BOOK 378A - Phase III - Participants Workbook

Downstream
University
Road Map Phase III

Participants Workbook
Downstream University
Phase III Participants Workbook
Registration Number:
2013, Nalco Champion, An Ecolab Company

Energy Services Division
May, 2013
Property of Nalco Champion, An Ecolab Company Page 2

CONFIDENTIAL & PROPRIETARY DO NOT DUPLICATE
Table of Contents
DSU Phase III ................................................................................................................................... 1

Preparation Activity ........................................................................................................................ 4
Learning Experience 1: Best Practice Gap - Audit........................................................................... 7
Learning Experience 2: Best Practice Gap - Project ...................................................................... 11
Learning Experience 3: BPGA Assessment .................................................................................... 15
Learning Experience 4: Elective Project 1 ..................................................................................... 18
Learning Experience 5: Elective Project 1 Assessment ................................................................. 22
Learning Experience 6: Elective Project 2 ..................................................................................... 24
Learning Experience 7: Elective Project 2 Assessment ................................................................ 29
Learning Experience 8: Phase III Final Assessment ...................................................................... 32

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DSU Phase III
Description Congratulations on completing Downstream University Phase I and II! You

are now starting Phase III of the training program.
In Phase III, you will be assigned three hands-on Projects in your chosen area
of expertise (Process, Water, or CPI). You will also be assigned a Primary
Trainer to assist in the completion of these Projects.
The Phase III Projects consist of 8 Learning Experiences:

Learning Experience 1 is to participate in a Best Practice Gap Analysis
(BPGA) with an ITC or SME.
Learning Experience 2 is to develop a project and implement a
project plan around one of the top 10 action items identified in the
BPGA conducted at your site.
Learning Experiences 4/5 and 6/7 will be planning & executing 2
Elective Projects. These 2 projects will be chosen by your Primary
Trainer and District Manager.
Learning Experience 8 is the final DSU Phase III evaluation &
assessment.
On the following pages, you will see a map describing Phase III in more
detail.
Continued on next page

Phase III, Continued
LE 1 BPGA - Audit BPGA: Audit

Primary Trainer Meeting
LE 2 BPGA Project Project Plan
LE 3 BPGA Assessment Project Summary Presentation
LE 4 Elective Project 1 Project Plan
LE 5 Elective Project 1 Assessment Project Summary Presentation
LE 6 Elective Project 2 Project Plan
LE 7 Elective Project 2 Assessment Project Summary Presentation
LE 8 Phase III Final Assessment Phase III Final Evaluation

Phase III, Continued
Learning Objectives
Now that you have an idea of the learning experiences in Phase III, lets look
at the objectives. These objectives are the performance goals; the things the
learner should be able to do when they complete the program.
Upon completion of Phase III of the Downstream University training, the

learner will be able to demonstrate proficiency in:
Understanding Best Practices in your area of technical focus.

Ability to audit an account against Best Practices, identify gaps and
develop action items to close the gap between current conditions and
Best Practices.
Developing and implementing Best Practices projects.
Understanding additional key technical & selling aspects in your area of
expertise through two assigned (Elective) Projects.
Developing & implementing all the elements required to successfully
complete the Elective Projects (specifics outlined within each project),
resulting in enhanced value to your customers, as well as increased
knowledge & selling skills in your area of expertise.

Preparation Activity
Instructions Before you begin this program, you will complete this preparation activity.
Meet with your Primary Trainer to discuss your goals and complete a
Learning Schedule to set a path for your learning.
Meet with your Primary Trainer to:
Complete the Learning Schedule to set a path for your learning.

Complete the Progress Meeting Schedule to set dates to meet with your
District Manager and Primary Trainer.
Learning Schedule
To complete the Learning Schedule, meet with your Primary Trainer and
determine the dates you will complete the courses and learning experiences
that make up Phase III. You and your Primary Trainer may decide not to
complete the entire schedule in this meeting but to complete it as you
progress through the module.
When you have completed an activity, your Primary Trainer will initial it
and enter the score.

