If we get our rightful space within the organizations, information professionals (archivists, librarians) should focus more on emotions than reason to offer our services and offer tailored solutions palatable, understandable, with an application as quickly as possible and are adjusted to actual needs.
decisions are rarely guided by reason On November 24, 2010 the Provincial Delegation of the Ministry of Economy, Innovation and Science Málaga awarded to a carrier a contract for "custody of surplus documentary series" of his central file.
The news was contained in Arxiforum professional forum, from which it is expressed bewilderment at the fact that the Administration rather than opt for a professional service as offered by companies engaged in outsourcing opts files by a transport company. And looking for the causes of this "amazing" award referred to both the primacy of economic considerations on the quality of service, and the ignorance on the subject as evidenced by the use of the term non-existent as is "surplus documentary series" (and is noted as well, assuming there is surplus documentary series they should be expunged and not save.)
This may seem anecdotal case is not so, and surely we all know examples of both public and private organizations that more or less consciously disregarded its document management, as well as those who once committed to improving its management using services and professional archivists from our perspective and archivists are undesirable.
Knowing these cases usually fall back on our content, which theory (principles, rules, procedures, archival), to show that these decisions are not only wrong but attack the logic and reason. But resorting to "logic and reason" in decision-making does not seem to be the most successful for those responsible for public and private organizations opt for our professional services.
is because as they are highlighting the research conducted in the field of "behavioral economics " most of rationality often does not guide our decisions but fall victims of multiple influences that give our elections irrational component l.
people to make a decision we do not usually know all the possible alternatives, nor are we able to predict the future consequences of each choice, we do not seek any relevant information or simply not have considered. But aside from these information gaps, it was found that generally people and organizations do not seek the best possible solution to our problems but we settle for a solution that is good enough for our needs, although it is not the optimal solution .
Rethinking our offer
Therefore, in light of these investigations, if we introduce in areas that so far do not use our services, marketing actions and proposals that we make should not focus on excellence and perfection of document management systems, but should be directed more to the emotions than to reason and solutions based on appealing and easily understood. Also
we offer products and services that are scalable application as quickly as possible . And that, as psychologists have noted, people find it very difficult to delay gratification of pleasure seeking future profits today, and between savoring a chocolate cake and have better health in 30 years, we usually opt for the former . That may help us understand why many organizations choose to apply "patches" to your document management rather than waiting to design and implement complex and comprehensive document management systems.
And of course we offer products and services tailored to the real needs , and it is imperative to listen to our potential customers and make the necessary effort to understand their needs. The satisfaction of these needs should take precedence over any other consideration .
Ultimately, if we are to take charge of services as demanded by the Provincial Delegation of the Ministry of Economy, Innovation and Science Malaga (custody of a documentary series considered surplus), we will be more useful to prepare tenders in accordance with the expressed needs to criticize the inadequacy of the terminology used, or to question the types of businesses who choose and succeed where the award of service. If our offer is also desirable, both economically and technically, "understandable and quick to apply, we probably do with it.
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