Every week. Every day. Every few hours. You’re challenged with immediate problems to solve and issues to overcome. In another hour, something is going to come across your inbox or instant message window and you are going to have to react. You will have to respond. You will have to drop what you’re doing. Some burning item will come up and you’ll need to fix it.

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Urgent matters come in all varieties in the Customer Success and services world. Each one is more important than the last and desperately needs attention. The issue might be finalizing a single sign on integration for an upcoming launch or it could be some metrics needed for a client briefing that snuck up on you.

Many of your HR and Learning & Development peers are presented with similar challenges. Their situation might be about a deliverable getting off track on a timeline or a group of people not completing their past-due compliance training.

Meanwhile, your “To Do List” is getting longer and longer on the other side of your desk. The important projects you have been setting aside, the ones that will require planning and work across functional lines are not kicking off. And you’re not strategically advancing the big things that matter most.

What are you going to do? How do you manage what is urgent versus what is most important?

Solving this daily challenge takes planning. It takes finding the right balance on how you allocate your time.  Dedicating time to strategic efforts takes rigor and discipline. Always attending to the most pressing topics (and putting off the important ones) doesn’t let your organization efficiently progress at achieving larger goals.

This is what works for me and how I deal with what is most important.

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I usually go outside with pen and paper for the focus part.  I unplug and change the scenery.  It works every time.

Now it’s your turn to get it done.

Urgent requests are not going to stop. Look…there’s another one that just came in on your phone. Carve out the time to plan ahead before you don’t have time at all. Focus on what will lead to the best results. Strengthen this behavior by making it a habit. You’ll be more successful by committing time to the important things and your customers will be better off for it.

Whether you’ve been in L&D for decades or days, you’ve probably been asked to bake a cake for your company. While you might have also been asked to bake a delicious chocolate cake for a birthday, the cake I am talking about is The Magical Training Cake – the cake your L&D team makes to solve a business pain point.

Typically, the cake needs to solve a problem overnight with a one-time, eight-hour workshop with the goal of naturally sticking forever in the employee’s brain and behavior.

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Mmmm, delicious?! Maybe not.

You’re likely nodding your head “Yes!” when I say many L&D teams have this two-fold struggle:

  1. Stakeholders come to your team with requests to bake/make a training. It might sound like, “We need you to bake a cake to improve frontline managers’ leadership skills.”
  2. You stir and bake for weeks and maybe even months. You pull it out of the oven. You serve the cake to managers. But they report not liking the taste, and some haven’t even taken a single bite.

You feel like you’re pushing the cake in your learners’ faces. You thought the cake was good – why don’t they?

You’d rather feel like you’re creating a pull effect, where your learning products and programs are magnets. They draw employees in.

Here’s one framework you can start using today to clarify a request up front, making sure everyone will like the cake.

Clarify projects with the 3×3 Walkthrough Method

Tom Cavill, a designer based in London, created the 3×3 Walkthrough Method. Cavill created this framework to focus his explanation and storytelling of a new app he created. (You can read here how Tom uses constraints for clarity.)

I think L&D teams could use this framework to clarify internal training initiatives. It helps distill the essence of the initiative so the stakeholders and execs feel empowered to become champions and sponsors of it.

At its most basic level, the 3×3 Walkthrough method also helps learners get instant clarity about the value of a program.

How It Works

The 3×3 Method constrains you to focus on solving this problem by answering why, what and how with only three-words. Here is an example:

3×3 Walkthrough for Leadership Development

A common challenge high-growth teams face is developing leadership skills in younger employees when the company is growing rapidly.

These young stars quickly move into leadership roles, but they don’t have the support and opportunity to learn how to be good managers.

Many companies adopt the same old approach to building leadership programs. Take what other people are doing, find the latest popular leadership framework, force people to go through workshops, and then expect them to become great managers overnight.

Instead, if you understand what’s really going on in your organization, you can use the 3×3 Walkthrough to distill a highly relevant leadership program like the following:

  • Why: Equip new managers
  • What: Leadership Foundation program
  • How: Daily micro habits

Filling out this template when receiving business requests will help you form the foundation to build a compelling case for human-centered learning design as the future of business growth.

Next steps

Take time today to think through the why, what, and how of the latest requests from your business leaders.

