Category 2: The Seminar Contact Qualifications

There are several factors you can use to identify a seminar company that uses a documented, structured Program Development Process (PDP). Just because the organization has "hundreds of titles from which you can choose", does not ensure that the materials your employees receive in their on-site educational experience will provide the skills and competencies for which you are paying. Here are several factors to consider when evaluating a prospective training provider:

Does the professional staff of the seminar provider develop the materials to be presented to your organization?
The mark of a truly professional seminar company is in the way they develop their seminar materials. Some organizations contract with external sources and buy development services. Once the program is completed, they assign other contract labor to present the materials at the lowest cost to the seminar company. Leading edge providers of professional education write the programs that they offer. Look for organizations who's professional staff actually designs and delivers the professional education programs they offer. Look for seminar providers who has experience spanning over 10 years and in a wide range of industries and disciplines. This helps ensure that the organization has a proven track record, demonstrated longevity in the business, and a commitment to your organization's success.

Does the training provider employ a Structured Program Development Process?
Look for organizations that develop on-site programs using a documented, structured, methodology. Look for organizations that begin a training assessment by asking the question, "What skills will the participant need to do their job after completing this program?" This methodology ensures that that you reach your specific learning objectives, and that you enhance your competency level through activities and instructional aids that solidify the concepts discussed. Ensure that the program development process is documented, program materials reviewed..

Are the results of a Training Assessment Meeting incorporated in the on-site materials for no additional charge?
We begin the process by meeting with you to ensure a complete understanding of the general and specific learning objectives of the proposed program. Then we select specific examples and cases that build on the strengths of the target audience while introducing them to new skills and techniques. Ensure that the training organization strives to use the abilities of the target participants as a learning tool, while not using the failings of specific projects or job responsibilities that would serve as an embarrassment to the participant. If desired, your organization should be able to play an active part in the development and/or modification of case exercises and course examples.

Is the training company available for post-program implementation assistance?
Once the program is completed, the training company should not simply disappear. Ask if they can also provide consulting services to help in any implementation challenges that may lie ahead.

Will the seminar company continue to update the program materials for future presentations?
The mark of excellence in providing professional development programs is the level of seriousness taken relating to the responsibility for providing continuing professional education. don't be fooled by glitzy presentations, slick brochures, or smooth "Sales People." Look for organizations that will constantly revises and updates the on-site materials to ensure that they reflect the latest technology, and that they continue to exceed the expectations of program participants. Ensure that the on-site provider and the seminar leader both share the belief that the foundation of their educational program's success is ensuring that the participants fully understand the "WHY" as well as the "HOW." Does the team of seminar company and seminar leader ensure that every participant leaves the program with the ability to apply the skills obtained to their specific job environment.

1. Does the professional staff of the seminar provider develop the materials to be presented to your organization?

Ask if the seminar provider has an in-house seminar development function, or do they just use "Hired Guns" to buy materials. Many training companies and membership-based management associations contract with low-cost external sources and buy development services. These organizations are primarily concerned with the development cost, choosing low-cost developers, and making the materials fit into a "Design Template." The manner in which "touchy-feel" management development programs are designed, developed, and structured is very different to technical and financial "skills-building" programs. Look for a training company that has the necessary skill-sets on staff, and does not rely on contract labor to meet your educational requirements.

When evaluating a training organization, consider the following:

1. Is the developer of the educational materials to be presented at your on-site program part of the seminar company's professional staff?
   1. Part of the Professional Staff (5)
   2. Has a long-term contract with the seminar company (more than 4 years) (3)
   3. Contractor (1)
2. How many years of experience does the developer have in developing Professional Development programs?:
   1. 10+ Years (5)
   2. 5 - 10 Years (4)
   3. Less than 5 years (2)
   4. New to the Provider (1)
3. Will the program leader assigned to your on-site also develop the materials to be presented at your program?
   • Yes (5); No (2)
4. Is the program developer featured as a seminar leader on the firms's web site ?:
   • Yes (5); No (1)
5. Will the developer of the materials to be presented at your location also be the person who will make any requested customization to the program?
   1. Yes, any customization services are included in the seminar advertised fixed-fee (5)
   2. Yes, however, any customization services are billed in addition to the seminar advertised fixed-fee (3)
   3. No, customization is done by the assigned program leader, and any customization services are billed in addition to the seminar advertised fixed-fee (1)

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2. Does the training provider employ a Structured Program Development Process?

