Proving the Value of Training to the C-Suite: The Language of Bottom-Line Results

This Webcast was recorded on May 7, 2008.

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The challenges of proving the value of training

There are multiple languages spoken within an organization. To communicate effectively, you will have to speak differently to the “C” level—CEOs, CIOs, CFOs, etc.—than you normally do with managers or vice presidents.

C-level executives don’t care to hear about the level of operational detail that managers do, and they usually have only a passing interest in keeping within a budget.

What captures their interest are initiatives that bring about market share gains, one-up the competition, expand the brand, and the like. They speak the language of value.

Moreover, while the C-Level often views training as important, from their standpoint it often does not rise to the level of "critical" to organizational success.

In a nutshell, C-level executives are evaluated on growing the business. What they need to hear is that the money they spend will come back as increased revenue and profits.

Delivering anything other than a value message is a waste of time.

What you’ll learn:

To the C-Level, executing their strategies (mission, vision, business directives, new initiatives, etc.) is of the utmost importance. Execution is the important bridge between training and the business—training provides a proactive and measurable approach to reaching organizational goals.

In this Webcast, Jim Kirkpatrick explains ways to speak the language and demonstrate the value of learning to the bottom line. You’ll discover:

• How Return on Expectations (ROE) is the key, not ROI
• Ways to determine stakeholder expectations for the course, program, or entire learning function
• Tips for identifying the measures of success for stakeholders
• Approaches for pinpointing the key drivers needed to ensure that desired outcomes are achieved
• How to gather the right evidence and present it in a compelling format.

About the Presenter:

James D. Kirkpatrick, Ph.D., is a vice president and the Director of the Corporate University for First Indiana Bank in Indianapolis, Indiana. He is an adjunct professor in the MBA program at the Indiana School of Technology and co-founder of the downtown Indianapolis Organizational Development Network. He also serves on the Board of Directors for the American Red Cross. He has written a number of books, including Transferring Learning to Behavior: Using the Four Levels to Improve Performance and Implementing the Four Levels: A Practical Guide for Effective Evaluation of Training Programs.

For additional training on this topic, consider these AMA seminars:

• Kirkpatrick's Four Levels: Increasing Training Effectiveness Through Evaluation
• Communicating Up, Down and Across the Organization
• Negotiating to Win #2513
• Building Better Work Relationships: New Techniques for Results-oriented Communication
• Internal Consulting Skills for the Human Resources Professional

To learn more, read these AMACOM Books:

• Improving Employee Performance Through Appraisal and Coaching, by Donald L. Kirkpatrick
• The New Human Capital Strategy, by Bradley W. Hall
• The Trainer’s Toolkit, 2nd Edition, by Cy Charney and Kathy Conway
• One Foot Out the Door, by Judith Bardwick