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WITH
HEATHER
MCPHERSON
(E&J)
How to get
buy-in for your
L&D initiatives
AND
DAWN
CURLESS
Getting buy-in
• Communication
• Relationship building
• Empathy
Expectations and Perceptions
How engaged
are your stakeholders?
Let’s start with a question….
Perspective
You are probably somewhere in
between 20 – 70% engagement
but no matter the number…
You are always convincing,
influencing, and motivating
people to see the value of L&D.
Do you go over budget
on vacations?
Do you convince your
spouse to also
overspend on vacation?
Another question…
Influence vs Manipulation
Principles of influence
People are most
likely to give back
when what’s
given is
unexpected and
personalized
People want to
live up to the
commitments they
make
People want to
align to what
others are doing
Expertise and
credibility matter
#trust
People are more
likely to say ‘yes’
to people that
they like
People want
things that are
rare and unique
*difficult to obtain
People want to
belong to a group
and can become
a sphere of
influence
Tactics for influence
Managing your Inner Chimp
Understanding ‘change’
Things to remember
• Communicate what you expect from your stakeholders
• Don’t assume that because they are not playing along, they don’t
believe
• Determine if they do believe in L&D:
• If they do, how can you help them take action?
• If they don’t, what can you do to convince them?
• When they are advocates, use them to influence through
empathy/sympathy
• Let them know where they are – safe, part of “regular”, consistent
Your toolkit
Determine how L&D
can impact
business growth
Identify who needs to be
“at the table” and what
motivates them to help
you
Set clear expectations
and present a business
case for your investment
How to conduct a
learning needs
assessment  a how-to
guide
• Who to invite to your next
meeting…and why?
• Email templates for inviting
key stakeholders to “the
table”
• How to secure a budget
for your learning needs
• Email templates for
communicating your
expectations
WITH
HEATHER
MCPHERSON
(E&J)
THANK YOU!
And...
stay in touch AND
DAWN
CURLESS

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[Kallidus webinar] How to get buy-in PPT deck.pptx

  • 1. WITH HEATHER MCPHERSON (E&J) How to get buy-in for your L&D initiatives AND DAWN CURLESS
  • 2. Getting buy-in • Communication • Relationship building • Empathy
  • 4. How engaged are your stakeholders? Let’s start with a question….
  • 5. Perspective You are probably somewhere in between 20 – 70% engagement but no matter the number… You are always convincing, influencing, and motivating people to see the value of L&D.
  • 6. Do you go over budget on vacations? Do you convince your spouse to also overspend on vacation? Another question…
  • 8. Principles of influence People are most likely to give back when what’s given is unexpected and personalized People want to live up to the commitments they make People want to align to what others are doing Expertise and credibility matter #trust People are more likely to say ‘yes’ to people that they like People want things that are rare and unique *difficult to obtain People want to belong to a group and can become a sphere of influence
  • 12. Things to remember • Communicate what you expect from your stakeholders • Don’t assume that because they are not playing along, they don’t believe • Determine if they do believe in L&D: • If they do, how can you help them take action? • If they don’t, what can you do to convince them? • When they are advocates, use them to influence through empathy/sympathy • Let them know where they are – safe, part of “regular”, consistent
  • 13. Your toolkit Determine how L&D can impact business growth Identify who needs to be “at the table” and what motivates them to help you Set clear expectations and present a business case for your investment How to conduct a learning needs assessment  a how-to guide • Who to invite to your next meeting…and why? • Email templates for inviting key stakeholders to “the table” • How to secure a budget for your learning needs • Email templates for communicating your expectations

