Today, people are constantly restrained from turning their "ideas" into actions. The root of the problems is budgetary restraints. Want to hear about how other people are funding their next project without fighting for the grants everyone else is struggling to find/get? This session will provide an ample list of avenues to fund your next project. Most importantly, we will work together on using word-tracks and other tactics to sell our ideas to others. Tired of dealing with the typical sales person who doesn't seem to offer discounts? Let's sell back to them our ideas and get them to pay to use their products/services.

1. Finding Alternative Funding Resources
Brian Pichman
ILEAD USA June 18th 2013

2. Thereneverseemstobeenoughmoneytodoanything

3. FirstStep:
Branding Your Idea/Project/Library

4. Branding
• Come up with a cool catch phrase, acronym, or other way to
describe your project.
• Give your project a quick and easy name
• Promote your brand across Social Media
• We will get to that later!
• Freebies
• Everyone loves give-a-ways.
• Buttons and Stickers are inexpensive
• T-Shirts/Posters are a bit more costly
• Get people wondering
• What is Project X? Give people [patrons, companies, etc] small
snippets of what is going on

5. If you build it they will come

6. Stopthe“thinking”aboutaprojectandjustdoit
Call it “Beta”

9. Chattanooga 4th Floor
• The 4th floor is a public laboratory and educational facility
with a focus on information, design, technology, and the
applied arts.
• The 14,000 sq foot space hosts equipment, expertise,
programs, events, and meetings that work within this scope.
• While traditional library spaces support the consumption of
knowledge by offering access to media, the 4th floor is unique
because it supports the production, connection, and sharing
of knowledge by offering access to tools and instruction.

11. Step 2: Develop a pitch
• Short (15 seconds-30 seconds)
• Provide Teasers (ROIs)
• We have over 20,000 users and I want to bring in your technology to
our library to encourage learning/engagement/collaboration. I have
a few questions, if you can call me back at ###-###-####.
• If they do answer, schedule a time to conference call.
• Honesty
• Be honest to who you are speaking with. Disclose budget for a
project.
• You have the power
• Keep in mind, you are choosing that product. Let those vendors
know that YOU picked THEM to be part of the library experience.
• Explain how it’s a free marketing tool for them, they are getting
exposure in the community and/or libraryland

12. ROIs
• As a library, we invest in things that are provide some benefit
that outweighs the cost of us purchasing it
• Benefits > Cost
• Companies do the same thing, but their model is simpler:
• Revenue > Cost
• Formula for dealing with companies, explain to them this
model:
• Our Benefits + Your Revenue > Your Cost
• Benefits are hard to price tag…

13. Benefits for Working With Libraries
• Exposure
• We have more control over books than Barnes and Nobles plus
Borders combined.
• Explain the amount of patrons your library sees weekly
• Delivered Content
• Companies spend a lot of money (from paying an employee) to
deliver their content (product or service) to their prospective
buyers.
• Libraries can deliver content, as it is our job to our community.
• We also support all of our delivered content
• Community Support / Charity
• Companies are often required to “give-back” to communities
• Offer press releases, naming of chairs/rooms, etc.

14. Don’t Be Afraid to Work Up The
Organizational Chart

15. Step 3: Building Relationships
• Meet vendors/companies for breakfast/lunch/dinner. Talk to
them about your Brand and Pitch
• Share ideas and visions
• Brainstorm and collaborate
• Become friends with your vendors/companies.
• Do set clear boundaries.

16. What can you ask of people?
• Donations of Physical Products
• Donations of Money
• Connections
• Perhaps the most valuable of all.

17. Communicate Your Needs
Who to Ask
• Patrons
• Local Businesses
• Global or Large
Companies
• Friends of the Library
• Local Colleges and
Schools
How to Ask
• Directly
• Phone Conversations
• Face to Face Conversations
• Indirectly
• Reaching out through
other mediums
• Internet (Social Media)
• Referrals (People)

18. So Where Can Money Come From?

19. Crowd-Source Funding
• People across the world group together to fund new projects
and ideas
• People are encouraged to donate by either the attractive
name or “awards” based off the amount they donate.
• Kickstarter.com
• Indiegogo.com

23. Social Media
• Market your “Brand” heavy through social media
• And Blogging
• Solid companies pro-actively manage their social media
accounts.
• They watch what people are saying because everyone else can
see what people say
• They want only positivity about their company on the web, they
will work to only have positive comments.
• If a company does provide assistance, always show your support
through social media
• (you may need more support later on down the road).
Social Media is a way to develop relationships

25. Tips - Twitter
• Only use positivity when communicating on twitter
• 140 Characters, make them count!
• Wow! @COMPANYX has some really great stuff. I need to get my
hands on it
• Who would like to see @PRODUCT in our library space?
• Once you build a good relationship ask the hard questions
• Can you help me on the cost @COMPANYZ

26. Tips - Facebook
• Go to the Company’s Pages, be sure to “Like” their page
before commenting
• Again, be only positive. Tell your story, pitch your idea.

28. Handling Objections
• You will hear “no”
• A LOT
• But that just means phrased the question wrong or asked the
incorrect person.
• Who else can I talk to about discounted pricing/donations
• Does anyone make a similar product that would be more inline
with our budget (ask them about their competitors).
• What other things would you recommend?
• Don’t be afraid to ask the hard questions of “why”
• Everyone has a bottom line.

29. Win-Win Negotiation

30. Just Ask

31. Places to save money
• Buy Refurbished
• Refurbishment is the distribution of products (usually electronics)
that have been previously returned to a manufacturer or vendor
for various reasons. Refurbished products are normally tested for
functionality and defects before they are sold, and thus are the
approximate equivalent of certified pre-owned cars. - Wikipedia
• Refurbs are OK!!!
• Discount Sites:
• 1SaleADay.Com
• Woot.Com
• Monoprice.Com
• E-Bay

32. Ask for Giveways
• Companies love to provide “give-a-ways”
• Just Ask!

33. Developing Software
• The cost to develop custom software is hard to put a price tag
on.
• Ask Local Colleges/Universities for help
• Their students are often required to seek project work (where
they don’t get paid).
• Unpaid Internships
• Pitch the experience to do something for library-land, great
exposure, great resume add.
• Build development groups in your library.
• Hire programmers/technology enthusiasts on your staff

34. Contact Me
• Don’t be afraid to ask:
• Brian Pichman
• Twitter: @Bpichman
• Cell: 815-534-0403
• Email: bpichman@evolveproject.org
• Sides will be posted on:
• Slideshare.net/bpichman