The Inside Pitch

The article focuses on the value of industrial training and the role of chief executive officer (CEO). Demonstrating and communicating value is at the top of the wish list for most trainers and other workplace learning and performance professionals. Top executives are demanding to know the value of training with the same razor-like focus embodied in the popular cultural phrase. The dramatic value pitch made on the elevator by the value-versed trainer to her CEO is not difficult to construct. Communicating great value is basically a matter of translation. Speaking the language of performance to executives is like trying to speak medieval English to a modern-day English speaker. Every great value communication has four segments: performance, financial, relevant context, and goal.