TACE 2009 Preconference Presentation - Contract Training

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Slides to guide a "Contract Training 101" group discussion.

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TACE 2009 Preconference Presentation - Contract Training

  1. 1. C O N T R A C T T R A I N I N G “What’s in your briefcase?” Contract Training TACE 2009 Sylvia Wise, Brookhaven College, DCCCD Konley Kelley, Richland College, DCCCD FAQ Community College
  2. 2. Objectives of Session <ul><li>Pre-Conference Session </li></ul><ul><ul><li>New to Contract Training? Frequently Asked Questions </li></ul></ul><ul><ul><li>Small Group Discussion - Contract Training Challenges </li></ul></ul>
  3. 3. Workforce Development Benchmark Project <ul><li>Published December, 2006 </li></ul><ul><li>Survey of 20 Community Colleges across U.S. </li></ul><ul><li>Kathy Yeager </li></ul><ul><li>Contract Training Edge </li></ul><ul><li>913-593-5347 </li></ul><ul><li>[email_address] </li></ul><ul><li>http://www.ctedge.net/ </li></ul><ul><li>Janet Sheppard </li></ul><ul><li>Collin County Community College </li></ul><ul><li>http://continuingedcommunitycollegeforum.blogspot.com/ </li></ul>
  4. 4. FAQ’s / Categories of Discussion <ul><li>Job Duties / Staffing </li></ul><ul><li>Marketing Tools </li></ul><ul><li>Selling / Networking </li></ul><ul><li>Customers </li></ul><ul><li>Vendors / Products </li></ul><ul><li>Instructors / Trainers </li></ul><ul><li>Pricing </li></ul><ul><li>Competition </li></ul><ul><li>Performance Goals / Measurements </li></ul><ul><li>Other Resources </li></ul>
  5. 5. I have questions about my job duties and the staff?
  6. 6. I have questions about my job duties and the staff… <ul><li>How is the contract training department staffed? </li></ul><ul><li>How is contract training supported by other departments? </li></ul><ul><li>What are my responsibilities? </li></ul><ul><li>What are my priorities? </li></ul><ul><li>What resources do I have? Database, forms, templates, manuals </li></ul><ul><li>How do I support my classes? </li></ul><ul><li>How do I support my instructors? </li></ul><ul><li>Do I have a stipend for meals, gas, phone? </li></ul>
  7. 7. I have questions about processes and procedures?
  8. 8. <ul><li>Who writes the contracts with clients? What is the internal approval process? </li></ul><ul><li>Who hires and writes contracts for instructors? What is the internal approval process? </li></ul><ul><li>How do I purchase materials for classes? What is the internal approval process? </li></ul><ul><li>How are corporate training students registered for classes? </li></ul><ul><li>Do we sell credit and non-credit classes? </li></ul><ul><li>What flexibility do I have with classes and content? </li></ul><ul><li>How are clients invoiced? </li></ul><ul><li>How are classes/instructors evaluated? </li></ul>I have questions about processes and procedures…
  9. 9. I have questions about our marketing tools and resources…
  10. 10. <ul><li>What printed marketing materials are available? Do we have graphics support? </li></ul><ul><li>How are our corporate training and services represented on the college website? </li></ul><ul><li>What services do we promote and provide? Needs assessment? Consulting? </li></ul><ul><li>Do we have a print/electronic newsletter? </li></ul><ul><li>Do we use publicity? How do we work with the campus PR department? </li></ul><ul><li>How do we identify our market? Do we buy ad lists? </li></ul><ul><li>Do we use testimonials? Do we advertise our customer list? </li></ul><ul><li>Do we co-market with consultants or vendors? </li></ul><ul><li>How do we use e-mail? Blogs? Social media? </li></ul><ul><li>What is our budget for marketing? </li></ul>I have questions about our marketing tools and resources…
  11. 11. I have questions about how to sell and network with customers…
  12. 12. I have questions about how to sell and network with customers… <ul><li>Who are our existing customers? </li></ul><ul><li>How long does it take to build a customer base? </li></ul><ul><li>What sales techniques work best? (F2F, cold/warm calls, e-mails, social media) </li></ul><ul><li>How do I qualify and reach the decision-maker? </li></ul><ul><li>Does event selling work? Showcases, product demos, coffee/lunch sessions, webinars </li></ul><ul><li>Are we selling private, group classes by request or are we selling scheduled classes? </li></ul><ul><li>Are we selling online training? </li></ul><ul><li>What are our USP’s? (price, customized training, experienced instructors, flexible scheduling, on-site training, credit/CEU’s/certificate programs) </li></ul><ul><li>How do we work with community resources? (industry associations, local chambers, advisory committees) </li></ul><ul><li>If I have a sales background, which of my skills will be most effective in contract training? </li></ul><ul><li>If I have a sales background, which of my skills will NOT be effective in contract training? </li></ul>
  13. 13. I have questions about our customers…
  14. 14. I have questions about our customers… <ul><li>Are we selling to small, medium or large businesses? Consortiums? </li></ul><ul><li>What do customers want? </li></ul><ul><li>What are customer expectations for the college? </li></ul><ul><li>What negative stereotypes do we have in the marketplace? </li></ul><ul><li>What do customers value most? </li></ul><ul><li>What is the most effective way to communicate with your customer? </li></ul><ul><li>What should we avoid telling our customers? </li></ul><ul><li>How do we value our customers – particularly repeat customers? </li></ul><ul><li>What customers are buying and why? </li></ul><ul><li>How do we support and serve our customers this economic downturn? </li></ul>
