Training Ain’t Performance

Chapter 10

The Bottom Line: Demonstrating the Return-on-Investment of Your Interventions

Chapter Highlights:

♦ Calculating worth

♦ Calculating return-on-investment (ROI)

♦ Calculating payback period

Here is an actual scene one of us experienced. It took place in the office of the senior vice president of transportation (SVP) for a very large railway.

Case:  Not Enough to Go Around

SVP:  Look, I understand the need to train people and make them better at what they do. But, here's what I'm faced with. My transportation people tell me that they must have $100 million to upgrade our locomotives and purchase new ones. They've shown me a business case that demonstrates how much revenue we'll lose if we don't spend the money.

My information technology ...