Tuesday 22 October 2013

Master Negotiation Techniques [Kindle Edition] by Ravinder Tulsiani (Author)

Book Description

 October 11, 2013
By examining different types of negotiation techniques in a broad framework, this book will help you master negotiation techniques ...

Product Details

  • File Size: 62 KB
  • Print Length: 14 pages
  • Simultaneous Device Usage: Unlimited
  • Sold by: Amazon Digital Services, Inc.
  • Language: English
  • ASIN: B00FUL3PIS
  • Text-to-Speech: Enabled 
  • X-Ray: Not Enabled 
  • Lending: Not Enabled

http://www.amazon.com/Master-Negotiation-Techniques-Ravinder-Tulsiani-ebook/dp/B00FUL3PIS

Ravinder Tulsiani Website links

http://www.canada411.ca/search/si/1/Ravinder+Tulsiani/Brampton+ON/
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http://www.articlesfactory.com/articles/business/return-on-investment-understanding-what-roi-is-and-how-its-used-to-help-businesses-improve-themsel.html
http://www.linkedin.com/in/ravindertulsiani
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http://www.goodreads.com/book/show/18340867-your-money-blueprint
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http://www.quora.com/Ravinder-Tulsiani
http://www.amazon.com/dp/B00FUL3PIS
http://www.amazon.com/s/ref=ntt_athr_dp_sr_1/183-8880120-1911947?_encoding=UTF8&field-author=Ravinder%20Tulsiani&search-alias=digital-text&sort=relevancerank
http://www.free-ebooks.net/profile/348209/ravinder-tulsiani
http://www.free-ebooks.net/ebook/The-Manager-s-Guide-to-Workplace-Health-and-Safety
https://vimeo.com/groups/202898
https://vimeo.com/groups/202898/videos/72119073
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http://ravinder-tulsiani-author.newsvine.com/_news/2013/08/25/20180134-training-edge-training-should-be-part-of-a-learning-process
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http://ravinder-tulsiani-author.newsvine.com/_news/2013/10/07/20861630-training-resources-ravinder-tulsianis-training-edge-instructional-design-training-consulting-learning
http://ravinder-tulsiani-author.newsvine.com/_news/2013/10/07/20861601-return-on-investment-understanding-what-roi-is-and-how-its-used-to-help-businesses-improve-themselves
http://ravinder-tulsiani-author.newsvine.com/_news/2013/10/07/20861571-how-to-create-a-positive-learning-environment-to-maximize-learning
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https://twitter.com/Training_EDGEca
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Saturday 5 October 2013

Training EDGE Intro Video

RETURN ON INVESTMENT: UNDERSTANDING WHAT ROI IS AND HOW IT’S USED TO HELP BUSINESSES IMPROVE THEMSELVES

Just how important is a return on investment (or ROI)? Well, it’s so important that many organizations are gradually more concerned in measuring the return on investment than the typically used training and organizational change programs, which can be quite costly. 

Return On Investment: What Is It and Why Is It Considered So Important 

According to Ravinder Tulsiani, an ROI is basically a calculation that looks at an organization’s gained benefits compared to the company’s expenditure.  The four key trends that dictate the ROI (accountability needs and evaluation in-training and development) include:

  1. Saving money and time using ROIs over costly training programs, which often means conducting a detailed investigation of their impact to the company’s performance. 
  2. More organizations are executing other measures to evaluate a company’s success and its progress. Training must be accurately gauged, watched and assessed, and should be included in the trend. 
  3. Accountability is important if an organization is to meet its strategic goals. Therefore, training to meet those objectives is important.
  4. Upper-level management ensures that training and development processes are looked at even closer and more in-depth, ensuring accountability for important training expenses. 

What Is The Return On Investment Method 

Ravinder said the basic idea behind the method is to figure out – in percentages – a development’s return by taking away the activity’s costs from its complete benefits. The key problem behind this is that not every benefit can be numerically measured – leadership, confidence level, etc.  There are five steps to determine what the ROI process is:

1. Gather Supportive Program Information 

Before anything else is done, it’s imperative to collect baseline and follow-up information about a company’s performance, said Ravinder. There are numerous data collection techniques available – examinations, tests, survey sheets, etc.  Questionnaires are seen as the most common method of following up, as they provide a good deal of information about how much knowledge was put forth in what they learned and the successes they attained.  

Now, the data should only be collected from folks who have been through the training experience because this ensures there is an unbiased process and there are little chances for mistakes. 

