Technical Training Management

Table of contents

1. Front Cover
2. Half-Title Page
3. BCS, THE CHARTERED INSTITUTE FOR IT
4. Title Page
5. Copyright Page
6. Contents
7. List of figures and tables
8. Author
9. Preface: the accelerated world of training
10. 1. The Technical Training Organisation: Introduction to the Key Elements and Activities
    1. What is technical training?
    2. Commercial training
    3. Typical training organisation structure
    4. Technical training management as a career
    5. Summary
11. 2. Strategy and Business Execution: Developing Strategies to Produce Working Plans to Execute and Drive Results
    1. Using strategy to sense and seize opportunity
    2. Creating strategic and business alignment
    3. Case study: strategy to execution model
    4. Summary
12. 3. Technical Training Product Management: Planning and Introducing the Right Offering At the Right Time and Right Price Point
    1. Roles and responsibilities
    2. Go-to-market strategies
    3. Offerings and modalities
    4. Packaging and bundling
    5. Route to market considerations
    6. ROI versus ROE
    7. Pricing strategy
    8. Time to market
    9. Accreditation, certification or alternative testing
    10. Summary
13. 4. Business Model: Key Components Required to Convert Strategy to Actual Execution
    1. Establishing critical tasks
    2. Understanding business model interdependencies
    3. Financial planning and management
    4. Business control and metrics
    5. Building the organisation
    6. Establishing a business climate and employee culture
    7. Delivering the business value proposition
    8. Rebuilding an organisation
    9. Summary
14. 5. Business Development and Marketing Management: Building A Training Business and Managing Its Success
    1. Roles and responsibilities
    2. Building successful value propositions
    3. Discount policy implementation
    4. Carve outs, attach and inclusion rate strategies
    5. Competitive and tactical strategies
    6. Demand and lead generation
    7. Marketing and the internet
    8. Promotional materials
    9. Marketing, public relations and promotional events
    10. Customer and training partner advisory meetings
    11. Customer reference programmes
    12. Disruptive business growth
    13. Summary
15. 6. Revenue Generation: Making Money in the Mixed Modality World of Technical Training
    1. Gross versus net revenue considerations
    2. Pricing model considerations
    3. Channel-related royalty, kit sales and revenue share
    4. Geographic pricing and currency implications
    5. Maximising and protecting revenue
    6. Renewals
    7. Customer success management
    8. Summary
16. 7. Sales: Developing Strategies and Metrics to Manage Sales Goals
    1. Strategy
    2. Execution (sales operating model)
    3. Sales management and metrics
    4. Sales compensation and incentives
    5. Summary
17. 8. Schedule and Resource Management: Planning to Deliver on the Training Market Opportunity
    1. Understanding and interpreting demand
    2. Enhancing the curriculum to suit local customer need
    3. Minimising the curriculum offered to suit local customer need
    4. Scheduling the right modality to the right market conditions
    5. Sizing, scaling and managing the delivery resource
    6. Resourcing efficiency (contract or employ)
    7. Contract instructors
    8. Scheduler’s checklist
    9. International and language considerations
    10. Managing cost and revenue expectations
    11. Summary
18. 9. Authorised Training Partner Management: Expanding Sales and Delivery Capability Through Qualified Third Parties
    1. Why use authorised training partners?
    2. Authorised training partner types
    3. Sales versus delivery partnerships (or both)
    4. Revenue and reward
    5. Territory management (exclusive versus non-exclusive)
    6. Customer ownership dilemma
    7. Quality management
    8. Contractual requirements
    9. Summary
19. 10. Consulting Services: Expanding the Training Offering With Broader Customer-aligned Services
    1. The consulting services profile
    2. Consulting and account management
    3. Training and business needs analysis
    4. Custom versus tailored solutions
    5. Managed training services
    6. Summary
20. 11. Offerings and Modalities: An Insight Into What They Are
    1. Introduction to ILT, VILT and eLearning (interactive and gamification)
    2. Electronic performance support systems
    3. Social learning
    4. Labs and simulations
    5. MOOC: is it right for you?
    6. Public, private, onsite and workshops
    7. Capitalising on learning modalities
    8. Next generation learning
    9. Becoming a disruptive learning leader!
    10. Summary
21. 12. Curriculum Development and Management: Designing and Managing the Training Offering
    1. Defining curriculum objectives
    2. What is a minimum curriculum?
    3. Defining audience types
    4. Content development models
    5. Content development and content lifecycles
    6. Costing model
    7. Defending the curriculum investment
    8. Authoring tools
    9. Summary
22. 13. Certification: Requirements and Approach to Designing Exams
    1. Certification and testing types
    2. Advantages and disadvantages of certification
    3. The certification development lifecycle
    4. Defensibility
    5. Item writing development
    6. Proctored versus unproctored examinations
    7. Examination-related revenue
    8. Future trends (badging, performance)
    9. Summary
23. 14. Governance and Metrics Management: Establishing Control With Confidence
    1. Governance and training
    2. Financial metrics
    3. Business metrics
    4. Training-specific metrics
    5. Return on investment
    6. Summary
24. 15. Financials: Fiscal Management and Control
    1. Finance in a technical training environment
    2. Financial models (P&L, cost, hybrid)
    3. Creating the budget
    4. Analysing, monitoring, tracking and recommending financial actions from the budget plan
    5. Forecasting
    6. Understanding VSOE and revenue recognition
    7. Carve out and discount policies
    8. Cross-border revenue recognition and tax implications
    9. Summary
25. 16. Staff Management and Development: Getting the Best from Your Key Assets – the Training Team
    1. Applying enablement models to drive business performance
    2. Training staff job specifications
    3. Training staff competency management
    4. Performance management
    5. Employee and contractor recruitment
    6. Culture and climate
    7. Responsibility and accountability
    8. Summary
26. 17. Legal: Protecting the Training Business
    1. Contracts versus standard terms and conditions
    2. Indemnity and liability
    3. Import/export regulations and restrictions
    4. Content and trademark intellectual property
    5. Data protection
    6. Customer references: implications
    7. Summary
27. 18. Infrastructure and Tools: Introduction to the Systems and Technical Needs Required to Run A Training Business
    1. The absolute basics
    2. TMS, LMS, LCMS, other: what is running your business?
    3. Cloud or build your own?
    4. Summary
28. Appendix
29. References
30. Further reading
31. Glossary
32. Index
33. Back Cover