Making the case for Information
Architecture (IA) has never been the easiest of tasks for even the most
seasoned of Information Architects (IA). In fact, this might be the single most
important task an IA will have to complete to be able to secure employment, not
only for themselves, but for their entire team, which might eventually be for
everyone in the organization or company due to heavy returns on investments
that can be generated from a properly, professionally designed website or
intranet.
As an IA, trying to sell your
services and creating a business case for Information Architecture will involve
several methodical steps put together by you as a proposal on how you can bring
more value than just what is offered by a development team and a graphics designer.
I, for one will use the following methodology to present my case:
I.
Make a short presentation of not more than 8
slides to the each and every stakeholder that will mention and discuss the
following deliverables as the outcome of your efforts
i.
Site Scope
In your presentation of what the Site Scope brings on
the table, you should identify the essential problem your site is going to
solve or the opportunity it will afford users. You need to show your
understanding of the needs of both the target audience and site sponsors, and
articulate a broad, but justified rationale of how the site will meet their
needs through its information architecture design. This should bring added
value which can never be accomplished by simple graphics design with application
development. During your discussion with each stakeholder, you should present a
clear cut methodology on how you intend on proceeding with the site scope
effort. Typically, in your methodology, you should outline the following
techniques:
·
Data collection - discuss the importance of data
collection for the site design effort using techniques such as user interviews
and questionnaires, competitive benchmarking and stakeholder interviews
·
Data Analysis – discuss and present how you
intend to analyze the data you’ll be collecting in the above step and the
various data analysis techniques you’ll be employing in this effort like
benchmarking analysis and user analysis.
·
Results presentation – you, as the IA should
give the stakeholders an afore-taste of the delicious meal they’ll be consuming
in the future by telling him how you intend to present the result of you
research and analysis carried out above. How you intend to bring out the major
problems with the current state of affairs, summarize the results of your
benchmarking and present/propose clear cut solutions to take care of the
problems you’ll be identifying.
You can even go ahead and tell them that after this
initial Site Scope process, if they do not see any value in the project, then
it should be scrapped. You should be however very careful here because you just
took a very big risk, which can either pay off enormously or lead to the death
of your project.
ii.
Blueprint
Here, you want to mention and discuss with all the
stakeholders how you’ll be present a clear pictorial, as well as literal
description of the structure of the site you’ll be designing, something that’s
out of touch to a developer or a graphics designer who doesn’t understand how
information should be structured on a website.
You should sell the value of the Site’s blueprint by
elaborating what it will deliver at the end, which is usually a focus on
representing the information organization and navigation of the site, and maybe
mention what techniques of labelling you intend to implement on the site.
iii.
Wireframes
Selling value for your design with the use of
Wireframes can never be over-looked. Your initial discussions with the project
stakeholders should definitely involve stating how you intend to create
wireframes for the web site or intranet to be developed (again, something out
of the scope of a developer or plain graphics designer).
Here, you want to mention how you will represent the layout
of the content and navigation for individual pages within the site in the form
of a low cost prototype. Discuss how you intend to use this to bring out to the
front those pages considered to be complicated or unique, or which serve as
templates to other pages.
Using the above
methodology and with good presentation skills should go a long way to be able
to sell your IA project and convince stakeholders why you, as an IA is needed
to lead this effort, NOT developers and graphics designers. However, as an IA,
you should do more than the above to sell your project. This will be outlined
in section II below.
II.
Making your case and Selling your Information
Architecture
You, as the IA,
must be prepared to take the case forward for what you do. Be prepared to
change negative thinking into positive since most people still don’t know and
understand the value of Information Architecture. You need to be ready for
this, not just getting the point across initially, but being able to “sell”
what you do on the ground. Hence, you need to be a salesperson at this point in
your life to be able to convince the stakeholders to kick off the project.
As a
generalization, it’s been found that business people typically fall into two
groups: “by the numbers” folks, and “gut reactionaries”. The former require
data to help make their decisions. They need figures to rationally consider
return on investment (ROI) as the basis of their business decisions. The
latter, on the other hand, do what feels right. They trust their instinct and
often have plenty of good experience to draw on. As an IA, you’ll encounter,
and will have to deal and sell with both types of business people, so be
prepared for both. If necessary, you should be able to run the numbers and
present the various factors involved in your IA project as a function of cost
and convince your stakeholders with these figures.
