Martin Business Consulting, Inc.
Consulting-Training-Auditing-Coaching-Support
January 17, 2013
MBC, Inc. –Volume 3 – Tip 1
Bi-Monthly Informational Guide
MBC, Inc. Quality Tips
To start things out this year I would like to open a discussion about what you should expect from your selection of a consulting company.
One of the questions I am most often asked is “What is my return on investment (ROI) as it relates to training?” This is an appropriate question and one that most consulting companies and consultants want to quote studies and various White Papers in an attempt to “prove” the benefit.
I have a different answer and one that will take a moment of consideration to appreciate. I mostly inform clients that you do not get any return on investment from attending training. You get a return on your investment from implementing the training. This is quite a different response from the standard answer. Moreover, one that places the responsibility back on the attendee and the attendee’s organization.
If the ROI is a result of implementation, what must the attendee and the organization do?
Let us look at this training activity as a project or process and examine what can be done to get the greatest benefit.
- What can the training or consulting company do to support your need for an adequate ROI?
- What can the attendee do to support your need for an adequate ROI?
- Lastly, what can the organization do to ensure an adequate ROI?
First the consulting company or trainer;
The company and/or trainer must be capable of providing adequate training, explanation of the material and implementation steps. This is another way of saying the trainer must be an effective, knowledgeable and professional, preferable someone with personal experience and background in the subject matter. With your organization being a consumer of training and consulting services, the only way you can assure competence is to have personal interaction with the consultant. Perhaps you have used this particular person for previous training and you have some knowledge of their capability. If you do not have this personal background take a little, time to discuss with the trainer your expectations and raise questions about their ability to provide your organization with high quality, effective training.
Most consultants will not be at all offended by this conversation; in fact, most will be appreciative of the opportunity to expound on their personal background, capability and experience as it relates to this topic. If they refuse or seem hesitant to engage in this discussion, it may be a strong clue that you need to look elsewhere for your training and/or consulting resource.
What can the attendee do to enhance your ROI?
The attendee has the responsibility of implementing or utilizing the training they have received. Once the training is complete, the implementation must commence. This process should begin in a matter of days and must contain some formal steps to ensure success. The formal steps relating to the implementation or utilization process begin with a written plan reviewed and accepted by Management. The management review should probably begin with the immediate supervisor and progress up the organizational structure as needed. When the plan is understood by the attendee and by management then the steps-to-success can begin. Included in this plan must be some matrix to follow the success of the implementation or utilization steps or actions.
What is the organizational or Management responsibility in ROI?
When the organization has provided the funding, time-off the job and travel expense for a member to obtain training in some specific topic or discipline the organization has the obligation and the responsibility to ensure successful implementation or utilization of the new skill(s). To do this there must be a comprehensive plan including measures and follow-up.
Management must take the time to review the attendee’s implementation plan(s) and ensure they are able to provide the support and resources to make a successful transition from the old method or process to the new or improved method or process. If the organization is truly serious about the success of this new skill, they must provide the leadership that insists on and ensures the success of the implementation plan(s).
ROI – is all about Leadership
The answer to the question about the return on investment for training can only be assured by the leadership of Middle and Top Management, supported by a comprehensive process to ensure the organization receives the best value as the new or enhanced skills are implemented.
MBC, Inc. is in the process of developing a support method to assist organization in the process of ensuring an adequate return-on-investment for your training dollars.
For additional information, you may contact the President of MBC, Inc. at anytime; Phone 931.637.1446, or E-mail – Bmartin@MBCIncorp.com
Thank You
Bill Martin – President
MBC, Inc.
931.637.1446
