Cets 2015 pangarkar getting the inside track

• workforce innovation & engagement • employee performance management • real time learning/eLearning • assessment/examination solutions

Chicago E-Learning Showcase

GETTING THE INSIDE TRACK Gaining Leadership Buy-in for E/M-Learning Presenter: Ajay M. Pangarkar, CTDP, CPA, CMA Delivered to: ATD Chicago E-Learning Conference Date: August 18, 2015 Time: 3:00 – 3:50pm Session: Breakout Session Location: Chicago, Il

For more info: +1 866 489.7378 or [email protected]

Follow Me on Twitter: @ajaypangarkar or Blog.centralknowledge.com


BIOGRAPHY Ajay M. Pangarkar, CTDP, CPA, CMA Workforce Revolutionary, Author, Speaker Ajay Pangarkar is President of CentralKnowledge Inc., leaders in strategic employee performance and innovative assessment systems. He combines his finance, accounting, strategy, and professional learning background to assist Fortune 500 organizations such as Apple, Pfizer, Scotia Bank, RBC, and IATA to create innovative learning environments. Under his leadership, CentralKnowledge was recognized for Learning Content Management Project of the year 2008 for Training Magazine’s Technology in Action award for their work with Apple Inc.

Ajay is a Certified Professional Accountant (CPA, CMA) and a Certified Training and Development Professional (CTDP). His focus is to ensure organizations are able to leverage their employee’s performance in delivering tangible performance results. Ajay is a world renowned workplace performance strategist and foremost authority on integrating employee performance strategies into the Balanced Scorecard. He is also passionate about building an irrefutable business case for employee skills investments. He is a sought after industry-recognized speaker on strategic employee development and employee assessments.

Ajay, with partner Teresa Kirkwood, published their recent book titled, “The Trainers Balanced Scorecard: A Complete Resource for Linking Learning and Growth to Organizational Strategy" (Wiley). Other books include “The Trainers Portable Mentor” and "Building Business Acumen for Trainers: Skills to Empower the Learning Function" (John Wiley & Sons). He is an award-winning writer receiving the 2014 prestigious TrainingIndustry.com Readership and Editors’ Award. Ajay is regularly invited by the media and appears on the #1 Montreal Talk Radio morning show discussing workforce performance. He is a regular contributor to many leading publications around the world.

Ajay is actively involved in the workplace learning community recently serving as the Vice Chair for the Canadian Society for Training and Development’s National Board of Directors. Contact Ajay at [email protected].

--------------------- Please Follow/Forward my new BLOG at blog.centralknowledge.com twitter: @ajaypangarkar LinkedIn: in/ajaypangarkar

Gaining Leadership Support for E/M-Learning Session – ATD Chicagoland 2015 © Ajay M. Pangarkar, CentralKnowledge 2015

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• measurement & evaluation

• training for trainers

• e-learning solutions


GETTING THE INSIDE TRACK: Gaining Leadership Buy-in For E/M-Learning

Thank you for selecting this interactive session. It is with great pleasure that I present to you an educational session on how to ensure that your e/m-learning initiatives meet management’s expectations and presents a solid financial case to obtaining buy-in.

Your role as learning and performance professionals within your organization and industry is evolving at a rapid pace. No longer is T&D confined to one role but it is increasingly viewed as a partner in achieving a strategic goal. Your role is now to understand how L&D fits into this equation and how will you be able to credibly support and communicate the results. Please contact me anytime with your questions at 866-489-7378 or by email: [email protected].

Aja y M Pan g a r k a r Ajay M. Pangarkar CTDP, CPA, CMA Workforce Revolutionary, Author, Speaker CentralKnowledge

Learning Objectives:

• Ensure the 3 primary internal buyers’ needs for e/m-learning are met • Prepare presentations that persuasively make the business case for e/m-learning

to business leaders • Identify and avoid the language blunders that trainers can make when dealing

with senior management • Apply the RADAR approach to gaining senior management buy-in

