valuing school libraries: demonstrate your impact webinar hosted by cjrlc, hrlc, infolink and sjrlc...
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Valuing School Libraries: Valuing School Libraries: Demonstrate Your ImpactDemonstrate Your Impact
Webinar Hosted by CJRLC, HRLC, INFOLINK and SJRLCWebinar Hosted by CJRLC, HRLC, INFOLINK and SJRLC
February 4, 2010February 4, 2010
Presented by Presented by Joanne P. Roukens, Executive DirectorJoanne P. Roukens, Executive Director, , HRLC
www.hrlc.orgwww.hrlc.org
The Highlands Regional Library Cooperative and the NJ State Library Presents:
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Acknowledgements Acknowledgements
• Miriam Parkinson, Miriam Parkinson, School Librarian, School Librarian, Thomas Jefferson Middle School, Fair Lawn
• Hilda Weisburg, Hilda Weisburg, retired library media retired library media specialist from Morristown High School specialist from Morristown High School and past president of NJASLand past president of NJASL
Valuing LibrariesValuing Libraries is about is about showing you how valuable showing you how valuable your library is and how you your library is and how you
can communicate its impact to can communicate its impact to your administrators, faculty your administrators, faculty
and parents.and parents.
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ObjectivesObjectives
You will be able to:You will be able to:
• Define what is valuable to customers and Define what is valuable to customers and funders/stakeholdersfunders/stakeholders
• Execute a seven-part strategic processExecute a seven-part strategic process• Identify your library’s “Value Proposition”Identify your library’s “Value Proposition”• Quantify your library’s valueQuantify your library’s value• Make your caseMake your case
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WebJunctionWebJunction
Materials from this workshop are in part based on Materials from this workshop are in part based on the WebJunction “Demonstrating Impact” the WebJunction “Demonstrating Impact”
web documents.web documents.
http://tinyurl.com/yga3gsq http://tinyurl.com/yga3gsq
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Valuing Libraries ToolkitValuing Libraries Toolkit
www.hrlc.org/funding/valuinglibs.htm www.hrlc.org/funding/valuinglibs.htm
All the materials in the Valuing Libraries Toolkit are available at:
Who Are Our Participants Who Are Our Participants Today?Today?
A.A. School LibrarianSchool Librarian
B.B. Public LibrarianPublic Librarian
C.C. OtherOther
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Which type of school?Which type of school?
A.A. ElementaryElementary
B.B. MiddleMiddle
C.C. High SchoolHigh School
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OverviewOverview
1.1. StrategizeStrategize
2.2. Quantify Quantify
3.3. Make the CaseMake the Case
Three steps to demonstrating impact:
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Value and VisionValue and Vision
• What is value?What is value?– "Value and Vision" by Eleanor Jo “Joey” "Value and Vision" by Eleanor Jo “Joey”
Rodger, Rodger, American LibrariesAmerican Libraries, Nov. 1, 2002, Nov. 1, 2002
• Ideas of value have changedIdeas of value have changed• Moving target, constantly needs Moving target, constantly needs
assessmentassessment• Usefulness, quality, availability, imageUsefulness, quality, availability, image
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Value and VisionValue and Vision
• What it is What it is notnot::
– Historic, tradition, etc… is not valuableHistoric, tradition, etc… is not valuable– Doesn’t correspond to staff ideas of importanceDoesn’t correspond to staff ideas of importance– Is not about our professional valuesIs not about our professional values
• Our personal sense of value - doesn’t matter much Our personal sense of value - doesn’t matter much unless is matches that of our users.unless is matches that of our users.
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Value and VisionValue and Vision
• Not enough money to go aroundNot enough money to go around
• How do we create more value?How do we create more value?