Here’s a 3×3 template you can copy and paste:

Why? (… does your product/program/project exist?)
__________
__________
__________

What? (… does your product/program/project do?)
__________
__________
__________

How? (… does your product/program/project differ from what exists?)
__________
__________
__________

Instead of baking cakes, this helps you building a clear, concise path toward an integrated design approach.

Degreed will be hosting a hands-on workshop on Marketing in Learning at the Degreed LENS event on September 28th in Chicago. To register, visit the LENS website here.

**This post appeared in original format on the LinkedIn of Charbel Semaan

Though in learning now, I started my career in Direct Marketing and Loyalty Card Marketing and Product Development (yes, apologies for calls interrupting your dinner and your exploding mailbox…) I pivoted into HR and led the L&D Technology Products and Implementations for a Fortune 500 Bank. Having to re-invent myself and learn rapidly, I’ve become both fascinated and intrigued at the parallels of marketing and learning. More importantly, I’ve become convinced that L&D could use some marketing love!

But what marketers figured out (and where L&D professionals could benefit) was how we used data to get the right offer to the right customer at the right time while delivering an aspirational customer experience. The result? Engaged customers, changed behavior, and customers coming back for more.
Everyone in L&D and HR is currently obsessed with employee engagement. This has only been increased by everyone trying to figure out how to capitalize on both digital and social transformations, and their impact on employees, work and the workforce. Despite this, nobody is buying what we’re selling in L&D. We need to appeal to our learners, but “appealing” is a marketing problem, not a learning one.

Deloitte data says that nearly 7 out of 10 people they surveyed indicated they’re having a hard time getting workers to engage with L&D offerings.

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I believe the key to achieving success is treating our learners like customers, and then understanding just who they are – the demographics, goals, motivations, frustrations, daily activities, and buying experience/behaviors. You then use that knowledge to cater the message and experience – delivering compelling, relevant offers and products that are meaningful and aspirational.
To understand your customers, I suggest you start by creating learner personas by segmenting your learners based on demographics, goals, motivations, frustrations, daily activities, learning needs and touchpoints. Google definition of a Persona: A persona, (also user persona, customer persona, buyer persona) is a fictional character created to represent a user type that might use a site, brand, or product in a similar way. Marketers may use personas together with market segmentation, where the qualitative personas are constructed to be representative of a specific segment.
You might have 2 personas, you might have 10. But the goal of a persona is to group your learners into categories around goals, challenges and how they operate.

Here is an example.

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Here are 5 marketing practices you can use to increase engagement after defining your customer.

  1. Brand – develop a compelling aspirational brand and value proposition that is relevant for your employee segments. This includes compelling creative (look and feel), communication and messaging. (Think Nike!)
  2. Design – personalize the experience and make them want what you are “selling,” and make it personal. (Think Apple!)
  3. Market – target, make the offer and sell. And make them want to come back for more. (Think about the last time you went to Amazon to buy those killer heels. It starts with serving up relevant experiences, and more expensive shoes with each interaction!)
  4. Listen – get feedback, measure, and use the data collected to adjust. (Simple as thumbs up or down!)
  5. Loyalty – build a continuous relationship with your employees by communicating regularly. (All the retailers above do that well!)

The results
Understanding your customer, the employees, are the key to ensuring you deliver the right experience and get the engagement you expect for your L&D programs and technologies — and a return on your investment. Feel free to check out my recent ATD Webinar on How to Think Like a Marketer. It provides several specific marketing techniques learning practitioners can leverage in their daily work.

So, what are you doing to better understand your employees and encourage them to engage with what you are selling? We would love to hear your ideas!

Once you’ve determined your organization needs a new tool or technology, how do you build the business and investment cases to show leadership the clear path towards the changes that need to occur?

Dani Johnson, VP of Research at Bersin by Deloitte, Deloitte Consulting, recently spoke with 3 learning leaders from Disney, AT&T, and Airbnb to learn more about their individual journeys with technology.

Those on the journey to finding or implementing new tools and platforms likely have one thing in common: the current solution isn’t working.

We had a traditional learning management system that was written for one context and one moment in time, so it was very, very clear that it wasn’t working. We addressed it, which tied to a strategy that reevaluated some of our larger HR investments, including learning,” revealed Chris Trout, VP of L&D at the Walt Disney Company.