Ravinder said timing is also an issue that must be dealt with in data collection. The trick with ROI calculations is they’re typically done at random. Still the training benefits are often felt way after an event. Some programs were created so there was a long-term impact. However, identifying certain kinds of improvements from the programs can be difficult if they’re evaluated years after the completion of a program. 

Despite the existing connection between performance and training, it’s hard for employees to understand the connection between training and improvements happening months or years after training has commenced. 

2. Division Of Training Effects 

In all businesses, there are factors that affect the company’s output measures. It’s tricky to determine if training by itself was effective, as it’s just one of the multitudes of influences that drive a certain measure such as:

  • Measureable decline in absences
  • Rise in productivity
  • Improvement in product and service quality
  • Improvement in employee satisfaction
  • Improvement in employee turnover
  • Improvement in company’s bottom line

Some techniques that may be used in the assessment process of the training include:

  • Forecasting models
  • Trend lines
  • Control groups

Of course, at least one strategy (more, if you want) should be used to determine the training’s effect. 

3. Calculate Your Costs

A very important step in getting the program costs to find out what the whole investment is. Every cost about the training programs needs to be taken into consideration:

  • Facilities 
  • Facilitator/instructor
  • Intervention development
  • Training needs investigation
  • Evaluation
  • Overhead/administrative
  • Participant benefits and salaries
  • Meals/travel/lodging
  • Program materials 

4. Determine The ROI

The return on investment is figured out and shown as a percentage with net benefits divided by the whole investment in a training program. This ensures, Ravinder said, that the ROI formula is similar to ROI calculations for other kinds of investments, typically seen in the net earnings that is divided by the usual investment. 

The formula below is what is used to determine the precise value:

 Net Programme Benefits - Total Cost of Training Programme
---------------------------------------------------------------------------------------  x  100%  =  ROI
                                    Costs

It can be difficult to find out what a training program’s ROI is. Therefore, the precise value is never known. Still, the above formula is widely used for gauging training programs. 

5. Recognize The Incorporeal Remunerations 

Incorporeal remunerations, which are benefits that have no monetary value attached to them or where there is a questionable assigned value, are extremely important; however, they’re not turned into monetary values for the company’s profits.

The ROI calculation does not use them; but, when it comes to the organization’s goal, they are extremely important and much more relevant than performance.  Ravinder said some incorporeal remunerations include:

  1. Less stress
  2. Reduction in customer complaints due to better customer service
  3. Improvement in teamwork
  4. Rise in the commitment to the organization
  5. Rise in the fulfillment of the profession
  6. Fewer to no conflicts

4 Useful Concepts To Attain A Better Return On Investment

According to Ravinder, there are four useful concepts business can apply to get a better ROI for their company. These concepts include:

  1. Improve the end of course sheets so that it includes questions like what can the company do different because of the training.
  2. Carry out additional training with the company to learn what was implemented and how the performance was bettered because of the information.
  3. Send out samples to people questioning them about previous incidents and the skills used to handle them and how they got them.
  4. Talk with the company before and after the training, taking a look at the people’s behaviors that were before the training and what they were after the training. 

Thursday 22 August 2013

You May Have More Influence Than You Think

Rebecca Morgan, CSP, CMC Oct 30, 2012 | Comments (0) Sometimes we go about our business and don't think about if others are paying attention or not. Generally, not many people notice us or our behaviors. But sometimes we're being observed and, unbeknownst to us, admired. We are unwitting role models. Or even held to a higher status than we believe we have.This became apparent from a brief conversation I had during my recent speaking tour in Turkey. In between engagements, I hung out at my friend Tamer Ozdemir's English Test School in Eskisehir. I got to know the English teachers there, including a young Turkish man named Aykuk. After a week of visiting with him and his students and his hearing of my speaking engagements in Turkey and beyond, we had this exchange:Aykuk: This week I've met one of my goals.Me: Congratulations! What is the goal?I almost fell off my chair laughing. "Aykuk, I'm not a celebrity so you need to keep that on your goal list."But I was to him. He'd never met an author, nor someone who'd been on Oprah, 60 Minutes and in the national Turkish newspaper. These amounted to celebrity status to him.So while I don't consider myself a celebrity, I was in his eyes.I believe that optimally we should behave as if we are a role model, even when we know no one is looking. When we encounter a problem with someone, choosing our response by asking ouselves how we'd react if a special child were watching us. We want to be someone s/he looks up to and admires, which then shapes our behavior.But even in non-confrontational situations, our behavior telegraphs our character to others we have no idea are paying attention. We have influence on their future behavior by being a role model. And yet we may never know.Have you experienced watching someone you admire to determine how you'd behave in future situations? Have you ever been surprised to learn you were a role model? Tell us your story.Rebecca Morgan, CSP, CMC, is a bestselling author of 25 books, speaker and consultant on workplace effectiveness. For more information on her services go to RebeccaMorgan.com. Send your suggested issues to cover or questions to Rebecca@RebeccaMorgan.com. If you want to discuss working with Rebecca, give her a call at 408/998-7977 (Pacific).

