BUILDING BUSINESS ACUMEN FOR TRAINERS: SKILLS TO EMPOWER THE LEARNING FUNCTIONS (W/CD)

As a training and development or human resource professional, do you have the knowledge, skills, and experience you need to become an indispensable strategic partner within your organization? Building Business Acumen for Trainers provides step-by-step practical advice on business practices guaranteed to win the support, respect, and attention of your organization. Written for both new and seasoned professionals, this essential resource will show how to put into practice the three critical areas of business acumen:
Finance skills
Partnering skills
Communication skills

ERRENCE L. GARGIULO has spent over fifteen years helping people working in training and development acquire the skills they need to be significant contributors to the businesses that have hired them. He holds a master of management in human services degree from the Florence Heller School at Brandeis University, and is a recipient of Inc. magazine’s Marketing Master Award.
Among his past and present clients are GM, DTE Energy, Dreyers Grand Ice Cream, UnumProvident, the U.S. Coast Guard, Boston University, Raytheon, the City of Lowell, Arthur D. Little, KANA Communications, Merck-Medco, Coca-Cola, Harvard Business School, and Cambridge Savings Bank.
His previous books include Making Stories: A Practical Guide for Organizational Leaders and Human Resource Specialists (also translated into Chinese); The Strategic Use of Stories in Organizational Communication and Learning; On Cloud Nine: Weathering Many Generations in the Workplace (with Robert Wendover; also translated into Korean, and Spanish); and Stories at Work: Using Stories to Improve Communications and Build Relationships.
He is a frequent speaker at the international and national conferences of such organizations as the American Society for Training and Development (ASTD), International Society for Performance Improvement (ISPI), Academy of Management, and Association of Business Communications, and he is a field editor for ASTD. His articles have appeared in American Executive magazine, Communication World, the ISPI journal Performance Improvement, and ASTD Links.
Also visit his Web sites: http://www.makingstories.net; http://www.oncloudnine.org
AJAY M. PANGARKAR is president of CentralKnowledge, a leader in comprehensive and measurable strategic learning solutions. He is recognized for his experience in the “business and strategy side of training,” helping companies implement training evaluation and ROI strategies, developing balanced and performance scorecards, training and certifying new trainers and subject experts, and supporting those with responsibilities for managing the training function. He is a regular contributing writer for several prominent HR and training publications, is a recognized published author, is government accredited in professional learning, and delivers learning programs for professional organizations and business institutions. He is highly involved in the Montreal community, serving on the board of directors of nonprofit groups and committees. Nominated for the Ernst & Young/Canadian Business of the Year award, he is regularly interviewed by business and news media for newspaper articles and radio broadcasts. He is a founding member and chair of the Quebec chapter of the Canadian Society for Training and Development (CSTD), the founder of the Quebec ROI Network, a member of the CSTD national board of directors and the Canadian ROI Network, and is extensively involved with and speaks to the global learning and performance industry. He can be contacted at info@centralknowledge.com or www.centralknowledge.com
TERESA KIRKWOOD is founding partner of CentralKnowledge, brings over eighteen years of industry and training experience to her work, and is recognized for her experience in helping companies implement training evaluation and ROI strategies, training new trainers and subject experts, and supporting those with responsibilities for managing the training function. She writes for several major HR and training publications, is a published author, is government accredited, and delivers learning programs for professional organizations and business institutions. She is exceptionally involved in community activities, including mentoring business start-ups for youth, and she regularly speaks to women’s entrepreneurial groups. She was nominated for the Ernst & Young/Canadian Business of the Year award and is regularly interviewed by business and news media for newspaper articles and radio broadcasts. Afounding member and vice chair of the Quebec chapter of the Canadian Society for Training and Development (CSTD), she has helped to establish the Quebec Training ROI Network and is a member of many CSTD development committees. She has also been invited to speak at learning industry and business conferences on topics related to learning strategies and entrepreneurship. You can contact Teresa at info@centralknowledge.com or www.centralknowledge.com.
TOM BUNZEL specializes in knowing what presenters need and how to make technology work. He has appeared on Tech TV’s Call for Help, as Professor PowerPoint, and has been a featured speaker at InfoComm and PowerPoint LIVE as well as working as a technology coach for corporations and other organizations, including the Neuroscience Education Institute. He has written a number of books, the latest two being Sams Teach Yourself Microsoft Office PowerPoint 2003 in 24 Hours and Easy Digital Music. His other books are Easy Creating CDs and DVDs, How to Use Ulead DVD Workshop, Digital Video on the PC, and an update to the Visual Quick-Start Guide to PowerPoint 2002/2001. He is contributing editor to Presentations magazine and writes a weekly column as the Office Reference Guide for InformIT.com. He can be reached through his Web site, www.professorppt.com

