Cets 2015 hale demo how to value

1. How to Demonstrate Value
CETS 2015
Judith Hale, Ph.D., CPT, CACP, ID(JA+)
IBSTPI Fellow
dba Hale Associates for more than 25 years
CEO, The Institute for Performance
Improvement, L3C, registered in the State of
Illinois
Judy@tifpi.org
www.tifpi.org
www.HaleAssociates.com
630-427-1304; 630-235-0195
TIfPI is focused on Evidence-Based Certifications
Services include:
• Design and development of credentials
• Certifications: CSIS, CSIP, CACP, CMS, 17 ID
microcredentials
• Audits of instructional & credentialing
programs
• Workshop on performance consulting and
certification
Intelligence. Ingenuity. Integrity For the Field. By the Field. In the Field
Providing innovative solutions for more than 25 years
Objectives
• For youto be able todemonstrate yourvalue by:
– Describing whatyoudo ina way that isdefinable,detectable,anddifferent
– Presentingyourservicesintermsof outcomes
© Hale Associates, 2015, All rights reserved. For internal use only

2. JUDITH HALE 2
Deb’s Rule:
“If you can’t tell it, youcan’t sell it!”
Scope of Services
• What: What you doand offerthat isvalued
by clients
• Why: So potential clientsandinfluencers
can associate youwithaddressingtheir
wants
• How: By displayinganddescribingwhat
youofferinways:
– That distinguishyoufromothers
– Triggerpositive anddesired
responses
Describe your Benefits
Features
• Multiple audiochannels
• Qualityof animation
• Can embedtests
• Streamvideo
• Embedseriouslearninggames
• Ease of integration
• Etc.
Outcomes
• Shortertime to productivity
• Greaterretention
• On-the-jobapplication
• Lowercost access to more people
• Etc.

3. JUDITH HALE 3
What You Do Versus What You Deliver
• What you do:
• Analyze data
• Facilitate meetings
• Developinstructionordelivertraining
• Manage projects& designprocesses
• What you deliver:
• Actionable steps
• Consensus
• More capable workforce
• Improvedefficiency&reduce errors
How to Express
What Oriented
1. I developtraining
2. I map and redesignworkprocesses
3. I developstrategies
4. I developcertifications
Solution Oriented
1. I helpgetpeople toproficiencyfasterand
cheaperthanwhat ittypicallytakes
2. I take the waste out of work so itcan be done
fasterto standard
3. I helpleadersacceleratethe time ittakesto
accomplishtheirvision
4. I helpdefine the criteriathatdistinguishes
competence inajobor professionsoitcanbe
measuredanddeveloped
Practice
List whatyoudo State it as an outcome
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4. JUDITH HALE 4
Identify Your Differentiators
• Askhow can I differentiate myself fromthe
competition?
– Scope of work: A to Z or justM & N
– Qualityof work: Consistent,
sustainable
– Efficiency: Methodsdocumented
– Practices: How youdo business
– Value: A definable,detectable
difference
Value as a Differentiator
1. Your value mustbe “definable”
2. Your value mustbe “detectable”
3. Your value mustbe desirably“different”
Value: The definable,detectable difference thatyoubringto the relationshipwiththe client. It
includes:
Your Knowledge & Expertise:
• What do youknowthat theydon’t?
• What have youdone that theyhave not?
• How can youhelpthemor solve their
problems?
Your Skills & Resources:
• What can you dothat theycan’t - don’t-
won’t?
• What resourcescan youaccess ontheirbehalf?
• How can youhelpthemor solve their
problems?
Your Time and Attention:
• How will youdevote time thattheycan’t -
don’t- won’t?
• What level of attentionwill youdevote on
theirbehalf?
• How can youhelpthemor solve their
problems?
The Results and Impact of Your Work:
• How can youhelpthemtrack leadingindicators
to show gainsand improvement?
• How can youhelpthem correlate the
implementationof yourwork withchangesin
keymetrics?

5. JUDITH HALE 5
VALUE IS
The definable,detectable difference betweenyourtechnologysolutionand what othersare offering
in terms:
• Cost savings
• Cost avoidance
• Time to productivity
• Greaterretentionof content
• Fasterapplicationof content
• Highercustomersatisfaction
• Greateraccuracy
• Lesswaste
• Betterimage

6. JUDITH HALE 6
Discuss & Reflect
In teamsdiscussandreportout:
1. How doesthisexplanationof value matchyour
understanding?
2. How didI demonstrate value?
3. What insightsdidyougetfromthisexplanationof value?
Build Your Brand
• Define – The value of whatyoudo for yourselvesandyourclients.
• Promise it – Inwritingandthroughin person communication.
• Deliverit – Reliablyandsothat yourclientsrecognize it.
• Remind– Your clientsof whatvalue youbringandwhat youhave achievedtogetherforclientsand
the business.
SUMMARY
• Organizationsare lookingfortechnologysolutionsthatcan helpthemaddresstheirproblems
– Theywant technologytowork
– Theysee value intechnologysolutions
– You have to showthat youcan delivertechnologysolutionsthatwill satisfytheirvision
• Theywant learningprofessionalstobringtechnologysolutionsthathelpthembetterrespondto
workplace &marketplace needs

7. JUDITH HALE 7
SUMMARY
• Define Value:
– Findout whatthe clientvalues,wantsatisfyingpower
– Findout howor inwhat waysthe current wayof doingbusinessfallsshortof whatisvalued
• Frame Value inwaysit can be measured
– Findout whatthe costs are (time,money,speed,retention,…….)
– Compare currentcosts to projectedgainsfromtechnologysolutions
• Create a visual thatmakesthe value of your technologysolutionsmore detectable

8. JUDITH HALE 8
Discussion & Reflection
1. What have you heard you can apply to your own situation?
– Define your detectable difference?
– Communicate your benefits
– Explain your differentiators
– Build Brand
– What are your next steps to demonstrate your value
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The Institute forPerformance Improvement,L3Coffers17 certificationswithdigital badgesforlearning
solutions including:
 Serious Gaming,mobile learning,asynchronouse-learning, instructor-ledtraining,job-aids,and
more.
The Institute alsooffersaseriesof workshops,live andonline,onconsulting.
 The BusinessSide of Consulting,
 The Politicsof Consulting
 AdvancedConsulting
 Fundamentalsof Performance Consulting
To learnmore about our services,certifications,andworkshopsvisitwww.TIFPI.org.

9. JUDITH HALE 9