Gaining Buy-in for Your Learning
Ecosystem
John Delano | CEO | 206.456.5115 | www.saltbox.com | @johndelano
Download: www.learningmodelcanvas.com
Or
http://www.slideshare.net/jdelano/lmcinteractive15-print

2
Download at:
Learningmodel
canvas.com
Or
http://
www.slideshar
e.net/jdelano/
lmcinteractive1
5-print

3
Say What?

4
Say What?

5
Say What?

Yes! The
speaker
totally gets
it!

Bingo!
The perfect
solution!

I got this!

I can’t wait to show the
executives the new
performance support
solution!

Sounds
great
but……

11
PROBLEM

“Marc Rosenberg who challenges the L&D profession to do
more to develop solid value
propositions for L&D.”
“He also notes that although L&D is embracing informal
learning, performance support and social learning, we
don’t have any idea on
how to sell and implement these across our
organisations.”
Source:
LearnKotch
Book
Review:
Revolu;onize
Learning
and
Development
by
Clark
N.
Quinn

What you hear is…
No
budget
Bad
timing
We
have an
LMS?

…I just don’t see the value
Decoded means…

Training is better than
no training, I just don’t
know how much.
So I’ll spend the
minimal amount.

SOLUTION

Know Your Business
1

“Sell” Your Business
2

Prove Your Business
3

Know Your Business
1

21
How do we work with a shop mechanic?

22
How do we work with a shop mechanic?
We ask them to help us with a problem…
but we don’t tell them what tools and parts
to use.

L&D should consult with customers to
fix problems, not just create training
upon their request.

L&D Expert’s
Tool
Learning
Model Canvas

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9
“Golden Thread”

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Great learning organizations, much like great businesses, have a business model which requires
direction, clarity, and execution.
The Learning Model Canvas can be used for planning an overall organizational learning model, or for
project alignment within a current learning model.
Customer Segments and Business Outcomes are the starting point for the 9 components.
Gaining buy-in for your model or project requires learning leaders to Get Information, Give
Information, and Gain Commitment (3G’s).
Alignment of all 9 components is the “Golden Thread”.
Critical interdependencies between components are where tough conversation and tradeoffs
happen with executives for resources.
See blog.saltbox.com for more details on the 2 Activity Patterns and 5 Learning Models that
organizations follow most often.
Welcome to the Learning Model Canvas

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“Golden Thread”

2 PRIMARY L&D PATTERNS
… in learning & development organizations

32
Pattern #1
Information
Dissemination

Pattern #2
Skills
Development
33

What’s your dominant pattern today?

5 DISTINCT LEARNING
MODELS
….driven by different value propositions & dependencies.

5 Common Learning Models
“What I Want
to Know,
When I Want
to Know It”
“One-
Size-Fits-
All
Learning”
“Flexible
Alliances
Inside
and
Out”
“We
Are
an
Ins;tu;on
of
Exper;se”
“Prac;ce
Makes
Perfect”

What Is Your Current Learning Model?

“Sell” Your Business
2

39
How does the shop mechanic work with us?

40
How does the shop mechanic work with us?
They gather information by asking good
questions!

1-3
Get Information
4-6
Give Information
7-9
Gain Commitment
“3G’s” Selling with Learning Model Canvas

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GET INFORMATION
3G

Find the one thing!

The Customer, the Hero

What Makes the Customer the Hero?

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48
GIVE INFORMATION
3G

49
What does the shop give us to validate work needed?

50
What does the shop give us to validate work needed?
The diagnosis of the problem!

Build Confidence

Build Confidence
As
a
synergist,
I
iden/fy
cri/cal
business
objec/ves
and
break
down
the
learning
ecosystem
into
manageable
components
to
achieve
success.
In
this
case,
improving
customer
sa/sfac/on
by
2%.
What
we’ve
determined
is
customer
service
reps
require
on
demand
access
at
the
moment
of
need
to
informal
learning
informa/on
in
their
CRM
(workflow
system).
This
will
reduce
on-­‐hold
/mes
and
keep
call
resolu/on
averages
below
2
minutes.
The
solu/on
is
<XYZ
tool/
applica/on>
that
does
________
and
we
can
do
a
short
term
pilot
to
prove
the
concept
in
90
days
upon
approval.
This
solu/on
is
similar
to
what
ABC
company
used
with
great
success.

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54
GAIN COMMITMENT
3G

55
What does the shop do before work begins?

56
What does the shop do before work begins?
Provide the cost and ask for
authorization!

Buy In

6
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2
345
7
8
9

Prove Your Business
3

60
How do mechanics prove it?

61
How do mechanics prove it?
Performance and warranty!

Proof of Employee Performance Everywhere
62

New Learning Technology Standard Helps Connect
Learning to Performance!
63

#1
Outcome
#2
Behaviors
#3
System
#4
Content
#5
Competency
Performance Mapping
Develop
Develop
Develop
#1
#1
#1
Loca;on
Loca;on
Loca;on
Company
Success
Factor
Ac;on
Ac;on
Ac;on
Dominant
Buying
Mo;ve
Pain
Point
or
or

#1
Outcome
#2
Behaviors
#3
System
#4
Content
#5
Competency
Classroom
Training
e-­‐Learning
#1-­‐4
Coaching
Checklist
e-­‐Learning
#5-­‐7
e-­‐Learning
#8
Simula;on
Customer
Service
Skills
Compliance
Brand
Advocate
Coaching
App
LMS
CRM
LMS
CRM
Social
Community
E-­‐mail
Customer
Sat
90%
Fraud
Below
3%
Loyalty
Score
9-­‐10
Schedule
Follow
Up
Customer
by
Name
Say
Thank
You
Check
ID
Verify
Address
Demo
Self
Help
Source
Demo
Self
Help
Source
Performance Mapping

66
LRS
xAPI
Connector
CRM
LMS
CMS
New
System
1
BI
&
Repor;ng
Tool
xAPI
Connector
xAPI
Connector
xAPI
Connector
Partner
Company
Planning Diagram

• Who develops the xAPI connector?
• Who installs/maintains the xAPI connector?
• Who hosts the xAPI connector?
• Who configures company systems (i.e C2)?
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• LRS Admin (Part time for pilot)
• Data Analyst / Architect
• IT Liaison (if using internal partners)
• Project Manager (if using partners)
L&D
HC
Internal
Partner
External
Partner
Key
L&D
Resources
Development
Resources
Personnel Planning

• LRS
• Connector development (one-
time $15K per connector)
• Support
68
16/17
17/18
18/19
$1K/Mo
$3.5K/Mo
$5K/Mo
$45K/single
$45K/single
$45K/single
$10K/single
$10K/single
$10K/single
$ Estimate Planning*

Learning Record Store Data
69

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CALL TO ACTION

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“Golden Thread”
Step #1
Know Your
Business

Step #2
Sell Your
Business
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2
3
4
5
6
7
8
9
1-3
Get Information
4-6
Give Information
7-9
Gain Commitment

Step #3
Measure Your
Business

Step #4
Start Small
and Grow

Step #5
Take Action
Now

Download Now
at
learningmodel
canvas.com
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“Golden Thread”