"The topics explored throughout this book bring much-needed knowledge to learning-industry professionals in a pragmatic, yet highly informative manner. The timing of this volume could not possibly be better for learning professionals seeking to communicate the important bridge between organizational learning and the success of strategic business imperatives."
—Kathy Watt, manager, Business Development, College of Extended Learning, University of New Brunswick
"This book admirably fills a serious gap in the professional practice of learning and performance—lack of business savvy. It is clearly written, case-based, concrete and comprehensive. I especially appreciated the financial and return-on-investment content. I was also delighted that it contains material on Human Performance Technology. I will recommend this volume to my students, colleagues and corporate clients."
—Harold D. Stolovitch, emeritus professor, Université de Montréal, principal, HSA Learning & Performance Solutions LLC, and author Telling Ain't Training and Training Ain't Performance
"This engaging book is absolutely essential for human resource professionals! It should be required reading for everyone in our field.”
—Jill Russell, principal and founding director, TPO HR
"Some of the jewels of this book are it explains the language of finance; it provides practical advice on how to communicate the case for investing in development initiatives, and it is full of guidance on how to collaborate with the business to determine the payback of investing in development solutions. The case studies used throughout the book brings ideas to life in an exciting way. This is one of those books every HR, HRD, and training professional should have."
—Judith A. Hale, author,Outsourcing Training and Development: Factors for Success
"Relevance is in the eye of the beholder. And for training professionals who want to earn a seat at the strategic planning table, nothing can help build corporate relevance better than applying the skills outlined in this book which will show you how to turn training into business results."
—Marty Fisher, vice president, Stores HR and Training, Abercrombie and Fitch
"If today’s aspiring Learning professionals don’t read this book, they will miss an opportunity to gain that ultimate competitive advantage that will revitalize their career into becoming a true business player. The primer on financial tools, business partnering and dynamic communication strategies described in this book are excellent. The book has integrated a number of innovative learning concepts, tools and methodologies that weave a comprehensive business learning roadmap for Learning professionals to attain greater business acumen and be on top of their game."
—Francesca Bleck, director, human resources, Technical Learning & Development, Lafarge North America and Latin America, Corporate Technical Services
"Changes in our industry have revealed the critical need for knowledge and skills in business acumen—the area Business Acumen for Trainers specifically and uniquely addresses. This is a must read book for anyone in a training position today or in the future."
—Wes Parker, national curriculum manager, Management & Employee Development, Verizon Wireless

CD-ROM Contents.
Acknowledgments.
Introduction.
SECTION 1: FINANCIAL SKILLS.
1. A Primer on Financial Basics.
2. Understanding Budgets and Forecasts.
3. Evaluation and Return on Investment: What It Means to Management.
4. Outsourcing and Vendor Management.
SECTION 2: PARTNERING SKILLS.
5. Building Institutional Support.
6. Partnering with Your Customers.
7. Partnering Inside T&D.
8. Human Performance Technology and Business Acumen.
SECTION 3: COMMUNICATION SKILLS.
9. Writing Business Messages.
10. Developing a Business Case.
11. Writing Reports.
12. Making Effective Presentations.
Appendix 1: ROI Formulas.
Appendix 2: Using the ROI Calculator.
Appendix 3: Thinking Like Management Review.
Appendix 4: Answers for Delivery Flexibility Scenario in Chapter Six.
Appendix 5: Answers for Measurement Flexibility Scenario in Chapter Six.
References and Suggested Reading.
Index.
About the Author.
About the Contributors.
How to Use the CD-ROM.