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INSPIRATION, INNOVATION, CELEBRATION
                     an entrepreneurial conference for librarians
                                                       June 3, 2009




Developing Entrepreneurial,
Customer-Focused Leaders
                  Kem Ellis, Director
       High Point Public Library, High Point, NC
      kem.ellis@highpointnc.gov...336.883.3694

             Mark Livingston, President
  Transformational Library Partners, Greensboro, NC
       careerps1@earthlink.net...252.451.0367
INSPIRATION, INNOVATION, CELEBRATION
                             an entrepreneurial conference for librarians
                                                               June 3, 2009



Presentation Aims
• Review Design of the 2008 NCLA Leadership Institute and the
 2009 Post-Institute Experience

• Introduce Key Concepts, Models, and Tools Used in the Institute

• Share Preliminary Results Achieved by Track 2 Participants in
  the Post-Institute Experience

• Describe Transformation of the High Point Library Experience
  (the Leadership Institute’s “test kitchen”)
INSPIRATION, INNOVATION, CELEBRATION
                            an entrepreneurial conference for librarians
                                                              June 3, 2009



Key Beliefs
1. Authentic Leadership Starts with Passion and Purpose

2. Libraries Offer Significant Value and Can Make a Measurable
   Difference in the Communities They Serve

3. The Ultimate Test of Leadership is Earning and Keeping the
   Loyalty of Employees and Customers
INSPIRATION, INNOVATION, CELEBRATION
                               an entrepreneurial conference for librarians
                                                                 June 3, 2009



Institute Theme and Practices
Theme: “Transforming the Library Customer Experience”

Leadership Practices:

 Think and Act “Outside-In”
 Strengthen Relationships and Loyalty
 Focus on the Total Library Experience
 Lead with Purpose and Authenticity
INSPIRATION, INNOVATION, CELEBRATION
                                an entrepreneurial conference for librarians
                                                                  June 3, 2009



Performance and Learning Themes

   It Starts With You, But It’s Not About You
 Show Up, Speak Up, Step Up
 Expect Exemplary Performance
 Be Ready to Learn and Share
 Engage and Actively Participate
 Reflect On and Commit to Personal Growth
INSPIRATION, INNOVATION, CELEBRATION
                            an entrepreneurial conference for librarians
                                                              June 3, 2009



Learning Strategy Maps (see handouts)

 Vision Statement

 Core Purpose Statement

 Strategy Statement (read bottom to top)

 Key Outcomes

 Learning Topics, Objectives, and Experiences
INSPIRATION, INNOVATION, CELEBRATION
         an entrepreneurial conference for librarians
                                           June 3, 2009
INSPIRATION, INNOVATION, CELEBRATION
         an entrepreneurial conference for librarians
                                           June 3, 2009
INSPIRATION, INNOVATION, CELEBRATION
                            an entrepreneurial conference for librarians
                                                              June 3, 2009



Key Concepts, Models, and Tools

 The Progression of Customer Relationships Model and Survey
 The Progression of Leader Relationships Model and Survey
 The Customer Experience Point of View
 Outside-In Organizations and Leaders
 The Family of Positive and Negative Emotions
 The Family of Loyal Promoters©
 Key Behaviors of Loyal Promoters
INSPIRATION, INNOVATION, CELEBRATION
                             an entrepreneurial conference for librarians
                                                               June 3, 2009



The Customer Experience Point of View
The “Experience” of Customers is…

…a combination of the physical senses and perceptions, emotions,
 stated needs/requirements, and deeper expectations.

…50% physical and 50% emotional (at least).

…cumulative and assessed by customers are every single “point of
 contact” (called a customer touch-point).

…is largely forgettable and not very memorable.
INSPIRATION, INNOVATION, CELEBRATION
                              an entrepreneurial conference for librarians
                                                                June 3, 2009



Customer Touch-Point

A “customer touch-point” or “moment of truth” is where a library
customer “touches” or comes into contact with any aspect of the
facility or its services, programs, or people….directly or remotely.
INSPIRATION, INNOVATION, CELEBRATION
                                         an entrepreneurial conference for librarians
                                                                           June 3, 2009



Outside-In Organizations and Leaders

 “Inside-Out” Organizations look at what is good for them and
   impose that experience on customers.


