C O N T R A C T T R A I N I N GCommunity
College
“What’s in your briefcase?”
Contract Training
TACE 2009
Sylvia Wise, Brookhaven College, DCCCD
Konley Kelley, Richland College, DCCCD
TACE, 2009
Objectives of Session
◘ Pre-Conference Session▫ New to Contract Training? Frequently Asked Questions▫ Small Group Discussion - Contract Training Challenges
TACE, 2009
Workforce Development Benchmark Project
Published December, 2006
Survey of 20 Community Colleges across U.S.
Kathy Yeager
Contract Training Edge
913-593-5347
http://www.ctedge.net/
Janet Sheppard
Collin County Community College
http://continuingedcommunitycollegeforum.blogspot.com/
TACE, 2009
FAQ’s / Categories of Discussion
◘ Job Duties / Staffing
◘ Marketing Tools
◘ Selling / Networking
◘ Customers
◘ Vendors / Products
◘ Instructors / Trainers
◘ Pricing
◘ Competition
◘ Performance Goals / Measurements
◘ Other Resources
TACE, 2009
I have questions about my job duties and the staff?
TACE, 2009
I have questions about my job duties and the staff…
◘ How is the contract training department staffed?
◘ How is contract training supported by other departments?
◘ What are my responsibilities?
◘ What are my priorities?
◘ What resources do I have? Database, forms, templates, manuals
◘ How do I support my classes?
◘ How do I support my instructors?
◘ Do I have a stipend for meals, gas, phone?
TACE, 2009
I have questions about processes and procedures?
TACE, 2009
◘ Who writes the contracts with clients? What is the internal approval process?
◘ Who hires and writes contracts for instructors? What is the internal approval process?
◘ How do I purchase materials for classes? What is the internal approval process?
◘ How are corporate training students registered for classes?
◘ Do we sell credit and non-credit classes?
◘ What flexibility do I have with classes and content?
◘ How are clients invoiced?
◘ How are classes/instructors evaluated?
I have questions about processes and procedures…
TACE, 2009
I have questions about our marketing tools and resources…
TACE, 2009
◘ What printed marketing materials are available? Do we have graphics support?
◘ How are our corporate training and services represented on the college website?
◘ What services do we promote and provide? Needs assessment? Consulting?
◘ Do we have a print/electronic newsletter?◘ Do we use publicity? How do we work with the campus PR
department?◘ How do we identify our market? Do we buy ad lists?◘ Do we use testimonials? Do we advertise our customer list?◘ Do we co-market with consultants or vendors? ◘ How do we use e-mail? Blogs? Social media?◘ What is our budget for marketing?
I have questions about our marketing tools and resources…
TACE, 2009
I have questions about how to sell and network with customers…
TACE, 2009
I have questions about how to sell and network with customers…
◘ Who are our existing customers?◘ How long does it take to build a customer base?◘ What sales techniques work best? (F2F, cold/warm calls, e-mails, social media)◘ How do I qualify and reach the decision-maker?◘ Does event selling work? Showcases, product demos, coffee/lunch sessions,
webinars◘ Are we selling private, group classes by request or are we selling scheduled
classes?◘ Are we selling online training?◘ What are our USP’s? (price, customized training, experienced instructors,
flexible scheduling, on-site training, credit/CEU’s/certificate programs)◘ How do we work with community resources? (industry associations, local
chambers, advisory committees)◘ If I have a sales background, which of my skills will be most effective in
contract training?◘ If I have a sales background, which of my skills will NOT be effective in contract
training?
TACE, 2009
I have questions about our customers…
TACE, 2009
I have questions about our customers…
◘ Are we selling to small, medium or large businesses? Consortiums?
◘ What do customers want?
◘ What are customer expectations for the college?
◘ What negative stereotypes do we have in the marketplace?
◘ What do customers value most?
◘ What is the most effective way to communicate with your customer?
◘ What should we avoid telling our customers?
◘ How do we value our customers – particularly repeat customers?
◘ What customers are buying and why?
◘ How do we support and serve our customers this economic downturn?
