Lscon16 414 Gaining Executive Buy-in For Your Learning Ecosystem
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As a learning leader, you want to build a world class learning model. But the problem is you need executive support, funding, IT support, etc. A learning ecosystem that satisfies today’s learner requires changing the conversation with all the stakeholders. In this session, you’ll use the learning model canvas to create the story for changing the mindset and mechanics of the corporate learning model. You’ll learn the top two learning organization patterns and the top five learning organization models. You will be able to identify your organization’s current model, identify the dependencies needed for implementing a new learning ecosystem, and actionable next steps for implementing it in the workplace. You will gain the skills to: select the most effective learning model for the organization, determine actionable steps to gain commitment and resources for a new learning ecosystem, and facilitate consultant-like discussions at the executive level.
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Lscon16 414 Gaining Executive Buy-in For Your Learning Ecosystem
- 1. Gaining Buy-in for Your Learning Ecosystem John Delano | CEO | 206.456.5115 | www.saltbox.com | @johndelano Download: www.learningmodelcanvas.com Or http://www.slideshare.net/jdelano/lmcinteractive15-print
- 2. 2 Download at: Learningmodel canvas.com Or http:// www.slideshar e.net/jdelano/ lmcinteractive1 5-print
- 3. 3 Say What?
- 4. 4 Say What?
- 5. 5 Say What?
- 8. I got this!
- 9. I can’t wait to show the executives the new performance support solution!
- 11. 11 PROBLEM
- 12. “Marc Rosenberg who challenges the L&D profession to do more to develop solid value propositions for L&D.” “He also notes that although L&D is embracing informal learning, performance support and social learning, we don’t have any idea on how to sell and implement these across our organisations.” Source: LearnKotch Book Review: Revolu;onize Learning and Development by Clark N. Quinn
- 13. What you hear is… No budget Bad timing We have an LMS?
- 14. …I just don’t see the value Decoded means…
- 15. Training is better than no training, I just don’t know how much. So I’ll spend the minimal amount.
- 16. SOLUTION
- 21. 21 How do we work with a shop mechanic?
- 22. 22 How do we work with a shop mechanic? We ask them to help us with a problem… but we don’t tell them what tools and parts to use.
- 23. L&D should consult with customers to fix problems, not just create training upon their request.
- 26. 26
- 29. Great learning organizations, much like great businesses, have a business model which requires direction, clarity, and execution. The Learning Model Canvas can be used for planning an overall organizational learning model, or for project alignment within a current learning model. Customer Segments and Business Outcomes are the starting point for the 9 components. Gaining buy-in for your model or project requires learning leaders to Get Information, Give Information, and Gain Commitment (3G’s). Alignment of all 9 components is the “Golden Thread”. Critical interdependencies between components are where tough conversation and tradeoffs happen with executives for resources. See blog.saltbox.com for more details on the 2 Activity Patterns and 5 Learning Models that organizations follow most often. Welcome to the Learning Model Canvas
- 31. 2 PRIMARY L&D PATTERNS … in learning & development organizations
- 34. What’s your dominant pattern today?
- 35. 5 DISTINCT LEARNING MODELS ….driven by different value propositions & dependencies.
- 36. 5 Common Learning Models “What I Want to Know, When I Want to Know It” “One- Size-Fits- All Learning” “Flexible Alliances Inside and Out” “We Are an Ins;tu;on of Exper;se” “Prac;ce Makes Perfect”
- 37. What Is Your Current Learning Model?
- 39. 39 How does the shop mechanic work with us?
- 40. 40 How does the shop mechanic work with us? They gather information by asking good questions!
- 41. 1-3 Get Information 4-6 Give Information 7-9 Gain Commitment “3G’s” Selling with Learning Model Canvas
- 42. 1 2 345 67 8 9
- 44. Find the one thing!
- 45. The Customer, the Hero
- 46. What Makes the Customer the Hero?
- 47. 1 2 345 67 8 9
- 48. 48 48 GIVE INFORMATION 3G
- 49. 49 What does the shop give us to validate work needed?
- 50. 50 What does the shop give us to validate work needed? The diagnosis of the problem!
- 51. Build Confidence
- 52. Build Confidence As a synergist, I iden/fy cri/cal business objec/ves and break down the learning ecosystem into manageable components to achieve success. In this case, improving customer sa/sfac/on by 2%. What we’ve determined is customer service reps require on demand access at the moment of need to informal learning informa/on in their CRM (workflow system). This will reduce on-‐hold /mes and keep call resolu/on averages below 2 minutes. The solu/on is <XYZ tool/ applica/on> that does ________ and we can do a short term pilot to prove the concept in 90 days upon approval. This solu/on is similar to what ABC company used with great success.
- 53. 1 2 345 67 8 9
- 55. 55 What does the shop do before work begins?
- 56. 56 What does the shop do before work begins? Provide the cost and ask for authorization!
- 57. Buy In
- 58. 6 1 2 345 7 8 9
- 60. 60 How do mechanics prove it?
- 61. 61 How do mechanics prove it? Performance and warranty!
- 62. Proof of Employee Performance Everywhere 62
- 63. New Learning Technology Standard Helps Connect Learning to Performance! 63
- 64. #1 Outcome #2 Behaviors #3 System #4 Content #5 Competency Performance Mapping Develop Develop Develop #1 #1 #1 Loca;on Loca;on Loca;on Company Success Factor Ac;on Ac;on Ac;on Dominant Buying Mo;ve Pain Point or or
- 65. #1 Outcome #2 Behaviors #3 System #4 Content #5 Competency Classroom Training e-‐Learning #1-‐4 Coaching Checklist e-‐Learning #5-‐7 e-‐Learning #8 Simula;on Customer Service Skills Compliance Brand Advocate Coaching App LMS CRM LMS CRM Social Community E-‐mail Customer Sat 90% Fraud Below 3% Loyalty Score 9-‐10 Schedule Follow Up Customer by Name Say Thank You Check ID Verify Address Demo Self Help Source Demo Self Help Source Performance Mapping
- 66. 66 LRS xAPI Connector CRM LMS CMS New System 1 BI & Repor;ng Tool xAPI Connector xAPI Connector xAPI Connector Partner Company Planning Diagram
- 67. • Who develops the xAPI connector? • Who installs/maintains the xAPI connector? • Who hosts the xAPI connector? • Who configures company systems (i.e C2)? 67 • LRS Admin (Part time for pilot) • Data Analyst / Architect • IT Liaison (if using internal partners) • Project Manager (if using partners) L&D HC Internal Partner External Partner Key L&D Resources Development Resources Personnel Planning
- 68. • LRS • Connector development (one- time $15K per connector) • Support 68 16/17 17/18 18/19 $1K/Mo $3.5K/Mo $5K/Mo $45K/single $45K/single $45K/single $10K/single $10K/single $10K/single $ Estimate Planning*
- 69. Learning Record Store Data 69
- 70. 1 2 345 67 8 9
- 71. 71 CALL TO ACTION
- 73. 1 2 345 67 8 9 “Golden Thread” Step #1 Know Your Business
- 74. Step #2 Sell Your Business 1 2 3 4 5 6 7 8 9 1-3 Get Information 4-6 Give Information 7-9 Gain Commitment
- 76. Step #4 Start Small and Grow