The document discusses challenges facing companies as work changes from the industrial age to the information age and from siloed efforts to cross-functional endeavors. It notes that while work has changed, how employees are taught has not changed much and still uses outdated teaching methods like chalkboards and topic-based teaching rather than problem-centric learning. This "industrialization" of learning has cost companies millions in lost productivity by not teaching important skills like cross-functional teaming. It calls for leadership development, marketing, sales, and other groups to work together across functions to address customer needs in new ways, and for learning and development to shift from training to enablement to help elevate its value contribution.

1. go-to-market
Transforming how clients

2. Contributes to Information
Overload
Challenges moving outside of
comfort zone and creating
demand
Diminishing Returns
on Cost Cutting Initiatives
Legacy Culture is
Internally Focused
Increases Complexity of
New Way of Working
Mounting a solution selling engine
on a product selling chassis
Functional Waste
Overlays and complexity are
too cumbersome and costly
Lack of an Ability to Rapidly
Assimilate Cultures
Inconsistent content and
Knowledge management
unravel change investments
Inefficiencies
Across Silos
Non-Scalable Knowledge
Transfer and Execution
Strategies
Create new
capabili es
Increase
effic
i
ency/cut costs
Improve customer
rela onships
Adjust Go To Market
strategy
CEO
STAKEHOLDER FORCES
INDUSTRY FORCES MARKET FORCES
Improve shareholder value
109.98 +.14
Share Price
Profit Margins
R
I
6%
Investors
Directors
Analysts
Technology Disrup ons
New / Evolving Trends
Compe tors Commodi za on
Increased buyer op ons
Expanding role of purchasing
Evolving buying pa erns
Increasing power of suppliers
Many converging forces are at work:

3. RESULTwork has changed
dramatically

4. From: INDUSTRIAL AGE
From: SILOED EFFORTS
To: INFORMATION AGE
To: CROSS-FUNCTIONAL
ENDEAVORS
you?
It means the definition of “adding value”
to your CEO has evolved too.
How Work
Gets Done
Type
of Work

5. 5
Your Company Your Customers
Your
Employees
Change and significantly impact
employee productivity

6. But How We Teach Employees Hasn’t
Changed Much
Chalkboards
Everyone listen
to what I say!
Curriculum Design
Why would we integrate
math and social studies?
Classroom Design
Why don’t you listen &
Repeat what you hear?
Topic-Based
Teaching
Why aren’t you
staying on topic?
Testing
Can you repeat
what we taught
last week? Standards
How are you compared
to the others in
understanding a topic?

7. RESULTNone of this teaching is problem-
centric. It’s 100 years on the
wrong trajectory. We never learned
like this as children or as human
beings since of the dawn of time…
we don’t learn this way

8. – Not enough cross-functional teaming
skills
– The gap between college and “real world”
of work is massive
– Creativity is stifled
– Learning (memorizing) to a standard
instead of learning to solve a problem
collaboratively
– Siloed approaches to cross-functional
problems (Really? can only one group of
people in a function fix a challenge?)
8
“Industrialization” of Learning Has
Cost Millions in Lost Productivity
Symptoms in the workforce:

9. Leadership
10
Cross-Functional Work
R&D
Groups
Marketing
Groups
Sales
Groups
Customers
Need to
have better
leaders!
Need
More
innovation!
Need
better
marketing!
Salespeople
need to sell
differently!
Customers
Demand
More
New Execution is Required
Across the Organization

10. 11
L&D Needs to Elevate it’s
Value Contribution

11. SHIFT FROM “ORDERS” TO PROBLEMS
SHIFT FROM DELIVERABLES TO SERVICES SHIFT FROM TRAINING TO ENABLEMENT
How Do We Do in
L&D

12. THANKS