One of the reasons I was able to quit my job and launch my research business back in 1991 was my background as a specialised librarian. While I did not appreciate it until later, I learned a lot about how to market information services, manage my time, and negotiate with clients – all skills that both employed and self-employed information professionals need. There are a few books on my book shelf that I consult regularly, and that are of use to any info pro.
"Million Dollar Consulting: The Professional's Guide to Growing a Practice", by Alan Weiss (McGraw-Hill, 2002)
While Weiss focuses on consultants, his advice is priceless for anyone providing professional services to clients – which is exactly what info pros do. He focuses on issues like building relationships with clients, providing value-added services to high-end customers, staying in touch with clients, and the importance of building a brand as a way to educate clients of our value (particularly important for info pros who are addressing the 'It's All On The Web For Free' syndrome).
"Getting Things Done: The Art of Stress-Free Productivity", by David Allen (Penguin Books, 2001)
I admit that I am a David Allen groupie. Why? For virtually all my professional life, I have worked under the assumption that you have to keep things in sight to keep them in mind. My desk has always been covered with papers, my in-box was my filing cabinet, and I often struggled with the feeling that I was missing something important. David Allen walks readers through the process of getting organised, staying focused, and – perhaps most importantly – feel comfortable with what isn't getting done at any point in time. His 'do it, delegate it, defer it or drop it' rule sounds like common sense, but implementing it takes discipline. His Getting Things Done system truly helps people be more organised and creative.
"Getting Business To Come To You", by Paul and Sarah Edwards and Laura Clampitt Douglas (Tarcher, 1998)
While the focus of this book is marketing for one-person businesses, it has plenty of advice that is appropriate for any info pro. The authors cover topics such as how to market your business (or, in our case, library) cost-effectively, how to create a professional look in your deliverables, building word of mouth, and how to manage clients.
"Women Don't Ask", by Linda Babcock and Sara Laschever (Bantam, 2007)
I winced when I read the title of this book, and I suggest that you skip over the sections that delve into how women are socialised to defer and self-deprecate. That said, this is a tremendous resource for helping anyone feel more confident in negotiating anything – from handling a client's research request to asking for a raise or addressing a conflict in the work place. Some of the insights I gained from this book were that negotiation involves a moment of discomfort to get to a larger pay-off, to take the approach of 'I want…' rather than 'I deserve…', and that conflicts can be resolved effectively when both sides approach the discussion with their joint interests and goals in mind.
Mary Ellen Bates is the owner of Bates Information Services (BatesInfo.com), based near Denver, Colorado. She provides business research to business professionals and special librarians, and training services for the information industry. She is the author of six books, including "Building and Running a Successful Research Business", and she blogs at LibrarianOfFortune.com.
Contact Karen Loasby, our contributing editor for the Manage practice, with your suggestions and proposals for articles or reports. We're always looking for case studies, ways to connect IT with IS, legal issues relating to compliance or copyright, overviews of data management tools and approaches, and and other insider tips on managing information more effectively.
Subscribe
Get the monthly FUMSI Magazine, FUMSI Folios and discounts on reports. Find out more »
Sponsor
Sponsors of the Manage practice area reach records managers, information policy managers and senior leaders of IT teams with budgetary control or influence over their organisation's data purchases. Sponsorships for this practice area are limited, so contact us today for further information. Learn more now »
Comment
Ask your tricky Manage-related questions in the FreePint Bar -- our community is ready to help!
FUMSI is for individuals, teams and organisations. Get the benefits of a FUMSI subscription. 
![[Get Copyright Permissions]](http://license.icopyright.net/images/icopy-w.gif "[Get Copyright Permissions]"){kind=small}
One of the reasons I was able to quit my job and launch my research business back in 1991 was my background as a specialised librarian. While I did not appreciate it until later, I learned a lot about how to market information services, manage my time, and negotiate with clients – all skills that both employed and self-employed information professionals need. There are a few books on my book shelf that I consult regularly, and that are of use to any info pro.
