3.+Step-by-Step+Instructional+Strategies

 ** Capstone Workshop **  ** “Training a Mobile Workforce How To Use the Apple™ iPad” **  ** Created by **  ** Mark G. Bearss **  ** for **  ** Walden University EDUC 7900 **

Can a mobile workforce utilize emerging wireless technologies for collaborating and improving workplace efficiencies?
 * AUTHENTIC QUESTION:**

Medtronic CardioVascular sales representatives will acquire the necessary skills for using the Apple iPad for business purposes.
 * WORKSHOP GOAL:**

Using an iPad formatted for Medtronic personnel, the sales representative will accomplish the following objectives. 1. Connect to and navigate the Medtronic VPN, the Medtronic Wi-Fi and Microsoft Outlook applications. 2. Obtain access to and navigate MyMedtronic, the Medtronic e-Library, and SharePoint sites. 3. Obtain access to and upload marketing brochures, journal articles, product promotion and training materials. 4. Access and navigate the Medtronic perfusion.com website. 5. Send and receive materials or documents to and from colleagues and customers. 6. Collaborate with corporate colleagues. 7. Create a customer presentation. 8. Deliver a presentation using digital technologies. The ultimate objective of this workshop is for sales representatives to develop proficiencies in using the iPad to improve workplace efficiencies and help manage the business in their regions. It is designed to make these objectives relevant to any real-life workplace situation encountered with cardiac surgery programs (Clark, 2010). Using this as our directive, participants will be working from the following scenario. // The Heart Hospital at Mercy Medical Center has submitted a Request for Proposal (RFP) pursuant to their intention for implementing a program aimed at reducing costs and complications associated with their blood transfusion practices. The program needs to include recommendations for practice changes and protocols specific to the three principle entities that influence blood utilization in a hospital; the chief medical officer, the cardiac surgeon, and the perfusionist. A complete account dossier for the Heart Hospital is included. // Participants will conduct research, collaborate within their workgroup, collaborate between colleagues in their sales region, and consult with marketing, clinical and sales resources to comply with the hospital's Request for Proposal (RFP).
 * WORKSHOP OBJECTIVES:**

While the sales force has become increasingly proficient in the use of laptop computers, Smartphones and the Internet, the need for having access to the growing volume of readily-available "distributed knowledge" is becoming increasingly paramount. It is important to establish a foundation for the expectations as to what the iPad technology excels at. It is not a replacement of their laptop computer or their Smartphone. The following 5-day workshop is designed to build the learner's skills and confidence in using the new Apple iPad. The workshop will provide fundamental training on how to use the iPad to access digital resources, create basic documents, and communicate. You will work in teams to combine your skills, collaborate and develop a presentation based on the Medtronic Rethinking Blood Conservation Initiative (RBCi) to address the RFP. This will be conducted at each of the four individual sales regions during the second quarter of FY11 (September 13 thru October 31, 2010).
 * OVERVIEW OF THE WORKSHOP:**

While the ultimate goal of this workshop is for sales representatives to develop proficiencies in using the iPad, the scope of this workshop is to garner three principle attributes of this new digital platform. The first is facilitate access to distributed knowledge. Because of its screen size, combined and intuitive WiFi and 3G connectivity, the iPad will provide the sales rep immediate availability of presentable information on scientific literature, Medtronic products, training materials, and the ability to easily send information to customers and colleagues. This ability for enhanced Internet connectivity will promote the second attribute: utilize the iPad for inter-connectivity and sharing of distributed knowledge to collaborate with colleagues and corporate resources. Learning is a social exercise. Peer-to-peer interaction benefits the learner by combining different strenghts and hearing perspectives other than their own. While knowledge denotes individual competence relevant to a particular asset, "knowing" becomes a matter of participating in the pursuit of an enterprise built upon contributions form individual competencies. The social view of learning focuses attention on individuals within an organization or between business groups making connections as an even broader community (Collins, 2008) . The iPad's connectivity will play a vital role in this. The third attribute is the ability to use the iPad to develop a presentation. When the participants become actively involved in the knowledge construction process, there is a shift of focus from achieving the deliverable to working with ideas. Using technology tools "to think with" facilitates working with ideas and learning from that process (Driscoll, 2006).

The curriculum for this program is designed to accommodate for the generational differences (Holyoke, 2009) of the sales force, and hence the diverse adult learning personalities associated with orientation to learning, motivation to learn and readiness to learn. This workshop will create an interactive learning environment that most closely simulates what the sales representatives will experience in real-life scenarios. Content is designed according to what’s relevant to using the iPad in their work environment. Using collaborative work groups will promote learning by doing, actively engaging each attendee in experienced-based learning. Practicing collaboration with colleagues will also benefit those representatives who are less adept with digital technologies.

