pace • Volume • Resonance • Pausing HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006

48. 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

49. Verbal Image • Correct words • Proper grammar • Vocabulary • Profanity, slang, jargon HRLC Funding & Resource Development Taskforce and the NJ State Library, 2006

50. 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