• Doing wrong things well does not Doing wrong things well does not create valuecreate value
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Value and VisionValue and Vision
Strategic triangle Strategic triangle
1.1. Publicly valuablePublicly valuable2.2. Politically and legally supportedPolitically and legally supported3.3. Administratively and operationally feasibleAdministratively and operationally feasible
Pub
licly
Val
uabl
e
Political &
Legal Support
Feasible
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Value and VisionValue and Vision
• Evaluate each serviceEvaluate each service
• Identify feasible enhancementsIdentify feasible enhancements
• Listen and understand agendasListen and understand agendas
• Recognize trends and Recognize trends and realignrealign
Enhance Value:
Demonstrating ImpactDemonstrating Impact
Part 1: StrategizingPart 1: Strategizing
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7 Strategizing Steps7 Strategizing Steps
1.1. Assess your resourcesAssess your resources
2.2. Identify your targetIdentify your target
3.3. Become a lobbyistBecome a lobbyist
4.4. Identify what is important to fundersIdentify what is important to funders
5.5. Identify what you do bestIdentify what you do best
6.6. Determine how to articulate valueDetermine how to articulate value
7.7. Find the connectionFind the connection
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Valuable to Your Valuable to Your Students & FacultyStudents & Faculty
• Getting along with othersGetting along with others• SafetySafety• Fast Internet accessFast Internet access• Necessary resourcesNecessary resources• Up-to-date, working technology, and helpUp-to-date, working technology, and help
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Valuable to Your Valuable to Your Students & FacultyStudents & Faculty
• Place to make copiesPlace to make copies• Info on their needs and interestsInfo on their needs and interests• Place to meet and socializePlace to meet and socialize• FriendlinessFriendliness• Pleasant surroundingPleasant surrounding
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Valuable to Your Valuable to Your Students & FacultyStudents & Faculty
• Finding what the want when they want itFinding what the want when they want it
• TimeTime
• One stop shopping for everythingOne stop shopping for everything
• On-demand trainingOn-demand training
• Entertainment and recreationEntertainment and recreation
• Quality product, current infoQuality product, current info
• Social meeting placeSocial meeting place
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Valuable to Your Valuable to Your Students & FacultyStudents & Faculty
• 24/7 services24/7 services
• To be listened to, have needs metTo be listened to, have needs met
• Pre-packaged informationPre-packaged information
• Your research skills, your expertise, Your research skills, your expertise, knowledgeknowledge
• Materials for diverse reading levelsMaterials for diverse reading levels
• Getting into a good collegeGetting into a good college
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Valuable to Valuable to Administrators, Administrators, Parents and FundersParents and Funders
• Controlling costsControlling costs• Football fieldsFootball fields• Safe placeSafe place• Multipurpose meeting spotMultipurpose meeting spot• ShowplaceShowplace• High test scores – funding, property valuesHigh test scores – funding, property values
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Valuable to Valuable to Administrators, Administrators, Parents and FundersParents and Funders
• Getting into the right collegeGetting into the right college• Statistics Statistics • Excellent teachersExcellent teachers
• Good test scoresGood test scores
• Good community relationshipsGood community relationships
• LiteracyLiteracy
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Valuable to Valuable to Administrators, Administrators, Parents and FundersParents and Funders
• Return on investmentReturn on investment
• Happy parentsHappy parents
• Appearance of libraryAppearance of library
• Wowed by technologyWowed by technology
• Intellectual and cultural pursuitsIntellectual and cultural pursuits
• Want you thereWant you there
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Valuable to Valuable to Administrators, Administrators, Parents and FundersParents and Funders
• Cooperative learning – partnershipsCooperative learning – partnerships
• Support of district goalsSupport of district goals
• Your expertiseYour expertise
Valuable to Valuable to BothBoth
• Safety, safe placeSafety, safe place• Meeting/socialize/showplaceMeeting/socialize/showplace• Pleasant surroundings, appearancePleasant surroundings, appearance• Fast, up-to-date working technologyFast, up-to-date working technology• Getting into the right/good collegeGetting into the right/good college• Necessary resources/district goals/test Necessary resources/district goals/test
scoresscores• Entertainment, recreation, intellectual, Entertainment, recreation, intellectual,
cultural pursuitscultural pursuits
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Valuable to Valuable to BothBoth
YOU – your expertise, help, knowledgeYOU – your expertise, help, knowledge
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Create a Value PropositionCreate a Value Proposition
A value proposition is a clear statement of A value proposition is a clear statement of the tangible results a customer gets from the tangible results a customer gets from
using your products or services. using your products or services.
