10 questions any training business should answer - by itpreneurs

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10 Questions Any Training

Business Should Answerby @itpreneurs


“When cost is the most important factor in choosing a supplier, the supplier’s ability to differentiate what they do and how well they do it is lacking.”

Doug Harward - Training Industry


If you offer IT training, you’ve probably noticed that the domain itself is evolving. New learning trends emerge and new topics are demanded as technology changes.

To help our training partners, I asked them how they cope with the changes and find new opportunities. Based on the responses, I created a top 10 of opportunities for training businesses.

I’m listing them here as questions to ask yourself.

Enjoy.

3

Corjan (CJ) Bast Marketing Manager

ITpreneurs

Introduction


10 Key Questions for Anyone Offering IT Training

1. Are you fulfilling demand vs. understanding the source of demand?2. Do you suffer from classroom tunnel vision? 3. Are you leveraging market trends and changes? 4. Are you enabling your sales and operations team? 5. Suffering from product tunnel vision? 6. Are you taking pricing too lightly? 7. Are you staying in your comfort zone?8. Can you balance the number of new activities? 9. Are you going it alone?10.Do you drive demonstrated value for your clients from training?

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Don’t fall into the trap of fulfilling the demand for training only, doing a good job and moving on. Figure out where the demand comes from, and doors to new opportunities will open.


● Understand your client’s business strategy and immediate business objectives (by asking the right questions)

● Solution selling (selling on results, in terms of tangible business value and behavioral changes you expect to create)


Classroom training is very relevant and also the preferred delivery format for many professionals. However, technology has made alternative learning modalities possible - and if you don’t offer these delivery methods, your market could be declining every year.


● Leverage eLearning alternatives (especially powerful in certain specific situations and/or circumstances)

● Schedule virtual courses

● Integrate Business Simulations into your portfolio

● Blend your programs (blended learning & hybrid learning)


Technology advances quickly, IT trends change all the time and international standards increase complexity for your clients. If you are aware of the latest developments, you can see many new opportunities for IT training.


● Follow trends, keep yourself updated

● Be proactive

● Ask your clients about their major initiatives


#1Suggested solutions to all 10 opportunities

#2Links to relevant articles and webinars

#3 Background information on every opportunity

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It’s easy to add a new products to your portfolio - the difficulty arises in getting it sold and delivered properly. But if you do sales and operations well, the result is happy clients, recurring business and additional revenue streams.


● Enabling and empowering your sales, marketing and operations teams can result in significant additional business.

● Host training and update sessions for your sales team.

● Ensure all the operational details are taken care of


Some providers rely on one product or methodology only. This can can work in their favor as they will have expertise with regard to the chosen product or methodology. It can also be risky.


● Deepen your portfolio

● Broaden your portfolio


What do you charge for your training courses? If the price is too low, you’re leaving money on the table. If the price is too high, your sales cycles take longer.


● Price on customer’s perception of value.

● Understand the market perceived value.

● Equip your sales representatives - make them sell ‘value’.


It’s easy to get comfortable. You are selling one product and it is doing well, so why change? Well, you could increase your business. Or what happens when the one product you have been banking on stops to deliver? Better get out of your comfort zone now!


● Try out new products.

● Use new tools.

● Offer new delivery methods.


There are many opportunities in IT training today. You may be able to juggle, keeping 3 balls in the air...but that does not mean you have the ability to successfully juggle with 10!


● Be selective. Pick one area first and build your success.

● Understand how to best utilize the resources you have.

● Plan for success - ‘Hope is not a strategy’.


For small training providers, it can be challenging to offer the solution that is required for large training tenders/ RFP’s. But what if you partnered up?


● Create agility in your business model

● Find ways to scale

● Joint venture / ‘coopetition’


Selling and delivering a course doesn’t mean all the new information will be understood, embraced and acted upon after training. Actively follow up with your customers and focus on the value you generate for them.


● Actively follow up on your clients: ask around how things are going.

● Do not rely on feedback forms.

● Use the Kirkpatrick 4-Level Evaluation Model.


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Solutions for IT Training ProvidersITpreneurs provides IT training content and services to training providers worldwide. We’ll help you keep up with changes, scale your business and increase your profitability.

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10 questions any training business should answer - by itpreneurs

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