WikiLearn - Introduction to Partnership Building (computer-graded exercises) - video: Delivering the pitch

@metadata	sourceLanguage "en" priorityLanguages "es" "fr" "ar" "ru" "zh" allowOnlyPriorityLanguages true description "video in Introduction to Partnership Building (computer-graded exercises) - Basics of partnership building for Wikimedia volunteers, with computer-graded exercises." label "WikiLearn - Introduction to Partnership Building (computer-graded exercises) - video: Delivering the pitch"
display_name	"Delivering the pitch"
subtitle-1690-6880-1	"And [someone] makes a very good comment: You must have a good idea of the [time]"
subtitle-6880-8690-2	"expectation for the pitch!"
subtitle-8690-11770-3	"When you've scheduled the meeting you should have -- You shouldn't just say, "okay, great,"
subtitle-11770-13540-4	"we'll be there!" and just start talking."
subtitle-13540-16500-5	"You should have an idea of, is this a 30 minute meeting?"
subtitle-16510-17970-6	"Is this a one hour meeting?"
subtitle-17980-19330-7	"Is this a two hour meeting?"
subtitle-19330-21340-8	"How much of this meeting can I take up?"
subtitle-21340-24910-9	"Maybe they expect the second hour to be something else."
subtitle-25180-27460-10	"You should have a good idea of the frame of time."
subtitle-27970-32590-11	"And if it turns out you have less time than you planned for, you should make changes."
subtitle-34120-35800-12	"So we start with our elevator pitch."
subtitle-35800-37330-13	"Like I said, there are no spoilers."
subtitle-37330-44290-14	"We want the partner to have as clear a picture of our PVP as soon as possible, and"
subtitle-44290-47200-15	"we do this by speaking the elevator pitch."
subtitle-47200-51670-16	"There may be immediate questions, like I said, and we should take them."
subtitle-51880-55960-17	"Or maybe if we feel we can, we can say, "that's a great question, we actually want to"
subtitle-55960-60040-18	"discuss this a little later, if that's okay with you." And they will probably say, "yes,"
subtitle-60040-61510-19	"it's okay", and then you can move on."
subtitle-65490-69870-20	"But usually, again, usually you can continue with a detailed pitch."
subtitle-71880-75240-21	"And this is a quick example of the elevator pitch."
subtitle-77460-82530-22	""We would like to improve the coverage of this museum on the Wikimedia projects." We"
subtitle-82530-87180-23	"lead with a goal that matters to us, but that is understandable to the partner."
subtitle-87660-92070-24	""Perhaps we could discuss releasing photos of the 100 most important objects under free"
subtitle-92070-98550-25	"license." So very quickly we say what we want, what we're here to discuss, and "having"
subtitle-98550-101790-26	"a multilingual writing competition about related topics"."
subtitle-101790-105240-27	"Again, this is part of the what we will do, the interventions."
subtitle-105510-110700-28	""This would improve the encyclopedia in several languages", benefit to us, "and"
subtitle-110700-115260-29	"provide exposure to the museum via links back from each photo as well as a press"
subtitle-115260-118590-30	"release", two benefits to the museum."
subtitle-118590-120390-31	"It's just an example of an elevator pitch."
subtitle-120390-125070-32	"It's not necessarily perfect, but the point is, this is literally what we say right after"
subtitle-125070-130110-33	"the introductions. We get right to the point within under a minute, everybody in the room"
subtitle-130110-132630-34	"should have an idea of what we're here to talk about."
subtitle-132630-138420-35	"And remember, once you've said that you've left out, you've excluded everything else!"
subtitle-138630-143070-36	"Maybe they thought you were here to talk about them donating money to you."
subtitle-143280-146190-37	"So now it's clear that's not what we're talking about."
subtitle-146640-150720-38	"So that's another reason to get to it as quickly as possible, because it focuses"
subtitle-150720-154950-39	"everyone on what we are here to do, so they don't have to think about, "Oh, maybe they"
subtitle-154950-159360-40	"want this, maybe they want that." It's all right there on the table."
subtitle-160050-165840-41	"Of course, you will use your own pitch and your own refined elevator pitch after all the"
subtitle-165840-168360-42	"rounds of feedback that you've had."
