Speed, Quality and Costs
by Ayerim Riera, personal and professional Coach
«Price is what you pay. Value is what you get.» Warren Buffett
One of the situations that arise most with our clients when presenting a training offer, is the one related to price.
Those who are dedicated to educational activity in the business area, often meet clients who ask that our proposal to have three characteristics: good, fast and low cost, that is, the time of the learning experience to be cut without sacrificing content of quality. However, that combination is difficult to find.
As pointed out by the Talent Development Association (ATD), in an article published on its website, in response to this request, it happens that:
• If it is cheap and fast, it will not be good.
• If it is fast and good, it will not be cheap.
• If it is good and cheap, it won’t be fast.
So, we the challenge to show them how realistic is his request, leaving clear what is possible and what is not before with it.
To achieve this goal, you can rely on three strategies that eventually facilitate that necessary understanding by the client:
Understand your client’s arguments
What seems most obvious to us when the client asks for a good, short and inexpensive educational experience is, of course, he is trying to save costs. However, things are not always what they seem.
If you spend time exploring what is behind such a requirement, you may discover that there are other reasons more than the price. For instance, that what worries him is that the staff remaining too many hours outside their workplace or that is is not is possible for him to gather participants from different areas at the same time in the same place.
Offers alternatives
When you have identified the true concern of the client, you can then present him alternatives that do not necessarily involve reducing the time of the training activity. It could be dividing sessions into shorter periods, instead of doing it in blocks of 4 or 8 hours until completing the established time or working some content remotely.
Show vs. reason
Instead of trying to convince the customers that their request is unreasonable, show them.
Sit down with them to analyze the content that would be covered during the learning experience and ask them to point out what elements can be omitted.
Most likely to occur is they to consider all material to be important and none of what is included can be removed or analyzed in half the time initially set.
The important thing is to find the true reasons that move the client to demand quality, speed and low prices.
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