Talent Development 18 Consulting and Business Partnering

November 27, 2020

Section 3.2 in the CPTD Certification program for ATD is Consulting and Business Partnering. Section A reads, “Skill in synthesizing information to formulate recommendations or a course of action to gain agreement, support, and/or buy-in from stakeholders.”

To be successful at consulting, you must operate as a strong business partner with the client. The people involved in the training must be truly excited about the venture and anxious to have it work out well for them.

If you follow these eight tips, you should have agreement, support, and full buy-in.

1. Start with solid research

The way to gain commitment is to listen well to what the participants say they need. This sounds easy, but it is more difficult than it seems. I start with interviews of the key players in the organization. That sets the stage, but it is not enough because they may not be able to articulate the real needs.

2. Needs analysis

I do a survey of the people involved in which they select what topics would create the most significant payoff for them. The key here is to involve as many people in the group that will ultimately be trained so that each person recognizes he or she had real input into the topic selection.

3. Create a rough draft of the program

Based on the research, I put together a draft of the main topics to be covered as well as the delivery style to be used. Be sure to state the objective clearly and outline the deliverables in detail.

4. Review and gain commitment

This is a critical step that is often overlooked or short changed. Let me share an example of how this looks, if it is done well. I was doing a design for a CEO of a major training effort. I did the research, needs analysis, and a draft of the proposed program. I came back a few days later and shared a list of seven things the proposed program would accomplish. The CEO looked at the seven things and wrote BINGO in large letters next to my list.

5. Design the program in detail

In this phase it is necessary to customize the material so that you will be speaking “their language.” Do not offer the same program for a hospital as you would for a manufacturing plant. Make the entire program feel like it was made for that specific client. I normally use their logo and pictures that reflect their actual business.

6. Make sure the program delivery is user friendly

For people to be excited about the training, they need to have it done on a schedule that is most convenient for them, not you. They may want it delivered very early in the morning or even on weekends. Always bend to their needs.

7. Avoid “Death by PowerPoint.”

Only a few points per slide, and do not read the points. Instead, talk about the topic area letting them absorb the actual words on the slide. Always have a photograph (and obtain the license to use it) on each slide. Do not use clip art or cartoons. Make sure the photo is illustrative of the points you are making and has some element of creativity or twist to keep people interested.

8. Make the training experiential

Do not have just hours of lecture. Have an activity, like a role play or body sculpture every 20 minutes or so to break up the training. This keeps people from getting bored.

Following these eight tips will ensure your program has the full support of people in your client’s organization.

Bob Whipple, MBA, CPTD, is a consultant, trainer, speaker, and author in the areas of leadership and trust. He is the author of: The Trust Factor: Advanced Leadership for Professionals, Understanding E-Body Language: Building Trust Online, Leading with Trust is Like Sailing Downwind, and Trust in Transition: Navigating Organizational Change. Bob has many years as a senior executive with a Fortune 500 Company and with non-profit organizations.


Talent Development 13 Business Insight

October 15, 2020

Section 3.1 in the CPTD Certification program for ATD is Business Insight. The first bullet reads, “A skill in creating business cases for talent development initiatives using economic, financial, and organizational data.”

In this article, I will describe the process I use to create, refine and present business cases to potential clients.

A proposal to do some training and development work has little chance of being approved unless you can identify the benefits that will accrue. One mistake that consultants often make is to consider only the tangible or visible benefits such as higher output, greater safety, or better quality.

Usually there are intangible benefits that are not immediately or easily measurable but that have a profound impact on the operation in the long run. These concepts might include the impact of training on trust, morale, or teamwork. Often these intangible benefits dwarf the more visible things that can be measured physically.

If the training is highly experiential rather than just reading and listening to lectures, the impact on personal growth will go well beyond what is in plain sight. This is why I design my programs to have a great deal of variety of experiences where the participants actually become part of the action.

These experiences include several role play activities, body sculpture, assessments, polls, breakout sessions, magic illusions, videos, group and individual activities.

My rule of thumb is to have some kind of hands-on activity for every 10-15 minutes of information sharing. That level of involvement allows the group to stay sharp through multi-hour sessions. I also provide a physical break every two hours and provide refreshments, if the session is in person.

