1. Winning over Decision Makers
Eric E. Erickson
Cutler Law Firm, LLP
100 N. Phillips Ave., 9th Floor
Sioux Falls, SD 57104
(605)

2. Overview
Techniques for transforming decision makers into library advocates. Learning how to work with local and state legislators, council and commission members, alder people, etc., as you work to meet your community’s needs.

3. Who are your decision makers?

4. What are the goals of your decision makers?

5. Today’s discussion –
How do you transform your decision makers into advocates for your library?

6. Overview
Building Influence
Educating Decision Makers
Advocacy

7. Building Influence

8. Building Influence
It all begins with a trusted relationship with your decision makers.

9. Building Influence
First, show up.
“Show up! You want to be at the table rather than on the menu.”
Commissioner Don Larson

10. Participate in community events.
Building Influence
Participate in community events.

11. Assist other departments in serving your community.
Building Influence
Assist other departments in serving your community.

12. Educating Decision Makers

13. Educating Decision Makers
Make sure your decision makers know of the services your library provides to the community.

14. Educating Decision Makers

15. Educating Decision Makers
Celebrate success!

16. Educating Decision Makers
Establish how you and your library are indispensable to your community.

17. Educating Decision Makers

18. Advocacy

19. Do your homework.
Know the process.
Know the players.
Know the facts.
Know your position.
Know and understand your opponent’s position.

20. Educating the decision makers on your position.
Share the background and your position.
Use facts.
Show how your position improves the community.
Tie your position to the decision maker’s goals.
Don’t be afraid to share the opponent’s position.
Stop talking before they stop listening.
The decision maker has limited time and resources.

21. South Dakota Legislature
Relationships
Being present, introduce yourself.
Have a welcoming personality.
Know their interests
When possible tie your goals to their interests
Educating Legislators
Become a Resource
Advocacy
Make sure it’s a battle worth fightin.
Above all else, honesty.
Thank legislators for their service.

22. A few final thoughts. aka – we’re almost done.

23. Accept the Facts
“Every decision that affects our [libraries] will be made by the person who has the power to make that decision, not the “right” person, or the “smartest” person, or the “best person.”
Marshall Goldsmith

24. You must promote your library
“When presenting ideas to decision-makers, realize that it is your responsibility to sell, not their responsibility to buy.”
Marshall Goldsmith

25. Framing the Issue
Focus on how your idea, budget request, etc., benefits the community - not just your position.

26. Keep the powder dry
Your influence is finite.
Save your influence for those issues that truly matter to your library.

27. Present a realistic cost-benefit analysis of your idea.
Decision makers are dealing with limited resources, time, and energy. Be prepared to defend the merits of your proposal.

28. Remember your long-term goals.
Do not burn a bridge that you may need to cross in the future.

29. Conclusion
Thank you for your time. Any questions or comments, please feel free to or call:
Eric Erickson
Cutler Law Firm, LLP
100 N. Phillips Ave., 9th Floor
Sioux Falls, SD 57104
(605)