GETTING TO A YES! HOW TO HAVE LEADERSHIP BUY INTO YOUR IDEAS LINDA RUFFENACH ELISE BOIVIN APRIL 6, 2017

Transcription

1 GETTING TO A YES! HOW TO HAVE LEADERSHIP BUY INTO YOUR IDEAS LINDA RUFFENACH ELISE BOIVIN APRIL 6, 2017

2 MERCER

3 HOUSEKEEPING HOUSEKEEPING CREDIT QUESTIONS TOPIC MERCER

4 HOUSEKEEPING Certificates delivered by no later than 5/6/2017 Be watching using YOUR unique URL for login Stay on the webinar, online for the full 60 minutes. The use of this seal confirms that this activity has met HR Certification Institute's (HRCI ) criteria for recertification credit pre-approval. Recertification Credit Hours Awarded: 1 Specified Credit Hours: HR (General) recertification credit hours toward aphr, PHR, PHRca, SPHR, GPHR, PHRi, SPHRi recertification through HR Certification Institute's (HRCI ). For more information about certification or recertification, please visit the HR Certification Institute website at Recertification Credit Hours Awarded: 1 Specified Credit Hours: HR (General) recertification credit hours toward aphr, PHR, PHRca, SPHR, GPHR, PHRi, SPHRi recertification through HR Certification Institute's (HRCI ). For more information about certification or recertification, please visit the HR Certification Institute website at MERCER

5 WELCOME Elise Boivin Rewards & Compensation Guru, Efficiency Expert, Project Manager Extraordinaire, Art Curator Linda Ruffenach Business Accelerator, Executive Coach, Culture Maven, Brand Architect, Whisky Educator & Dream Facilitator MERCER

6 SETTING THE STAGE MERCER

7 GETTING TO YES: OBTAINING EXECUTIVE BUY- IN What can you expect from today s webinar? Basic Components of a Business Case Tips to Getting a YES! Real Life Example and the Results MERCER

8 THE BIG IDEA MERCER

9 THE BIG IDEA THAT GOES NOWHERE The value of an idea lies in the using of it. Thomas Edison A pile of rocks ceases to be a rock when somebody contemplates it with the idea of a cathedral in mind. ~Antoine de Saint-Exupery Great ideas are just ideas, it is what you do with them that make them great. "Every really new idea looks crazy at first." Alfred North Whitehead A half-baked idea is okay as long as it's in the oven. ~Author Unknown Everyone who's ever taken a shower has an idea. It's the person who gets out of the shower, dries off and does something about it who makes a difference. ~Nolan Bushnell MERCER

10 THE BUSINESS CASE: A CRASH COURSE Why do you need a business case? Business cases help you translate a great idea into an actionable result Supports planning and decision making - Which product to bring to market - Which projects to fund - Which vendor to choose - When to implement. BALANCE: COST, BENEFIT AND RISK MERCER

11 THE BUSINESS CASE: A CRASH COURSE What do business cases include? In simplest of terms, a business case is a verbal or written proposal that does the following: States a problem Describes a solution Outlines the investment Demonstrates the ROI Illustrates the impact if no action is taken MERCER

12 5 TIPS TO GET YOU TO A YES Tip #1 Define the problem Tip #2 Create a vision for the future Tip #3 Identify your roadblocks Tip #4 Present your solution and beware of counter-arguments Tip #5 Be willing to negotiate MERCER

13 TIP #1: DEFINE THE PROBLEM MERCER

14 THE BUSINESS CASE: SALES TRAINING MERCER

15 TIP #2: CREATE A VISION FOR THE FUTURE MERCER

16 TIP #2: CREATE A VISION FOR THE FUTURE What is ideal state? What is your proposed solution to achieve future state? What new income or cost saving can be predicted from this initiative and when will it pay off the investment? What impact will it have on employees? On clients? Pull in outside examples, research and case studies that support your vision MERCER

17 TIP #2: CREATE A VISION FOR THE FUTURE 8 out of 9 of us are spending a huge portion of our time persuading, influencing, and convincing others. Like it or not, we're *all* in sales now. Daniel Pink MERCER

18 TIP #3: IDENTIFY YOUR ROADBLOCKS MERCER

19 WHO ARE THE DECISION MAKERS? MERCER

20 WHAT DO THEY WANT TO HEAR? Improve efficiency. Improve customer satisfaction Decrease costs. Reduce waste. Drive employee engagement Reduce turnover Increase revenue. MERCER

21 BALANCE: COST, BENEFIT AND RISK MERCER

22 RETURN ON INVESTMENT RETURN ON INVESMENT (ROI) (Gain from Investment Cost of Investment) Cost of Investment ROI IN MONTHS Cost of Investment Monthly Expected Return MERCER

