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Front Cover
by CEdMA Europe
Technical Training Management - Commercial skills aligned to the provision of successful training outcomes
Front Cover
Half-Title Page
BCS, THE CHARTERED INSTITUTE FOR IT
Title Page
Copyright Page
Contents
List of figures and tables
Author
Preface: the accelerated world of training
1. The Technical Training Organisation: Introduction to the Key Elements and Activities
What is technical training?
Commercial training
Typical training organisation structure
Technical training management as a career
Summary
2. Strategy and Business Execution: Developing Strategies to Produce Working Plans to Execute and Drive Results
Using strategy to sense and seize opportunity
Creating strategic and business alignment
Case study: strategy to execution model
Summary
3. Technical Training Product Management: Planning and Introducing the Right Offering At the Right Time and Right Price Point
Roles and responsibilities
Go-to-market strategies
Offerings and modalities
Packaging and bundling
Route to market considerations
ROI versus ROE
Pricing strategy
Time to market
Accreditation, certification or alternative testing
Summary
4. Business Model: Key Components Required to Convert Strategy to Actual Execution
Establishing critical tasks
Understanding business model interdependencies
Financial planning and management
Business control and metrics
Building the organisation
Establishing a business climate and employee culture
Delivering the business value proposition
Rebuilding an organisation
Summary
5. Business Development and Marketing Management: Building A Training Business and Managing Its Success
Roles and responsibilities
Building successful value propositions
Discount policy implementation
Carve outs, attach and inclusion rate strategies
Competitive and tactical strategies
Demand and lead generation
Marketing and the internet
Promotional materials
Marketing, public relations and promotional events
Customer and training partner advisory meetings
Customer reference programmes
Disruptive business growth
Summary
6. Revenue Generation: Making Money in the Mixed Modality World of Technical Training
Gross versus net revenue considerations
Pricing model considerations
Channel-related royalty, kit sales and revenue share
Geographic pricing and currency implications
Maximising and protecting revenue
Renewals
Customer success management
Summary
7. Sales: Developing Strategies and Metrics to Manage Sales Goals
Strategy
Execution (sales operating model)
Sales management and metrics
Sales compensation and incentives
Summary
8. Schedule and Resource Management: Planning to Deliver on the Training Market Opportunity
Understanding and interpreting demand
Enhancing the curriculum to suit local customer need
Minimising the curriculum offered to suit local customer need
Scheduling the right modality to the right market conditions
Sizing, scaling and managing the delivery resource
Resourcing efficiency (contract or employ)
Contract instructors
Scheduler’s checklist
International and language considerations
Managing cost and revenue expectations
Summary
9. Authorised Training Partner Management: Expanding Sales and Delivery Capability Through Qualified Third Parties
Why use authorised training partners?
Authorised training partner types
Sales versus delivery partnerships (or both)
Revenue and reward
Territory management (exclusive versus non-exclusive)
Customer ownership dilemma
Quality management
Contractual requirements
Summary
10. Consulting Services: Expanding the Training Offering With Broader Customer-aligned Services
The consulting services profile
Consulting and account management
Training and business needs analysis
Custom versus tailored solutions
Managed training services
Summary
11. Offerings and Modalities: An Insight Into What They Are
Introduction to ILT, VILT and eLearning (interactive and gamification)
Electronic performance support systems
Social learning
Labs and simulations
MOOC: is it right for you?
Public, private, onsite and workshops
Capitalising on learning modalities
Next generation learning
Becoming a disruptive learning leader!
Summary
12. Curriculum Development and Management: Designing and Managing the Training Offering
Defining curriculum objectives
What is a minimum curriculum?
Defining audience types
Content development models
Content development and content lifecycles
Costing model
Defending the curriculum investment
Authoring tools
Summary
13. Certification: Requirements and Approach to Designing Exams
Certification and testing types
Advantages and disadvantages of certification
The certification development lifecycle
Defensibility
Item writing development
Proctored versus unproctored examinations
Examination-related revenue
Future trends (badging, performance)
Summary
14. Governance and Metrics Management: Establishing Control With Confidence
Governance and training
Financial metrics
Business metrics
Training-specific metrics
Return on investment
Summary
15. Financials: Fiscal Management and Control
Finance in a technical training environment
Financial models (P&L, cost, hybrid)
Creating the budget
Analysing, monitoring, tracking and recommending financial actions from the budget plan
Forecasting
Understanding VSOE and revenue recognition
Carve out and discount policies
Cross-border revenue recognition and tax implications
Summary
16. Staff Management and Development: Getting the Best from Your Key Assets – the Training Team
Applying enablement models to drive business performance
Training staff job specifications
Training staff competency management
Performance management
Employee and contractor recruitment
Culture and climate
Responsibility and accountability
Summary
17. Legal: Protecting the Training Business
Contracts versus standard terms and conditions
Indemnity and liability
Import/export regulations and restrictions
Content and trademark intellectual property
Data protection
Customer references: implications
Summary
18. Infrastructure and Tools: Introduction to the Systems and Technical Needs Required to Run A Training Business
The absolute basics
TMS, LMS, LCMS, other: what is running your business?
Cloud or build your own?
Summary
Appendix
References
Further reading
Glossary
Index
Back Cover
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