How to Demonstrate Value

CETS 2015

Judith Hale, Ph.D., CPT, CACP, ID(JA+)

IBSTPI Fellow dba Hale Associates for more than 25 years

CEO, The Institute for Performance Improvement, L3C, registered in the State of

Illinois

Judy@tifpi.org

www.tifpi.org

www.HaleAssociates.com

630-427-1304; 630-235-0195

TIfPI is focused on Evidence-Based Certifications

Services include:

• Design and development of credentials

• Certifications: CSIS, CSIP, CACP, CMS, 17 ID microcredentials

• Audits of instructional & credentialing programs

• Workshop on performance consulting and

certification

Intelligence. Ingenuity. Integrity

For the Field. By the Field. In the Field Providing innovative solutions for more than 25 years

Objectives

• For you to be able to demonstrate your value by:

– Describing what you do in a way that is definable, detectable, and different

– Presenting your services in terms of outcomes

© Hale Associates, 2015, All rights reserved. For internal use only

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Deb’s Rule:

“If you can’t tell it, you can’t sell it!”

Scope of Services

• What: What you do and offer that is valued

by clients

• Why: So potential clients and influencers

can associate you with addressing their

wants

• How: By displaying and describing what

you offer in ways:

– That distinguish you from others

– Trigger positive and desired

responses

Describe your Benefits

Features • Multiple audio channels

• Quality of animation

• Can embed tests

• Stream video

• Embed serious learning games

• Ease of integration

• Etc.

Outcomes • Shorter time to productivity

• Greater retention

• On-the-job application

• Lower cost access to more people

• Etc.

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What You Do Versus What You Deliver

• What you do:

• Analyze data

• Facilitate meetings

• Develop instruction or deliver training

• Manage projects & design processes

• What you deliver:

• Actionable steps

• Consensus

• More capable workforce

• Improved efficiency & reduce errors

How to Express

What Oriented 1. I develop training

2. I map and redesign work processes

3. I develop strategies

4. I develop certifications

Solution Oriented 1. I help get people to proficiency faster and

cheaper than what it typically takes

2. I take the waste out of work so it can be done

faster to standard

3. I help leaders accelerate the time it takes to

accomplish their vision

4. I help define the criteria that distinguishes

competence in a job or profession so it can be

measured and developed

Practice

List what you do State it as an outcome

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Identify Your Differentiators

• Ask how can I differentiate myself from the

competition?

– Scope of work: A to Z or just M & N

– Quality of work: Consistent,

sustainable

– Efficiency: Methods documented

– Practices: How you do business

– Value: A definable, detectable

difference

Value as a Differentiator

1. Your value must be “definable”

2. Your value must be “detectable”

3. Your value must be desirably “different”

Value: The definable, detectable difference that you bring to the relationship with the client. It

includes:

Your Knowledge & Expertise:

• What do you know that they don’t?

• What have you done that they have not?

• How can you help them or solve their

problems?

Your Skills & Resources:

• What can you do that they can’t - don’t -

won’t?

• What resources can you access on their behalf?

• How can you help them or solve their

problems?

Your Time and Attention:

• How will you devote time that they can’t -

don’t - won’t?

• What level of attention will you devote on

their behalf?

• How can you help them or solve their problems?

The Results and Impact of Your Work:

• How can you help them track leading indicators

to show gains and improvement?

• How can you help them correlate the

implementation of your work with changes in

key metrics?

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VALUE IS

The definable, detectable difference between your technology solution and what others are offering in terms:

• Cost savings

• Cost avoidance

• Time to productivity

• Greater retention of content

• Faster application of content

• Higher customer satisfaction

• Greater accuracy

• Less waste

• Better image

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Discuss & Reflect

In teams discuss and report out:

1. How does this explanation of value match your

understanding?

2. How did I demonstrate value?

3. What insights did you get from this explanation of value?

Build Your Brand

• Define – The value of what you do for yourselves and your clients.

• Promise it – In writing and through in person communication.

• Deliver it – Reliably and so that your clients recognize it.

• Remind – Your clients of what value you bring and what you have achieved together for clients and the business.

SUMMARY

• Organizations are looking for technology solutions that can help them address their problems

– They want technology to work

– They see value in technology solutions

– You have to show that you can deliver technology solutions that will satisfy their vision

• They want learning professionals to bring technology solutions that help them better respond to workplace & marketplace needs

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SUMMARY

• Define Value:

– Find out what the client values, want satisfying power

– Find out how or in what ways the current way of doing business falls short of what is valued

• Frame Value in ways it can be measured

– Find out what the costs are (time, money, speed, retention, …….)

– Compare current costs to projected gains from technology solutions

• Create a visual that makes the value of your technology solutions more detectable

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Discussion & Reflection

1. What have you heard you can apply to your own situation?

– Define your detectable difference?

– Communicate your benefits

– Explain your differentiators

– Build Brand

– What are your next steps to demonstrate your value

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The Institute for Performance Improvement, L3C offers 17 certifications with digital badges for learning

solutions including:

Serious Gaming, mobile learning, asynchronous e-learning, instructor-led training, job-aids, and more.

The Institute also offers a series of workshops, live and online, on consulting.

The Business Side of Consulting,

The Politics of Consulting

Advanced Consulting

Fundamentals of Performance Consulting

To learn more about our services, certifications, and workshops visit www.TIFPI.org.

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