No headhunted bargains in recession
Jinfo Blog

27th April 2009

By Tim Buckley Owen

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As the recession continues to pick off its victims, and people in VIP’s line of business find themselves increasingly in the firing line, it’s only sensible to focus on planning for the worst. Penny Leach has reported on a Commercial, Legal & Scientific Information Group seminar on going it alone (http://www.vivavip.com/go/e19079) and a recent executive breakfast hosted by Sue Hill Recruitment looked at the need to sell yourself as a manager, not of information, but of risk (http://www.vivavip.com/go/e17539). Now Outsell has weighed in with a new report, Strategic Marketing for Information Management (http://digbig.com/4yqkk – $495.00). Information managers are very aware of the need to market their services within their organisations, author Karen Wilson tells VIP. ‘However, their attention is often focused on providing the information service rather than promoting it.’ Some are very savvy about marketing, she continues. But knowledge of the psychology of selling has not previously been as necessary as it is in the Google era, and others are apparently asking Outsell for additional guidance on how to demonstrate the strategic value they add. In response, Outsell comes up with a crop of Imperatives for Information Managers – including the suggestion that they hire marketing professionals. But is this realistic? Obviously it depends on the size, culture and needs of the information organisation, Karen concedes. But ‘if the library is just perceived as “overhead” it is a clear sign that more expertise in positioning may be required’. An experienced marketing professional can offer web statistics, user research and portal design as part of their work portfolio, as well as sales and marketing, she suggests. ‘The key is to consider all the needs of the library when you have an opportunity to hire.’ There are many talented information professionals but, as in every profession, ‘not all are born communicators and networkers,’ Karen tactfully adds. But if you think that a recession may be a good time to pick up a charismatic individual who wouldn’t normally be available, you’d better think again. Echoing the view of information recruitment consultancies in the UK, Karen confirms: ‘I don't believe that a recession will necessarily yield more energetic and talented candidates than normal times would.’

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