The more specific your value proposition is, The more specific your value proposition is,
the better.the better.
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The Value PropositionThe Value Proposition
• An offer, not a demandAn offer, not a demand
• Not what you valueNot what you value
• Only valuable perspective is the customer’sOnly valuable perspective is the customer’s
• Valuable in a competitive environment Valuable in a competitive environment
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OROR
If you give me If you give me thisthis (the money I am seeking), (the money I am seeking),
you will get you will get thatthat (specific benefits that come from library (specific benefits that come from library
services). services).
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OROR
The promise that a library makes to itsThe promise that a library makes to its
customers about what they can expectcustomers about what they can expect
to receive in return for their time, to receive in return for their time,
their effort, their loyalty, and their effort, their loyalty, and especiallyespecially their their dollars.dollars.
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Value PropositionValue Proposition
What your library does well
What your funders value
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The Value PropositionThe Value Proposition
1.1. ActionableActionable by you and your organization by you and your organization
2.2. CredibleCredible and and compellingcompelling to target audience to target audience
Must fill two requirements:
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Niceville School Value Niceville School Value PropositionProposition
When you use the library, you can count on When you use the library, you can count on a welcoming atmosphere where you can a welcoming atmosphere where you can quickly find information for assignments, quickly find information for assignments,
teaching, great books to read and teaching, great books to read and computers to use for word processing, computers to use for word processing,
databases, websites and more. databases, websites and more. Assistance is always readily available. Assistance is always readily available.
Demonstrating ImpactDemonstrating Impact
Part 2: QuantifyingPart 2: Quantifying
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7 Strategizing Steps7 Strategizing Steps
1.1. Assess your resourcesAssess your resources
2.2. Identify your targetIdentify your target
3.3. Become a lobbyistBecome a lobbyist
4.4. Identify what is important to fundersIdentify what is important to funders
5.5. Identify what you do bestIdentify what you do best
6.6. Determine how to articulate valueDetermine how to articulate value
7.7. Find the connectionFind the connection
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Approaches to QuantifyingApproaches to Quantifying
1.1. Traditional statisticsTraditional statistics
2.2. Outcome Based Evaluation - OBEOutcome Based Evaluation - OBE
3.3. Return on investment - ROIReturn on investment - ROI
4.4. AnecdotalAnecdotal
5.5. Data from peersData from peers
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What You Are Going to Do! What You Are Going to Do!
1.1. Gather your statistics Gather your statistics - PopulationPopulation- Total of last library budgetTotal of last library budget- Last complete year’s circ/usage statsLast complete year’s circ/usage stats
2.2. Use Use price list price list from website and selectfrom website and select3.3. Open worksheet Open worksheet and and fill in numbersfill in numbers
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What You Are Going to Do! What You Are Going to Do!