While larger organizations might have the bandwidth and budget to be flexible and try multiple solutions, sometimes it’s best to start fresh. Such is the strategy behind the learning success at Airbnb: ”We took a bold move to ‘divest’ rather than invest first, to turn off a lot of the learning infrastructure that was already there in order to almost start from a baseline,” explained Barry Murphy, head of Global Learning at Airbnb.

Of course, it’s not that easy for every organization.

For a monolithic-type project of large scale, Amy Rouse, former learning leader at AT&T, knew she had to find a way to streamline numerous disparate platforms and get rid of old technology to make room for what they needed.

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“Our business cases were not easy, but they’re a necessity. We wanted to create a personal learning environment, but you’ve got to prove why you want the business to invest a lot of money into something new or better. So we identified what could be eliminated from our learning architecture, what we could eventually sunset including the LMS, and by when,” said Rouse. “This timeline strategy informed how turning off old investments would offset the costs of the new technology. This helped other leaders in the organization see the true cost of staying with old technology, and the benefits of transitioning to new solutions that better suited the business case.”

The one thing all 3 organizations had in common? Starting with a vision.

“We looked in a few places, including how technology was happening at the time, how HR and learning technology was happening and knew we wanted to pursue a technology that was going to help us get to that vision,” said Trout.

Airbnb started working against their vision of a learning ecosystem, in search of the technology that could do what they wanted.

“Being able to explain the vision to stakeholders is probably one of the most important things associated with making that business case,” added Johnson.

Here’s how you can start to build your business case:

  1. Start with a vision and keep the “end” in mind. Many organizations get caught up in having the latest and greatest technology. Instead, choose what will help you achieve your long-term vision.
  2. Create a timeline. This can include when you’ll turn off old technologies when you can scale up the new technology, or important events in the business that will require the use of the new technology.
  3. Divest before you invest. Know what isn’t working, get rid of the tools and platforms that are not producing ROI, and then re-allocate those resources to things that do.

What are some ways you have made the case for implementing a new technology at your organization? Let us know in the comments.

Want to know what else the presenters talked about? Access the full webinar through Degreed here.

Let’s get uncomfortably honest for a minute. CEOs are concerned about business results. They are paid to drive shareholder value, which is a function of three things: revenue growth, company profitability, and how efficiently an organization uses their assets.

Historically, that mentality has pervaded the way organizations value learning and how they invest. Most L&D organizations have been built for scalability, efficiency, and standardization.

Technology for most L&D teams is a way to deliver more, at a lower cost, with more consistency. The problem with that mentality is our learners aren’t one size fits all, or even one size fits most. It’s no surprise then that only 18% of employees would recommend their organizations training and development opportunities.

What this tells us is that the focus on efficiency, not engagement, doesn’t bode well in the workforce. The good news is that some organizations, like Caterpillar, are breaking the mold.

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If you go to industry events or keep up on articles and blogs in the learning space, you’re probably seeing increased conversation about engagement, and a whole new crop of tools popping up that are the result of solving the learning problems of today. While great resources, the most valuable information comes from those that have embraced the digital revolution, and are leading the charge to better the employee development experience.

Caterpillar’s Mike Miller, Division Manager of Global Dealer Learning, was interviewed by Todd Tauber of Degreed on his evolving approach to L&D and training. Here are some of our favorite excerpts from the conversations.

Todd: Caterpillar seems to be aiming for more of a balance between efficiency and flexibility in learning. How are your strategies and approaches for developing capabilities in your workforce shifting?

Mike: To be honest with you, Caterpillar has never really lost the focus that people are our competitive advantage. The big change that we have going forward and the shift that you’re seeing in our strategy is less of a one-way conversation where we put out packages to one that’s community-led.

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With a community-led strategy, we have turned on solutions and content that allows everybody to contribute, and so by having the population rather than a handful of people working on learning, we are able to obtain organization capabilities far easier because we have well over 300,000 people contributing.

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Todd: How’s Caterpillar rebalancing the people, the time, the money, so that you can manage less and empower more?

Mike: There are still formal programs at Caterpillar. But people were looking for the next step: what is past the formal program? We’ve moved to a three-tier approach on our content. It includes making all of our content easily accessible on our mobile phones. And then we want to have onsite support, meaning at the time you have a question and/or an issue, we really can help you solve that, right? And last, where we need to, we’ll still do instructor-led training because there are places we still need to do certification or accreditations.