23 RETURN ON INVESTMENT The training team has partnered with operations to research and identify a 3 rd party consultant to assist in developing sales training for their customer service representatives. The total investment in the training is $25,000. Time off the phones for the training, requires an additional investment of $5,000. What is the investment? $20,000 + $5,000 = $25,000 This new training is expected to improve pay for performance bonuses on Program A, generating an additional 2% in revenues equal to $9000 a month. $9,000 x 12 months = $108,000 What is the gain on the investment in the 1 st year? ($108,000 $25,000) / $25,000 = 3.32 times return in 1 st year What is the ROI? $25,000 / $9,000 = 2.8 months What is the ROI in terms of months? MERCER

24 TIP #4: PRESENT YOUR SOLUTION AND BEWARE OF COUNTER- ARGUMENTS MERCER

25 TIP #4: PRESENT YOUR SOLUTION AND BEWARE OF COUNTER- ARGUMENTS State the Problem Describe the Solution Outline the Investment Demonstrate the ROI Illustrate the Impact Executive Summary MERCER

26 WHO ARE THE DECISION MAKERS? MERCER

27 TIP #4: PRESENT YOUR SOLUTION AND BEWARE OF COUNTER- ARGUMENTS MERCER

28 STRIKE A POWER POSE! MERCER

29 I DON T KNOW IS NOT AN ANSWER Here is what I know Here is what I don t know Here is how I will figure it out MERCER

30 TIP #5: BE WILLING TO NEGOTIATE MERCER

31 TIP #5: BE WILLING TO NEGOTIATE MERCER

32 TIP #5: BE WILLING TO NEGOTIATE Everyone wants to feel like a winner. Don't be afraid to ask for what you want. Aim high and expect the best outcome. Do your homework. Shut up and listen. Don't be in a hurry. Focus on the other side's pressure, not yours. Always be willing to walk away. Don t take it personal. MERCER

33 RECAP: 5 TIPS TO GET YOU TO A YES Tip #1 Define the problem Tip #2 Create a vision for the future Tip #3 Identify your roadblocks Tip #4 Present your solution and beware of counter-arguments Tip #5 Be willing to negotiate MERCER

34 DID THESE TIPS LEAD US TO A YES? MERCER

35 QUESTIONS Enter all questions into the Questions section of the GoToWebinar panel on your computer screen Special Offer Enjoy 2 free hours of Mercer PeoplePro consulting on hot HR issues compliments of Mercer PeoplePro. MERCER

36 HOUSEKEEPING Certificates delivered by no later than 5/6/2017 Be watching using YOUR unique URL for login Stay on the webinar, online for the full 60 minutes. The use of this seal confirms that this activity has met HR Certification Institute's (HRCI ) criteria for recertification credit pre-approval. Recertification Credit Hours Awarded: 1 Specified Credit Hours: HR (General) recertification credit hours toward aphr, PHR, PHRca, SPHR, GPHR, PHRi, SPHRi recertification through HR Certification Institute's (HRCI ). For more information about certification or recertification, please visit the HR Certification Institute website at Recertification Credit Hours Awarded: 1 Specified Credit Hours: HR (General) recertification credit hours toward aphr, PHR, PHRca, SPHR, GPHR, PHRi, SPHRi recertification through HR Certification Institute's (HRCI ). For more information about certification or recertification, please visit the HR Certification Institute website at MERCER

37 WHO IS MERCER PEOPLEPRO? MERCER PEOPLEPRO TM Special Offer Enjoy 2 free hours of Mercer PeoplePro consulting on hot HR issues at compliments of Mercer PeoplePro. Elise Boivin elise.boivin@mercerpeoplepro.com Linda Ruffenach linda.ruffenach@mercerpeoplepro.com MERCER

38 ASCENTIS HCM SOLUTIONS Ascentis Recruiting: Manages onboarding Standardizes paper-work Integrates with social media Portal that parses resumes Ascentis Talent Management Mobile interface No training required Easily identify top employees Employees can rate themselves MERCER

39 Free live webinars monthly Free HRCI, SHRM, and APA credits All webinars recorded and posted to website for free. UPCOMING WEBINARS Apr. 11, 2017 Seven Mistakes Companies Make With Their Talent Strategy Apr. 27, 2017 Insider Threats How to Protect Your People, Assets, and Reputation May. 4, Talent Trends Empowerment in a Disrupted World May 10, 2017 Understanding Your Options for Global Expansion MERCER

40 CONTACT US MERCER

41 MERCER