1.1. Divide total value figure by budget figureDivide total value figure by budget figure
2.2. Multiply by 100 to get ROI percentageMultiply by 100 to get ROI percentage
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ExampleExample
• Niceville School LibraryNiceville School Library
• Budget of $124,930Budget of $124,930
• Student population of 793Student population of 793
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Samples of Real ROI ResultsSamples of Real ROI Results
• Glen Rock Public Library – 580%Glen Rock Public Library – 580%
• T. Jefferson School, Fair Lawn – 199%T. Jefferson School, Fair Lawn – 199%
• South River Public Library – 275%South River Public Library – 275%
• Burlington County Library – 490%Burlington County Library – 490%
• William Paterson University Library – 333%William Paterson University Library – 333%
Demonstrating ImpactDemonstrating Impact
Part 3: Make Your CasePart 3: Make Your Case
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Demonstrate Your ImpactDemonstrate Your Impact
• Make your caseMake your case
• Pitch your storyPitch your story
• Sell your valueSell your value
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7 Strategizing Steps7 Strategizing Steps
1.1. Assess your resourcesAssess your resources
2.2. Identify your targetIdentify your target
3.3. Become a lobbyistBecome a lobbyist
4.4. Identify what is important to fundersIdentify what is important to funders
5.5. Identify what you do bestIdentify what you do best
6.6. Determine how to articulate valueDetermine how to articulate value
7.7. Find the connectionFind the connection
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Become a “Library Lobbyist”Become a “Library Lobbyist”
• Get out Get out of the roomof the room• MingleMingle in your building in your building• Go Go have lunchhave lunch• BuildBuild personal connections personal connections• MakeMake yourself yourself visiblevisible
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Be a Building LeaderBe a Building Leader
• CollaborateCollaborate with teachers with teachers• ParticipateParticipate in curriculum, grade level in curriculum, grade level
meetingsmeetings• JoinJoin staff & tech committees staff & tech committees• BuildBuild rapport with principal rapport with principal• ConductConduct professional development classes professional development classes• ServeServe on curriculum writing committeeon curriculum writing committee
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Who Are Our Advocates?Who Are Our Advocates?
• ParentsParents• Students Students • Faculty Faculty • School administratorsSchool administrators• School boardSchool board• Community at large Community at large
NJASL Advocacy WikiNJASL Advocacy Wiki http://njasladvocacy.pbworks.comhttp://njasladvocacy.pbworks.com
Mary K. Lewis, EditorMary K. Lewis, Editor
• Information on relevant laws and regulationsInformation on relevant laws and regulations• List of steps to follow and people to contactList of steps to follow and people to contact• FAQsFAQs• Templates and examplesTemplates and examples• TestimonialsTestimonials• Links to additional resourcesLinks to additional resources
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http://njasladvocacy.pbworks.com/http://njasladvocacy.pbworks.com/ProofContactsProcedures ProofContactsProcedures
“Demonstrate Value in 10 steps”“Demonstrate Value in 10 steps”
1.1. Maintain communicationMaintain communication
2.2. Establish community supportEstablish community support
3.3. Create elevator speechCreate elevator speech
4.4. Publicize activities and successesPublicize activities and successes
5.5. Create opportunities for publicityCreate opportunities for publicity
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http://njasladvocacy.pbworks.com/http://njasladvocacy.pbworks.com/ProofContactsProcedures ProofContactsProcedures
“Demonstrate Value in 10 steps” “Demonstrate Value in 10 steps”
6. Collect, analyze and share data6. Collect, analyze and share data
7. Solicit, save, publicize stories7. Solicit, save, publicize stories
8. Respond to legislative alerts8. Respond to legislative alerts
9.9. Attend legislative/NJEA eventsAttend legislative/NJEA events
10.10. Invite legislator/officials to visitInvite legislator/officials to visit
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Talking to PowerTalking to Power
• ““Talking to Power” by Kathy St. JohnTalking to Power” by Kathy St. John
http://webjunction.org/do/http://webjunction.org/do/DisplayContent?id=8581DisplayContent?id=8581
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Talking to PowerTalking to Power
• Know your audienceKnow your audience
• Know your organization & communityKnow your organization & community
• Join clubs, committees, boardsJoin clubs, committees, boards
• Use your contactsUse your contacts
• Be knowledgeable Be knowledgeable
• Be preparedBe prepared
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Talking to PowerTalking to Power
• Learn to “sell”Learn to “sell”
• Be nice – firm, not demandingBe nice – firm, not demanding
• Be confidentBe confident
• Be relentless & ubiquitousBe relentless & ubiquitous
• Be punctualBe punctual
• Keep in touchKeep in touch
• Be briefBe brief
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Construct Your ArgumentConstruct Your Argument
• ““Value of Services” documentValue of Services” document
• Mission, vision statements, Strategic Mission, vision statements, Strategic plan(s)plan(s)
• BudgetBudget
• Other ?Other ?
