GETTING TO A YES! - Ascentis · getting to a yes! how to have leadership buy into your ideas linda...

G E T T I N G T O A Y E S !H O W T O H A V E L E A D E R S H I P B U Y I N T O Y O U R I D E A S

L I N D A R U F F E N A C HE L I S E B O I V I N

A P R I L 6 , 2 0 1 7

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H O U S E K E E P I N GHOUSEKEEPING

CREDIT QUESTIONS TOPIC

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The use of this seal confirms that this activity has met HR Certification Institute's® (HRCI®) criteria for recertification credit pre-approval. Recertification Credit Hours Awarded: 1 Specified Credit Hours: HR (General) recertification credit hours toward aPHR™, PHR®, PHRca®, SPHR®, GPHR®, PHRi™, SPHRi™ recertification through HR Certification Institute's® (HRCI®). For more information about certification or recertification, please visit the HR Certification Institute website at www.hrci.org. Recertification Credit Hours Awarded: 1 Specified Credit Hours: HR (General) recertification credit hours toward aPHR™, PHR®, PHRca®, SPHR®, GPHR®, PHRi™, SPHRi™ recertification through HR Certification Institute's® (HRCI®). For more information about certification or recertification, please visit the HR Certification Institute website at www.hrci.org.

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W E L C O M E

Linda Ruffenach

Business Accelerator, Executive Coach, Culture Maven, Brand Architect, Whisky Educator & Dream Facilitator

Elise Boivin

Rewards & Compensation Guru, Efficiency Expert, Project Manager Extraordinaire, Art Curator

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S E T T I N G T H E S T A G E

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G E T T I N G T O Y E S : O B T A I N I N G E X E C U T I V E B U Y - I N

What can you expect from today’s webinar?

• Basic Components of a Business Case

• Tips to Getting a YES!

• Real Life Example and the Results

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T H E B I G I D E A

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T H E B I G I D E A T H A T G O E S N O W H E R E

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The value of an idea lies in the using of it. Thomas Edison

Great ideas are just ideas, it is what you do with them that make them great.

"Every really new idea looks crazy at first." Alfred North Whitehead

A half-baked idea is okay as long as it's in the oven.~Author Unknown

A pile of rocks ceases to be a rock when somebody contemplates it with the idea of a cathedral in mind.~Antoine de Saint-Exupery

Everyone who's ever taken a shower has an idea. It's the person who gets out of the shower, dries off and does something about it who makes a difference.~Nolan Bushnell

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B A L A N C E : C O S T , B E N E F I T A N D R I S K

Why do you need a business case?

• Business cases help you translate a great idea into an actionable result

• Supports planning and decision making–- Which product to bring to market- Which projects to fund - Which vendor to choose- When to implement.

T H E B U S I N E S S C A S E : A C R A S H C O U R S E

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T H E B U S I N E S S C A S E : A C R A S H C O U R S E

What do business cases include? In simplest of terms, a business case is a verbal or written proposal that does the following:

• States a problem

• Describes a solution

• Outlines the investment

• Demonstrates the ROI

• Illustrates the impact if no action is taken

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5 T I P S T O G E T Y O U T O A “ Y E S ”

Tip #1 Define the problem

Tip #2 Create a vision for the future

Tip #3 Identify your roadblocks

Tip #4 Present your solution and beware of counter-arguments

Tip #5 Be willing to negotiate

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T I P # 1 : D E F I N E T H E P R O B L E M

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T H E B U S I N E S S C A S E : S A L E S T R A I N I N G

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T I P # 2 : C R E A T E A V I S I O N F O R T H E F U T U R E

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• What is ideal state? What is your proposed solution to achieve future state?

• What new income or cost saving can be predicted from this initiative and when will it pay off the investment?

• What impact will it have on employees? On clients?

• Pull in outside examples, research and case studies that support your vision

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“8 out of 9 of us are spending a huge portion of our time persuading, influencing, and convincing others.

Like it or not, we're *all* in sales now.”

– Daniel Pink


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T I P # 3 : I D E N T I F Y Y O U R R O A D B L O C K S

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W H O A R E T H E D E C I S I O N M A K E R S ?

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W H A T D O T H E Y W A N T T O H E A R ?

Increase revenue….

Decrease costs….

Improve efficiency….