 “Outside-In” Organizations look at what customers want and
   change their organization.

Colin Shaw….Building Great Customer Experiences
INSPIRATION, INNOVATION, CELEBRATION
         an entrepreneurial conference for librarians
                                           June 3, 2009
INSPIRATION, INNOVATION, CELEBRATION
                                    an entrepreneurial conference for librarians
                                                                      June 3, 2009



Key Behaviors of Loyal Promoters
1. Loyal Promoters Show Up!
   •   They Visit Frequently (Regularly)
   •   They Invest Time to Learn About Library Resources
   •   They Bring Family, Friends, and Colleagues

2. Loyal Promoters Speak Up!
   •   They Provide Constructive Feedback
   •   They Tell Their Story to Others (In-Person, Online)
   •   They Advocate and Support

3. Loyal Promoters Step Up!
   •   They Recommend and Refer You to Others
   •   They Freely Give Their Time and Talent and Treasure
INSPIRATION, INNOVATION, CELEBRATION
                                   an entrepreneurial conference for librarians
                                                                       June 3, 2009



Design of the Post-Institute Experience (Track 2)
Grow Passionate Library Customers and Loyal Promoters
by…

1. Refocusing Purpose, Vision, and Strategy on loyal customers/promoters.
2. Establishing expectations of great customer service and library experiences.
3. Improving design and delivery of service and experiences.
4. Assessing and measuring ability to deliver on expectations and promises.
5. Transforming the work spirit and culture to “Outside-In” and for doing what it
   takes to take care of customers.
6. Recognizing and rewarding excellence in serving people and the community.
7. Aligning stakeholders (internal and external) around the Customer
   Experience Point of View and Library Purpose, Vision, and Strategy.
INSPIRATION, INNOVATION, CELEBRATION
                                 an entrepreneurial conference for librarians
                                                                   June 3, 2009



Preliminary Results Achieved in Post-Institute
 “A Handful of Positives” (Crystal Baird, Davidson County CC)
 “Talent Promotion” (Louise Humphrey, Appalachian Regional)
 “Holiday Events” (Fannie Dillard, Rowan-Cabarrus CC)
 “Library Walkabouts” (Greg Needham, Wilson County)
 “Customer Feedback” (Catherine Lee, Cape Fear CC; Deana Guido,
   Braswell Memorial)
 “IT Service Transformation” (Crystal Baird)
 “The Ideal Library Experience” (Sharon Faulkner, Montgomery County CC)
 “Statements of Customer Experience”
 “Personal Leadership Development Plans”
 “Language and Discussion”
 “Statements of Leadership Purpose”
 “Others Stepping Up”
INSPIRATION, INNOVATION, CELEBRATION
                            an entrepreneurial conference for librarians
                                                              June 3, 2009



Transformation of the High Point Library
Experience (aka, Institute “test kitchen”)

 Customer   Experience Design and Strategy Mapping
 Customer Experience Implementation Team(s)
 Customer Experience Statement and Touch-Point Mapping
 Customer Service Expectations and Coaching
 Loyal Promoter Luncheons and Single Best Question
 Quarterly Strategy Reviews
INSPIRATION, INNOVATION, CELEBRATION
         an entrepreneurial conference for librarians
                                           June 3, 2009
INSPIRATION, INNOVATION, CELEBRATION
                            an entrepreneurial conference for librarians
                                                              June 3, 2009



“Now It’s Your Turn” Exercise!
Your Customer Experience Design Project:

…Given the following 3 “spaces” from the High Point Library
Expansion and Renovation project…identify 5-8 key elements of
the “physical and emotional experience” that will keep customers
“coming back for more” and be so memorable that they will “tell
everyone else.”

