the art of getting buy-in from the boss
TRANSCRIPT
The Art of Getting Buy-in from the Boss
Andy Webb (Presenter)Applied, Director of [email protected]/u/andy-webb
Mike Rustici (Facilitator)Watershed, Founder & [email protected]@mikerustici
#getbuyin
Andy Webb, Director of Training
The Art of Getting Buy-In from the Boss
ObjectivesDiscuss a LRS case-study
Explore how LRS is evolving the role of learning professionals and leadership buy in adoption to data contribution
Utilize a practical model to understand needs and motivations of leadership
Prepare you to better engage leadership throughout an LRS initiative
• $81M Investment• Redefined the business• What did we get?
= Data
Critical Business Metrics
Learning Results on KPIs
LMS vs. LRS
Getting past complianceto partnership
Align learning datawith KPIs of leadership
How does learning impact KPIs post-training?
Show comprehension/application
100
90
80
70
60
50
40
30
20
10
1020304050607080 90100
BHighComprehension,
LowApplication
AHighComprehension,
HighApplication
DLowComprehension,
LowApplication
CLowComprehension,HighApplication
Compreh
ensio
n
Application
I I I I I I I I
II
II
II
II
I
I
AGroupShouldberunningprofitable
locations.A+group=bestinclass
BGroupGraspsfinancialconcepts,buttrainingandcoachingneeded
onapplicationofSOW.
CGroupGoodpractices,butmay
strugglewithfinancialimpactsofCOGSandOpsexpenses.ReviewP&Lstatementconceptswithmanager.
DGroupNeedsthemosthelp.
Evaluate.Reviewwebinars,coachonconceptsandtechnique.Watchforimprovementtrends.
BasicBusinessFinanceRubric
A+Mastery
I
I
Comprehension vs. Application
Selling a LRS Solution• Legitimize learning data to leadership• Gather business critical KPIs
o Define what metrics are most important?o Pain points or challenges for leadership?o Company initiatives?o What motivates my boss?
• Conceptualize the future• Connect learning to KPIs • Justify the expense• Build it• Gain Adoption
Prioritize the KPIs
Inventory P&LFreight Pricing A/RRebates T-Codes
Sales Pyramid
Learning Focused on KPIs
Inventory Post Test
Competencies & xAPI - Inventory
Intended results: Decrease slow moving and inactive as a % of total inventory
Secondary Results: decrease write downs and cycle postings, increase in accuracy%
Assessment Questions: II (2, 3, 4, 5, 8, 9) III (3, 10)
Data Sources (application results): Total Inventory $ (295 Inventory total)Inventory Turns (295 Inventory total #)Inventory Carrying Charge $ (295 Inventory total)
Other potential data sources:cycle count error rates, write downs, monthly cycle count review
Visualizations: Inventory comprehension vs. Inventory performance
(2x2 where Inventory Performance = Carrying charges as a % of inventory)12 month Trend Line: Inventory $/ Inventory Turns / Inventory Carrying Charges
Heat Maps
Competency Maps
Learner Competency vs. Performance
Learning Results on KPIs
LRS Leadership Adoption
ERP HRIS
CMS
LMSCRM
BI
KPIs
LRS and Data Warehouse diagramSAP
SuccessFactorsLMS
SCORMCloud
Knoa BISQLDB
Repo
LRS(Watershed)
Reports/Cards/Dashboards
Python/JSON
Dispatch Python/JSON
ODBC/XML
ETLfromDB2
Automated-BIRT
SAP
Knoa
SuccessFactorsLMS
LRS(Watershed)
Reports/Cards/Dashboards
SCORMCloud
BISQLDB
Repo
Python/JSON
Dispatch Python/JSON
ODBC/XML
ETLfromDB2
Automated-BIRT
Andy Webb, Director of [email protected]/u/andy-webb © 2017, Applied Industrial Technologies
The Art of Getting Buy-In from the Boss
Questions?
Andy Webb (Presenter)Applied, Director of [email protected]/u/andy-webb
Mike Rustici (Facilitator)Watershed, Founder & [email protected]@mikerustici
#getbuyin