Description: Learning practitioners must gain “buy-in” from participants fed up with "training" courses, mid-managers who cannot afford employee downtime, and business leaders who expect tangible benefits from their e/m-learning investment. In this session, you will learn to address business leaders’ and stakeholders’ concerns, effectively present your learning solutions, and minimize management resistance. Through a 5-step process called RADAR, business leaders will notice learning practitioners. This session will use an interactive approach and provide you with the steps to develop the necessary skills to gain the internal support for e/m-learning initiatives. Participants in this session will identify how to get their e/m-learning initiative to gain management support. You’ll then build support for e/m-learning while building a solid financial business case for the initiative. This session should appeal to all Training professionals, including external professionals working within an organization, but it is especially geared to beginner and intermediate Training professionals


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ACTIVITY: PERSONAL LEARNING OBJECTIVES List 2 to 3 personal learning objectives to achieve when you leave the session:

1. ______________________________________________________________ 2. ______________________________________________________________ 3. ______________________________________________________________

Apply financial tools to build an e/m-learning case

Build a financial case for e/m-learning

Communicate expectations into business results

Evaluating E/M-Learning

Strategy



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NOTES ______________________________________________________________________ ______________________________________________________________________ ______________________________________________________________________

______________________________________________________________________ ______________________________________________________________________

______________________________________________________________________ ______________________________________________________________________ ______________________________________________________________________

Leader’s Expectations

The 4 Steps: Answer the following…

1.  How do your leaders see “training”

2.  What “investment” means to leaders

3.  Evaluate “financial” impact to business

4.  Evaluate “qualitative” impact to business


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YOUR FIRST THOUGHTS: ______________________________________________________________________ ______________________________________________________________________ ______________________________________________________________________

______________________________________________________________________ ______________________________________________________________________

______________________________________________________________________

A Quick Question…

“Training”?

How do your business-leaders

categorize...

Please share your answers…


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______________________________________________________________________ ______________________________________________________________________ ______________________________________________________________________

Leaders views training in 3 ways:

1.  Necessary, expected training (e.g. job training and development)

2.  Measuring impact of major investments (e.g. “training” as a component)

3.  Investing in major elements of training (e.g. e-learning infrastructure)

Positioning to Prove Value

Send me a note for :

“The Business Leader’s Bottom

Line”

article for sample Level 3, 4 Questions

Building E-learning Acceptance

Evaluating E-learning Strategy

! Capital investment

! Operational Expenses

! Needs Identification ! Learning Retention

Learning Aspects

Infrastructure

Management Needs ! Business Objectives ! Operational Activities

Level 1, 2

Level 3, 4


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______________________________________________________________________ ______________________________________________________________________ ______________________________________________________________________

Leadership Decision Tools

!  “Learning” contribution to major projects

!  Assess learning infrastructure investment

Cost-Volume-Profit (CVP)

Net Present Value (NPV)

Return on Investment Evaluation

Analyzes project profitability

!  Cost/volume affect on profitability

!  Activity level to achieve profit

Analyzes changes in costs

Cost-Volume-Profit (CVP)!

Revenues!

Variable!Costs!

Contribu1on!Margin!

Fixed!Costs!

Opera1ng!Income!

Company!sales!!(price!x!units!sold)!!

Cost!to!produce!units!sold!!(cost!x!units!sold)!!

Profit!leA!to!cover!fixed!costs!(determines!breakeven!point)!!

All!capital!investments!to!produce!units!

Remaining!profits!


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______________________________________________________________________ ______________________________________________________________________ ______________________________________________________________________

CVP E-Learning Decision!

Revenues!

Variable!Costs!

Contribu1on!Margin!

Fixed!Costs!

Opera1ng!Income!

E-learning increases fixed costs

Question to ask:

To what extent will learning contribute production and profit?

Which means:

•  Sell more units

•  Reduce variable costs

E-Learning Example: FinaX Inc.!

•  FinaX Inc. sells AccountX Software

•  Variable cost: $120 each unit

•  New e-learning course: $60,000

•  Post course sales incr.: 700 units

Management’s question:

Should we spend

$60,000 for the e-learning course?

