That's what we need to think about when talking with individuals in our organisations and explaining the value of Knowledge Management.
Sure, there is a value proposition for the organisation - greater effeiciency, greater effectiveness, faster growth, bigger market share, faster time to market. But there needs to be a value proposition for the individual as well - a local value proposition - a WIIFM from their point of view.
The WIIFM is simple
"When we have a functioning Knowledge Management framework in place, it will make your life easier. It will give you easy access to knowledge that will save you time, will reduce the risk of failure, and will make your results better".
Look at Shell, with their Community forums, where staff browsing the forum estimate that every minute spent on the forum saves them 7 minutes work. That's the value proposition you need to focus on - "Use the KM system and it will more than repay the time you spend".
Then of course you need to make sure that your KM framework really does deliver value to the user; that it delivers accessible, useful, comprehensible, valuable knowledge to the point of need, be it through connecting people, through collating advice, or through any other means necessary. And you do this, through relentless focus on the knowledge customer.
(see here for a list of what staff say they want from KM)
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