  15. 15. I have questions about vendors and the products/services we offer…
  16. 16. I have questions about vendors and the products/services we offer… <ul><li>What vendors do we use? </li></ul><ul><li>How do we find vendors? (or do they find us?) </li></ul><ul><li>How do we work with vendors? What is the internal approval process? </li></ul><ul><li>What do vendors require from the college? (licensing fees) </li></ul><ul><li>What benefits/discounts/deals do vendors provide us? </li></ul><ul><li>What products are selling? </li></ul><ul><li>What are the pros and cons for buying canned products? </li></ul><ul><li>How are working with online vendors and contents? </li></ul><ul><li>What consulting services do we provide? Do we partner with consultants/vendors on sales calls? </li></ul><ul><li>Do we use the campus bookstore to purchase materials? </li></ul>
  17. 17. I have questions about instructors and trainers…
  18. 18. I have questions about instructors and trainers… <ul><li>How do I find good instructors? (faculty, adjuncts, outside experts/specialist) </li></ul><ul><li>How do I evaluate a trainer? </li></ul><ul><li>In what ways should I coach a prospective trainer? </li></ul><ul><li>How do I hire an instructor? What is the internal approval process? </li></ul><ul><li>What do I pay instructors? </li></ul><ul><li>Do I or when do I take instructors on sales calls? </li></ul><ul><li>Do I ask my instructors to sign no-compete contracts? Do I discourage or encourage direct contact with clients? </li></ul><ul><li>Do we pay for instructional design? </li></ul><ul><li>What support am I expected to provide my instructors? </li></ul><ul><li>What should I expect from my instructors? </li></ul>
  19. 19. I have questions about pricing what we offer…
  20. 20. I have questions about pricing what we offer… <ul><li>How do we price our classes? </li></ul><ul><li>Do we price per student or flat rate? </li></ul><ul><li>What is our minimum and maximum class size? </li></ul><ul><li>Do we bundle materials in the pricing? </li></ul><ul><li>If materials are not included, do we mark-up materials? </li></ul><ul><li>Do we offer special discounts / sales? </li></ul><ul><li>Do we offer discounts to repeat customers? </li></ul><ul><li>Do we offer space on campus? Do we charge for space and equipment used in training? Do we provide snacks/beverages or catered meals? </li></ul><ul><li>How do we price blended and online classes? </li></ul><ul><li>What is the average value of a typical contract? </li></ul>
  21. 21. I have questions about the competition?
  22. 22. I have questions about the competition… <ul><li>Do we have a service area? Do we have sales boundaries? </li></ul><ul><li>Do we collaborate or compete with sister colleges? </li></ul><ul><li>Do we bid against sister colleges? </li></ul><ul><li>Who is our primary competition? </li></ul><ul><li>What information do we have on our competition? </li></ul><ul><li>What advantage does our competition have? </li></ul><ul><li>What disadvantage does our competition have? </li></ul>
  23. 23. I have questions about how my job performance is measured?
  24. 24. I have questions about how my job performance is measured? <ul><li>How is my performance evaluated? </li></ul><ul><li>Am I evaluated monthly, quarterly, yearly? </li></ul><ul><li>On what criteria am I evaluated? </li></ul><ul><ul><li>Revenue </li></ul></ul><ul><ul><li>Classes offered </li></ul></ul><ul><ul><li>Bringing in new products/vendors </li></ul></ul><ul><ul><li>New customers </li></ul></ul><ul><ul><li>Repeat business </li></ul></ul><ul><ul><li>Contact hours </li></ul></ul><ul><ul><li>Sales calls </li></ul></ul><ul><ul><li>Grants awarded </li></ul></ul><ul><ul><li>Cycle time – lead to sale </li></ul></ul><ul><li>Do my customers evaluate my customer service? </li></ul>
  25. 25. I have questions about grants…
  26. 26. I have questions about grants… <ul><li>Do we have grant writers on staff? How is the department structured? </li></ul><ul><li>Historically how do grant teams work with contract training teams? </li></ul><ul><li>What grant funding is available and from what sources? </li></ul><ul><li>What requirements are needed in the grant proposal? Types of companies, types of training, types of workers, new or incumbent workers, salary ranges </li></ul><ul><li>What performance requirements are there for the grant administrator? </li></ul><ul><li>What are the reporting requirements? </li></ul><ul><li>What are the priorities of the college in respect to grant solicitation? What is my role and how to I communicate this to customers? </li></ul>
  27. 27. I have questions about resources and job aids…
  28. 28. I have questions about resources and job aids… <ul><li>What training is available for me? </li></ul><ul><li>What are my options for training? Training budget, conference/travel budget </li></ul><ul><li>Do I need to complete X number of training hours per year? </li></ul><ul><li>What associations should I consider joining? Do we have a budget for this? </li></ul><ul><li>What publications do you recommend? </li></ul><ul><li>What websites do you recommend? </li></ul><ul><li>What conferences do you recommend? </li></ul>
  29. 29. Small Group Discussions <ul><li>What INTERNAL and EXTERNAL challenges impact the success of contract training on your campus? </li></ul><ul><li>(We will determine the Top 3) </li></ul><ul><li>In small groups , discuss each challenge and share best practices and solutions to surmount the challenges </li></ul><ul><li>Report back to session attendees </li></ul>Konley Kelley Richland College 214-995-5184 [email_address] For a copy of this presentation or to simply reach us…. Sylvia Wise Brookhaven College 972-860-7849 [email_address]

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