How do businesses / corporations decide on which training programs to use?
April 26, 2010 by
Filed under Ideas for Business Events
I am doing a project for management consulting firm as part of my interview and I have no idea how businesses / corporations decide on which training programs to use, and how they get to know of such programs. I know a lot of it is by referral, but I am interested in finding out of there are trade shows and other kinds of event marketing that can work. Are there things like Human Resource conferences where HR professionals gather and a marketing event might be a viable form to reach out to them? Thanks in advance for your answers.
Cold calls, brochures and mailings, recommendations from golfing buddies, referrals from others in the industry.
I would say mailings (brochures, and course catalogs) are #1 for us. Some of those mailings come from companies that got our address from the CEO or HR personnel who attended a conference on new HR laws, mixers, trade shows, etc…
If it is a big head shrinking process like an efficiency program with personality profiling or manager communication training, there would be lots of meetings to decide which way to go before making a commitment. Much of the selling would be done in those preliminary planning meetings.