Her most recent books are:

Remarkable Customer Service ... and Disservice: Case Studies and Discussions to Increase Your Customers' Delight

Grow Your Key Talent: Thought-Provoking Essays for Business Owners, Executives and Managers on Developing Star Staff

Want to read more from Rebecca Morgan, CSP, CMC? Check out the blog archive. Keyword Tags:  MAnagement development   leadership   communication Disclaimer: Blog contents express the viewpoints of their independent authors and are not reviewed for correctness or accuracy by Toolbox for HR. Any opinions, comments, solutions or other commentary expressed by blog authors are not endorsed or recommended by Toolbox for HR or any vendor. If you feel a blog entry is inappropriate, click here to notify Toolbox for HR.

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Training Future Macau Casino Bosses

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(From the New York Times)--MACAU — Natalie Chan collected bets, dealt cards and calculated payoffs. She was not a croupier working in a casino — in fact, at 20, she was not even old enough to be on the gambling floor at the glitzy casinos just a short walk from campus.

But she is learning the tricks of the trade through a program meant to train Macauresidents to run the hotels and casinos that have made this city Asia’s answer to Las Vegas.

Last summer, Ms. Chan completed a dealer training course on a mock casino floor, in a room equipped with roulette wheels, blackjack tables and slot machines run by the Macao Polytechnic Institute’s Gaming Teaching and Research Center.

“It wasn’t as easy as I expected it to be,” said Ms. Chan, who learned how to play blackjack and baccarat. “At the end of the training, we had an assessment and I had to perform several calculations while dealing the cards. It was challenging.”

Ms. Chan is a third-year student at theUniversity of Macau’s Hospitality and Gaming Management program, which grooms students for managerial and executive positions in the booming gambling and hospitality industry. Casino floor training is just one part of the course.

“Besides learning about the games, the training allowed me to experience what the dealers go through, the stressful environment that they have to work in, as well as what makes them tired,” Ms. Chan explained. “It gave me an idea of the things I need to be aware of when managing dealers in future.”

Read more

Training Future Macau Casino Bosses ASTD Staff 2013-07-24

View the original article here

Wednesday 21 August 2013

Learning Video For Learning Professionals (Series)

Learning Video For Learning Professionals (Series, Post 1) ASTD The world's largest professional association dedicated to the training and development field Login | International | My Profile |Contact Us | Join or Renew .ui-autocomplete { max-height: 400px; width: 295px; overflow-y: auto; /* prevent horizontal scrollbar */ overflow-x: hidden; } .astd_autocomplete a { border: none!important; font-weight: normal !important; background: #fff!important; color: #333; font-size: 11px; } ul.astd_autocomplete a, .astd_autocomplete ul.astd_autocomplete a:hover { color: #333 !important; } .astd_autocomplete li.category { font-size: 11px; font-weight: bold; padding: 7px 0; margin-bottom: 5px; display: block; text-align: right; margin-top: 10px; } .astd_autocomplete div.inner-border { border-bottom: solid 1px #dedede; } .astd_autocomplete div.inner-label { background: #fff; padding-right: 9px; margin-top: 10px; } .astd_autocomplete a:hover { background: #ededed!important; } Members Publications Conferences Education CPLP Certification Communities of Practice Enterprise Solutions Professional Resources Store Home > Publications > Blogs at ASTD > ASTD Blog > Learning Video For Learning Professionals (Series, Post 1) Learning Video For Learning Professionals (Series)

Friday, April 19, 2013 - by Jonathan Halls

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Thinking about picking up a video camera and shooting some content for your online courses or to show in your education programs? If so, you’re not alone.  

ASTD International Conference & ExpositionVideo is a hot topic in the learning profession right now. It offers loads of benefits for learning professionals and organizations. Plus it is now very affordable to make. The latest technology makes it easier than ever to capture video that won’t embarrass you in front of your peers, learners, or clients.  

EVERYONE IS MAKING VIDEO

Of course, it’s not just in the learning profession where video is hot. Every minute, people from all over the world upload 72 hours of video to YouTube. Every month, people from all over the world watch 4 billion hours of YouTube video.

