Training Industry Magazine - September/October 2017 - 56

CLOSING
D E A L S

DEVELOPING A ONE-STOP SHOP FROM

CONTENT TO OUTCOMES
BY TARYN OESCH

About 15 years ago, FranklinCovey
embarked on a journey to transform
from a company focused on training
content to a company focused on
training results. That meant becoming
a one-stop shop for clients, providing
content but also, according to Adam
Merrill, executive vice president of
innovations, "connecting capability to
outcomes." This strategy has informed
recent acquisitions, including the May
acquisition of Robert Gregory Partners
and the July acquisition of Jhana.
"A lot of learning leaders have to act
like a general contractor," says Rob
Cahill, co-founder of Jhana and now
managing director of innovations for
FranklinCovey.
Managing
multiple
vendors can be time-consuming and
difficult, so FranklinCovey's goal with its
All Access Pass is to reduce the number
of vendors needed by one organization.
The All Access Pass provides unlimited
access to FranklinCovey content and,
importantly, is "modality-agnostic,"
so clients can use whatever platform
they need for the results they want.
FranklinCovey's acquisition of Robert
Gregory Partners expanded its offerings
to include add-on coaching services to
the All Access Pass, and its acquisition
of Jhana added microlearning for
managers to its portfolio.
Cahill founded Jhana six years ago to
provide the bite-sized, research-based
management content he felt was missing
when he became a manager. "The firstlevel manager is a linchpin," he says,
"and there's data [showing] that teams
of effective managers have 25 percent
higher performance and 40 percent

| 56

lower turnover." Such a critical position,
he feels, requires good preparation and
continuous learning. Jhana provides
a library of specific, practical articles,
videos and worksheets developed by
its in-house research and editorial team.
Cahill says that Jhana's learner adoption
rates are ten times higher than the
industry average.

customer loyalty per store across the
chain to see real business impact. For
manager training, according to Cahill,
organizations should measure not
only business outcomes, like increased
revenue, but also the impact on
learners. For example, has the training
increased new managers' confidence
and decreased their stress?

FranklinCovey serves two audiences:
learning leaders and business leaders.
According to research by LinkedIn,
those audiences tend to look at different
types of outcomes to measure training
results. While learning leaders measure
qualitative feedback from learners and

Poorly performing managers are
expensive.
According
to
Gallup,
"managers account for at least 70%
of variance in employee engagement
scores across business units" and, "when
companies can increase their number of
talented managers and double the rate
of engaged employees, they achieve, on
average, 147% higher earnings per share
than their competition."

POORLY
PERFORMING
MANAGERS ARE
EXPENSIVE.
their managers, business leaders look
at business impact and ROI. That said,
Training Industry research has found that
learning leaders are increasingly focused
on aligning training with business needs
and measuring the impact training has
on business results.
Merrill says that since FranklinCovey
clients are looking at outcomes through
both of these lenses, FranklinCovey
measures outcomes in both areas. For
example, customer loyalty training
for a retail chain not only measures
manager and learner feedback but also

Obviously, having good managers is
a significant business outcome, and
aligning training with that outcome is
important. Grovo research has found
that over half of surveyed managers
believe faster manager training would
help their organizations achieve
key business objectives and that
effective manager training includes
small pieces of information that are
reinforced over time.
By acquiring a company like Jhana that
provides microlearning for managers
and focusing on connecting training
to results that matter to both learning
leaders and business executives,
FranklinCovey is working to support
training alignment in a one-stop shop
for training organizations.
Taryn Oesch is an editor at Training Industry,
Inc. Email Taryn.


http://www.trainingindustry.com/leadership/press-releases/franklin-covey-co-acquires-robert-gregory-partners.aspx https://www.hbr.org/2014/03/why-good-managers-are-so-rare http://www.trainingindustry.com/leadership/press-releases/franklin-covey-co-acquires-robert-gregory-partners.aspx https://learning.linkedin.com/content/dam/me/learning/en-us/pdfs/lil-workplace-learning-report.pdf http://www.trainingindustry.com/leadership/press-releases/franklin-covey-co-acquires-jhana.aspx https://www.franklincovey.com/engage-with-us/all-access-pass.html https://www.grovo.com/resources/white-papers/good-manager-bad-manager-new-research-on-the-modern-management-deficit

Table of Contents for the Digital Edition of Training Industry Magazine - September/October 2017

https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_winter2025
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_fall2024
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_summer2024
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_spring2024
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_winter2024
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_fall2023
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_summer2023
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_spring2023
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_winter2023
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_fall2022
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_summer2022
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_spring2022
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_winter2022
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20210910
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20210708
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20210506
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20210304
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20210102
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20201112
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20200910
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20200708
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20200506
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20200304
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20200102
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20191112
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20190910
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20190708
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20190506
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20190304
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20190102
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20181112
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20180910
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20180708
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20180506
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20180304
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20180102
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20171112
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20170910
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20170708
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20170506
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20170304
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20171112_se
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20161112
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2016fall
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2016summer
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2016sales
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2016spring
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2016winter
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2015outsourcing
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2015fall
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2015summer
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2015leadership
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2015spring
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2015winter
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2014fall
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2014summer
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2014spring
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2014winter
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2013fall
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2013summer
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2013spring
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2013winter
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2012fall
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2012summer
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2012spring
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2012winter
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2011fall
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2011summer
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2011spring
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2011winter
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2010fall
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2010summer
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2010spring
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2010winter
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2009fall
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2009summer
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2009spring
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2009winter
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2008fall
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2008summer
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2008spring
https://www.nxtbookmedia.com