Reduce waste ….Improve customer satisfaction …

Drive employee engagement…

Reduce turnover…

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B A L A N C E : C O S T , B E N E F I T A N D R I S K

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RETURN ON INVESMENT (ROI)(Gain from Investment – Cost of Investment)

Cost of Investment

ROI IN MONTHSCost of Investment

Monthly Expected Return

R E T U R N O N I N V E S T M E N T

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The training team has partnered with operations to research and identify a 3rd party consultant to assist in developing sales training for their customer service representatives.

The total investment in the training is $25,000. Time off the phones for the training, requires an additional investment of $5,000.

What is the investment? ___________________________________

This new training is expected to improve pay for performance bonuses on Program A, generating an additional 2% in revenues equal to $9000 a month.

What is the gain on the investment in the 1st year?____________________________

What is the ROI? _____________________________________________________

What is the ROI in terms of months? ____________________________

R E T U R N O N I N V E S T M E N T

$20,000 + $5,000 = $25,000

$9,000 x 12 months = $108,000

($108,000 – $25,000) / $25,000 = 3.32 times return in 1st year

$25,000 / $9,000 = 2.8 months

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T I P # 4 : P R E S E N T Y O U R S O L U T I O N A N D B E W A R E O F C O U N T E R - A R G U M E N T S

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State the Problem

Describe the Solution

Outline the Investment

Demonstrate the ROI

Illustrate the Impact

Executive Summary

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W H O A R E T H E D E C I S I O N M A K E R S ?

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S T R I K E A P O W E R P O S E !

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“ I D O N ’ T K N O W ” I S N O T A N A N S W E R

Here is what I know…

Here is what I don’t

know…

Here is how I will figure it

out…

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• Everyone wants to feel like a winner.

• Don't be afraid to ask for what you want.

• Aim high and expect the best outcome.

• Do your homework.

• Shut up and listen.

• Don't be in a hurry.

• Focus on the other side's pressure, not yours.

• Always be willing to walk away.

• Don’t take it personal.

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R E C A P : 5 T I P S T O G E T Y O U T O A “ Y E S ”

Tip #1 Define the problem

Tip #2 Create a vision for the future

Tip #3 Identify your roadblocks

Tip #4 Present your solution and beware of counter-arguments

Tip #5 Be willing to negotiate

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QUESTIONS

• Enter all questions into the “Questions” section of the GoToWebinar panel on your computer screen

Special OfferEnjoy 2 free hours of Mercer PeopleProconsulting on hot HR issues compliments of Mercer PeoplePro.

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The use of this seal confirms that this activity has met HR Certification Institute's® (HRCI®) criteria for recertification credit pre-approval. Recertification Credit Hours Awarded: 1 Specified Credit Hours: HR (General) recertification credit hours toward aPHR™, PHR®, PHRca®, SPHR®, GPHR®, PHRi™, SPHRi™ recertification through HR Certification Institute's® (HRCI®). For more information about certification or recertification, please visit the HR Certification Institute website at www.hrci.org. Recertification Credit Hours Awarded: 1 Specified Credit Hours: HR (General) recertification credit hours toward aPHR™, PHR®, PHRca®, SPHR®, GPHR®, PHRi™, SPHRi™ recertification through HR Certification Institute's® (HRCI®). For more information about certification or recertification, please visit the HR Certification Institute website at www.hrci.org.

Be watching using YOUR

unique URL for login

Stay on the webinar, online for the full 60

minutes.

Certificates delivered by

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HOUSEKEEPING

than 5/6/2017



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W H O I S M E R C E R P E O P L E P R O ?

Special OfferEnjoy 2 free hours of Mercer PeoplePro consulting on hot HR issues at https://mercerpeoplepro.com/engagement compliments of Mercer PeoplePro.

MERCER PEOPLEPROTM

Elise Boivin

[email protected]

Linda Ruffenach

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– Manages onboarding– Standardizes paper-work– Integrates with social media– Portal that parses resumes

• Ascentis Talent Management– Mobile interface– No training required– Easily identify top employees– Employees can rate

themselves

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• Free live webinars monthly• Free HRCI, SHRM, and APA credits• All webinars recorded and posted to

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• Apr. 11, 2017 – Seven Mistakes Companies Make With Their Talent Strategy

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• May 10, 2017 – Understanding Your Options for Global Expansion

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GETTING TO A YES! - Ascentis · getting to a yes! how to have leadership buy into your ideas linda...

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