It’s easy to get caught up in all the excitement that YouTube and other video-sharing sites have to offer.

NOT ALL VIDEO IS CREATED EQUAL

However, very few YouTube videos “go viral,” meaning that they are viewed by millions—or billions—of people all over the world. A lot of the video that’s made for YouTube is not very good. I guess we could say not all video is created equal.  

Unfortunately, the same goes for a lot of video created in organizations for training purposes. Clunky and unprofessional, poorly-made video can distract learners from the training content.

QUALITY HAS TO BE OUR GOAL

If we want to take advantage of all that video has to offer the learning industry, we have to make sure our video is of good quality.

By good quality, I mean content that is properly structured to aid learning. Video that employs techniques designed to enhance learning retention. Content that is shot well, is well lit, and properly edited.

Good-quality video will accomplish learning program objectives; poorly-made video will leave clients, peers, and learning executives wondering why they invested in video in the first place.

In coming posts, I’ll share some thoughts on how you can make quality video that gives you the greatest return on your investment of time, money, and resources. And I’ll give some fresh examples when I speak at ASTD’s International Conference & Exposition at the pre-conference Multimedia for Learning Professionals Certificate Program – May 17-18, 2013. Hope to see you there! Learning Video For Learning Professionals (Series) Jonathan Halls 2013-04-19

Jonathan Halls has taught media and learning for more than 20 years. He was a learning executive at the BBC where he ran the corporation’s prestigious production training department. Jonathan has taught thousands of media professionals around the globe who work in newspapers, radio, and television. Today he is principal of Jonathan Halls & Associates and is an adjunct professor at George Washington University. He is active in the ASTD community. Jonathan divides his time between teaching media for nonmedia professionals and running workshops on leadership and change.

Communities of Practice:   Learning & Development
Tags:   Conferences , Membership , Videos

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Authored By: Jonathan Halls Jonathan Halls Jonathan Halls has taught media and learning for more than 20 years. He was a learning executive at the BBC where he ran the corporation’s prestigious production training department. Jonathan has taught thousands of media professionals around the globe who work in newspapers, radio, and television. Today he is principal of Jonathan Halls & Associates and is an adjunct professor at George Washington University. He is active in the ASTD community. Jonathan divides his time between teaching media for nonmedia professionals and running workshops on leadership and change.

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Thursday 8 August 2013

New trainer in Kenya joins Speak First


Speak First has been busily recruiting experienced, dynamic trainers to support our clients with their global projects. We’re now involved in projects that span anything from 22 countries to 45, delivering globally consistent training with localised differences.

As part of our recruitment in 2013 we ran our first ever Trainer Assessment Event in Nairobi. Steve Bavister met, interviewed and participated in training sessions delivered by selected trainers from across Kenya. As part of this process we would like to welcome Bikundo Onyari who has joined the 120 associate trainers we now have based across 50 countries.

He is now embarking on our development process to learn the key models we deliver as part of our training and we’re really happy to have him on board. He’s an engaging trainer with an impressive background and a facilitative style, delivering training in the areas of presentation skills, communication and impact.

We will be running some more of these events this year across countries in Europe, America and Asia and we’ll keep you posted with some of our new trainers in 2013.


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The ASTD Events app is your mobile event guide to the ASTD 2013 International Conference & Exposition. The free app has numerous features that will keep you up-to-date and streamline your conference experience, all from the convenience of your mobile device. The app will allow you to:

Build your personal daily schedule—Plan your day by selecting sessions from the visual schedule, categories, or search function. You also can add custom personal events and meetings. To build your personal schedule go to the conference site, www.astdconference.org/attendee, and follow the instructions there.Receive reminders and updates—Keep an eye on the NOW screen to see important messages, upcoming events, or sessions about to start.App Engage and network—Contact speakers or attendees, find exhibitors, tweet, or exchange a digital business card.Find what you are looking for—Use the search, filters, and maps to find sessions and exhibitors.Personalize the event program—Manage content in the app via keyword filters or bookmark any item with a star to, for example, see a list of all the exhibitors you want to visit or liked.Take notes—Jot down notes during sessions or when talking to a speaker or exhibitor. If PowerPoint slides are available for a session, simply write your notes on the slides. At the end of the conference, you can export all notes and starred items via email.Access the Conference Daily—The conference newspaper will give you the latest news, updates, events, and session coverage.

