what’s going on in there…? - celemi · 2017-09-05 · example: celemi tango 9 assess current...

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In a learning journey…– what’s going on in there…?

?


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Two things we can never ignore…

?The learners’

MindsetThe learners’Mental set


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The learners’Mindset

The learners’Mental set

Eight key words. Place them under the heading where you think they belong

MindsetMental setProblem solving approach

Self confidence

Framework of thinking

Work life expectancy

Big picture understanding

A hammer is the solution

Intrinsic motivation

Preparedness for change

What does it mean?


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The learners’Mindset

The learners’Mental set

For example, how the big pictureis seen and understood

Business works as a

MachineBusiness works as a Business as a living

Organism

For example, preparednessfor learning and change

How will we know…? What could we do…?

So…

Mental models of how things work “What makes people tick…?”


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“You cannot motivate people…

The brutal truth

… people can only motivate themselves.”

How can we pavethe way for this tohappen…?


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Mindprobingassessment

Traditionalassessment

Mainly tochallenge theindividual’s

MENTAL SETand

expectations

Mainly todiagnose theindividual’s

current viewsand knowledge

Mindprobing– assessment as a way to leverage learning… and sales

Welcome to the Klas room


8The learning journey – What if…?

What if people cometo our seminars with…• the desire to learn• a sense of purpose,

or even urgency• an urge to try to do

things differently

What if they do not…?

What if people, as aresult of the learningexperience, will....

• be determined to makea difference

• be able to apply whatthey learned…

What if they do not…?What if they do not

So… the question is…

How could simple tools forMindprobing be designed to

make a difference?


9Example: CELEMI Tango

Assess current standing:Invite the learners to make aself-assessment in theselected areas.

Ask top management:“To reach your strategicgoals… what capabilities aremost critical to success?”

Ask the learners’ managers:“With this result, what will youdo to create the necessaryconditions to realize the fullpotential?”

Assess the new standing:What has been achieved?

Learning eventsembedded in

Learning journeys


10Your priorities… 18 points distributed

Your collective view


11Good practise…

• Apart from being short andsimple what other qualitiesshould a tool have?

• Here, a few suggestions: The exercises should be fun and

rewarding – people tend to loveto take on simple games,challenging quizzes, jig-sawpuzzles, cross words and the like.

“How did you do?”How the learner scored, shouldof course be revealed and,preferably, also commented on inone way or another…

There should also be a commentabout the upcoming seminarand how that might help thelearner to bridge the gap and gofar beyond.

An finally, when (if) the result isabout to be submitted, the learnershould have the option ro re-runthe exercise.

The bigpicture

Yes…this is it

?Your final score12 correct answers16 attempts 2 “Show me!”

67%

That is somewhat below average andindicates that you are quite new tothe financial language and jargon.Rest assured that you will score 100% after the

learning experience you are about to enjoy.

You are doneAre you ready tosubmit your result… or do you wantto start over?

Start over Submit

Are you ready tosubmit your result… or do you wantto start over?

Start over Submit

Instant gratification:I want to know this

about myself… and Iwant to know NOW…


12Good practise…

• There are many waysto skin a cat… There is an endless number

of options. However…

… your choice of probingexercise format is at leastas important as the choiceof content…

The key question:In what direction do wewant to steer the learners’awareness andexpectations prior to thelearning experience?

Proven solutions in new guises

What is theanswer:A, B C or D?

Treasure hunt:Follow the money

Complete thejigsaw… answerthe questions

Play the game.Beat the highscore

Place the labelswhere they belong

How would yourate the relevens ofthese KPIs – from 1-5

Our 12 painpoints…Find the matching cartoons

Does this oftenhappen to you…?

What would youdo in this case?

Choose a scenario.Decide on astrategy and seehow it plays out.


13Good practise…

• Directions…How do you want to steer thelearners’ awareness andexpectations:

Towards the subject matterknowledge as such…? or

Towards the context andconditions they are expected todeal with in their day-to-dayreality…? or

Towards their own tacitassumptions, for exampleabout changing marketconditions…?