Self-guided learning modules created for the iPad have been designed in accordance with Mayer’s cognitive theory of multimedia learning (Mayer, 2009). All digital learning materials and references (brochures, journal articles, compendiums) will reside in a variety of repositories and be available to the participants to use for research and the development of the final presentation. Access can be gained either directly from the following repositories or from the collaborative networks you will set up during the workshop team sessions. 1. The Medtronic SharePoint site, "Perfusion Technology Education Resources" 2. A Public Dropbox Folder designated for the Workshop 3. Google Docs 4. The Medtronic website for Perfusion [see [|http://www.medtronic.perfusion.com]]
 * RESOURCES:**

**DETAILED PROGRAM** TIME: 8:00 am - Noon ACTIVITY: Arrive to Hotel/Conference Center and pick up iPads at meeting registration table. FACILITATOR: Sales Operations
 * AGENDA: DAY ONE**

TIME: 12:00 - 1:00 pm ACTIVITY: Lunch

TIME: 1:00 pm - 2:30 pm ACTIVITY: Welcome and Overview of the Workshop Agenda: The Vice President of SBT Sales will present the "Workshop Objectives", the "Overview of the Workshop" and the "Workshop Agenda".

ACTIVITY: Set-up and Orientation with the iPad This will be a facilitated training session delivered to the entire group. Since the iPads that were distributed to the attendees did not come pre-configured, this session will provide the necessary guided and paced instruction to the audience on how to navigate and use the unique features of the iPad and to prepare each individual's iPads for use in this workshop.The following presentations will be viewed using a digital projector connected to an iPad.
 * 1. Making Wi-Fi and 3G Connections || [[file:Connecting to a Wi-Fi Network.pdf]] ||
 * 2. Set up Outlook, Medtronic VPN, Medtronic Wi-Fi || [[file:Configure iPad for Outlook_VPN_Wi-Fi.pdf]] ||
 * 3. Create an iTunes Account || [[file:How to create an iTunes account.pdf]] ||

TIME: 2:30 pm - 5:00 pm ACTIVITY: Team Self-Learning Session
 * a. Individual sales representative will be randomly selected for assignment to one of three collaborative teams. ||  ||
 * b. All individual and team activities must be completed using the iPad. ||  ||
 * c. Open "Mail" in your iPad and open the email message with the Subject, "Exploring the iPad" ||  ||
 * d. Open the PDF attachment in this email, which is also titled "Exploring the iPad" || [[file:Exploring the iPad.pdf]] ||
 * e. Follow the instruction in this attachment, which will direct you how to complete the following: ||  ||
 * * Install the Apps Keynote, Pages, iBooks, GoodReader, GoDocs, GoToMeeting, Skype and iRead PDF ||  ||
 * * How to open a PowerPoint document and convert it to Keynote: || [[file:Converting PowerPoint to Keynote.pdf]] ||
 * * How to open a PDF file in iRead PDF, iBooks and GoodReader: || [[file:Reading Documents on iPad.pdf]] ||

TIME: 8:00 am - Noon FACILITATOR: Mark G. Bearss ACTIVITY: Learning Essentail Applications and Dispelling Myths This will be a facilitated training session delivered to the entire group. The following presentations will be viewed using a digital projector connected to both a laptop computer and an iPad. and co-workers, and synch favorite files for use offline. What this means is that the user cannot open a file on an application in the iPad, like GoodReader or iBooks, and then upload it into Dropbox. That function must be completed using the laptop computer. The iPad only enables someone to access, read and send files from Dropbox. To facilitate this instruction, two digital projectors will be used. One displaying the iPad screen and the other displaying the laptop screen. || || Learning Resources. || ||
 * AGENDA: DAY TWO**
 * 1. Using Dropbox for iPad enables the user to access Dropbox on the go, search files, send files to friends
 * 2. Using Safari with the www,perfusion.medtronic.com Website to locate product and technical information. || [[file:Using Safari for MDT Website.pdf]] ||
 * 3. Using the Medtronic VPN to access digital materials in the SharePoint Site "Perfusion Technology

