Recently, I was speaking with a Designer venting about the lack of reaction she received when she presented a comprehensive learning design plan to her clients. “They said they’d think about and get back to me. That’s it! I worked on this for weeks!”  I asked what she did to get buy-in. She said that during the meeting she explained the design and asked if there were any questions and adjustments that needed to be made before detailed design and production could ensue. I said: What did you do before the meeting? She said: We met to discuss requirements, scope, and expectations. I said: That’s it?

Getting buy-in for your learning strategy and design doesn’t begin with a PowerPoint and “Ta-Da-Here-It-Is! Meeting”. You’ll gain little momentum. You’ll get little traction. You’ll get little reaction. What’s worse, it’ll take time for your clients and stakeholders to go to their constituents to help communicate and gain buy-in as well.  The time they take almost always plays against you.  Meaning:  Your timeline will either be squeezed because the expected end-date can’t be moved or your timeline will be extended, which will cause your work to appear untimely and slow.

You’ve heard it before…learning is a “change” that you’re introducing into a work culture.  Think of it as a rocket.  Would you launch a rocket without a launch pad? Building buy-in is your launch pad.  As a learning strategist, it’s key to understand who needs to support your design and what they need to know to support it. How can you help them be in the best position to help you?

1/ Get at the heart of what YOU want and need from your client to gain buy-in.

Thinking in terms of tactics like returning emails promptly or completing reviews on time?  Go deeper. You want them to be an advocate for your design. Plain and simple. How [insert descriptor here] they are depends upon how [insert SAME descriptor here] YOU are ON TOP OF how well the design meets their needs and expectations.

2/ Get at the heart of what your client wants the learners, AND their boss to do, say, and react AFTER the learning is completed.  

You’re an excellent designer? Be an excellent expectation gatherer and setter. Ask your client:

•     What does success look like for you, your boss, your learners?
•     What do you want your boss to say at the end of this project?
•     What do you want and need from our working relationship?
•     Set your expectations: I’m committed to your success and this project’s success, here’s what I want and need…

3/ Briefly explain your process and motivate your client to be Buy-In Superhero!  

Tempted to show a visual of ADDIE? Re-frame it from their perspective.  What is the process and what value is it for them to know?  Almost always, I don’t review my process visually.  They simply don’t care.  Why should they? I mention my 3-step approach and I say: I need your help in keeping your boss, your peers you’re your reports (or others)  informed about our direction.  Your help is critical to getting buy-in. Here’s what we need from you to make this a success…

4/ Be completely transparent while you create the design.  

Post your on-going drafts on a shared site where your client can choose to get sneak peeks as you work.  Your client doesn’t have a ton of time? Create value and context around what you share.  Example:  Don’t just post an analysis report. Post the report then email your client the report link AND an executive summary and talking points. What does your client need to say to their boss, their peers or their reports about this?  Talking points should include more than what’s in the report…what does your client have to say to gain buy-in?

5/ Review your condensed learning design plan with your client (1 on 1) prior to the “unveiling” meeting.

Simply ask: Are you bought-in? What do you need to be in the best position to gain buy-in from your boss, your peers, your reports or others?

You may be in a design role that doesn’t have direct contact with the client you’re servicing. That offers an interesting spin on getting buy-in. Watch for my follow-up post on that soon. What about you? What are some approaches you use to gain buy-in before design begins?