Look for organizations that develop on-site programs using a documented, structured, methodology. Be wary of the "No Problem!" response. Many seminar companies and membership-based management associations rely on the seminar leader to "Make any changes on the fly." The are so concerned about their profitability and covering their massive overhead, that they forget their professional responsibility to you, the client. Look for organizations that begin an on-site training assessment by asking the question, "What skills will the participant need to do their job after completing this program?" This methodology ensures that that your professional staff reaches their specific learning objectives, and that they enhance their competency level through activities and instructional aids that solidify the concepts discussed. Ensure that the program development process is documented, program materials reviewed, and you have an opportunity to review the materials prior to the session.

When evaluating the training provider's Program Development Process, consider the following:

1. Does the provider's web site outline their Structured Program Development Process
   1. Yes, there is a full description of their development process (5)
   2. Yes, their web site mentions a structured development process, but provides no details (3)
   3. No mention of a Structured Program Development Process (1)
2. How does the material reflect "Best Practices?"
   1. Reflects Current Professional Practices (5)
   2. Reflects Professional Standards (3)
   3. Dependent Upon Instructor Input (1)
3. What were the professional qualifications for the program developer?
   1. Posses relevant Certifications (+1)
   2. 10+ Years Hands-On Experience (+2)
   3. Published in Trade Journals (+1)
   4. Performs Consulting Services (+1)
4. Was the course material subjected to peer-review to ensure accuracy and competency?
   1. Subjected to Unrelated Peer Review team (5)
   2. Subjected to In-House Review (3)
   3. Relied on Proficiency of Developer (1)
5. Is the Program Material certified by an external professional association or professional regulatory body which confers Continuing Education Credits
   1. Certified by an external professional association (5)
   2. No mention of professional certification (1)

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3. Are the results of a Training Assessment Meeting incorporated in the on-site materials for no additional charge?

Evaluate the training organization on the basis of how they ensure a complete understanding of your specific learning objectives of the proposed program. Look for a " No Fee, No Hassle Customization of On-Site Materials" policy on the provider's web site. Ensure that the both the seminar leader and the seminar developer are present during the Training Assessment Meeting. It is important that both parties are present. This helps ensure that there will be a seamless interface of any necessary customization to industry or discipline with the existing materials. Be sure that all specific examples and cases will build on the strengths of the target audience while introducing them to new skills and techniques. Do they strive to use the abilities of the participants as a learning tool, while not using the failings of specific projects or job responsibilities that would serve as an embarrassment to the participant. Can your organization can play an active part in the development and/or modification of case exercises and course examples.

When evaluating the training provider's Program Development Process, consider the following:

1. What is does the training provider's web site state about customization of existing materials to meet your unique requirements?
   1. Web site is specific about reasonable customization of existing materials being included in the advertised seminar fee (5)
   2. Web site provides general references to customization services, but is quite regarding who pays for this service (3)
   3. Web site states that customization services are available on a fee for service basis (1)
2. Will the seminar provider "customize" the participant materials to meet the unique needs of the industry?
   1. No charge for course customization (5)
   2. No charge for "nominal" customization, plus a fee for "significant" modifications (3)
   3. All customization is on a fee-for-service basis (1)
3. Does the training provider provide a for a "Training Assessment Meeting" conference call with you and the seminar leader to ensure that the seminar leader fully understand the learning objectives of your organization?
   1. Provides a Free TAM on as part of the seminar fee which guarantees material customization on a "No-Charge" basis (5)
   2. Provides a TAM on a "Fee-For-Service: basis, which guarantees material customization on a "No-Charge" basis (3)
   3. Provides a TAM on a "Fee-For-Service: basis, which guarantees material customization on a "Fee-For-Service" basis (1)
4. Will the seminar provider assign a program leader that has "Hands-On" experience in both your specific industry and in the discipline related to the learning objectives of the seminar as part of the fixed price seminar fee?
   1. Instructor has direct industry and discipline hands-on experience; instructor fee and expenses are part of fixed-price arrangement (5)
   2. Instructor has direct industry and discipline hands-on experience; instructor fee is part of fixed-price arrangement; expenses billed in addition (4)
   3. Instructor has direct discipline hands-on experience only; instructor fee and travel expenses are part of fixed-price arrangement (3)
   4. Instructor has direct discipline hands-on experience; instructor fee is part of fixed-price arrangement; expenses billed in addition(2)
   5. Instructor has no direct hands-on experience; instructor fee is part of fixed-price arrangement; expenses billed in addition(1)
5. Will the seminar company provide any materials requested by the assigned instructor identified as necessary after the TAM on a no-charge basis?
   1. Any materials and modifications are made to the participant materials as requested by the seminar leader on a no-charge basis (5)
   2. Any materials and modifications are made to the participant materials as requested by the seminar leader on a fee-for-service basis (3)
   3. No materials and modifications are made to the participant materials as requested by the seminar leader (1)

