Training Industry Magazine - Fall 2015 - (Page 50)

FROM WHERE I SIT - DOUG HA RWA R D HELPING BUYERS OF TRAINING SERVICES BECOME MORE SAVVY One of the more critical roles of training managers is selecting a training supplier - one that is significant to their professional success, as well as the success of the training organization and ultimately the success of the business. Unfortunately, selecting the right supplier is not easy. Training suppliers are not all created equal, nor do they all have the capabilities they claim to have. I wish I had a nickel for every time I spoke with a leader of a training organization who was unhappy with the supplier they selected and was in the process of making a change. The challenge in selecting a good supplier is in getting the right information about a supplier's capabilities. We estimate there are more than 15,000 training suppliers in the world and each one wants to be unique. So how do we choose? And, how do we get the information we need to determine who we even want to get information from? We obviously cannot talk to all 15,000. IDENTIFYING THE RIGHT SUPPLIER TRAINING SUPPLIERS ARE NOT ALL CREATED EQUAL, NOR DO THEY ALL HAVE THE CAPABILITIES THEY CLAIM TO HAVE. 50 In the old days (pre Internet), we got our information by looking at magazines, attending conferences, word of mouth from friends and colleagues, and information derived from meeting with a sales agent who called on us every couple of months. Nowadays, with the Internet and all of the communication channels available to us, we have a plethora of information. Our challenge is how to make sense of it all. Training Industry, Inc. recently conducted two research studies to understand how buyers of training services determine who they should engage for services or who they should solicit for a proposal. One study looked at the information buyers use when sourcing any type of services. The second study took a deeper dive and looked at the information used when sourcing hybrid, or virtual training solutions. (See Figure 1 and 2.) Here are the three most important sources of information used by buyers when sourcing a training supplier, according to our research: 1 Recommendations and referrals from peers. The study defined "peers" as other professionals in the industry, whether in similar roles or respected analysts who study and evaluate the market. Getting advice from those you trust is a sound

Table of Contents for the Digital Edition of Training Industry Magazine - Fall 2015

Delivery: Is This Where Technology Changes the Game?
Table of Contents
Guest Editor: The Pendulums Swing
Access Trumps Knowledge: Changes for Training Delivery
Hardwired to Learn
Using a Blended Approach When Crafting a Training Delivery Strategy
Planning, Developing and Implementing Serious Games
Let's Get Serious about Live, Instructor-led Training
Just What Employees Ordered: Personalized Adaptive Learning
Training with Pictures, Not Bullet Points
Anti-Social Learning?
Using Microlearning and Information Design to Elevate Soft Skills Training
How Improvisation Can Drive Employee Engagement
Accelerating Expertise with Simulations
Technology and Trends Driving the China Training Market
Helping Buyers of Training Services Become More Savvy
Are Bad Communication Habits Holding You Back?
Measuring the ROI of Social Media within Your Organization
Closing Deals
Company News
What's Online
Training Talk

Training Industry Magazine - Fall 2015