10 Ways to Present a Compelling Case for Business Training
You can easily identify there is a need for business training in your company. Convincing upper management or employees the training is a necessity can be a bit more complex. Use these 10 ways to present a compelling enough case to convince everyone that business training can benefit the company as a whole.
1. Create a Direct Point of View
Before you create a proposal or go into a presentation meeting, create the angle or point of view you want to take on proposing training. Be direct and get straight to the point when presenting your case as to how the training benefits those being trained as well as the company as a whole.
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2. Build Trust
In order to convince managers or employees that your opinion on training matters you first have to gain their trust and build your credibility. You have to reveal to them that you are an expert in influencing this decision by illustrating that you’ve done your homework, know the field and understand the challenges the company faces in providing training.
3. Back it Up with Facts and Figures
Use facts and figures to support your claim on how training can benefit the business. Survey results and case studies are great sources of information to pull facts and figures. Include how much productivity in a similar business increased after training or how much money a company was able to save after implementing the training techniques.
4. Put it Writing
Summarize your proposal in writing. Combine textual information with pictures, graphs and diagrams where applicable. This provides a takeaway from the meeting that upper management can review later while they are mulling over the facts to make a decision.
5. Pitch to the Decision Makers
Ensure that you’re pitching to the people that have the ability to make a decision on training. The only exception to this is if you are trying to convince the employees that have to attend the training of how they can benefit from completing the program.
6. Provide Direction
Draw a visual map so the case illustrates where the company is now and where it needs to be in the future. Connect the dots to show how training can get the company from the present situation to the future situation.
7. Provide Training Options
Provide at least three options for implementing the training program. It is ideal to present the training options at three different price points – low, medium and high. Include the pros and cons for each training option.
8. Use Case Studies
Use real-world scenarios to drive your point home. Tell the stories of similar companies or companies that have similar challenges that your company has. Show how business training worked for them. These case studies often include the facts and figures you need.
9. Prepare Responses to Possible Objections
Anticipate the objections before you go into the meeting. Come up with a response for each objection, so that you can respond quickly and in an educated manner during the presentation.
10. Phrase Everything from the Decision Maker’s Point of View
The best point of view to consider is the point of view of the decision maker. Try to phrase everything in the proposal so that it shows how it benefits the decision maker to approve the training.