subtitle-168360-174750-43	"After we've given that very basic elevator pitch, we need to support the idea that this"
subtitle-174750-176250-44	"partnership is valuable."
subtitle-176250-178170-45	"We need to discuss these benefits."
subtitle-178530-181740-46	"How would it give publicity to the museum?"
subtitle-181740-183930-47	"How do these links work, exactly?"
subtitle-183930-186450-48	"You need to show the partner these benefits."
subtitle-186450-190560-49	"This is where we support our assertion that there would be a benefit."
subtitle-190710-192330-50	"We said there's going to be a benefit."
subtitle-192600-195520-51	"Now we need to show how this benefit will happen."
subtitle-195520-197910-52	"And we show it with brief evidence."
subtitle-197910-200160-53	"Remember, this is part of our main pitch."
subtitle-200280-205110-54	"We show it with brief evidence, a couple of examples, a couple of graphs, and then we"
subtitle-205110-207690-55	"mention that we have more evidence in our toolkit."
subtitle-208290-210150-56	"If they want, we have more evidence."
subtitle-213580-217600-57	"And we mentioned the benefit to us as well, because that builds trust."
subtitle-217840-222580-58	"It shows that we are not here to pretend that we are a charity only working for you."
subtitle-222850-225400-59	"We are here for a benefit to us as well."
subtitle-233310-236700-60	"This is a quick example of some of the arguments for a partnership."
subtitle-236700-238410-61	"For a GLAM partnership."
subtitle-239010-241680-62	"Again, these are general benefits, typical benefits."
subtitle-242400-245820-63	"You need to customize them to your actual partner's context."
subtitle-245820-251190-64	"But here are several different benefits from a GLAM partnership, and some of them may be"
subtitle-251190-253320-65	"more attractive to your partner than others."
subtitle-253740-257670-66	"You can talk about the presence; the fact that the content would be there; the fact"
subtitle-257670-262200-67	"that it would link back to the museum; the statistics of our readership, which we can"
subtitle-262200-268980-68	"show; things about findability, about how SEO-optimized we are; when people look for"
subtitle-268980-273990-69	"things, if there's a Wikipedia article about them, it shows up first or almost first and"
subtitle-273990-278730-70	"probably before this museum's web page about it."
subtitle-279120-284970-71	"So we are, and that's something the museum can't really fight us on, Wikipedia is"
subtitle-284970-291390-72	"infinitely more popular than pretty much any museum, so that's a huge, huge benefit."
subtitle-291630-294810-73	"Other languages may or may not be interesting to our partner."
subtitle-295260-299850-74	"The assertion that this is a tried and true thing, other museums are doing it."
subtitle-299850-302610-75	"Here is proof that others are doing it."
subtitle-302910-306240-76	"We might assert that it's part of the modern information landscape."
subtitle-306240-310770-77	"If our partner is very technological, very interested in things like linked data, we can"
subtitle-310770-314880-78	"show them things like The Sum of All Paintings and other really sophisticated"
subtitle-314880-319440-79	"linked data projects, that will convince them that we are a technologically advanced"
subtitle-319440-324870-80	"partner. Again, if your museum is completely un-technological, then it's not a relevant"
subtitle-324870-326580-81	"thing to mention. Don't just copy this slide!"
subtitle-328680-335100-82	"The argument that providing content for free re-use allows unforeseeable innovation."
subtitle-335100-339780-83	"So in addition to what we tell you is likely to happen, who knows what other benefits may"
subtitle-339780-342420-84	"happen just because the content is freely available?"
subtitle-344850-349560-85	"You are fulfilling the public interest in having access and you are promoting your own"
subtitle-349560-350800-86	"educational mandate."
subtitle-350820-354480-87	"Again, this matters to some museums and doesn't matter to others."
subtitle-354480-360210-88	"And finally, you could get improvements to your own metadata and catalog and feedback"
subtitle-360210-364500-89	"from Wikimedians because they are the kinds of people who tend to find mistakes and"
subtitle-364500-366150-90	"report them again."
subtitle-366150-370440-91	"Maybe attractive to some, may not be moving on."
