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The Impact of LearningDonald H. TaylorChairman, The Learning and Performance Institute
Group: reedlearning
@reedlearning
reedlearning
#reediol
#reediol
Types of impact from learning
What types of impact are there?
#reediol
Types of impact from learning
• Better– More sales– Reduced inefficiencies
• Faster– Increased productivity– Increased speed to competence
• Cheaper– Reduced liability– Fewer support calls
#reediol
Question...
How do you show the impact of learning in your organisation?
#reediol
• What is ROI – really?
• Alternative methods
• The need for buy-in
• Best practice
Today
#reediol
Time
Sales
Increase in sales revenue(B – A)
A
B
Training introducedhere
#reediol
Time
Sales
Sales were improving anyway
Increase likelyto have happened anywayA
B
X
Training introducedhere
#reediol
Time
Sales
A
B
X
Increase shown by controlgroup
Training introducedhere
Outsideeventhappenshere
Y
#reediol
Time
Sales
A
B
X
Training introducedhere
Outsideeventhappenshere
Y
Increaseattributable to training(B – Y)
#reediol
“What’s the ROI on that?”• Historical data collection
• Good control groups
• No training for B
• Hawthorne effect
• No new systems
• ‘Monetizing’ training
Is this really what your client is asking for?
#reediol
• Clothes?
• Food?• Who?• Juliet!
• Beer• James• Footy• Cab?
It should be okay.
There’s a party at Tony’s tonight.
What sort of party will it be?
#reediol
“What’s the ROI on that?”
What do they really mean?
#reediol
• I have a real need for an ROI study
• Can I kill this training request?
• Am I safe if I buy this?
• Will this solve my problem?
Possible meanings
#reediol
Question
Are there any alternative methods?
#reediol
1. Donald Kirkpatrick / Kirkpatrick Model
2. Jack Phillips / ROI Institute
3. Robert O. Brinkerhoff / Case study method
4. Robinson, Harrison etc / Performance consulting
Showing impact
#reediol
• 1959 / 1975
• 4 levels– Reaction– Learning– Behaviour– Results
Kirkpatrick model
Donald Kirkpatrick
#reediol
• Jack Phillips ROI Institute
• Kirkpatrick “5th Level”
• Monetarization
• Data-driven
The Phillips ROI model
Jack Phillips
#reediol
• Robert O. Brinkerhoff
• Focus on success
• No isolation
• Survey approach
Success case method
Robert O Brinkerhoff
#reediol
• Dana Gaines Robinson & James C Robinson (US)
• Nigel Harrison (USA)
• Many others
Performance consulting
Nigel Harrison
#reediol
Performance relationship map
1.
Should
2.
Should
Causal Linkage
Operational Results On-the-Job Performance
4. Is 3. IsCausal Linkage
5. Environmental Factors Impacting Performance
External Causes Internal Causes
Gap Gap
Source: Performance Consulting, Gaines Robinson & Robinson, Berrett-Koehler, 1995
#reediolSource: Improving Employee Performance, Kogan Page, 2000
Seven-step process
#reediol
1. What is the problem? Build a contract
2. Who is involved?
3. What are people doing now?
4. What do you want them to do?
5. What is the value of the gap?
6. What are the causes? And potential solutions?
7. Build an action plan
Seven-step process
#reediol
1. What is the problem? Build a contract
2. Who is involved?
3. What are people doing now?
4. What do you want them to do?
5. What is the value of the gap?
6. What are the causes? And potential solutions?
7. Build an action plan
Seven-step process
#reediol
• Open– “Who is involved in this?”
• Engaging– “What would it look/feel like to do this?”– “What will happen if things continue like this?”
• Challenging – “Could they do it in the past?”– “Does it matter to them?”– “Are they rewarded for poor performance?”– “Do they have all they need for the job?”
Types of question
#reediol
• Pain/Problem– “Is the team working well together?”– “Are you satisfied with ...?”
• Implication– “What effect does that have on output?”– “Could that lead to increased costs?”– “Will it slow down your proposed plans?”
