Preface: the accelerated world of training
1. THE TECHNICAL TRAINING ORGANISATION: INTRODUCTION TO THE KEY ELEMENTS AND ACTIVITIES
Typical training organisation structure
Technical training management as a career
Using strategy to sense and seize opportunity
Creating strategic and business alignment
Case study: strategy to execution model
Route to market considerations
Accreditation, certification or alternative testing
4. BUSINESS MODEL: KEY COMPONENTS REQUIRED TO CONVERT STRATEGY TO ACTUAL EXECUTION
Understanding business model interdependencies
Financial planning and management
Establishing a business climate and employee culture
Delivering the business value proposition
Building successful value propositions
Discount policy implementation
Carve outs, attach and inclusion rate strategies
Competitive and tactical strategies
Marketing, public relations and promotional events
Customer and training partner advisory meetings
6. REVENUE GENERATION: MAKING MONEY IN THE MIXED MODALITY WORLD OF TECHNICAL TRAINING
Gross versus net revenue considerations
Channel-related royalty, kit sales and revenue share
Geographic pricing and currency implications
Maximising and protecting revenue
7. SALES: DEVELOPING STRATEGIES AND METRICS TO MANAGE SALES GOALS
Execution (sales operating model)
Sales compensation and incentives
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)
International and language considerations
Managing cost and revenue expectations
Why use authorised training partners?
Authorised training partner types
Sales versus delivery partnerships (or both)
Territory management (exclusive versus non-exclusive)
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
11. OFFERINGS AND MODALITIES: AN INSIGHT INTO WHAT THEY ARE
Introduction to ILT, VILT and eLearning (interactive and gamification)
Electronic performance support systems
Public, private, onsite and workshops
Capitalising on learning modalities
Becoming a disruptive learning leader!
12. CURRICULUM DEVELOPMENT AND MANAGEMENT: DESIGNING AND MANAGING THE TRAINING OFFERING
Defining curriculum objectives
Content development and content lifecycles
Defending the curriculum investment
13. CERTIFICATION: REQUIREMENTS AND APPROACH TO DESIGNING EXAMS
Certification and testing types
Advantages and disadvantages of certification
The certification development lifecycle
Proctored versus unproctored examinations
Future trends (badging, performance)
14. GOVERNANCE AND METRICS MANAGEMENT: ESTABLISHING CONTROL WITH CONFIDENCE
15. FINANCIALS: FISCAL MANAGEMENT AND CONTROL
Finance in a technical training environment
Financial models (P&L, cost, hybrid)
Analysing, monitoring, tracking and recommending financial actions from the budget plan
Understanding VSOE and revenue recognition
Carve out and discount policies
Cross-border revenue recognition and tax implications
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
Employee and contractor recruitment
Responsibility and accountability
17. LEGAL: PROTECTING THE TRAINING BUSINESS
Contracts versus standard terms and conditions
Import/export regulations and restrictions
Content and trademark intellectual property
Customer references: implications