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Telling Your Story ToolkitTelling Your Story Toolkit
• Telling Your Story Tool KitTelling Your Story Tool Kit – Joint Project – Joint Project of the Iowa Library Service Areas and the of the Iowa Library Service Areas and the State Library of Iowa. State Library of Iowa. http://www.silo.lib.ia.us/for-ia-libraries/tell-http://www.silo.lib.ia.us/for-ia-libraries/tell-library-story/ library-story/
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““Elevator Speech”Elevator Speech”
• Important first impressionImportant first impression
• Compelling and descriptiveCompelling and descriptive
• Highlights specific accomplishmentsHighlights specific accomplishments
• Contains a benefit for the listenerContains a benefit for the listener
• It’s a pitch disguised as conversationIt’s a pitch disguised as conversation
• BBrief, rief, aarticulate, rticulate, ssincere, incere, eenthusiasticnthusiastic
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The “Elevator” Speech Answers:The “Elevator” Speech Answers:
• WhatWhat do we do? do we do?
• WhomWhom do we serve? do we serve?
• Why Why is the library unique/necessary?is the library unique/necessary?
• HowHow does the library bring value? does the library bring value?
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Things We Can Boast About:Things We Can Boast About:
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Impact LetterImpact Letter
• NotNot a request for money a request for money
• Provides additional information Provides additional information
• Puts the case in Puts the case in practicalpractical terms terms
• Brief format with punchBrief format with punch
• Pertinent statisticsPertinent statistics
• Value of servicesValue of services
• Invitation to be in touchInvitation to be in touch
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Ways to Deliver Your MessageWays to Deliver Your Message
• PTO meetings and newslettersPTO meetings and newsletters
• Flyers, brochures, posters, bookmarksFlyers, brochures, posters, bookmarks
• Press releases, library newsletters, emailPress releases, library newsletters, email
• School website – School website – be there!be there!
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ReviewReview
• Value – what is it, how do we enhance itValue – what is it, how do we enhance it
• 7 steps to strategizing7 steps to strategizing
• Value PropositionValue Proposition
• Quantify benefitsQuantify benefits
• Make your case, deliver itMake your case, deliver it
• Create advocates and champions!Create advocates and champions!
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ACTION! ACTION!
1.1. Determine what is valuableDetermine what is valuable
2.2. Use the “Strategic Triangle”Use the “Strategic Triangle”
3.3. Gather your statisticsGather your statistics
4.4. Create your “Value of Services” documentCreate your “Value of Services” document
5.5. Create your “Elevator Speech”Create your “Elevator Speech”
6.6. Go advocate for your library!Go advocate for your library!
Be a Leader in Your Building!Be a Leader in Your Building!
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Valuing Libraries ToolkitValuing Libraries Toolkit
www.hrlc.org/funding/valuinglibs.htm www.hrlc.org/funding/valuinglibs.htm
All the materials in the Valuing Libraries Toolkit are available at:
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Valuing Libraries Valuing Libraries Contact Info:Contact Info:
Joanne P. Roukens, Executive DirectorJoanne P. Roukens, Executive Director
Highlands Regional Library CooperativeHighlands Regional Library Cooperative
973-664-1776973-664-1776
jroukens@hrlc.orgjroukens@hrlc.org
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The Highlands Regional Library Cooperative (HRLC) is a proud member of the New Jersey Library Network.
Valuing Libraries is supported by the New Jersey State Library and is funded by the Institute of Museum and
Library Services, an independent federal agency whose mission is to create strong libraries and museums that
connect people to information and ideas.
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
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