LUNCH: 12:00 noon - 1:00 pm --- TIME: 1:00 pm - 4:00 pm ACTIVITY: Presentation and Discussion on the Real-Life problem-based scenario Mercy Medical Center is a large 900-bed metropolitan teaching hospital and major referral center. Affiliated with Mercy Medical Center is the Heart Hospital, which houses cardiac catheterization, electrophysiology and hybrid operating room facilities to support a cardiac and thoracic surgery program that performs an average of 900 adult cardiopulmonary bypass procedures each year. Medtronic is a primary provider for pacemakers, heart valves and assorted disposable devices used in the cardiac OR. There is a team of 8 cardio-thoracic surgeons, 4 physician-assistants and 6 perfusionists employed by the Heart Hospital. While the cardiac surgery program continues to be one of the more profitable programs for Mercy memorial, it has come to the attention of the Chief Medical Officer (CMO) that the program is spending an average of $750,000 per year for blood bank services. Blood utilization on a per-patient basis for just the patients who have undergone cardiac surgery is at 65%. This means out of the 900 cases done per year, 585 of these patients receive at least one unit of autologous blood. Looking at the overall number of blood units transfused to these 585 patients, the averge number of units being transfused per patient is 1.5 units. this includes whole blood, packed red cells, platelets and fresh-frozen plasma. The CMO had mentioned this to one of the regional sales managers during a contract re-negotiation meeting for their beating heart stabilizer supplies. The regional manager recently passed this information to the VP of sales for the perfusion technology business as it might impact an opportunity to implement the Rethinking Blood Conservation program for the Heart Hospital and Mercy Memorial Medical Center. Each participant will receive a copy of the following dossier on the details relevant to the heart surgery and perfusion practices. Each representative will be assigned to a 3-person multi-disciplinary team. One representative will be playing the role of marketing and will focus on the strategies and tactics that appeal to the CMO. The second representative will be playing the role of sales and will focus on the strategies and tactics that appeal to the cardiac surgeon. The third representative will be playing the role of the clinical specialist and will focus on the strategies and tactics that appeal to the perfusionist. On your name badge is a colored tag. These tags represent your team assignment and your role within that team. Black = Team A: Marketing Brown = Team B: Marketing Red = Team C: Marketing Orange = Team A: Sales Yellow = Team B: Sales Green = Team C: Sales Blue = Team A: Clinical Specialist Purple = Team B: Clinical Specialist Pink = Team C Clinical Specialist Team participants will have support from three Medtronic managers comprised of the Group Marketing Manager, the VP of Perfusion Sales, the Clinical Support Manager. Also available by phone is a representative from LifeLine Help Desk. **Denise Steinbring** will represent the Group Marketing Manager. email: denise.steinbring@medtronic.com Skype: dsteinbring **Michael Kolb** will represent the VP of Perfusion Sales. email: michael.kolb@medtronic.com Skype: mkolb **Mark Bearss** will represent the Clinical Support Manager. email: mark.g.bearss@medtronic.com Skype: mgbwrbs ** LifeLine ** is reachable at 1-800-328-2518 using Skype on your iPad.

RUBRICS: Participants will be given copies of the Rubrics relevant to the activities outlined in the activities noted as TEAM SESSION ONE though FOUR. (See Rubrics in the ASSESSMENTS and RUBRICS Section). FORMATIVE ASSESMENT STRATEGY: I will use formative assessment to identify any gaps in the instruction, correct any misconceptions or lapses in procedural knowledge, and then provide the representative with descriptive feedback to foster improvement in their methods for learning. It allows the facilitator or manager to observe how the participant is evolving as a learner and then, by adapting the instruction, help point the learner in the right direction towards mastery. Formative assessments will be conducted by the instructor on DAY ONE during the facilitated training sessions while gauging the learners’ skills with the iPad. Formative assessments will also be conducted by the managers as part of the ACTION ITEMS. These will be based on (1) digital files created to depict the situation analysis, team strategy, recommendations, action plans that are submitted to the individual managers, and (2) the collaborative discussion sessions. SUMMATIVE ASSESSMENT STRATEGY: While formative assessment serves to modulate the students progress during the learning process, summative assessment focuses on measuring the student’s achievement of learning and performance goals. These can be administered periodically and at the end of a project or course. The distinction with summative assessment is the student’s achievement is often gauged against established criteria or standards. Our strategy for conducting summative assessment requires the representative to complete a specific activity pertinent to this real-life scenario that demonstrates what they know and what they can do. This is accompanied with a task-specific rubric. --- Each team will convene in separate conference rooms and proceed according to the following timeline. 1. Strategy Meeting: 30 minutes.
 * ASSESSMENTS:**
 * AGENDA: DAY THREE**
 * TEAM SESSION ONE: 8:00 am - 12:00 Noon**
 * Each team will need to conduct a situation analysis, and strategize priorities how they intend to appeal to the individual interests of the CMO, the cardiac surgeon and the perfusionist, and the organizational needs of Mercy Medical Center and the Heart Hospital.
 * Each team must identify the **3 articulated customer needs** relevant to their blood utilization situation and project what they anticipate will are **2 unarticulated needs**.

