Accordence is approached by companies throughout the year with similar interests in rolling out negotiation and communication skills training for a segment of their workforce. In our discovery phrase we press to learn more about their unique business needs, which are often impacted by a series of volatile, uncertain, complex, and ambiguous factors (the V.U.C.A. principle). In this day and age, whose business is not subject to V.U.C.A.?
Decisions about which company to partner with for training are generally not taken likely, especially when we’re talking about a substantial price tag to cover the cost of employees who need to participate. That being said, the question about whether to commit to training in the first place can be that much easier when the company is “on top of their game,” “ahead of the competition,” and “riding a wave of growth and success.” That’s not to say they don’t have areas where they want their employees to improve in the interest of increased sales, less discounting, improved customer relations, and so on, but the selection is not hampered by a major concern about resources, and talent development and employee retention can be a legitimate priority.
So another question we ask in our exploratory conversations with clients who may not fall into the above-mentioned category of “best” (for the time being) is: “given the nature of your current business challenges, what kind of investment are you willing to make to achieve a measurable change for the better?” Are these companies candid and clear with their needs? Can they differentiate the value between a variety of solutions? Will they truly ‘invest’ in the desired outcomes – plan, implement, evaluate, and reinforce in a repeatable cycle?
Accordence knows we don’t control the decision, but we do feel a responsibility to help a prospective client navigate effectively through the decision-making process. While some companies end up abandoning or at least delaying plans for training, many of our clients are committing to skill development and the associated cultural shifts, which starts with choosing the right training partner.