…Be prepared to “speak up” and share your ideas with the entire
group!
INSPIRATION, INNOVATION, CELEBRATION
         an entrepreneurial conference for librarians
                                           June 3, 2009
INSPIRATION, INNOVATION, CELEBRATION
         an entrepreneurial conference for librarians
                                           June 3, 2009
INSPIRATION, INNOVATION, CELEBRATION
         an entrepreneurial conference for librarians
                                           June 3, 2009

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Developing Entrepreneurial Customer Focused Leaders

  • 1. INSPIRATION, INNOVATION, CELEBRATION an entrepreneurial conference for librarians June 3, 2009 Developing Entrepreneurial, Customer-Focused Leaders Kem Ellis, Director High Point Public Library, High Point, NC kem.ellis@highpointnc.gov...336.883.3694 Mark Livingston, President Transformational Library Partners, Greensboro, NC careerps1@earthlink.net...252.451.0367
  • 2. INSPIRATION, INNOVATION, CELEBRATION an entrepreneurial conference for librarians June 3, 2009 Presentation Aims • Review Design of the 2008 NCLA Leadership Institute and the 2009 Post-Institute Experience • Introduce Key Concepts, Models, and Tools Used in the Institute • Share Preliminary Results Achieved by Track 2 Participants in the Post-Institute Experience • Describe Transformation of the High Point Library Experience (the Leadership Institute’s “test kitchen”)
  • 3. INSPIRATION, INNOVATION, CELEBRATION an entrepreneurial conference for librarians June 3, 2009 Key Beliefs 1. Authentic Leadership Starts with Passion and Purpose 2. Libraries Offer Significant Value and Can Make a Measurable Difference in the Communities They Serve 3. The Ultimate Test of Leadership is Earning and Keeping the Loyalty of Employees and Customers
  • 4. INSPIRATION, INNOVATION, CELEBRATION an entrepreneurial conference for librarians June 3, 2009 Institute Theme and Practices Theme: “Transforming the Library Customer Experience” Leadership Practices:  Think and Act “Outside-In”  Strengthen Relationships and Loyalty  Focus on the Total Library Experience  Lead with Purpose and Authenticity
  • 5. INSPIRATION, INNOVATION, CELEBRATION an entrepreneurial conference for librarians June 3, 2009 Performance and Learning Themes  It Starts With You, But It’s Not About You  Show Up, Speak Up, Step Up  Expect Exemplary Performance  Be Ready to Learn and Share  Engage and Actively Participate  Reflect On and Commit to Personal Growth
  • 6. INSPIRATION, INNOVATION, CELEBRATION an entrepreneurial conference for librarians June 3, 2009 Learning Strategy Maps (see handouts)  Vision Statement  Core Purpose Statement  Strategy Statement (read bottom to top)  Key Outcomes  Learning Topics, Objectives, and Experiences
  • 7. INSPIRATION, INNOVATION, CELEBRATION an entrepreneurial conference for librarians June 3, 2009
  • 8. INSPIRATION, INNOVATION, CELEBRATION an entrepreneurial conference for librarians June 3, 2009
  • 9. INSPIRATION, INNOVATION, CELEBRATION an entrepreneurial conference for librarians June 3, 2009 Key Concepts, Models, and Tools  The Progression of Customer Relationships Model and Survey  The Progression of Leader Relationships Model and Survey  The Customer Experience Point of View  Outside-In Organizations and Leaders  The Family of Positive and Negative Emotions  The Family of Loyal Promoters©  Key Behaviors of Loyal Promoters
  • 10. INSPIRATION, INNOVATION, CELEBRATION an entrepreneurial conference for librarians June 3, 2009 The Customer Experience Point of View The “Experience” of Customers is… …a combination of the physical senses and perceptions, emotions, stated needs/requirements, and deeper expectations. …50% physical and 50% emotional (at least). …cumulative and assessed by customers are every single “point of contact” (called a customer touch-point). …is largely forgettable and not very memorable.
  • 11. INSPIRATION, INNOVATION, CELEBRATION an entrepreneurial conference for librarians June 3, 2009 Customer Touch-Point A “customer touch-point” or “moment of truth” is where a library customer “touches” or comes into contact with any aspect of the facility or its services, programs, or people….directly or remotely.