2. Conduct Research and Design Tactics: 90 minutes.
 * Using their iPad, each member in the team will need to locate, access and have available the necessary supporting documents, brochures, literature, studies, that lend to their action plan. If assistance is needed to locate a document or brochure, the participant can contact the LifeLine using Skype on their iPad.

3. Write RFP Plan (1st Draft): 30 minutes.
 * **ACTION ITEM (will be assessed according to rubric):** Each team member will create and submit a 1-page summary of their situation analysis, strategy, recommendation and action plan to their respective manager for review prior to the Collaboration sessions. These must be created as a text document using Pages and then (1) sent via email and (2) uploaded to the workshop Dropbox folder. Supportive references, such as journal articles or brochures may accompany the summary as an attachment.

4. Collaborative Discussion: 45 minutes.
 * There will be three concurrent teleconferences using GoTo Meeting on the iPad. These will be initiated by the manager.
 * Marketing representatives from teams A, B and C will teleconference with the Group Marketing Manager
 * Sales representatives from teams A, B and C will teleconference with the VP of Perfusion Sales
 * Clinical Specialists from teams A, B and C will teleconference with the Clinical Support Manager.
 * **ACTION ITEM (will be assessed according to rubric):** Each representative must use their iPad to acknowledge the GoTo Meeting invitation sent from the manager, then sign on to their appropriate GoTo Meeting session at the designated time. You must acknowledge your presence on the teleconference with two-way voice communication.
 * The objective of the teleconference is for each discipline to compare their priorities, opinions, and perspectives on the optimum startegy for addressing the RFP specific to the particular discipline they represent. For example, the sales representatives and the VP of Perfusion Sales will be discussing how the RBC initiative can best support the needs of the surgeons at Mercy Memorial. The Clinical Specialists will collaborate with the Clinical Support Manager to focus on the needs of the hospital's perfusion team. During the teleconference, the Home Office representative will provide additional content pertinent to Mercy Memorial Medical Center that could impact the Action Plan. It is the intention for the teams to work towards a common strategy.

5. Reconvene/Debriefing Session: 30 minutes.
 * After the teleconference, the teams will reconvene in their respective conference rooms to discuss the outcomes of their individual meetings.

--- LUNCH: 12:00 noon - 1:00 pm --- 1. Revise RFP Plan (2nd Draft): 60 minutes. 2. Cross-team Inter-action: 30 minutes.
 * TEAM SESSION TWO: 1:00 pm - 4:30 pm**
 * Marketing representatives from teams A, B and C will meet via GoTo Meeting or Skype to compare notes, share perceptions, and discuss their revised recommendations or decisions (if any) pertinent to the needs of the chief medical officer.
 * Sales representatives from teams A, B and C will meet via GoTo Meeting or Skype to compare notes, share perceptions, and discuss their revised recommendations or decisions (if any) pertinent to the needs of the cardiac surgeon.
 * Clinical Specialist representatives from teams A, B and C meet via GoTo Meeting or Skype to compare notes, share perceptions, and discuss their revised recommendations or decisions (if any) pertinent to the needs of the perfusionist.

3. Revise RFP Plan (2nd Draft): 30 minutes.
 * Representatives from their respective teams will reconvene in their assigned conference room to prepare their plan for the next collaboration session with their manager.

4. Submit revised RFP Plans: 15 minutes.
 * Each team member will create and submit a 1-page summary of their revised situation analysis, strategy, recommendation and plan to their respective manager for review prior to the Collaboration sessions. These must be created as a text document using Pages and then (1) sent via email, and (2) uploaded to the Workshop Dropbox folder. Supportive references, such as journal articles or brochures may accompany the summary as an attachment.

5. Collaboration: 45 minutes.
 * There will be three concurrent teleconferences using GoTo Meeting on the iPad. These will be initiated by the manager.
 * Marketing representatives from teams A, B and C will teleconference with the Group Marketing Manager.
 * Sales representatives from teams A, B and C will teleconference with the VP of Perfusion Sales.
 * Clinical Specialists from teams A, B and C will teleconference with the Clinical Support Manager.
 * The objective of this second teleconference is for each discipline to finalize the priorities, opinions, and perspectives on the optimum startegy for addressing the RFP specific to the particular discipline they represent.

