Part I: The IIP and the small business high tech client

To succeed financially as independent information professionals (IIP), they need clients who recognize the value of -- and are willing to pay for -- their services. These "good" clients understand how they extend their organizational capabilities; provide actionable information, analysis a...

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Bibliographic Details
Published in:Bulletin of the American Society for Information Science and Technology 2010-10, Vol.37 (1), p.21-25
Main Authors: John, Jane, Sheppard, Jocelyn, Knight, Jan
Format: Article
Language:English
Subjects:
Business incubators
Business plans
Client relationships
Consultants
Educational Technology
Entrepreneurs
Feasibility Studies
Government (Administrative Body)
Government grants
Grants
High tech industries
Information professionals
Information Scientists
Information Services
Library Science
Marketing
Masters Degrees
Nonprofit organizations
Principals
Research and Development
Small business
Small Businesses
Special Libraries
Startups
Technology Transfer
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Summary:To succeed financially as independent information professionals (IIP), they need clients who recognize the value of -- and are willing to pay for -- their services. These "good" clients understand how they extend their organizational capabilities; provide actionable information, analysis and strategy; and contribute to their bottom line and the success of their mission. While small high tech businesses and start-up enterprises may appear to offer limited potential as clients -- due to often limited operating capital -- they do appreciate the value provided by IIPs. In this article, the co-authors will describe how they have built a client base consisting largely of start-up companies, entrepreneurs, tech companies, inventors and related organizations. The co-authors will explain their strategies for acquiring these clients, describe some of the key rewards and challenges of working with them and offer some tips for successfully meeting the needs of clients who are in pre-launch, start-up or early growth modes.
ISSN:0095-4403
1550-8366
DOI:10.1002/bult.2010.1720370111