How to get the most out of your training provider

Bellinger, Alan
June 2004
IT Training;Jun2004, p6
Trade Publication
The article reports that the first influence-generating action is to understand the training provider's annual cycles. It's amazing how quarter ends and year ends can focus the provider's mind and flexibility. Sometimes, it's worth stalling on an issue until a time when the supplier is likely to be more malleable. The second action is to do everything one can to demonstrate to the training provider that people are leading edge and are placing demands on them that will boost their image and profile. Leading edge buyers will make demands on their provider that will enable those providers to extend their services to other areas and differentiate themselves from their competitors. Demand a new service that others are likely to want as well, such as integrated self-study and classroom teaching, mentoring, floor-walking, performance assessment etc. It's possible that the creativity could lead to new relationships, partnerships and even acquisitions. If the supplier believes that a service they develop for customer will be demanded by other training managers, they'll look to fine-tune the service with customer and also look to customer as a reference both on the service itself and the training provider's contribution to it.


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