You've laboured so hard to develop an attention grabbing presentation to a prospective client. Now the client needs to see if you have the facility to deliver on all the benefits mentioned in your proposal/presentation. This part of the sales process is very vital, as it could mar your entire effort. This document will help any one who runs a training business conduct a successful tour of their training facility and close that big sale.

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Steps To Follow When Hosting Training Facility Inspectors
Often times when pitching for business with a new client or an existing client who has not done
business with you in a long time, the client is likely to send representatives to carry out inspection on
your training facility.
For the client, the aim of this activity is to assess you, to confirm if you truly have the capacity to
provide the service(s) being proposed. And to also verify that you’re not a fake company.
Requirements
1. Accreditation documents: Clients would always want to know if you’re are a certified training
organization registered under law in Nigeria. If requested, documents to be presented include:
a. C.A.C Certificate
b. I.T.F document
c. C.M.D Certificate (or other relevant professional associations like CIPM, NITAD, etc)
2. Sound knowledge of your company’s offerings: In order to satisfactorily answer questions that
would be fielded by the inspectors, whoever is hosting the inspectors must have a good
understanding of your service and product offerings. Things to be aware of include:
a. Your company’s Faculty of Facilitators: Most training firms have both internal and external
faculty. The internal faculty comprises of professionals who are full time staff of your
company. While the external faculty consists of professionals that are hired on a need
basis for specific projects.
In-house faculty are often saddled with the responsibility of developing training materials
and regulating materials received from external faculty, to ensure that all materials used
for training measure up to standard.
b. Your company’s Services: From experience, I’ve noticed that people often get tensed
while conducting facility tours and they tend to fumble when asked questions about their
company. Do not take this for granted. There is no shame in reading your company’s

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brochure as you prepare for the tour. Common services of a training firm may include:
Training, Advisory, Outsourcing and Recruitment, etc.
c. Your company’s Products: Your products are the training solutions you offer your clients,
from Leadership and Management programmes to Business Development programmes.
3. Strong Knowledge of the company: You should prepare a summarized version of “about our
company”, master it properly. Points to note here are – history of the company, corporate
statement, board of directors, impactful projects relating to the industry of the prospective
client.
4. Knowledge of the client: If there is a prior notice of facility
inspection from the client, a proper research should be done
about the company and the industry they operate in. This
would help form an intelligent and engaging discussion with
the representatives, consequently leaving them thinking of
your staff as highly intellectual individuals.
5. Positive attitude: It is VERY important that the host of the
inspectors display a fantastic and endearing attitude during the meeting. On no account should
the host make a negative statement about your company. The host must also defend your
company’s interest should the need arise.
6. Short reception: The inspectors should be hosted to a light entertainment. Tea and snacks would
be a nice option.