New this year is the ability to use filters to only see items that are pertinent to you. You have the option to filter conference programming by session type (specialty programming and featured speakers) or learning approach (program focus of greater depth within each track). Simply click on the filter icon in the top right corner to turn the filter on, and then turn off the filter to return to the full schedule view.

Make sure to click on the “More” icon on the bottom of your screen to take advantage of all the available features.

To get started, search “ASTD Events” in your app store, then click on the ASTD 2013 banner within the app.

The app is sponsored by GP Strategies.

Download the ASTD 2013 Conference App Kristen Fyfe 2013-05-14

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Wednesday 7 August 2013

Correcting Four Types of Error in Survey Design

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Wednesday, July 31, 2013 - by Patti P. Phillips

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Survey design is a balance between art and science. Knowing the types of error that affect the quality of a survey and the subsequent results is an important first step in addressing the science side of the scale.

According to Don Dillman and his colleagues (Internet, Mail, and Mixed-Mode Surveys: The Tailor-Made Design Method, Sage Publications, 2008), there are four types of errors we need to consider when designing surveys:

coverage error sampling error response error measurement error.

Coverage error refers to the opportunity we give all potential respondents to respond to the survey. For example, if you want to survey employees to determine their overall perception of the learning function, and 20 percent of the employees work in the field without access to a computer, would you administer your survey using an electronic channel of delivery?

Many would argue Yes! And then ignore those people in the field. But if the opinions of your field people are just as important as those employees with electronic access, you need an alternative approach to delivering the survey to the field. Have you thought of using the internal mail courier, or how about postal service? Recently, we ran across a group that actually faxes surveys to respondents.

Sampling error occurs when the sample is too small to adequately infer survey results to non-respondents. There is a lot of confusion about sampling and when and how to use it. Sampling was devised as a way to collect data from the few to infer to all. But “all” depends on the information you seek.

Your population is defined as the group of people who have the information you want. So, if you want to survey the general population of 50,000 employees about their opinion toward the new smoking ban, then sampling is a way to avoid costs of collecting data from the entire population. A simple tool to help you calculate sample size is located at http://www.raosoft.com/samplesize.html.

But if you want to determine the business impact and ROI of a leadership program for the 25 people who completed the program, your population is the 25 and you administer the survey to the entire population of 25. Your results reflect the results of the 25, but do not suggest the same results for anyone outside that group.

Response rate error is sometimes confused with sampling. Whereas sampling concerns gathering data from a small, representative group from the population, response rate correlates to getting the data back from those to whom you’ve administered the survey. In order to ensure a positive response rate, we suggest you develop a survey administration plan that lists steps you will take before administering the survey, during the data collection period, and after the survey closes that will entice people to respond.

Measurement error is a critical type of error on which we should place laser-like focus. Unfortunately, it is an area on which less attention is paid than response rate. And like it or not, if you have 100 percent response rate on a survey with poorly designed questions, you have nothing. So, measurement error is the first place to focus when designing surveys.

To mitigate measurement error, make sure you ask the right questions, the right way. How do you know you are asking the right questions? Take a look at your objectives. How do you ask the questions the right way? Write questions that allow respondents the opportunity to provide the most accurate responses possible.

Correcting Four Types of Error in Survey Design Patti P. Phillips 2013-07-31

Dr. Patti Phillips has focused on the implementation of ROI evaluation for the past seven years. She assisted in building an international evaluation consulting business, helped launch the ROI Network, and developed and managed international partnerships with organizations interested in implementing the ROI methodology. Prior to her involvement with ROI, she worked 13 years in the electric utility industry. As the manager of market research and planning and marketing administration, Phillips helped launched a number of initiatives, including Marketing University, a unique learning environment for new sales representatives.

Phillips works with organizations to implement accountability processes including ROI. She has been involved in ROI impact studies in a variety of industries around the world, including private and public sector organizations. Along with implementing ROI evaluation, Phillips is the president of the ROI Institute, a research and education organization dedicated to advancing the understanding and practice of ROI evaluation. Her work has allowed her to author and edit a number of publications, including:

The Bottomline on ROI (2002) published by the Center for Effective Performance, which won the 2003 ISPI Award of Excellence The Human Resources Scorecard: Measuring the Return on Investment (2001), published by Butterworth-Heinemann Measuring the Return on Investment, Volume 3 (2001) Measuring ROI in the Public Sector (2002) Managing Evaluation Shortcuts (2001) Mastering ROI (1998) published by ASTD