• Need/Payoff Questions– “Why is it important to solve this problem?”– “What benefits do you see?”
Establishing pain and need
Source: SPIN Selling, by Neil Rackham, McGraw Hill, 1988
#reediol
Facilitating
Knowledge Skills
EnvironmentMotivation
M L Broad & J W Newstrom (1992) | Research repeated in 1998 with similar results
Before During After
Manager
Workshop Leader /Instructor
Learner
? ?
?
? ??
?
??
With thanks to Charles Jennings
? ?
?
? ??
?
??
Before During After
Manager
Learner
1 3
4
5 67
8
92Workshop Leader /Instructor
M L Broad & J W Newstrom (1992) | Research repeated in 1998 with similar results With thanks to Charles Jennings
#reediol
Real conversations
#reediol
Question
What skills do we need?
Do we have them?
#reediol
L&D skills• 12 months in development
• Launched October 2012
• 27 skills / 9 groups
• 4 levels
• Free to use for non-profit– bit.ly/LPICapMap
• 983 assessments
Category and skill 1 2 3 4
Analysis and Strategy
Assessment and Evaluation 78 91 119 78
Competency Management 94 103 86 66
Learning Strategy 36 100 108 136
Performance Analysis 55 132 112 90
Business Skills and Intelligence Communication, Marketing and Relationship Management 73 74 107 95
Financial Management 77 80 110 68
Industry Awareness 50 131 103 95
Procurement 67 93 98 70
Collaborative Learning
Developing Collaborative Learning Skills 132 89 85 74
Supporting Communities of Practice (CoP) 112 108 77 72
Supporting Content Co-creation and Curation 106 79 92 74
Supporting Work Teams 52 114 146 130
Learning Delivery Management
Change Management 64 115 103 78
Project Management 41 71 150 142Learning Information Management and Interpretation
Data Interpretation 71 99 112 37
Information Architecture 67 119 109 37
Learning Resources
Content Creation 26 104 272 190
Design 40 117 246 248
Live Delivery
Face-to-face Learning 30 71 239 398
Presentation Delivery 28 91 377 377
Virtual/Online Delivery 142 132 153 141
Managing the Learning Function
People Management and Development 49 106 81 158
Process Management and Improvement 74 66 101 119
Resource Management 42 71 98 122
Performance Improvement
Coaching 91 87 162 107
Mentoring 108 102 110 78
Performance Support 56 95 174 159
L&D Skills
#reediol
Category and skill 1 2 3 4
Analysis and Strategy
Assessment and Evaluation 78 91 119 78
Competency Management 94 103 86 66
Learning Strategy 36 100 108 136
Performance Analysis 55 132 112 90
Business Skills and Intelligence Communication, Marketing and Relationship Management 73 74 107 95
Financial Management 77 80 110 68
Industry Awareness 50 131 103 95
Procurement 67 93 98 70
Collaborative Learning
Developing Collaborative Learning Skills 132 89 85 74
Supporting Communities of Practice (CoP) 112 108 77 72
Supporting Content Co-creation and Curation 106 79 92 74
Supporting Work Teams 52 114 146 130
Learning Delivery Management
Change Management 64 115 103 78
Project Management 41 71 150 142Learning Information Management and Interpretation
Data Interpretation 71 99 112 37
Information Architecture 67 119 109 37
Learning Resources
Content Creation 26 104 272 190
Design 40 117 246 248
Live Delivery
Face-to-face Learning 30 71 239 398
Presentation Delivery 28 91 377 377
Virtual/Online Delivery 142 132 153 141
Managing the Learning Function
People Management and Development 49 106 81 158
Process Management and Improvement 74 66 101 119
Resource Management 42 71 98 122
Performance Improvement
Coaching 91 87 162 107
Mentoring 108 102 110 78
Performance Support 56 95 174 159
Live Delivery Face-to-face Learning 30 71 239 398Presentation Delivery 28 91 377 377Virtual/Online Delivery 142 132 153 141
L&D Skills
#reediol
Category and skill 1 2 3 4
Analysis and Strategy
Assessment and Evaluation 78 91 119 78
Competency Management 94 103 86 66
Learning Strategy 36 100 108 136
