Mary Ellen Bates, Bates Information Services Mary Ellen Bates of Bates Information Services, one of the world’s leading research and consulting companies – providing business research and research training services for companies in a diverse array of industries, provided our opening keynote address. She discussed her journey to being an information services entrepreneur.

1. From Employment to Librarian of Fortune Mary Ellen Bates BatesInfo.com Conference for Entrepreneurial Librarians 10 March 2011

2. 2 BatesInfo.com Jessica Hagy is very funny. See thisisindexed.com for these and other fun graphics.

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5. The Thrills and Chills of Entrepreneurship

6. The Thrills 6 BatesInfo.com The Chills Flexible schedule Work from home Your clients love you You love your boss 24/7 schedule Live in your office You have to find clients You make all the decisions

7. The Thrills The Chills You can try anything You can turn down work Can be lucrative Pride of ownership You only have X hrs/yr You have to find the work Ca$h flow Life-long marketing 7 BatesInfo.com

8. Skill sets of info-entrepreneurs 8 BatesInfo.com

9. Skill sets of info-entrepreneurs BatesInfo.com 9 professional business entrepreneurial

10. Entrepreneurial skills Tolerance for risk and ambiguity 100% client-focused Constantly learning what your clients want now Move out of employee mind-set 100% responsibility for all aspects of your business BatesInfo.com 10

11. Entrepreneurial skills Strategic perspective Self-discipline, self-confidence Self-starting BatesInfo.com 11

12. Business skills Be able to: View yourself as a business Close a sale Talk about money Say "no" (You can learn these skills!) BatesInfo.com 12

13. Business skills Think five years out Is your business name timeless? Are you taking short-cuts? Do you look like a start-up? BatesInfo.com 13

14. Professional expertise Research or other service skills Network of colleagues Investing in prof development ID opportunities to add value BatesInfo.com 14

15. Things I wish I'd known... 15 BatesInfo.com

16. Learn to love uncertainty Embrace ambiguity 100% client-focused means open to anything BatesInfo.com 16

17. Self-management Time management Just 1,000 billable hours/year Procrastination management Budget management NEVER exceed a budget Perfection is the enemy of good (enough) BatesInfo.com 17

18. Cash flow BatesInfo.com 18

19. Cash flow insights Have 6 months' living expenses Don't fund operations w/ credit Learn to talk w/ clients about $$$ Set your rates as someone in business, not just starting a business BatesInfo.com 19

20. Employee or independent? Are you still marketing yourself? Are you working for multiple clients? Do you control your work flow, schedule? BatesInfo.com 20

21. Form an advisory board A board of mentors: who you respect who understand professional service companies for feedback, insight & advice BatesInfo.com 21

22. Marketing plan Tangible goals Simultaneous marketing efforts Evaluate monthly Try Test each approach 100% or not at all BatesInfo.com 22

23. 23 BatesInfo.com I  marketing..... NOT! I  marketing..... NOT!

24. Friends Don't Let Friends Cold-CallWhy I don't believe in cold-calling for info-entrepreneurs 24 BatesInfo.com

25. Marketing for introverts Work the social media Write a blog Write an e-newsletter Stay in touch BatesInfo.com 25

26. Be creative... Find obscure holiday Snail mail cards to all clients International Respect for Chickens Day Queen's Birthday Groundhog's Day Shameless Promotion Month BatesInfo.com 26

27. Speak in front of your clients Volunteer with your clients' assn Member-facing job! See yourself as a brand Mary Ellen Bates ™ BatesInfo.com 27 Marketing for introverts

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29. The Imposter Syndrome If they only knew how ___ I am... Once they find out I don't know this... 99 compliments, and all I hear is the 1 criticism BatesInfo.com 29

30. De-fusing the Imposter Syndrome Take feedback gently Look at yourself as a third-party Learn self-appreciation Let go of knowing it all Fake it 'til you make it! BatesInfo.com 30

31. 31 BatesInfo.com/book BatesInfo.com/coaching

32. Slide deck atBatesInfo.com/extras 32 BatesInfo.com

33. Mary Ellen can be reached at 303.772.7095 or mbates@BatesInfo.com www.BatesInfo.com Blog: Librarian of Fortune.com See BatesInfo.com/tips for free monthly e-newsletter BatesInfo.com 33