She has served as contributing author in a number of publications, including Donald Kirkpatrick's Evaluating Training Programs (Berrett-Koehler, 1998), Lorraine L. Ukens's What Smart Trainers Know (Jossey-Bass/Pfeiffer, 2001), and Allison Rossett's The ASTD E-Learning Handbook (McGraw-Hill, 2002). She served as editor of the "Symposium on the Evaluation of Training" in the International Journal of Training and Development 5(4) December 2001.

patti@roiinstitute.net

Communities of Practice:   Learning & Development

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Authored By: Patti Phillips Patti P. Phillips

Dr. Patti Phillips has focused on the implementation of ROI evaluation for the past seven years. She assisted in building an international evaluation consulting business, helped launch the ROI Network, and developed and managed international partnerships with organizations interested in implementing the ROI methodology. Prior to her involvement with ROI, she worked 13 years in the electric utility industry. As the manager of market research and planning and marketing administration, Phillips helped launched a number of initiatives, including Marketing University, a unique learning environment for new sales representatives.

Phillips works with organizations to implement accountability processes including ROI. She has been involved in ROI impact studies in a variety of industries around the world, including private and public sector organizations. Along with implementing ROI evaluation, Phillips is the president of the ROI Institute, a research and education organization dedicated to advancing the understanding and practice of ROI evaluation. Her work has allowed her to author and edit a number of publications, including:

The Bottomline on ROI (2002) published by the Center for Effective Performance, which won the 2003 ISPI Award of Excellence The Human Resources Scorecard: Measuring the Return on Investment (2001), published by Butterworth-Heinemann Measuring the Return on Investment, Volume 3 (2001) Measuring ROI in the Public Sector (2002) Managing Evaluation Shortcuts (2001) Mastering ROI (1998) published by ASTD

She has served as contributing author in a number of publications, including Donald Kirkpatrick's Evaluating Training Programs (Berrett-Koehler, 1998), Lorraine L. Ukens's What Smart Trainers Know (Jossey-Bass/Pfeiffer, 2001), and Allison Rossett's The ASTD E-Learning Handbook (McGraw-Hill, 2002). She served as editor of the "Symposium on the Evaluation of Training" in the International Journal of Training and Development 5(4) December 2001.

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Tuesday 6 August 2013

How to Alienate Loyal Customers

Rebecca Morgan, CSP, CMC Nov 5, 2012 | Comments (0) A favorite restaurant is an exemplar at using email and social media for customer retention. They send weekly customer appreciation 1/2-price deals to their email list and Facebook fans.For years, they've had a loyalty card where you'd get one punch for every $10 purchase. You then submitted completed cards for free food.Recently, they switched to a plastic card that is swiped for every purchase. You can check online to see your accumulated points.Additionally, you got a $10 certificate if you visited the restaurant 5 times with the first 5 weeks of the card's activation. Since I frequent the restaurant about once a week, this would be easy for me.However, I ran into two problems.1) The instructions on the card mailed to me said to activate the card online. Since within 2 days of the card's arrival I was leaving for a 2-week trip, I decided to activate when I arrived home, thus starting my 5-week timer.However, when arriving home I learned I was now in week 3 of the 5-week window, as they activated the card the day it was sent! So at best, customers had 4.5 weeks, and I was now down to 2. To their credit, when I discovered this and called, they started my 5-week timer the day of the call.2) Having completed my 5 visits in 5 weeks, I looked online to see that only one visit had been credited. When I called to explore why, I was told there is a $15 minimum charge to be counted. I usually read the terms and conditions of all deals carefully, but had missed it. I was told it was buried in the fine print.Again to their credit, they then counted all my visits, not just those totaling $15 or more.This story has a happy ending because of this restaurant's commitment to customer service and retention. However, there needn't have been any hiccups, potentially alienating the customers you want to retain.When you offer promotions, make sure key criteria aren't hidden in 4-point type. Why would you want to tick-off the very customers you're trying to retain? That's dumb. All promotions have some restrictions -- make sure yours are clear and upfront. Only sleazy companies try to hide them.Also, make sure the information on your promotions matches your practices. Activating the card upon mailing does nothing in the favor of the customer -- the person you're trying to woo! If you say the card must be activated online, stick by that. If it must be activated by a certain date, say that too! Don't try to trick folks. It will come back and haunt you.Loyalty cards are great things if they are used well. Make sure you are treating your customers like the valued asset they are, not ticking them off!Rebecca Morgan, CSP, CMC, is a bestselling author of 25 books, speaker and consultant on workplace effectiveness. For more information on her services go to RebeccaMorgan.com. Send your suggested issues to cover or questions to Rebecca@RebeccaMorgan.com. If you want to discuss working with Rebecca, give her a call at 408/998-7977 (Pacific).