Preparation Activity, Continued

Learning Schedule
Electronic form can be found in Sharepoint under Downstream University
DATE:
PARTICIPANTS NAME:
Learning Experiences Course Date/ Completed Score

Completion (Primary Trainer (0 100%)
Date initials)
Preparation Activity Primary Trainer Meeting
Learning Experience 1: Best Practice Gap Audit
BPGA Audit
Learning Experience 2: Best Practice Gap Project
Project Plan
Learning Experience 3: BPGA Assessment
Project Summary Presentation
Learning Experience 4: Elective Project 1
Project Plan
Learning Experience 5: Elective Project 1 Assessment
Project Plan
Learning Experience 8: Phase III Assessment
Phase III Final Assessment

Preparation Activity, Continued

Progress Meeting Schedule
Instructions In addition to the Primary Trainer Meetings, you will also meet with the
District Manager after you have completed Phase III. You will review your
progress during these meetings and build a relationship with the District
Manager.
You and your Primary Trainer will fill in dates for your Progress Meetings in
the schedule below.
District Manager Progress Meeting Schedule Meeting Completed

Date (Primary
Trainer
initials)
Final Phase III Meeting
Ready? Now that you have completed the Preparation Activity, you are ready to
begin the program. Good luck!

Learning Experience 1: Best Practice Gap - Audit
Introduction In this learning experience, you will complete one activity:
BPGA Audits: The Best Practice Gap Analysis Audit is designed to help
you survey the individual units and document the gaps between current
practice and best practice.

Learning Experience 1: Best Practice Gap - Audit, Continued
Activity 1: BPGA Audit
Learning Objectives
When you have completed this activity, you will be able to:
Conduct a BPGA Audits at your account with or without the support of an

SME.
Identify Gaps between current Practices and Best Practices
Participate in a Best Practice Gap Analysis Audit in your area of expertise.
Work with your Primary Trainer and Regional Marketer to identify an

upcoming BPGA that the rep will participate in.
Prepare for BPGA audit by reviewing BPGA and three completed audits.
Prepare for BPGA audit by reviewing Best Practices reference material.
Assist ITC or SME with one BPGA.
Assist ITC on SME in writing one BPGA report
Meet with your Primary Trainer to review the BPGA Audit Self-Check Activity
on the previous pages.

Activity 1: BPGA Audit
Self-Check Activity
When you have finished the activity, answer the following questions about
one BIG IDEA that you learned. A BIG IDEA is anything that you learned
a topic, a skill, or a key point of information that made a lasting
impression on you.
1. Write one BIG IDEA you learned in the course.
2. Explain how the BIG IDEA will help you succeed in your job.


Meet with your Primary Trainer when you have completed your learning
experience. During the meeting, you will:
Discuss any questions you have about the learning experience you just
completed. Use the space below to record any questions you would like
to ask your Primary Trainer during this meeting.
Review your answers to the equipment worksheets and self-check
activities in this learning experience.
Discuss your Downstream University Learning Schedule.

Learning Experience 2: Best Practice Gap - Project
BPGA Project Plan: Develop a project and implement a project plan

around one of the top 10 action items identified in BPGA conducted at
your site in an application area aligned with your area of study (Water,
Process or CPI).
If a BPGA has not yet been conducted in an application area/account you
are associated with, you will perform an audit of your own systems and
then develop a project plan around one of the top 10 action items. In
this case, you should work with your Primary Trainer/DM to agree on the
top 10.

Learning Experience 2: Best Practice Gap - Project, Continued
Activity 1: Project Plan
Learning Objectives
Develop project plans from BPGA action items.

Drive projects to completion in a timely manner.
Document and demonstrate the value delivered to the customer through
the implementation of the project.
Develop a project plan for one of the action items that comes out of your
Best Practice Gap Analysis for your site.
Work with Primary Trainer to choose the action item that will be
developed into a project.
Create a project plan that includes timelines and task ownership.
Work with customer, outside contractors and Nalco Champion support
personnel to complete the project.
Document value delivered through project plan completion.

Learning Experience 2: Best Practice Gap Project, Continued
Self-Check Activity
impression on you.

Learning Experience 2: Best Practice Gap - Project, Continued

Review your answers to the equipment worksheets and self-check
activities in this learning experience.
Discuss your Downstream University Learning Schedule.

Overview This Assessment is designed to give you an opportunity to demonstrate what

you have learned so far in this program.
Your Primary Trainer and the rest of the Downstream University

management team will complete an evaluation of your progress in Phase III.

Activity 1: Project Summary Presentation
Learning Objectives
When you have completed this activity, you will:
Improve your presentation development & delivery skills.

