1. Training Challenge (draft)1 TRAINING CHALLENGE the business acumen simulation for training consultants

2. 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

3. Training Challenge (draft)3 The Training Business Current Offering –Three Courses (A, B & C) –Training Consultancy Four Client Groups 1.Large companies that are regular users 2.Large companies that are infrequent users 3.Prestigious companies that are infrequent users 4.Training Providers (for consultancy)

4. 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

5. Training Challenge (draft)5 Impacting Success Making best use of time Targeting the best client groups Well targeted selling Managing the client relationship Training Quality Course Quality Business Improvement Professional Skills

6. 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

7. 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.

8. Training Challenge (draft)8 Results Information about how you spent the time. Financial Results Comments about your results

9. 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.

10. Training Challenge (draft)10 Learning through Simulation You 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

11. Training Challenge (draft)11 Observations Before 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!!