This 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.
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.
This is the third blog in a series of six.
“Walk this way” – the whole blog series.
©Krystyna Gadd 2016