Understand the value of completing BPGA Assessment to the customer,
Nalco Champion, and yourself.
Improve your presentation & meeting leadership skills.
You will develop a PowerPoint presentation that summarizes the scope &
value of BPGA Assessment. You will present this presentation to a Nalco
Champion management group in a formal meeting environment.
The presentation should provide a clear understanding of the 3 Ps of the

project, as well as communicate the value the completed project
delivered to the customer and Nalco Champion.
Utilize effective presentation skills for effective communication.
Be prepared to field questions from the audience.
The meeting should last no longer than 1 hour. Any additional
requirements will be provided by your Primary Trainer.

Learning Experience 3: BPGA Assessment, Continued

Discuss steps to take to improve your knowledge and skills in specific
areas, if necessary.


Phase III Elective Project 1: Your Primary Trainer & District Manager will
assign you a project to further develop your technical and selling skills.
They will review the projects scope & expectations, and you will then
plan & execute the project.
Elective Project 1 is to be completed within 8 weeks of assignment;
record the project start date below.
Start Date for this Assignment: ______________________________

Learning Experience 4: Elective Project 1, Continued
Learning Objectives
Develop action items and plans for this type of project.

Execute the plan by driving project deliverables to completion in a timely
manner.
You will develop a project plan/action items for the Elective Project as
instructed by the Primary Trainer/District Manager.
Create a project plan that includes specific deliverables, timelines, and

task ownership.
Work with customers, outside contractors and Nalco Champion support
personnel to execute the plan and complete the project.
Document the value the completed project delivered.

Self-Check Activity
impression on you.


Meet with your Primary Trainer when you have completed the learning
Discuss any questions/comments you have about this learning

experience. Use the space on the next page to record any questions you
would like to ask your Primary Trainer during this discussion.
Review your answers to the self-check activity in this learning
experience. Discuss the learners BIG IDEA and how the BIG IDEA will
help him or her succeed.
Discuss your Downstream University Learning Schedule. Review the
schedule and fill in dates for future activities, if appropriate.

Overview In this learning experience, you will complete one activity: develop and
present an overview of your project to Nalco Champion management.
After the presentation, your Primary Trainer and DSU management team will
complete an evaluation of your progress in Phase III. After the evaluation is
complete, you will meet with your Primary Trainer to discuss your progress
and identify areas for improvement.

Learning Objectives

Understand the value of completing Elective Project 1 to the customer,
value of Elective Project 1. You will present this presentation to a Nalco


Review & discuss the DSU teams evaluation of your presentation, as well
as your progress in Phase III. Use the space below to summarize key
points and areas for improvement.
Discuss any additional questions about the learning experience just
completed. Again, record key points in the space provided below.
Initial the appropriate item in the Learning Schedule to signify its
completion. Discuss the learners Downstream University Learning
Schedule. Review the schedule and ensure all activities have been
completed.

Phase III Elective Project 2: Your Primary Trainer & District Manager will
assign you a project to further develop your technical and selling skills.
They will review the projects scope & expectations, and you will then
plan & execute the project.
Elective Project 1 must be completed before beginning Elective Project 2,
and is to be completed within 8 weeks of assignment.
Record the project start date below.
Start Date for this Assignment: ______________________________

Activity 1: Project Planning & Execution
Learning Objectives
Develop action items and plans for this type of project.

Execute the plan by driving project deliverables to completion in a timely
manner.
You will develop a project plan/action items for the Elective Project as
instructed by the Primary Trainer/District Manager.
Create a project plan that includes specific deliverables, timelines, and

task ownership.
Work with customers, outside contractors and Nalco Champion support
personnel to execute the plan and complete the project.
Document the value the completed project delivered.

Activity 1: Project Planning & Execution
Self-Check Activity
impression on you.

Discuss any questions/comments you have about this learning

experience. Use the space on the next page to record any questions you
would like to ask your Primary Trainer during this discussion.
Review your answers to the self-check activity in this learning
experience. Discuss the learners BIG IDEA and how the BIG IDEA will
help him or her succeed.
Discuss your Downstream University Learning Schedule. Review the
schedule and fill in dates for future activities, if appropriate.

Overview In this learning experience, you will complete one activity: develop and
present an overview of your project to Nalco Champion management.
After the presentation, your Primary Trainer and DSU management team will
complete an evaluation of your progress in Phase III. After the evaluation is
complete, you will meet with your Primary Trainer to discuss your progress
and identify areas for improvement.

