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How to Persuade Your CEO that Workplace Learning & Performance Programs Add Value

How to Persuade Your CEO that Workplace Learning & Performance Programs Add Value . Presented by Donald P. Rogers, Ph.D., SPHR Rollins College. In this program, you will learn: . How to Identify the Value WL&P should be Creating

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How to Persuade Your CEO that Workplace Learning & Performance Programs Add Value

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  1. How to Persuade Your CEO that Workplace Learning & Performance Programs Add Value Presented by Donald P. Rogers, Ph.D., SPHR Rollins College

  2. In this program, you will learn: • How to Identify the Value WL&P should be Creating • How to Measure the Value WL&P is Creating • How to Convince the CEO that T&D is Creating the kind of Value it should be Creating

  3. What is Value Added? • Value is what someone values • Businesspeople value is wealth • Value Added is measure of created wealth • Common Measures of Value Added VA = outputs - inputs VA = benefits - costs VA = revenues - expenses

  4. What does the Firm Value? Excellent Companies = Focused Values • Look at the Objectives • Look at the Mission Statement • Look at the Values Statement

  5. What does the CEO Value? • Competitiveness • Sales Revenue • Market Share • Total Assets • Earnings Per Share • Return on Investment • The “P = R-E” Test • Sustainable Competitive Advantage

  6. How is WL&P Adding Value? • By Delivering High Value WL&P Services • By Minimizing Low Value WL&P Services • By Supporting Organizational Initiatives • By Managing Organizational Changes

  7. Emphasize High Value Services • Executive Advice & Consultation • Effective Communication/Info Sharing • Targeted (Performance) Training • Leadership Development

  8. Focus on High Value Results • Improved Key Competencies • Increased Flexibility & Adaptability • Increased Cooperation & Teamwork • Increased Engagement & Involvement • Increased Commitment & Loyalty

  9. What are the key Measures? • Impact • Effectiveness • Efficiency • Sufficiency • Satisfaction

  10. What are the key Standards? • Internal Standards • Objectives • History • External Standards • Industry Norms • Customer Expectations • Competitor Initiatives

  11. Define Your Purpose To Convince the CEO that the WL&P Programs Add Value to the Firm.

  12. Analyze Your Audience • Who are you trying to influence? • What do they value? • What is your credibility with them? • Competence/Professionalism • Visibility/Dynamism • Trustworthiness

  13. POSITIVE Flexible Results Oriented Problem Solvers NEGATIVE Cost Centers Boring Intrusive Assess the Reputation of WL&P

  14. Develop Your Arguments • Claim Value Added Activities produced results efficiently • Prove Your Points • Numbers • Change • Comparisons • Return on Investment • Success Stories • Testimonials

  15. Deliver Your Message • Face to Face • Not in writing, Not electronically • Make Your Recommendations • Invest in High VA Activities • Eliminate or Outsource Low VA Activities • Ask for Feedback but not Commitment

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