Walk this way…part 3…using a consultancy approach in L&D

walk this wayThis is the third in this new series of blogs called “Walk this way”, where I am inviting you, the reader, to follow my view on what a good approach to learning would look like.

Here is an overview of the whole approach, showing clearly the 6 steps.IMG_5170

This time we will look at the 3rd step – “Developing a consultancy approach”.

If someone says “Jump!” do you say “How high?” or “Why?” To create a really good L&D function you have to ask probing questions such as using the SPIN®-Selling which was created by Neil Rackham. Asking questions is key to building a consultancy approach.

  • Situation questions – e.g. “How would you describe the current situation?”
  • Problem questions – e.g. “How often does this happen?”
  • Implication questions – e.g. “What impact does that have on your department?
  • Need/payoff questions – e.g. “If we could solve that, how would it benefit your department?”

The benefits of following such a methodical approach will be that you will provide real solutions that deliver what is needed and get that all-important stakeholder buy-in. If you can identify needs that can be addressed by L&D versus those that would need to be met by other means you will be well on your way to improving the perception of L&D in your company.

If you would like to know more about The Learning Loop® please contact me. Or better still, consider booking onto one of the open Learning Loop courses or come to one of our Showcase events.

This is the third blog in a series of six.

“Walk this way” – the whole blog series.

©Krystyna Gadd 2016

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