•  Selling 4000 units for $200/each

•  Current fixed costs: $200,000

•  E-learning is a fixed cost


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NOTES _____________________________________________________________________ ______________________________________________________________________ ______________________________________________________________________

______________________________________________________________________

Revenues'

Variable'Costs'

Contribu1on'Margin'

Fixed'Costs'

Opera1ng'Income'

$800,000 ($200 x 4000)

$480,000 ($120 x 4000)

$320,000 ($80 x 4000)

$200,000

$120,000

$940,000 ($200 x 4700)

$564,000 ($120 x 4700)

$376,000 ($80 x 4700)

$260,000

$116,000

$140,000 ($200 x 700)

$84,000 ($120 x 700)

$56,000 ($80 x 1000)

$60,000

($4,000)

4000 units NO e-learning (1)

4700 units w/e-learning (2)

Difference (2) – (1) = (3)


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OTHER CONSIDERATIONS? 1. ____________________________________________________________________ 2. ____________________________________________________________________ 3. ____________________________________________________________________

4. ____________________________________________________________________

5. ____________________________________________________________________

6. ____________________________________________________________________

E-Learning Example: FinaX Inc.!

What is your answer… to management’s question:

Should we spend $60,000 for the

e/m-learning app?

Answer: YES / NO

What Should We Consider?


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NOTES ______________________________________________________________________ ______________________________________________________________________ ______________________________________________________________________

______________________________________________________________________ ______________________________________________________________________

______________________________________________________________________ ______________________________________________________________________

______________________________________________________________________

Get Learning on the RADAR…

R Resistance

A Apathy

D Disruptions

A Application

R Results

“What will this cost us?”

“What will this do for us?”

“Why now?”

“What will it do for the business?”

“What difference will it make?”

Level 3-4

Level 4

Level 4

Level 3-4

Level 4


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Homework: E/M-Learning: ____________________________

______________________________________________________________________ ______________________________________________________________________ ______________________________________________________________________

______________________________________________________________________ ______________________________________________________________________ ______________________________________________________________________

______________________________________________________________________ ______________________________________________________________________ ______________________________________________________________________

______________________________________________________________________ ______________________________________________________________________ ______________________________________________________________________

______________________________________________________________________ ______________________________________________________________________ ______________________________________________________________________

R Resistance “What will this cost us?” Level 3-4

A Apathy “What will this do for us?” Level 4

D Disruptions “Why now?” Level 4

A Application “What difference will it make?” Level 3-4

R Results “What will it do for the business?” Level 4


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Leadership Questions to Answer

1. ______________________________________________________________

2. ______________________________________________________________

3. ______________________________________________________________

1. ______________________________________________________________

2. ______________________________________________________________

3. ______________________________________________________________

4. ______________________________________________________________

5. ______________________________________________________________

Financial Results

�What do I get if I give you the money you are asking for?�

Performance Results

�What are the tangible benefits/results we can expect from doing this?�


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NOTES ______________________________________________________________________ ______________________________________________________________________ ______________________________________________________________________

______________________________________________________________________ ______________________________________________________________________

______________________________________________________________________ ______________________________________________________________________

______________________________________________________________________

Building Learning Acceptance

Build a financial case for e/m-learning

Communicate expectations into business results

!  Demonstrate Level 3 and 4 results

!  Speak in relatable terms

!  Respect how each management level perceives “learning”


Apply financial tools to build a case for e/m-learning !  Measure the appropriate “return” of

learning capital elements

!  Utilize existing financial evaluation tools


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TrainingIndustry.com !  The CLO Reality:

What It Takes to Lead & Manage the Learning Function

!  The Business Leaders Bottom Line: Aligning Learning With Organizational Needs

!  Building Strategic Learning Linkages: Mapping & Measuring Your Learning Strategy

TrainingMag “Last Word” !  Taking Care of Business

!  Let’s Get Naked!

“Workforce Revolution!” blog.centralknowledge.com

Thank you…Please Follow My Blog

Ajay M. Pangarkar CTDP, CPA, CMA

t: 866-489-7378 x 1 e: [email protected]

!!!!!!!!

@ajaypangarkar!

30% DISCOUNT CODE: WLY15 @Wiley.com

Presentations & Public Speaking

Cets 2015 pangarkar getting the inside track