  • 12. INSPIRATION, INNOVATION, CELEBRATION an entrepreneurial conference for librarians June 3, 2009 Outside-In Organizations and Leaders  “Inside-Out” Organizations look at what is good for them and impose that experience on customers.  “Outside-In” Organizations look at what customers want and change their organization. Colin Shaw….Building Great Customer Experiences
  • 13. INSPIRATION, INNOVATION, CELEBRATION an entrepreneurial conference for librarians June 3, 2009
  • 14. INSPIRATION, INNOVATION, CELEBRATION an entrepreneurial conference for librarians June 3, 2009 Key Behaviors of Loyal Promoters 1. Loyal Promoters Show Up! • They Visit Frequently (Regularly) • They Invest Time to Learn About Library Resources • They Bring Family, Friends, and Colleagues 2. Loyal Promoters Speak Up! • They Provide Constructive Feedback • They Tell Their Story to Others (In-Person, Online) • They Advocate and Support 3. Loyal Promoters Step Up! • They Recommend and Refer You to Others • They Freely Give Their Time and Talent and Treasure
  • 15. INSPIRATION, INNOVATION, CELEBRATION an entrepreneurial conference for librarians June 3, 2009 Design of the Post-Institute Experience (Track 2) Grow Passionate Library Customers and Loyal Promoters by… 1. Refocusing Purpose, Vision, and Strategy on loyal customers/promoters. 2. Establishing expectations of great customer service and library experiences. 3. Improving design and delivery of service and experiences. 4. Assessing and measuring ability to deliver on expectations and promises. 5. Transforming the work spirit and culture to “Outside-In” and for doing what it takes to take care of customers. 6. Recognizing and rewarding excellence in serving people and the community. 7. Aligning stakeholders (internal and external) around the Customer Experience Point of View and Library Purpose, Vision, and Strategy.
  • 16. INSPIRATION, INNOVATION, CELEBRATION an entrepreneurial conference for librarians June 3, 2009 Preliminary Results Achieved in Post-Institute  “A Handful of Positives” (Crystal Baird, Davidson County CC)  “Talent Promotion” (Louise Humphrey, Appalachian Regional)  “Holiday Events” (Fannie Dillard, Rowan-Cabarrus CC)  “Library Walkabouts” (Greg Needham, Wilson County)  “Customer Feedback” (Catherine Lee, Cape Fear CC; Deana Guido, Braswell Memorial)  “IT Service Transformation” (Crystal Baird)  “The Ideal Library Experience” (Sharon Faulkner, Montgomery County CC)  “Statements of Customer Experience”  “Personal Leadership Development Plans”  “Language and Discussion”  “Statements of Leadership Purpose”  “Others Stepping Up”
  • 17. INSPIRATION, INNOVATION, CELEBRATION an entrepreneurial conference for librarians June 3, 2009 Transformation of the High Point Library Experience (aka, Institute “test kitchen”)  Customer Experience Design and Strategy Mapping  Customer Experience Implementation Team(s)  Customer Experience Statement and Touch-Point Mapping  Customer Service Expectations and Coaching  Loyal Promoter Luncheons and Single Best Question  Quarterly Strategy Reviews
  • 18. INSPIRATION, INNOVATION, CELEBRATION an entrepreneurial conference for librarians June 3, 2009
  • 19. INSPIRATION, INNOVATION, CELEBRATION an entrepreneurial conference for librarians June 3, 2009 “Now It’s Your Turn” Exercise! Your Customer Experience Design Project: …Given the following 3 “spaces” from the High Point Library Expansion and Renovation project…identify 5-8 key elements of the “physical and emotional experience” that will keep customers “coming back for more” and be so memorable that they will “tell everyone else.” …Be prepared to “speak up” and share your ideas with the entire group!
  • 20. INSPIRATION, INNOVATION, CELEBRATION an entrepreneurial conference for librarians June 3, 2009
  • 21. INSPIRATION, INNOVATION, CELEBRATION an entrepreneurial conference for librarians June 3, 2009
  • 22. INSPIRATION, INNOVATION, CELEBRATION an entrepreneurial conference for librarians June 3, 2009