If you look at these components, we’re really trying to do put an ecosystem together that allows people to contribute and consume on demand as they need to.

Looking to empower your workforce to consume content on demand like Caterpillar? Set up your Degreed profile today!

I’m a tagger and you should be too.

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Tags are merely labels used to identify things.

In the simplest form, tags are things like the sticker labels your grandfather used in his garage or the DIY labels your partner now organizes with. In terms of technology, many applications and software use metadata or social tags to further enhance our browsing experiences. Meta tags (short descriptions added to each web page) are used by search engines to help improve the relevance and quality of search results.

The ability to tag your experiences is now available on most websites and applications. For example, on Facebook, you tag people in your posts, as well as the location and date. This improves the search on Facebook and allows you to sort and filter posts later. The proliferation of hashtags on Twitter have helped make the site the phenomenon it is today, and you can now see hashtags used everywhere in social media, including Facebook, LinkedIn, Instagram, Google+ and Pinterest. The use of hashtags can connect conversations across social media sites.

Here are three reasons you should start making tagging a habit:

#1 – Improved User Experience – Tagging makes the application you are using smarter, which creates a better user experience for others. This means better search results and a more personalized experience.

#2 – Increasing Eminence – Tagging content is a gift to the creator, author or owner of the content. It helps further brand the subject matter and allow others to find it easier.  Creating a personal habit of tagging will also help define your areas of interest; creating eminence for you as well.

#3 – Save Time – Indexing your own content will save you time later. How many times have you looked for something that you previously consumed and just wish it was easier to find? Tagging shortcuts your search by having content indexed with more keywords to find it again later.

It takes only seconds to tag content. Depending on the application, it might be called metadata, keywords, tags, categories, labels, topics, social tags, hashtags, or something similar. Take the extra 20 seconds and make it a habit. There are no right or wrong tags. Use synonyms and similar words that could lead someone to the right content.

Don’t forget to follow the keywords and tags when applications provide this option. Tagging and following will quickly hook you into others that are giving back in this way and the quality of your findings will be immediately enhanced.

Takeaways

In case you are new to tagging, here are three easy ways to get started:

  1. Tag your photos and posts in Facebook with people, dates, and locations.
  2. Hashtag your posts everywhere in social media: Twitter, Facebook, Instagram, Linkedin, Instagram, Google+, and Pinterest.
  3. Tag all of your learning in Degreed.

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To learn more about tagging and personalization in Degreed visit get.degreed.com.

Authored by: Mike Makis and Sonja Schurig of Degreed

As a CLO, I spend a lot of time talking to learning leaders from a variety of industries, going to conferences and trade shows, reading industry research and blogs. Phrases like “content explosion,” “fragmented learning” get used a a lot, supporting the common sub-text that L&D is experiencing a massive shift in how their employees learn at and for work. It’s important to consider and embrace what’s happening in the marketplace, and organizations that do will see there is a big opportunity to elevate both their talent and L&D’s reputation to one that drives key business performance.

Last week, I wrote part 1 of the 2-part series on the top four trends disrupting the workforce in 2017. The first two trends identified are different generations in the workforce and the rise in digital technology.

Here are the remaining two:

3. Rate of change is moving faster than ever before

Since things are changing faster than ever before, businesses must stay agile. Dutton talked about eBay’s evaluation of current programs since splitting from PayPal, and their decision to start over with their learning strategy. They stopped doing a lot of the traditional learning that they had done in the past including multi-day programs geared just for leaders or top talent. Now, they strive to serve all employees, and  have launched a few new tools including Degreed and Career Navigator. They are choosing to engage with employees and teams using Slack because that’s where a lot of the engineers already spend their time.  eBay is also focusing more on coaching for leaders, having employees and leaders engage in more impactful career and performance conversations.  Learning is being recognized as a journey through talent communities, and the learning organization is adjusting to meet people where they are rather than taking them out of their natural work flow.

4. A new relationship between employees and employers

Gone are the days where people spent their whole careers at one company.  According to Gallup, 60% of millennials say they are open to a new job opportunity, and according to the recent numbers from the Bureau of Labor Statistics, the average person works for 4.4 years in one job. This is a major shift in work expectations – a shift we as learning professionals have to be thinking about.