Performance Analysis 55 132 112 90
Business Skills and Intelligence Communication, Marketing and Relationship Management 73 74 107 95
Financial Management 77 80 110 68
Industry Awareness 50 131 103 95
Procurement 67 93 98 70
Collaborative Learning
Developing Collaborative Learning Skills 132 89 85 74
Supporting Communities of Practice (CoP) 112 108 77 72
Supporting Content Co-creation and Curation 106 79 92 74
Supporting Work Teams 52 114 146 130
Learning Delivery Management
Change Management 64 115 103 78
Project Management 41 71 150 142Learning Information Management and Interpretation
Data Interpretation 71 99 112 37
Information Architecture 67 119 109 37
Learning Resources
Content Creation 26 104 272 190
Design 40 117 246 248
Live Delivery
Face-to-face Learning 30 71 239 398
Presentation Delivery 28 91 377 377
Virtual/Online Delivery 142 132 153 141
Managing the Learning Function
People Management and Development 49 106 81 158
Process Management and Improvement 74 66 101 119
Resource Management 42 71 98 122
Performance Improvement
Coaching 91 87 162 107
Mentoring 108 102 110 78
Performance Support 56 95 174 159
Collaborative Learning Developing Collaborative Learning Skills 132 89 85 74Supporting Communities of Practice 112 108 77 72Supporting Content Co-creation, Curation 106 79 92 74Supporting Work Teams 52 114 146 130
L&D Skills
#reediol
Category and skill 1 2 3 4
Analysis and Strategy
Assessment and Evaluation 78 91 119 78
Competency Management 94 103 86 66
Learning Strategy 36 100 108 136
Performance Analysis 55 132 112 90
Business Skills and Intelligence Communication, Marketing and Relationship Management 73 74 107 95
Financial Management 77 80 110 68
Industry Awareness 50 131 103 95
Procurement 67 93 98 70
Collaborative Learning
Developing Collaborative Learning Skills 132 89 85 74
Supporting Communities of Practice (CoP) 112 108 77 72
Supporting Content Co-creation and Curation 106 79 92 74
Supporting Work Teams 52 114 146 130
Learning Delivery Management
Change Management 64 115 103 78
Project Management 41 71 150 142Learning Information Management and Interpretation
Data Interpretation 71 99 112 37
Information Architecture 67 119 109 37
Learning Resources
Content Creation 26 104 272 190
Design 40 117 246 248
Live Delivery
Face-to-face Learning 30 71 239 398
Presentation Delivery 28 91 377 377
Virtual/Online Delivery 142 132 153 141
Managing the Learning Function
People Management and Development 49 106 81 158
Process Management and Improvement 74 66 101 119
Resource Management 42 71 98 122
Performance Improvement
Coaching 91 87 162 107
Mentoring 108 102 110 78
Performance Support 56 95 174 159
Analysis and Strategy Assessment and Evaluation 78 91 119 78Competency Management 94 103 86 66Learning Strategy 36 100 108 136Performance Analysis 55 132 112 90Business Skills and Intelligence Communication, Marketing and Relationship Management 73 74 107 95Financial Management 77 80 110 68Industry Awareness 50 131 103 95Procurement 67 93 98 70
L&D Skills
#reediol
• Right approach– Business metrics– Buy-in
• Right method
• Right culture
• Right skills
Best practice
#reediol
• Donald H. Taylor – Chairman, Learning and Performance Group
• Jon Buttriss – Director, Reed Learning
• Matthew Piddington – Head of Sales, Reed Learning
• Eleanor Hudgell – Head of Learning Solutions, Reed Learning
Q &A
#reediol
• Performance Consulting– Gaines Robinson & Robinson
www.partners-in-change.com
• Improving Employee Performance– Nigel Harrison
www.performconsult.co.uk [email protected]
• What is Performance Consulting? – Nigel Harrison– Nigel will supply this PDF booklet to anyone from the Reed
Learning event who mails him.
References
Group: reedlearning
@reedlearning
reedlearning
www.reedlearning.com
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