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4. Is the training company available for post-program implementation assistance?

You may never need assistance in implementing the skills and technologies presented in your on-site professional development seminar, but its nice to know its there. It is like safety features on a car; you may never need them, but is is nice to know they exist. However, occasionally unique circumstances aries where your organization may need that "little push" to get them over the edge and on top of new skill set or process. Effective providers of professional development programs "Practice what they preach;" in that they also posses the ability to provide consulting services to their educational clients. Furthermore, since excellent providers of service value you as a client, they will offer necessary consulting services on a discounted rate. Look at it this way, the training company has already invested in you, got to know your business, how you operate, and has been compensated for those services in the seminar fees they have already received. Why should you be expected to pay for that work again. Since they already know you, and have gleaned much information from your professional staff, their consulting folks should be able to "jump in" and assist in the project at hand.

Always review the provider's web site to determine if they:

When evaluating the consulting services capabilities of your training vendor, consider the following:

1. Does the on-site seminar provider also provide consulting services:
   • Yes (5); No (1)
2. Ask who will be leading the consulting project if necessary
   1. The primary course leader (5)
   2. Another full-time professional working with the firm (4)
   3. A sub-contractor who has a 10+ year relationship with the seminar provider (3)
   4. A sub-contractor who is known to the seminar provider as a "valuable resource" (2)
   5. Can refer you to a data base of "qualified" consultants (1)
3. How does the training provider treat the consulting services side of the relationship
   1. Consulting is an integrated product line within the training company (5)
   2. Consulting is part of the training firm, but exists within a separate related entity (4)
   3. Consulting is part of the training firm, but exists within a unrelated separate entity (3)
   4. Consulting is not part of the training firm, but has a "relationship" with a "qualified" consultancy firm (2)
   5. Consulting is not part of the training firm's offerings (1)
4. How does the training provider manage consulting fees for existing training clients
   1. All consulting fees are offered at a specific discount (5)
   2. All consulting fees are offered at an "undisclosed" discount (4)
   3. Only "preliminary services" are available for discount (3)
   4. No discount is offered for consulting fees for existing training clients (2)
   5. No consulting services are offered by the training company, you must negotiate fees with a third party (1)
5. What are the fee arrangements available for consulting services
   1. You may choose from Fixed-fee, Performance-Based, or Discounted Time and Expense arrangements (5)
   2. You may choose from Fixed-fee, Performance-Based, or Non-Discounted Time and Expense arrangements (4)
   3. You may choose from either a Performance-Based, or Discounted Time and Expense arrangements (3)
   4. You are only offered a Discounted Time and Expense arrangement (2)
   5. You are only offered a Non-Discounted Time and Expense arrangement (1)

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5. Will the seminar company continue to update the program materials for future presentations?

The mark of excellence in providing professional development programs is the level of seriousness taken relating to the responsibility for providing continuing professional education. don't be fooled by glitzy presentations, slick brochures, or smooth "Sales People." Look for organizations that will constantly revises and updates the on-site materials to ensure that they reflect the latest technology for future potential presentations. Ask if the keep tabs on the content so they can continue to exceed the expectations of program participants. Ensure that the on-site provider and the seminar leader both share the belief that the foundation of their educational program's success is ensuring that the participants fully understand the "WHY" as well as the "HOW." Does the team of seminar company and seminar leader ensure that every participant leaves the program with the ability to apply the skills obtained to their specific job environment.

When evaluating the training provider's commitment to excellence as demonstrated by their "continual monitoring program" of existing program materials, consider the following:

What is the training provider's written policy regarding quality review of existing program materials?

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