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Our training clients include:
Our Ideal Training TargetOpportunity Overview We focus on a specific type of company and a specific type of decision-maker within those companies to provide training for a specific group of people. |
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Type of CompanyOur focus customers are large, global, growing organizations in competitive arenas that have different operations in different countries. The perfect clients are looking for something different and exciting in training to keep their competitive edge. We focus on the functions within these organizations that contact the marketplace—sales, marketing, front-line management, and so on. While our trainers may want to work with smaller, local clients to get started, we want people who are comfortable working with large organizations. Our trainers, especially new and Independent Trainers, may want to take smaller training customers at first to gain experience with our program, but we want to focus on larger customers because the sales process is nearly the same and the rewards, especially longer term, are better with these larger customers. If you aren’t comfortable working with large organizations, then you may want to consider an Independent or Apprentice license.
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Type of Decision-MakerFor the sake of efficiency, the Institute’s marketing narrowly focuses on executives at the top of target organizations, especially the top sales and marketing executives and the training departments that work with them. The Institute’s marketing program currently mails books to these executives in the United States. We follow this initial mailing with telemarketing and postcard mailings. In the future, we will be sharing this contact information with our Master Trainers for sales follow-up. The Institute is primarily a marketing organization. Sales, defined as one-to-one efforts to get commitments from decision-makers, is the responsibility of our Master and Independent Trainers. If you aren’t comfortable talking to the top executives, you are not ready for a Master Trainer license, but you might be comfortable in an Independent or Apprentice role.
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Training IndividualsOur training targets are the individuals within the company. Our skill set works at the individual level. It enables individuals to communicate more easily with each other and make better decisions about strategic issues, both individually and as a group. It is not our job to engineer processes or communication channels, or guide organizations toward their strategic decisions. Our trainers do not want to get mired in organization reengineering (and our customers do not want us to). Instead, our value comes from training as many individuals as quickly and efficiently as possible. If you want to do consulting or organization reengineering, this isn’t the opportunity for you.
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