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Chapter 10. Value and the Levels of Eval... > What Does Senior Management Need?

What Does Senior Management Need?

If levels 4 and 5 data are of interest at the Mid layer of your audience, will this same information satisfy your Senior managers? At this stage of business maturity for the WLP profession, the answer is yes and no. Many Senior managers are very interested in ROI numbers, but ultimately Senior managers are looking for something more. They are looking for a true business partner who can help them set visions and drive the success of the entire organization.

On the one hand, many Senior managers have never had the opportunity to understand how ROI numbers can be reliably gathered and calculated within their organizations. Such an understanding would give Senior managers critical insights into what the norms are for their organization and what the potential payoffs might be from additional WLP investments versus other possible investments. Senior managers intuitively know that learning and performance improvement pays off. They simply have never been able to validate by how much or for how long. They have had to rely on guesses and gut feelings, which could be wildly off the mark. They cannot risk the future of the organization on such unreliable guesses and opinions. For many Senior managers, gaining a better understanding of how they can measure and control the ROI from WLP interventions is an untapped need, or as discussed in chapter 8, it is an unknown expectation. Satisfying an unknown expectation creates a condition of delight.


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