Her most recent books are:

Remarkable Customer Service ... and Disservice: Case Studies and Discussions to Increase Your Customers' Delight

Grow Your Key Talent: Thought-Provoking Essays for Business Owners, Executives and Managers on Developing Star Staff

Want to read more from Rebecca Morgan, CSP, CMC? Check out the blog archive. Keyword Tags:  customer service   management training   communication Disclaimer: Blog contents express the viewpoints of their independent authors and are not reviewed for correctness or accuracy by Toolbox for HR. Any opinions, comments, solutions or other commentary expressed by blog authors are not endorsed or recommended by Toolbox for HR or any vendor. If you feel a blog entry is inappropriate, click here to notify Toolbox for HR.

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Sunday 28 July 2013

Understanding the media – Top Tips for getting the coverage you want

It can be hard getting media visibility, yet free coverage for you and your company is invaluable for promoting you, your brand or a specific product or service you offer.  Media coverage can either generate new business or drive it away. The challenge is not only how to get exposure but to ensure you get your key message across in the way you want.

We've put together ten tips to help you understand how to head off potential problems with journalists and get the results you want.

What the media is looking for not what you want A journalist is looking for new stories and fresh angles on old ones. Try to put yourselves in their shoes and think about what you can offer. Think of what is newsworthy - what is new, interesting, quirky etc and what unique insight you have  Develop a strategy What is my aim? Why do I want to have a profile in the media and how will I gain from it? Then work out how that’s best achieved through the media in your areas Get to know the media in your area Which magazines/programmes/ papers cover what you do? Which is the most influential and therefore the most important to contact Get to know a journalist Understand who on a publication/programmes is responsible for writing about what you do and make efforts to become a useful source. As a result, they may well come back to you in the future Always have ideas Approach a journalist with possible stories, don’t go empty handed. The journalist wants to know what you have to offer in the way of ideas, contacts etc. This will help to ensure you become a fixture in his/her contacts book Presentation is all important Know about the different ways in which to present ideas (press releases, verbal pitch, written proposal) and which is the most appropriate for your contact Develop key messages and thoughts Don’t provide too much information – it will overwhelm. Work out the essence of what you want to say and provide approximately three key messages which can be used Don't give up At least not straight away. If you haven't had a response from your email, try calling the journalist. They'll receive so many pitches, you need to bring yours to their attention Know when to say no Understand what the pitfalls are of talking to the media. If you think it does not serve your interests or may cast you in a negative light then consider remaining quiet Always get feedback After doing an interview or giving some information follow it up. Check to see how it was used and if not why not. Constantly evaluate your performance and contacts with the media


Following these steps can help you gain a foothold with the media and win beneficial and free coverage!


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Improve your consultative sell with NLP

Every salesperson wants to succeed. They get a kick out of closing a deal that gives the customer what they want. They solve problems for people by providing a solution that suits them. When there’s a match between what the buyer wants and what the seller offers they achieve their goal. Those taking a consultative approach to selling can benefit hugely from techniques and models taken from NLP.
To some extent success in selling is about how many calls you make. Make enough and eventually you get a sale. The task is to overcome objections and make sure the customer recognises the value your product or service adds. This may sound good in theory but there’s more to it than that. The relationship aspect of selling is sometimes ignored even though it’s tremendously powerful and effective. Consultative selling – as it’s often called – requires finely-tuned, sophisticated listening and questioning skills, which using NLP models can help you to develop.
One of the secrets of success lies in identifying the person’s ‘criteria’ – what’s important to them – and emphasising them in your sales pitch. This is easily done by asking questions such as, ‘What do you look for when buying an X?’ or ‘What’s important to you when choosing a Y?’. If you can establish what their ‘hot buttons’ are, and then press them, you’re more likely to be able to make the sale.Reflecting the language of the customer or prospect can be valuable when doing this. If you focus your sensory acuity (using all of your senses to be aware of what is going on around you and with other people) and listen very carefully, you’ll notice they say time and again – ‘reliability’ perhaps, or ‘quality’. Using the ‘backtrack frame’ to repeat what they actually said, rather than your translation of it, will allow you to communicate more powerfully with them. And if you can identify their preferred representational system, and use visual, auditory, or kinaesthetic words and phrases as appropriate, you’ll be speaking the natural ‘language’ and appeal to them better as a result.Appeal to their internal filtersBeing able to identify a prospects’ Meta Programs (ways in which we filter how we think) can be extremely helpful too. For example, if they have a ‘towards’ motivation, you should place emphasis on how wonderful life will be for them when they’ve bought your product or service. If their pattern is ‘away from’ you should highlight the problems they’ll avoid. Do the right things to convince themUsing NLP can also enable you to recognise your prospect’s convincer pattern – the internal process they go through before they feel comfortable to buy. If they need to see something or use it before they’re convinced, show them a sample, if appropriate, so they can try it for themselves. If hearing or reading about something are convincers, put them in touch with a satisfied customer or client, so they can hear and/or read from a reliable source that the product or service is right for them.
If you’re in sales you know that your prospects and customers buy you before they buy the product or service you’re selling. However good you are at describing features (what the customer buys), advantages (what the features do) and benefits (what the buyer gains) you have to be able to build rapport and win their trust first. Many successful salespeople have developed the ability to connect with others quickly and easily, using techniques such as matching and mirroring things like words, vocal tone and body language. They also focus on common areas of interest or shared beliefs and values.
The salesperson who embraces NLP is without doubt better equipped to win more business and create lasting relationships.
To find out more about NLP and how you can use it in business, you can read ‘Teach Yourself NLP’, by Amanda Vickers and Steve Bavister.
Alternatively, give us a call to discuss options for courses to develop consultative selling and NLP skills. We’ll design something that meets the exact needs of you and your team.