Learning Objectives

Understand the value of completing Elective Project 2 to the customer,
value of Elective Project 2. You will present this presentation to a Nalco


Review & discuss the DSU teams evaluation of your presentation , as

well as your progress in Phase III. Use the space below to summarize key
points and areas for improvement.
Discuss any additional questions about the learning experience just
completed. Again, record key points in the space provided below.
Initial the appropriate item in the Learning Schedule to signify its
completion. Discuss the learners Downstream University Learning
Schedule. Review the schedule and ensure all activities have been
completed.

Learning Experience 8: Phase III Final Assessment
Overview This Assessment is designed to give you an opportunity to demonstrate what

you have learned from DSU Phase III.
Your Primary Trainer and the rest of the Downstream University

management team will complete a final evaluation of your progress in Phase
III.

Learning Experience 8: Assessment, Continued
Review your Phase III assessment. A copy of this form is provided on the
following pages.
Discuss steps to take to improve your knowledge and skills in specific
areas, if necessary.
CONGRATULATIONS for completing Nalco Champions DSU program.

Downstream University Phase III Assessment
Instructions Mark the column that most closely reflects your assessment of the learners
achievement or progress in each area relative to the expectations of this
program.
Area of Achievement or Progress Did Not Partially Met Partially Consistently

Meet Met Exceeded Exceeded
1. The Personal Service Reports written by

the learner in this period.
2. All Downstream University coursework
taken during this period.
3. All outside coursework taken during this
period.
4. The learners propriety (Primary
Trainers judgment).
5. The learners customer relations
(Primary Trainers judgment).
6. The learners inter-company
relationships.
7. The learners progress.
8. The learners likelihood of success in the
Downstream University program.
9. The learner meets or exceeds all current
expectations of the Downstream
University program.
10. The learners Phase II assessment
presentation.

Additional Comments
Action Items/Rework Recommended
Learners Comments
Learners Signature Primary Trainers Signature
Date


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Downstream

Road Map Phase III

2013, Nalco Champion, An Ecolab Company

Property of Nalco Champion, An Ecolab Company Page 2

DSU Phase III ................................................................................................................................... 1

Property of Nalco Champion, An Ecolab Company Page 3

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Property of Nalco Champion, An Ecolab Company Page 4

DSU Phase III

Description Congratulations on completing Downstream University Phase I and II! You

The Phase III Projects consist of 8 Learning Experiences:

Continued on next page

Property of Nalco Champion, An Ecolab Company Page 1

Phase III, Continued

LE 1 BPGA - Audit BPGA: Audit

Continued on next page

Property of Nalco Champion, An Ecolab Company Page 2

Phase III, Continued

Upon completion of Phase III of the Downstream University training, the

Understanding Best Practices in your area of technical focus.

Property of Nalco Champion, An Ecolab Company Page 3

Primary Trainer Meeting

Meet with your Primary Trainer to:

Complete the Learning Schedule to set a path for your learning.

Continued on next page

Property of Nalco Champion, An Ecolab Company Page 4

Preparation Activity, Continued

Electronic form can be found in Sharepoint under Downstream University

Learning Experiences Course Date/ Completed Score

Property of Nalco Champion, An Ecolab Company Page 5

Preparation Activity, Continued

District Manager Progress Meeting Schedule Meeting Completed

Property of Nalco Champion, An Ecolab Company Page 6

Learning Experience 1: Best Practice Gap - Audit

Introduction In this learning experience, you will complete one activity:

Continued on next page

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Learning Experience 1: Best Practice Gap - Audit, Continued

Activity 1: BPGA Audit

Conduct a BPGA Audits at your account with or without the support of an

Participate in a Best Practice Gap Analysis Audit in your area of expertise.

Work with your Primary Trainer and Regional Marketer to identify an

Continued on next page

Property of Nalco Champion, An Ecolab Company Page 8

Learning Experience 1: Best Practice Gap - Audit, Continued

Activity 1: BPGA Audit

1. Write one BIG IDEA you learned in the course.

Continued on next page

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Learning Experience 1: Best Practice Gap - Audit, Continued

Primary Trainer Meeting

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Learning Experience 2: Best Practice Gap - Project

Introduction In this learning experience, you will complete one activity:

BPGA Project Plan: Develop a project and implement a project plan

Property of Nalco Champion, An Ecolab Company Page 11

Learning Experience 2: Best Practice Gap - Project, Continued

Activity 1: Project Plan

Develop project plans from BPGA action items.

Continued on next page

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Learning Experience 2: Best Practice Gap Project, Continued

Activity 1: Project Plan

1. Write one BIG IDEA you learned in the course.