TACE, 2009
I have questions about vendors and the products/services we offer…
TACE, 2009
I have questions about vendors and the products/services we offer…
◘ What vendors do we use?
◘ How do we find vendors? (or do they find us?)
◘ How do we work with vendors? What is the internal approval process?
◘ What do vendors require from the college? (licensing fees)
◘ What benefits/discounts/deals do vendors provide us?
◘ What products are selling?
◘ What are the pros and cons for buying canned products?
◘ How are working with online vendors and contents?
◘ What consulting services do we provide? Do we partner with consultants/vendors on sales calls?
◘ Do we use the campus bookstore to purchase materials?
TACE, 2009
I have questions about instructors and trainers…
TACE, 2009
I have questions about instructors and trainers…
◘ How do I find good instructors? (faculty, adjuncts, outside experts/specialist)
◘ How do I evaluate a trainer?
◘ In what ways should I coach a prospective trainer?
◘ How do I hire an instructor? What is the internal approval process?
◘ What do I pay instructors?
◘ Do I or when do I take instructors on sales calls?
◘ Do I ask my instructors to sign no-compete contracts? Do I discourage or encourage direct contact with clients?
◘ Do we pay for instructional design?
◘ What support am I expected to provide my instructors?
◘ What should I expect from my instructors?
TACE, 2009
I have questions about pricing what we offer…
TACE, 2009
I have questions about pricing what we offer…
◘ How do we price our classes?
◘ Do we price per student or flat rate?
◘ What is our minimum and maximum class size?
◘ Do we bundle materials in the pricing?
◘ If materials are not included, do we mark-up materials?
◘ Do we offer special discounts / sales?
◘ Do we offer discounts to repeat customers?
◘ Do we offer space on campus? Do we charge for space and equipment used in training? Do we provide snacks/beverages or catered meals?
◘ How do we price blended and online classes?
◘ What is the average value of a typical contract?
TACE, 2009
I have questions about the competition?
TACE, 2009
I have questions about the competition…
◘ Do we have a service area? Do we have sales boundaries?
◘ Do we collaborate or compete with sister colleges?
◘ Do we bid against sister colleges?
◘ Who is our primary competition?
◘ What information do we have on our competition?
◘ What advantage does our competition have?
◘ What disadvantage does our competition have?
TACE, 2009
I have questions about how my job performance is measured?
TACE, 2009
I have questions about how my job performance is measured?
◘ How is my performance evaluated?◘ Am I evaluated monthly, quarterly, yearly?◘ On what criteria am I evaluated?
▫ Revenue▫ Classes offered▫ Bringing in new products/vendors▫ New customers▫ Repeat business▫ Contact hours▫ Sales calls▫ Grants awarded▫ Cycle time – lead to sale
◘ Do my customers evaluate my customer service?
TACE, 2009
I have questions about grants…
TACE, 2009
I have questions about grants…
◘ Do we have grant writers on staff? How is the department structured?◘ Historically how do grant teams work with contract training teams?◘ What grant funding is available and from what sources?◘ What requirements are needed in the grant proposal? Types of
companies, types of training, types of workers, new or incumbent workers, salary ranges
◘ What performance requirements are there for the grant administrator? ◘ What are the reporting requirements?◘ What are the priorities of the college in respect to grant solicitation?
What is my role and how to I communicate this to customers?
TACE, 2009
I have questions about resources and job aids…
TACE, 2009
I have questions about resources and job aids…
◘ What training is available for me?◘ What are my options for training? Training budget, conference/travel
budget◘ Do I need to complete X number of training hours per year?◘ What associations should I consider joining? Do we have a budget for
this?◘ What publications do you recommend?◘ What websites do you recommend?◘ What conferences do you recommend?
TACE, 2009
Small Group Discussions
◘ What INTERNAL and EXTERNAL challenges impact the success of contract training on your campus?
(We will determine the Top 3)
◘ In small groups, discuss each challenge and share best practices and solutions to surmount the challenges
◘ Report back to session attendees
Konley KelleyRichland College214-995-5184 [email protected]
For a copy of this presentation or to simply reach us….
Sylvia WiseBrookhaven [email protected]