Editor's Notes

  1. In a study conducted by Red Thread Research, an innovative thought leadership company in the HR tech space based in North America, lead researchers  to define the skills needed to future-proof L&D. Of the 7, “Managing relationships” was one. The research team defined the Managing Relationships skills set as skills to build and maintain relationships, internal and external to the L&D function. In Marketing, we manage relationships by studying the motivations of those we want to influence to act. As a marketer for Kallidus, I study why you have chosen us as a provider for your organization. Then I take that knowledge and I map out the discovery process and buying process and create useful content to build trust between our company and your company but especially YOU. As marketers, we don’t sell product, we appeal to your senses, your feelings, and your motivations and, if we do that correctly, then we have built a relationship that will make you more inclined to buy the products we sell versus those sold by someone. So, how can you, as an L&D leader, leverage your marketing skills to influence your stakeholders to believe in and actively support L&D initiatives?
  2. Good morning! My name is Claire, and I lead many of the content marketing efforts at Kallidus. I will lead today’s session on How to get buy-in for your L&D initiatives. I only have 10 minutes with you so the content will be delivered as a “micro-learning”. I’m sure you know that term  If you find this content interesting, please consider joining us for a full hour on Thursday, May 16 at 3PM UK as my colleague, Dawn Curless, and our customer, Heather McPherson of Eville & Jones go into more detail about the topic. You can scan the QR code here to register for that session.
  3. “Have you ever thought of yourself as a marketer?” Probably not. But as a marketer, I know my job is to convince people of a message. I have learned from talking to our customers that you, too, spend much of your time convincing people about the importance of investing in learning and development. In today’s micro session, I’ll review some of the tools I use to do my job and how you can adapt them to do yours.
  4. https://www.gallup.com/394373/indicator-employee-engagement.aspx
  5. “Have you ever thought of yourself as a marketer?” Probably not. But as a marketer, I know my job is to convince people of a message. I have learned from talking to our customers that you, too, spend much of your time convincing people about the importance of investing in learning and development. In today’s micro session, I’ll review some of the tools I use to do my job and how you can adapt them to do yours.
  6. Good morning! My name is Claire, and I lead many of the content marketing efforts at Kallidus. I will lead today’s session on How to get buy-in for your L&D initiatives. I only have 10 minutes with you so the content will be delivered as a “micro-learning”. I’m sure you know that term  If you find this content interesting, please consider joining us for a full hour on Thursday, May 16 at 3PM UK as my colleague, Dawn Curless, and our customer, Heather McPherson of Eville & Jones go into more detail about the topic. You can scan the QR code here to register for that session.
  7. You have different ways to influence others to believe in your message. Every person is uniquely motivated by different objectives and values. This slide shows you an adapted version of Robert Cialdini’s 6 principles of influence. Over time, a 7th “unity” has been added. I encourage you to join our session on Thursday to get a full understanding of all 7 but for now I will focus on just a few: Social proof: Daily, I write messages for our Linkedin feed to help connect our community around the messages that make Kallidus a unique provider. We focus on making L&D easier for all involved, empowering the manager, and providing useful reporting that the business can use. I am most successful when I can tell that story through your voice….our customers. Why? Because people want to be aligned with what others are doing so, hearing about how our customers use our products to make L&D easy, empower the manager, and use reporting for business outcomes, is compelling. Authority: Again, to reinforce our messages, we provide you with data and research proving that what we say is true and can be supported by regulatory bodies and leaders in the L&D. We work to incorporate that information in what we share with you to earn your trust. To read more about these principles, https://www.influenceatwork.com/7-principles-of-persuasion/
  8. Good morning! My name is Claire, and I lead many of the content marketing efforts at Kallidus. I will lead today’s session on How to get buy-in for your L&D initiatives. I only have 10 minutes with you so the content will be delivered as a “micro-learning”. I’m sure you know that term  If you find this content interesting, please consider joining us for a full hour on Thursday, May 16 at 3PM UK as my colleague, Dawn Curless, and our customer, Heather McPherson of Eville & Jones go into more detail about the topic. You can scan the QR code here to register for that session.
  9. Here are a few steps and tools to get you started. First, determine how you can help make an impact. Second, identify who you need to help you and what would motivate them to participate. Third, set the expectation and why it matters, and then communicate it! Our team has prepared a number of guides and templates for you to use to kickstart your marketing journey! Good luck and we are here to support you!