Selling The Need For Training
Here in the US, we are still looking for the light at the end of the recessionary tunnel. When times are tough, one of the first things some companies choose to cut is employee training.
I remember meeting an HR client in Mexico for the first time. She told me she knew exactly the training she needed for the supervisors in her manufacturing plant. She wanted a three day “High Performance Teams” workshop. “I have two problems,” she said. “I have to sell the CFO on the need. Then, I need to choose a provider.” I was certain my company could take care of the latter. I made two suggestions.
- “Tell the CFO that if we do not achieve your (and his) objectives, I’ll refund 50% of the fee.
- “Share these ten tips with him as you see fit.”
She did. I’m pleased to say we did not have to refund any money! Indeed we continued working with her for the past three years. The CEO and his team have participated. So too have the Supervisors. Based on our experience, we created a special course for unionized employees – a first in that particular industry. The experience served to create a robust bond bewteen HR and the C-suite.