10 Questions Any Training Business Should Answer - by ITpreneurs

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10 Questions
Any Training
Business Should
Answer
by @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

#1
Suggested solutions to all 10 opportunities
#2
Links to relevant articles and webinars
#3
Background information on every opportunity
11
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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 Providers
ITpreneurs 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.
Helpful? Let us know.
https://www.itpreneurs.com
@itpreneurs
Explore the Possibilities

10 Questions Any Training Business Should Answer - by ITpreneurs

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