Next, a few examples

BusinessfinanceLiteracy

BusinessfinanceAccumen

DecisionsmakingProwess

Knowledge level

Opinion

Assumptions

Context andconditionsfor changeto happen

The biggerpicture

Proven solutions in new guises


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It is not whatyou know…

… it is how youknow it that makes

the differenceKlas Mellander


151. Apple & Oranges. Literacy assessment I, pre and/or post seminar

THE FINANCIAL STATEMENTS

In the financial statements, findthe correct labels.

What do you already know?

A quite straight forward typeof literacy assessment

Cost of goods sold

Depreciation


162. Apple & Oranges. Literacy assessment II, pre and/or post seminar

How comfortably would you feelto participate in this conversation?

Sit #6. “Do you know what I mean,,,?”

Have they still not paid? Are you kidding…?What the heck:If we are so scared about how the customersmay react, DSO will hit the roof beforeChristmas…Are we supposed to ask Santa to help us getcash… or what?

This is also a type of literacy assessment but maybea little more easy to relate to for the individual.It is also a better indication of what the seminar willhelp the learner to achieve… more respect, moreconfidence… maybe a step up in the career?


172. Apple & Oranges. Literacy assessment II, pre and/or post seminar

How comfortably would you beto respond to this question?

Sit #7. “Can you please explain…”

I know, I maybe stupid… All right?But… can you explain to me howEBIT plus depreciation is a good cash-flowthing. Shouldn’t it be minus… Isn’t depreciationa cost… equals less cash… FACT… or?

Probing even deeperUnderstanding is one thing…Helping people around you tounderstand is quite another


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It is not whatyou know…

… it is how youknow it that makes

the differenceKlas Mellander


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Sales:

“This might be a great feature…… let’s do some sounding tosee if the customers would beprepared to pay for it…”

“It looked promising for awhile… but now I’ve got areal problem with a quiteexpensive component…

Shall I…

A … talk to Procurement?

B ... just try harder?

This could be a greatidea, a true innovation…

What shall I do with it?

Shall I…

A … tell my boss?

B ... just go for it?

C … forget about it?

This could be a greatidea, a true innovation…

What shall I do with it?

tell my boss?

forget about it?

B ... just go for it?... just go for it?

A … talk to Procurement?

Procurement:“… if you can guarantee largevolumes, we might be able to geta somewhat lower price.”

Shall I…

A … try to solve the problem?

B ... go back to square #1?

C …see what Sales has to say?C …see what Sales has to say?

They where… and whatstarted as a crazy ideaturned out to be quite asuccess in the long run.

Product DevelopmentWhat would you do…?


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Knowledge isthe capacity toact in a context

Karl Eric Sveiby.


21How are we doing…? Performance

• Key drivers (Apples & Oranges Book)


22How are we doing…? Performance

• In your view… what are our strengths and weaknesses?


23How are we doing…? Conditions

• In your view…what is mosttypical?


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Knowledge isthe capacity toact in a context

Karl Eric Sveiby.


25Our EBIT is declining

• In your view… what is the root cause?

Skills

Technology

…

Quality

Sense ofbelonging

Cost ofgoods sold

Sales

Commoncosts…

Utilization ofmachinery

Labor cost

Purchase

Utilization ofmaterialTools

Productdesign

Scrapping &rework

Handling

…

Silo thinking

Culture

Leadership

…

…

Sense ofbelonging

Cost ofgoods sold

Sales

Commoncosts

Utilization ofmaterial

Scrapping &rework

Leadership

Root cause Effect


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How welldo you know what

it is that youdo not know

Unknown


27Delphi analyses

• How soon and with what magnitude…

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Imminent In 4-5 years

Magnitude

How soon?

Trend curves

…will the land degradationpolicies start to hit the ourbusiness

… will the INTERNET bereplaced by THE GRID

… will digitalization bedecisive for heavyindustries?

… will the demand forMindprobing tools develop


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How welldo you know what

it is that youdo not know

Unknown


29Decision making

• In this new world Do you have the decisionsupport you need…

Make a materiality check


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From end to end– with Celemi


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… of the beginningThe end…

what’s going on in there…? - celemi · 2017-09-05 · example: celemi tango 9 assess current...

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