Tuesday, September 17, 2013

Record Client Success Stories To Win Business And Make More Money

Here's a short tale for you. We proved helpful with the income home for a international ICT organization. He desired to enhance organization results but seemed to spend most of his time working with things, instead of getting on with the high value, ideal things. He discovered to take a step returning from the functional and believe in his group to do the job, assisting them as necessary. His group took on more liability, conveyed more successfully and income increased by 50% in one year.

The only reason we know this tale is because we requested the income home to tell us the difference we had made. We then took enough a chance to write-up what he would informed us. Why? Because customer testimonials are great marketing! We review on their behavior the results to the key stakeholders in the consumer organization (typically training individual, range administrator, price range owner paying for the training and human resources) and open up a sequence of conversations about where else they can use us.

This technique helps our customers with planning and decision-making, and us with promoting further training programs. It's a win / win situation, and it's all down to following the same process for every training engagement:

    Before we begin a training program we use a Strategy Period to understand the training participant's perspective and difficulties, and what they need to get better at to be successful
    We then have a three-way conference with training members and their range administrator to get the range manager's view and to arrange the training with organization objectives
    Then we believe the fact results with the training individual for their training program - we fingernail down what the training is designed to help them change and how this will enhance their performance, the performance of their group and the effect on organization results
    Only once we have done all this do we begin training against the decided outcomes
    About half way through a program we have a three-way improvement evaluation conference, relating to the range administrator again, to evaluate improvement and make sure the training is still arranged with organization objectives
    And we near all training programs with a calculating achievements conference with the training participant
    And a three-way last evaluation with the range manager
    Lastly, four to six months after program near we have a organization value conference. This is where the training individual informs us of the long run effect their training has had on performance and organization results

That's a lot of conferences. They add huge value for the consumer organization and for us. You can do the same with your customers. You'll win further organization by enjoying to your strong points as a trainer - at every conference you ask questions, pay attention and take notices. It's still a lot of conferences though...

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