subtitle-370650-373500-92	"So we already said we need to speak our partner's language."
subtitle-373770-378990-93	"So when we do this main pitch, this is exactly where we need to employ relevant"
subtitle-378990-382170-94	"language. And here's an example I haven't given you before."
subtitle-382200-387720-95	"If we're talking to a library, for example, librarians and library people care about"
subtitle-387720-395130-96	"concepts like authority, accuracy, accountability, provenance."
subtitle-395130-401580-97	"These are words that librarians care about, and they may perceive us, the Wikimedia"
subtitle-401580-407730-98	"movement, as kind of the opposite of that: chaotic, anything goes, anarchic, low"
subtitle-407730-411120-99	"quality. And of course, as we know, they are partially correct."
subtitle-411120-413940-100	"And there is a degree of chaos on Wikimedia projects."
subtitle-414810-417180-101	"They are not authoritarian, they are not top down."
subtitle-417720-419940-102	"And there's a lot of low quality content."
subtitle-420210-421260-103	"Ask any Wikipedian."
subtitle-421260-423570-104	"We don't think that Wikipedia is always high quality."
subtitle-426360-430680-105	"So that's the perception that you may have to deal with, when talking to this partner."
subtitle-430680-435290-106	"And this is where we explain the quality processes on Wikipedia."
subtitle-435300-440490-107	"We try to address what they care about – authority, accuracy, accountability, – using"
subtitle-440520-442770-108	"a description of how that is achieved."
subtitle-442770-446040-109	"How does quality happen on Wikipedia?"
subtitle-446040-451650-110	"How how do we make accuracy happen even though nobody is really in charge of anybody"
subtitle-451650-453750-111	"else? Because there are answers to this."
subtitle-453990-456510-112	"We know. And if we don't know, we need to get to know."
subtitle-456660-462480-113	"We need to get to prepare good answers for how do we actually achieve accuracy?"
subtitle-462480-464160-114	"Not always, not about everything."
subtitle-464160-466860-115	"But the more central something is, the more popular an article is,"
subtitle-466860-470730-116	"the more people read it and write it, the better, the greater its accuracy."
subtitle-471420-478060-117	"And the big benefit of when something is wrong on Wikipedia, we correct it!"
subtitle-478060-479280-118	"Unlike printed sources."
subtitle-479550-485430-119	"Unlike a lot of other reference sources."
subtitle-486750-494400-120	"But libraries think of themselves as sites of preservation and public access."
subtitle-494400-495810-121	"So talk about that."
subtitle-495810-501020-122	"Talk about how much more public access can be achieved, working with Wikipedia."
subtitle-501020-504290-123	"What about all the people who can't access your building?"
subtitle-504290-505490-124	"Or who don't live in the country?"
subtitle-505490-506570-125	"Or who are handicapped?"
subtitle-506570-510060-126	"Or who don't have the money to travel to where your library is?"
subtitle-510060-516960-127	"Etc.. We can reach all those people using Wikimedia, but again saying "public access"."
subtitle-516960-519150-128	"Public access is what you guys are about!"
subtitle-519150-520650-129	"It's also what we're about!"
subtitle-521070-522660-130	"Speaking our partner's language."
subtitle-523050-525630-131	"But it's also important to value the partner."
subtitle-526740-529890-132	"By all means, don't dismiss the partner!"
subtitle-529890-531450-133	"Don't say, "Oh, yeah, libraries."
subtitle-531450-533310-134	"But you know who goes to libraries anymore?"
subtitle-533310-537540-135	"Everything's online these days and nobody needs printed books." Absolutely don't say"
subtitle-537540-539220-136	"such a thing. First of all, it's not true!"
subtitle-539220-542490-137	"And secondly, nobody likes to be dismissed professionally."
subtitle-543840-546990-138	"So you want to respect the partners and what they're doing."
subtitle-547000-550620-139	"By the way, you should always respect librarians because they have been thinking"
subtitle-550620-555150-140	"about problems that we as Wikimedia and Wikidata people have only started thinking"
subtitle-555150-558270-141	"about, Librarians have been thinking about them for decades!"
subtitle-558480-560220-142	"So respect."
