How to Persuade Your CEO that Workplace Learning

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
  WLP should be Creating
• How to Measure the Value WLP
  is Creating
• How to Convince the CEO that TD 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 WLP Adding Value?

• By Delivering High Value WLP Services
• By Minimizing Low Value WLP 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 WLP 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
Assess the Reputation of WLP

• POSITIVE
• Flexible
• Results Oriented
• Problem Solvers

• NEGATIVE
• Cost Centers
• Boring
• Intrusive

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