Competing Against Luck: The Story of Innovation and Customer Choice

by Clayton M. Christensen

As Whitman continued his visits to customers, he realized he was hearing the same thing over and over: for the people buying FranklinCovey products, their single biggest challenge was getting line leaders and other influencers within the company to recognize what they did in learning and development was mission critical. They wanted to be seen as vital, contributing members to the company’s long-term goals. But they hadn’t always been able to connect the work they were doing to something that business leaders would recognize as helping them achieve their objectives. These HR and learning professionals wanted their work to matter—and to be acknowledged to matter—in implementing their companies’ most important priorities.