Training Challenge (draft) 1

TRAINING CHALLENGE

the business acumen simulation for training

consultants

Training Challenge (draft) 2

The Training Simulation

You manage a training business to:– Make effective and efficient use of time– Manage a portfolio of clients & courses – Develop business and financial acumen – Make the business a success

What you do– Work as a team making decisions– Analyse and reflect on business results– Run the business for six to eight quarters

Training Challenge (draft) 3

The Training Business

Current Offering– Three Courses (A, B & C)– Training Consultancy

Four Client Groups1. Large companies that are regular users2. Large companies that are infrequent users3. Prestigious companies that are infrequent users4. Training Providers (for consultancy)

Training Challenge (draft) 4

The Training Work

Fee Earning – running courses & consultancy

Supporting Clients (non fee earning)

Selling (existing) & Prospecting (new)

Developing – courses, business & professionally

Training Challenge (draft) 5

Impacting SuccessMaking best use of timeTargeting the best client groupsWell targeted sellingManaging the client relationshipTraining QualityCourse QualityBusiness ImprovementProfessional Skills

Training Challenge (draft) 6

Initial Decisions

Time to spend on– Selling to existing clients by client group– Prospecting for new clients by client group– Updating Courses– Creating New Courses– Business Improvement– Professional Development

Training Challenge (draft) 7

Later Decisions

Introducing New Courses

Fees – by client by course & consultancy.

Limiting the time to spend on running courses and consultancy for client groups.

Special business improvement and professional development initiatives.

Training Challenge (draft) 8

Results

Information about how you spent the time.

Financial Results

Comments about your results

Training Challenge (draft) 9

Using the Computer

The first time you use the computer, you must enter a team name (of up to six letters) and confirm you are starting.

A Decision Template is then displayed.– You only need to enter the decisions that change– You can use the mouse or arrow keys to move– When finished click Confirm

The impact of your decisions will be calculated and results displayed and printed.

Training Challenge (draft) 10

Learning through SimulationYou will be working in small groups so that

you can:– Share knowledge & experience– Promote, present and negotiate ideas– But, not rely on preconceived ones

The trainer is there to:– Answer your questions– Coach you– Challenge you– But not tell you what to do

You are in charge of the learning process

Training Challenge (draft) 11

ObservationsBefore you make your first decision, you should

spend time – reading the brief– discussing the task facing you– considering strategies and objectives

When making decisions you should:– balance the speed of decision-making with analysis,

thought and reflection.– refine and review your strategies and objectives

At the end, when your results are contrasted with the other teams you must be ready to explain your strategies, objectives and results

And have FUN!!