During the discussion with the CLO community, we discussed the gig economy, (think freelance workers or Uber drivers) the contingent workforce, (contractors) and how those new models affect the employee/employer relationship.

A recent Forbes article states that by 2020, about 40% of Americans will be part of the gig economy. According to Dan Schawbel, “The trends that have created the gig economy include: the rise of freelancing, the access of technology (especially on the mobile phone), the impact of the recession and the desire to have “side-gigs” and flexibility. For employers, the gig economy allows them to hire on-demand, lower costs and have more competition for talent.”

So when we think about the skills gap and how we are going to help people build their skills for now and the future, we need to think about how employees actually work. Learning can be a big competitive advantage if you are a company that will invest in your employee’s skills regardless of whether they stay one year or ten years.  Career paths and helping all employees develop their skills, even if they don’t stay at your company long term, is a growing and beneficial trend.

These four workforce trends are changing role of learning leaders and it’s important to keep them in mind when thinking about your future learning strategy. eBay, like a lot of other companies, has realized that to keep talent and to help all employees develop skills quickly, they needed to think about learning differently, move more quickly and iterate, and be more agile overall with learning.

At it’s core, being successful in learning today means embracing your workforce – meeting people where they are and giving them learning when they need it. Want to know what your workforce was interested in in 2016? Check out What the World Learned in 2016.

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Training is a core function of many organizations, as employees need to be taught a few standard things to help them effectively work within a company, and best perform their role. But how many organizations put the learner first  when thinking about what needs to be taught?

This is the main differentiator between training and learning.

Historically, training is very business centric versus learner centric. We are all familiar with the transactional model of training: attend a lecture or class, and take a test. It’s easy to assume that because this style of training is common and widely used, it’s successful. Don’t fix something that’s not broken, right?

Wrong. In a recent presentation at Puget Sound, Degreed’s CLO Kelly Palmer shared some findings that suggest we might want to rethink our current methods. “Traditional training really hasn’t worked,” said Palmer. “$160 billion dollars a year is spent on training but 80% of what is taught is forgotten within 30 days. Even more astonishing is less than 15% of that learning is applied on the job.”

With less than 15% of trainees applying their learning to their positions, perhaps it’s time we re-evaluate.

Big shifts occur when we put the focus on learning and the individual instead of the old model of formal training and getting a “completed” mark in the LMS. Digital technology gives us instant access to learning, anytime, anywhere. Even if we think about our own personal habits, the internal LMS or formal training classroom is likely not the first place you look for an answer.

According to Degreed research, when people need to learn something new, around 47% search the Internet and 43% browse specific resources. But just 28% search their employers’ learning systems and only 21% rely on their L&D or HR departments. This tells us that employees go beyond what L&D is providing, and take matters into their own hands to find the learning they want in their time of need.

This is not to say that formal training isn’t important, just that the investments and priorities need to be rebalanced to include many individual-focused learning opportunities. “What I’ve learned over time is that it’s not so much the classroom training experience that employees still ask for,” said Palmer. “When together, that’s where employees get to network with peers, collaborate and actually interact with other people from the company. I think in-person training still has a huge part to play, especially when you’re trying to encourage peer-to-peer knowledge transfer.”

The best learning organizations are focused on learner needs and finding a balance between formal training, and individual, learner-driven opportunities that create a thriving learning culture.

To learn how you can better meet the needs of your learner, check out Degreed’s How The Workforce Learns Report.

Digital technology has become the gateway to smarter work, learning and play. For Learning and Development and HR leaders, it has fundamentally changed not only our roles and organizations; but our goals and how we accomplish them, as well.

Our roles have expanded. We’re still responsible for education and development, but now add  compliance, performance, restructuring, change management, and culture to the list. All of this is accompanied by technology; but is it really helping us keep up? How can we really utilize technology to enact change and engagement within our organizations?

During the Degreed Lens event in New York, learning analyst Josh Bersin shared 5 things all HR and learning leaders need to know.

Structure needs to account for cross-functional connection.

According to Deloitte’s Human Capital Trends 2016 report, 92 percent of survey participants rate redesigning their organization as a critical priority. This tells us that the number one thing on people’s minds in medium to large organizations is structure. Our org charts are no longer reflective of how work is done. Thanks to technology we operate cross-functionally, with specific people that have the expertise needed to inform specific projects. When a project is complete, we move on to the next network of people for the next deliverable.