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Tuesday 23 July 2013

Clearing away the fog on employee performance

Clearing away the fog on employee performance ASTD The world's largest professional association dedicated to the training and development field Login | International | My Profile |Contact Us | Join or Renew .ui-autocomplete { max-height: 400px; width: 295px; overflow-y: auto; /* prevent horizontal scrollbar */ overflow-x: hidden; } .astd_autocomplete a { border: none!important; font-weight: normal !important; background: #fff!important; color: #333; font-size: 11px; } ul.astd_autocomplete a, .astd_autocomplete ul.astd_autocomplete a:hover { color: #333 !important; } .astd_autocomplete li.category { font-size: 11px; font-weight: bold; padding: 7px 0; margin-bottom: 5px; display: block; text-align: right; margin-top: 10px; } .astd_autocomplete div.inner-border { border-bottom: solid 1px #dedede; } .astd_autocomplete div.inner-label { background: #fff; padding-right: 9px; margin-top: 10px; } .astd_autocomplete a:hover { background: #ededed!important; } Members Publications Conferences Education CPLP Certification Communities of Practice Enterprise Solutions Professional Resources Store Home > Publications > Blogs at ASTD > ASTD Blog > Clearing away the fog on employee performance Clearing away the fog on employee performance

Tuesday, June 04, 2013 - by ASTD Staff

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(From the Globe and Mail )-- While on my way to the Halifax airport one morning I was faced with the task of driving through fog. For many people, going to work each day can be a similar challenge, because their roles and responsibilities are unclear.

A gap between a manager’s role and employees’ roles and expectations can create a fog that undercuts productivity, engagement and efficiency. Employees who are not clear about their roles and what is expected of them can become frustrated and confused. To correct this, it’s necessary to define all the behaviours that are expected and their performance standards, such as reaching monthly sales quotas.

What process do you use to define behavioural expectations with your employees? Are your employees performing to the standards you are expecting?

One sign that employees may be in a fog is the level of frustration, stress and complaining they present to their leader or co-workers. This can lead to increased risk for employee-manager conflict, employee disengagement and performance issues.

To clear away this fog, frame behavioural expectations in a clear and precise manner, using a structured process. Expectations that are understood and agreed to can provide a guiding light to success for both employees and manager. Here are three easy steps a manager can take:

Define expectations: Before providing any direction, be clear about exactly what the behavioural expectations are for each employee’s role, how they will be communicated and taught, and how success will be monitored and measured. You need to ensure these expectations have been defined and are aligned with the business objectives and corporate values. Deliver expectations: Provide employees with all the information you have prepared about the expectations, and allow them to ask questions. Provide behavioural expectations in writing whenever possible, to serve as a training aid. Engage employees to be sure they fully understand the defined standard and expectations. Provide support and training where needed. Be clear about how success will be evaluated and measured (such as performance and operations management measures). Manage expectations: If an employee is not performing at the desired standard, it’s important not to assume he or she are not willing or not capable. Be sure the first two steps have been completed, factor in the learning curve, and provide coaching and feedback throughout.Read more Clearing away the fog on employee performance ASTD Staff 2013-06-04

Communities of Practice:   Human Capital , Workforce Development , Career Development

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