This article is devoted to workplace learning. Rather than formulating normative claims regarding educational processes, the aim is to empirically examine the conditions under which workplace learning takes place. The focus is on the process of needs assessment as part of program planning. Firstly, this process and the stakeholders involved are described for different types of programs. Secondly, an explorative analysis based on the contextual analysis shows how demand decisions are justified. The companies considered in this article are not described as homoge-