It’s generally
possible to measure the value (and ROI) of some of an architecture’s individual
components. For example, we may be able to determine how well users navigate a
broad and shallow hierarchy versus a narrow and deep one. Or we might measure
how users respond to one way pf presenting search results versus another. If
necessary, you, the IA should quantify these values and present to your
audience as a justification of your project.
On the other
side, the success of the case you present to gut reactionaries often depends on
luck as much as anything else, but there should always be that saying at the
back of your mind that “we make our own luck”, so you should be able, as an IA
to have those words in your mouth that can tilt luck to your favor. One of the
best ways to engage and educate such individuals is telling first hand
“stories”. You might be lucky your gut reactionary doesn’t have much experience
in the subject matter, and when you find this loophole, feel it as fast and as
perfectly as you can. Use this technique to put them in the shoes of a peer who
faces a comparable situation, feel that person’s pain, and help him see how
information architecture helped his situation. An effective story should
provide the listener with both a role and a situation to identify with. The
role and the situation should set up a painful, problematic situation so that
the listener feels the pain and can see how investing in IA can help make it go
away.
Making your
case as an IA, can and should involve most of the following case-making
techniques:
i.
User sensitivity “boot camp’ sessions” – get
decision makers who aren’t web-savvy in front of a web browser. Ask them to try
to accomplish three or four basic and common tasks using their own web site (or
a competitor’s), and have them think aloud while you make notes of their
problems
ii.
Expert site evaluations – quickly identify 5 or
10 major IA problems in a site. This can make a huge impression in a writing
presentation or in the context of a sales call.
iii.
Strategy sessions – one to two day sessions
geared toward bringing together decision makers and opinion leaders, providing
them with a brief introduction to IA and discuss on the company’s strategy and
issues with overloaded information.
iv.
Competitive analyses – already discussed above,
a site’s IA issues can be riveting when the site is placed alongside its
competitors. Always look for opportunities to compare architectural components
and features to help prospects and clients see how they stack up. Present these
analyses to the stakeholders.
v.
Comparative analyses – compare the existing site
or intranet with comparable sites, comparing specific features, such as search
interfaces or shopping carts and present your findings to stakeholders.
vi.
Be aggressive and be early – make sure the IA is
included in the marketing and branding that comprise the firm’s public face,
not to mention the list of services.
Whatever
technique you use, consider these three pieces of advice:
·
Pain is your best friend – more than anything
else, work hard to identify the source of a prospect or client’s pain
·
Articulation is half the battle – make your
clients to be able to talk about their pain and issues, and also be prepared to
use the right words to sell to them, the solution to their pain and problems.
·
Get off your high horse – be ready to defuse the
jargon with alternative, “real-language” descriptions of what IA really is and
what problem it addresses.
Whatever
technique you use to make the case for IA, and whether you’re making a
quantitative or qualitative case, there must be a checklist that you should be
able to follow relevant to your story, answering all potential questions you
might get from potential clients and stake holders. As you prepare to make your
case, review this check list to make sure you’re not missing any important
point. Your typical checklist can be the following advantages and points you
intend to present and defend to sell your IA project
·
Reduces the cost of finding information
·
Reduces the cost of finding wrong information
·
Reduces the cost of not finding information at
all
·
Provides a competitive advantage
·
Increase product awareness
·
Increases sales
·
Makes using a site a more enjoyable experience
·
Improves brand loyalty
·
Reduces reliance upon documentation
·
Reduces maintenance costs
·
Reduces training costs
·
Reduces staff turnover
·
Reduces organizational upheaval
·
Reduces organization politicking
·
Improves knowledge sharing
·
Reduces duplication of effort
·
Solidifies business strategy
As a final note, which ever
points and approaches you use to make your case for IA, keep in mind how
difficult this challenge is and be ready to tackle it since IA is still being
looked like a new kid in the block and is generally a lot harder to sell that
other goods and services out there. Hence, be ready to be that Information
sales person.
On the other hand, problems associated with information
explosion (unregulated ridiculous growth of information stored in websites and
intranets) are only going to get worse as a result of poor maintenance of
content and data stores, hence the need for seasoned Information Architects.