Not all digital helps productivity.

Today’s worker has hundreds of thousands of apps and websites at their disposal, many of them making promises of improving time management and streamlining work and life. But they’re doing just the opposite; enticing us to lose focus every second. Deloitte reported that U.S workers check their cell phones, in aggregate, eight billion times a day. The productivity lost is almost unfathomable. By carefully curating what technologies you choose to use with your L&D initiatives, you can engage employees by utilizing the apps and websites they learn from organically.

If employees don’t have opportunities to grow, they will leave.

What’s the biggest predictor of economic growth for an individual? According to Economist Thomas Piketty, it’s skills; the more quality and in-demand skills you have as an individual, the better. For L&D leaders, this means we need to provide diverse, meaningful opportunities for every employee to learn and fuel their career, or they’re going to find it elsewhere.

Learning is key to individual and business growth.

Learning is important for employee growth and engagement, and it’s also critical to the success of your business. At the Degreed Lens Event in New York City, Josh Bersin said, “you want people to have enough skills to move to new assignments, to move away from business areas that are shrinking. You don’t want to have a business area that’s going out of business where no one wants to quit or switch. That just makes it even more impossible to transform your organization. So we have to build infrastructure and tools and reward systems and culture programs that facilitate development.” Mobilizing upward growth within your company is key.

Learners need the right mix of formal and informal learning.

The percentage of money spent on traditional formal training is dropping every year.

According to Bersin’s Corporate Learning FactBook, from 2009- 2015, investment in instructor-led training dropped from 77 percent to only 32 percent.  While formal training is never going to disappear, it’s not enough to create a true learning culture. We’re learning every day in a variety of ways, on and offline. As an L&D professional, you need a way to bring the best of that content to your organization through curation.

The right learning architecture will create an ecosystem in which learners know where and how to find content.  Most course catalogs contain thousands of pieces of content, so curating becomes crucial. Bersin explains, “you know what happens when you give people ten choices? They don’t pick anything. When you give them a hundred choices, they just shut down the browser completely and don’t even look anymore. But if you give them three choices, they’ll pick one.”

While technology has fundamentally and permanently changed our roles, We can embrace the change by using technology to empower our employees to learn in better, more engaging ways that will benefit their careers and our organizations as a whole.

Want to be live at the next Degreed Lens event happening in November in San Francisco? Request an invitation here.

By now, you’re no stranger to the concept that employees want learning to be on their time, on their device, and personalized to their individual position and needs. Delivering a customizable and fluid experience requires unique tools, and the list shouldn’t be limited to your intranet.

Content on the intranet is often disorganized, scattered, and out of date. Yet we see many companies directing their employees to their intranet to find learning content. Typically, companies use intranets to manage corporate news, information and general resources, and you might notice those types of information are usually a one-way dissemination as opposed to interactive.

Learning shouldn’t be a one-way conversation or delivered in one modality or style. A manual, laborious process is only going to drive your learners away, which is bad for engagement and therefore your organization and the bottom line.

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In case you aren’t convinced already, here are 8 more reasons why your intranet shouldn’t be the only place for learning.

  1. Intranets do not personalize and curate learning. These are both key tenants to meeting the needs of the modern learner.
  2. Intranets to do not create high rates of employee engagement around learning resources because there is not much in the way of associating groups, pathways, goals, competencies, collaboration, profile or transcript ownership/portability, etc.
  3. Managing learning resources (i.e. adding, updating, and removing learning resources from multiple sources) on an intranet can be a very manual, time consuming process.
  4. Intranets are hard pressed to provide any type of insights and analytics around how your employees are utilizing, benefiting from, and engaging with the learning provided by your organization.
  5. Intranet solutions typically don’t provide learning content, they just allow you to manually upload and manage content.
  6. Social and collaborative learning communities are not typically found in general intranet solutions.
  7. Intranets do not usually integrate with 3rd party content vendors, LMS systems, etc. nor manage those resources dynamically.
  8. Intranets are not built to include sophisticated searching algorithms to make learning easy to find.

Learning is happening all the time, across many different mediums. To be as effective as possible, organizations need to be good curators of engaging content. Your goal should to be to make learning as easy as possible; don’t make it harder by making them use tools that make success nearly impossible or even worse, drive them away from wanting to learn at all.

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