subtitle-560580-565050-143	"So we're looking for a partnership and a relationship with the partner utilizing our"
subtitle-565050-567180-144	"respective strengths."
subtitle-568080-573720-145	"We need to make sure that they feel their professional value and expertise is not"
subtitle-573720-575460-146	"dismissed, is not irrelevant to this project."
subtitle-577320-582480-147	"And I have [someone] here agreeing with my observations about librarians."
subtitle-583710-586950-148	"Another thing we should mention, when you're doing the full pitch, when you have some"
subtitle-586950-588960-149	"time, you should discuss risks."
subtitle-588960-591090-150	"If they didn't bring it up, you should bring it up."
subtitle-591960-596610-151	"But ideally, you should get your hints from the partner's response."
subtitle-596610-601830-152	"So after you've done your pitch, or maybe they interrupt you, listen as hard as you"
subtitle-601830-606060-153	"can, listen to what they're saying, listen to what they care about, even if their"
subtitle-606060-611220-154	"question shows a misunderstanding of what you said, how did they misunderstand it?"
subtitle-612270-618360-155	"What did their predispositions lead them to misunderstand?"
subtitle-620460-623670-156	"Listen to it. Listen to what they liked about what you said, and what they are"
subtitle-623670-624750-157	"concerned about."
subtitle-624750-626610-158	"And did something trigger them?"
subtitle-626790-629850-159	"Sometimes you can literally see it, especially if it's a physical meeting."
subtitle-630000-635730-160	"You can literally see as you're speaking, someone suddenly go, you know, suddenly they"
subtitle-635730-637260-161	"really didn't like something you said."
subtitle-637260-642820-162	"Try to understand why; maybe you can't directly ask them, but try to understand."
subtitle-642820-645270-163	"And then respond to these concerns that they expressed."
subtitle-645810-649950-164	"And after you respond to them, you should also invite other people to express"
subtitle-649950-651180-165	"unexpressed questions."
subtitle-651390-656280-166	"Even if people didn't initiate it, you say, "does anyone else have any questions?"
subtitle-656280-662100-167	"Do you have some concerns you'd like to see me address?" Make sure that they understand"
subtitle-662100-665070-168	"you're not offering them a "one size fits all" program."
subtitle-665070-666330-169	""This is a draft."
subtitle-666330-668580-170	"This is what we thouht, what we had in mind."
subtitle-668850-670140-171	"We're happy to discuss it."
subtitle-670140-671280-172	"We're happy to revise it."
subtitle-671280-673020-173	"It's just a sketch, etc., etc."."
subtitle-675700-676780-174	"So we've done that."
subtitle-676780-683680-175	"We've pitched, we've answered questions, and there comes a time when we are discussing"
subtitle-683680-685180-176	"what we might commit to."
subtitle-685210-690070-177	"Like I already said, you have to be very careful with commitments, and ask yourself"
subtitle-690070-693940-178	"when you are asked to commit to something, can you actually commit to this?"
subtitle-693940-696910-179	"And if you cannot, can you commit to something close enough?"
subtitle-697750-699310-180	"Can you commit to get back to them?"
subtitle-700030-701740-181	"You need to check your resources very carefully."
subtitle-703450-708700-182	"If the partner says, "Oh yeah, we would like you to run training workshops in all our"
subtitle-708700-715200-183	"branches." "How many branches do you have?" "149!" Does your group have the resources to"
subtitle-715200-717480-184	"give 149 trainings?"
subtitle-717510-719030-185	"Maybe. Maybe not."
subtitle-719040-721050-186	"Maybe you could, but you don't want to, really."
subtitle-721350-723480-187	"You don't see value in doing 149 presentations."
subtitle-724230-728970-188	"So be sure to not quickly agree to things that you shouldn't be agreeing to."
subtitle-729000-731490-189	"Maybe you can say, for example, "you know what?"
subtitle-731730-736800-190	"Maybe we wouldn't be able to do that, but how about you pick the ten most important"
subtitle-736800-741630-191	"branches, and we do presentations in those, and then see how it goes, and then talk about"
subtitle-741960-750030-192	"the rest, because we'll both be wiser after we do ten of those, before we commit to 149.""