6. Reconvene/Debriefing Session: 30 minutes.
 * After the teleconference, the teams will reconvene in their respective conference rooms to discuss the outcomes of their individual meetings.

ADJOURN

**AGENDA: DAY FOUR** **TEAM SESSION THREE: 8:00 am - 12:00 Noon** Each team will convene in separate conference rooms and proceed according to the following timeline. 1. Develop Presentation: 120 minutes. 2. **ACTION ITEM**_Share Presentation: 45 minutes. MercyProposalTeamA.pdf.
 * Each team will combine their collective knowledge and the decisions formulated during interactive discussions to create a 15-minute presentation. The objective is to convince the principles of the Heart Hospital at Mercy Medical Center that the Rethinking Blood Conservation initiative provided by Medtronic, Inc will (1) reduce blood utilization, (2) generate recognizable cost savings and (2) improved patient outcomes. Presentations can be created on a PC using PowerPoint.
 * Save the file in PowerPoint as MercyProposalTeamX. Therefore, Team A would submit MercyProposalTeamA.
 * "Print" the file using the Adobe PDF printer, and save using the same file name as you did for the PowerPoint version. This file will then appear, for example, as
 * From the PC, open your Dropbox account ([|http://www.dropbox.com]) and upload both the PowerPoint version and the PDF version to the public folder Regional Workshop One
 * Open Dropbox using your iPad and locate these files in the public folder Regional Workshop One.
 * Select the PowerPoint version. Then use the Link function in Dropbox to email the file to each of the managers.
 * Select the PDF version. Again, use the Link function in Dropbox to email the file to each of the managers.
 * Select the PowerPoint version and use the "Open in.." function to open in Keynote.
 * Email the Keynote version to each of the managers.
 * Select the PDF version and use the "Open in..." function to open in GoodReader
 * Email the GoodReader version to each of the managers.

3. Rehearse presentations: 60 minutes.
 * Each team room will be provided a digital projector and adapter cable for connecting the iPad to the projector. This time is provided to insure the educational technologies are functional and the presenters are experienced using the iPad as a presentation tool. It is up to the team to decide which file format and from which App the presentation will be conducted.

LUNCH: 12:00 noon - 1:00 pm

**TEAM SESSION FOUR: 1:00 pm - 4:30 pm** 1. Team C Presentation: 60 minutes.
 * Members of Team 3 will be given 15 minutes to present their proposal to the 3 managers. The 45 minutes following the presentation will be devoted to (a) 30 minutes of questions and answers to challenge the strategic thinking and problem solving processes the team used as the foundation for their proposal, and (b) 15 minutes of feedback and debriefing.

2. Team A Presentation: 60 minutes
 * Members of Team 3 will be given 15 minutes to present their proposal to the 3 managers. The 45 minutes following the presentation will be devoted to (a) 30 minutes of questions and answers to challenge the strategic thinking and problem solving processes the team used as the foundation for their proposal, and (b) 15 minutes of feedback and debriefing.

3. Team B Presentation: 60 minutes
 * Members of Team 3 will be given 15 minutes to present their proposal to the 3 managers. The 45 minutes following the presentation will be devoted to (a) 30 minutes of questions and answers to challenge the strategic thinking and problem solving processes the team used as the foundation for their proposal, and (b) 15 minutes of feedback and debriefing.

ADJOURN

**AGENDA: DAY FIVE** Hotel Check-out: 8:00 am - 9:00 am **GROUP SESSION THREE: 9:00 am - 12:00 Noon** 1. iPad Assessment: 90 minutes
 * This will be a facilitated discussion led by Denise Steinbring and Michael Kolb. They will present an overview of the three presentations showing the style, format and "look" created with each proposal as it was presented with the iPad. The objective is to stimulate a group discussion on the features, attributes, advantages, disadvantages, pitfalls or hurdles each representative experienced or discovered using the iPad for accessing distributed knowledge, managing files, collaborating with colleagues, creating a presentation, sharing files and then as a presentation tool.
 * This discussion period will also accommodate time for individuals to share their experiences and recommendations with Apps they have found to be applicable and easy to use for promoting workplace efficiencies.

2. Workshop Assessment: 60 minutes
 * This will be a facilitated discussion designed for everyone to share their opinions, suggestions and impressions on the dynamics of the workshop, what went right, what went wrong, what we did best, and what needs improvement.

3. Questionnaire: 30 minutes.
 * Each representative will be required to complete the Post-Workshop Questionnaire. This is an electronic file accessible with the iPad. Complete the questionnaire and send via email to Michael Kolb.

LUNCH: 12:00 noon - 1:00 pm -- ADJOURN Depart for shuttle to the airport