I work from PowerPoint Slides but follow a rigid protocol to avoid “death by PowerPoint.” All slides are on a totally white background. Usually there are only 5-6 bullets with large text with less than 8 words per bullet. Each slide has a real photograph (not clip art) that I have downloaded and purchased. The photos are indicative of the content on the slide and are often whimsical in nature.

I never read the PowerPoint bullets verbatim. I discuss the content and let the participants read the actual words while I am talking. Of course, I share the slide program for later review and recall.

Considering these presentation details, there is a lot of team building going on while I impart the subject matter. That improved teamwork serves to enhance trust and build morale, which both translate into productivity for the group.

It is common to have productivity increase by more than 50% as a result of training a family group for just a few hours.

I also customize all training for the specific needs of the group. I have a survey instrument with about 100 different areas where training might be considered. The participants tell me ahead of time which items have the most value, so that I can customize the program to be focused on the areas of greatest return.

I determine any extant data that is available for the group. I will review things like Quality of Work-life Surveys, Turnover data, Grievance Reports and other data that is available on the prior state of the group.

I also customize all slides to be industry specific, so that the training will translate into the language the particular organization uses daily. I want all of the participants to get the feeling that this training was designed specifically for them, because it was.

Taking these steps allows me to present a business case to the organization that is thorough, balanced, and tailored to be laser-focused on the needs of the specific group.



Bob Whipple, MBA, CPTD, is a consultant, trainer, speaker, and author in the areas of leadership and trust. He is the author of: The Trust Factor: Advanced Leadership for Professionals, Understanding E-Body Language: Building Trust Online, Leading with Trust is Like Sailing Downwind, and Trust in Transition: Navigating Organizational Change. Bob has many years as a senior executive with a Fortune 500 Company and with non-profit organizations.


Body Language 80 Bored

June 23, 2020

Identifying when a person is bored seems very simple. The outward signs are pretty obvious and well known.

You need to be careful, however, because the gestures for a person who is fatigued are almost the same as for one who is bored.

Here are some tips to separate the two concepts.

First of all, consider what is going on around the person. If this is hour three of a four-hour lecture on pollution containing hundreds of detailed PowerPoint slides, then when a person has his chin in his palm, it is likely out of boredom.

On the other hand, if a student is holding her head up with her hand, during a lively or funny class, you might want to inquire if she was up all night finishing her paper.

The Eyes

The big difference between fatigue and boredom is in the eyes. A bored person is usually sitting and staring out with a blank stare and heavy, but not closed, eyelids. A tired person usually will have her eyes shut or nearly shut.

If you see a person unable to maintain focus with her eyes, then suspect boredom as the cause. You may also observe a rolling of the eyes with boredom but not fatigue.

The Hands

The usual position of the hand is for one hand to be propping up the head. Occasionally you may see both hands doing this at the same time, but the predominant gesture is just with one hand.

A person experiencing extreme fatigue will often put his or her head down on the table rather than try to hold it up with a hand.

The Mouth

The telltale sign of a bored person is to yawn. Unfortunately, it is difficult to separate a yawn induced by boredom from one caused by being overtired. It is often the case that both fatigue and boredom may be occurring simultaneously.

It is interesting to observe how infectious yawning is. When a person sees another person yawn, it is common to see the first person yawn within about 10 seconds. You can observe yourself yawning shortly after observing another person doing it. You may even yawn immediately after seeing your dog do it, or vice versa.

General Posture

The most common forms of boredom occur when people are seated. People who are bored generally lean forward rather than backward. The opposite is often true for people who are fatigued.

Props

Look for fidgeting or doodling as another indication of boredom rather than fatigue. A tired person is trying to sleep, so there is no energy to play with a paperclip or make a paper airplane.

A person who is bored has some energy that is likely to come out in the form of interfacing with a handy object, like a pencil.

What to do

Usually teachers or those who facilitate group activities will see these kinds of gestures.

Obviously if many of the students are exhibiting these kinds of symptoms, you need to take note and call a break or an activity that will get people moving or engaged some other way.

With fatigue, you normally will see the reaction in only one or two people, while boredom can spread over an entire group.

Be alert for the problem and change your methods to keep people engaged. When their outward gestures are extreme enough to see, they are not listening to you anyway.

This is a part in a series of articles on “Body Language” by Bob Whipple “The Trust Ambassador.”