Overview of Contract Training
• Why is contract training growing?
• Contract training division models
• Characteristics of successful CT divisions
• The 5 CT tools for success

Finances & Budgeting
• LERN’s Financial Format and the ideal percentages for a contract training division
• Developing your CT division’s budget
• How much money to spend on staffing and how many staff members your division needs
• The 5 contract training key ratios
• LERN’s cost analysis report for individual contracts

Team Selling
• How to get everyone involved
• Who sells and who develops new products
• The ideal structure for your CT division
• Job descriptions for your director, product development staff, sales staff, and operations staff
• The stages of staffing growth a contract training program goes through

Client Analysis
• Why having a clear image is critical for your program, as well as the process for developing your program’s image
• Your Unique Selling Proposition (USP) and a proven technique for discovering it
• Segmenting your customers so you can more efficiently allocate your resources
• The most current tools for analyzing a client’s value

Real World Selling
• How to sell
• The right companies and the right person
• Marketing tools that sell, for use in client meetings
• How to get that important first meeting, and how to prepare for it
• 7 proven strategies to get and keep clients

Salespeople
• Characteristics a lifelong learning salesperson should have
• How to pay salespeople, and how to evaluate their performance

Return on Investment (ROI)
• What return on investment is
• A formula you can use to comfort clients and give you statistical support

Developing a Sales Kit
• The 3-30-3 Rule and the AIDA Principle
• What should be in your sales kit
• How to leave a positive impression with your prospective client

Pricing Contract Training
• Market pricing is the only way
• 6-step process for pricing
• How to determine how much time and money should be spent on product development
• How to factor product development into prices

Training Needs Assessment
• 3 types of needs assessment
• Using needs assessment to develop new products, new directions and new customers
• Carefully planned 3-phased approach for analyzing the needs of a client

Quality Assurance Audit
• Follow up after the training
• A quality assurance audit that highlights your successes and generates add-on business

Clear Writing
• Designing and writing effective documents
• How to plan a document’s layout and how to use the standards for quality communication
• A foolproof proposal writer’s checklist

Teaming with the Right Instructors
• Your relationship with your instructors
• What your instructors need to know about you
• Establish and communicate quality expectations for handout materials
• Policy for handling follow-on leads

E-Learning
• How does online learning fit into contract training?
• How online learning can replace and/or complement in-person classroom contract training
• The costs related to online learning
• Successful delivery methods

Optional: CPP Exam