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

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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 Will 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 Presenters

James D. Kirkpatrick Ph.D., is a vice president, for First Indiana Bank in Indianapolis Indiana. He is also director of the corporate university. He is an adjunct professor in the MBA program at the Indiana School of Technology, member of cofounder of the downtown Indianapolis Organizational Development Network, and is 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.

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Technical Requirements

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Supported OS, Browser and Additional Requirements

Microsoft® Windows® XP, Windows Vista, Windows 7, Windows

  • Internet Explorer 7 or higher, Mozilla Firefox, Google Chrome
  • Adobe® Flash® Player 11.2 or higher

Macintosh (OS X 10.5 or higher)

  • Mozilla Firefox, Apple Safari, or Google Chrome


  • Ubuntu 10.04 or higher; Red Hat Enterprise Linux 6; OpenSuSE 11.3
  • Mozilla Firefox

Test Your Computer

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If successful, you will receive a "Test Completed Successfully" message on the page.

Additional Requirements:

  • Minimum bandwidth requirement is 512 kbps for meeting attendees
  • POP-UP Blockers must be turned off to access the program
  • Additional Technical specs can be found here.

Important tip - Please allow 15 minutes prior to joining a session to conduct your set-up and testing!