© 2006 The MITRE Corporation. All rights reserved. Moving to Client- Embedded Services Building and Sustaining Embedded Information Services David Shumaker June 13, 2006

What is an Embedded Librarian? An embedded librarian: n Works exclusively for one client group over an extended period of time (or may have a small number of major, long term clients) n Is paid out of the client budget, not the “library” budget n May have an office in the client’s area, not the library

Building Embedded Services n Start with active support of your senior management n Be proactive n Present your value n Listen n Know what you need from your audience n One thing you might need is an ongoing senior-level customer POC

Sustaining Embedded Services n Keep up the relationship with the customer senior POC n Maintain close communication with key customers n Deliver on your promises For more on technique, study consultative selling