Business acumen vs reference skills What makes a
Business acumen vs reference skills. What makes a good Information Broker? Presentation for the ALIA - RAISS Conference 12 th October 2001 - Melbourne TELL ME NOW Experts in Research & Strategic Business Information www. tellmenow. com. au 1
TELL ME NOW ¨ Vision – Tell Me Now will expand to become a leading business in the Research & Information industry in the Asia Pacific region ¨ Mission – To provide quality and timely research and information to the business community ¨ Values - Fun, Quality, Reliability, Respect, Integrity, Open Communication, Commitment, Teamwork, Professional, Flexible, Innovative 2
Are we different ? What does it take to cross from free to fee? ¨ Attitudes ¨ Skills ¨ Client focussed ¨ Marketing ¨ Virtual workplace 3
Attitudes What makes a exceptional researcher? ¨ Determination - “Can do” ¨ Problem solving - “Thinking outside the box” ¨ Flexibility - “Nothing is below you” ¨ Customer centric - “Provide solutions” ¨ Adaptability - “Push boundaries” ¨ Belief in the service that you are offering 4
Skills What makes a exceptional researcher? ¨ Communication: written, phone and email ¨ Excellent online searching: free and fee databases ¨ Interviewing : verbal, email and face to face ¨ Analysis and report writing: draw conclusions and write up clearly ¨ Sleuthing - Using lateral thinking to get answers 5
Work Environment Virtual global office ¨ Our researchers rarely meet each other let alone clients ¨ 75% of work is conducted via email and phone ¨ 24% of work is conducted via email alone ¨ 1% of work is conducted after face to face client contact ¨ 20% of work is from overseas 6
Are we really different? Our clients are different: ¨ When people pay they want you to succeed ¨ Must become part of their company/team ¨ Expect that you have their best interest at heart ¨ Rely on you to provide cost effective solutions ¨ Demand superior levels of research ¨ Treat you as an “expert” Are we different - You decide for yourself! 7
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