It is no secret that the “training department” is often viewed as an expense rather than a revenue-generating partner.  So how can the training group change the perception and be viewed as a partner in running the business?  “Begin With the Business in Mind” by Matt Donovan shares some ideas.

Donovan suggests that the training organization “should be able to effectively describe the organization’s competitive position in terms of:

• Industry and key features
• Range of products and services provided
• Customers and their affinity for the company’s products and services
• External partners in the value chain
• Competitive strategy
• Competitive advantage
• Current and emerging competitors.”

Once the training organization understands the company’s competitive advantage, it should then understand how the company structures itself to execute its strategy.  The PARC model in the book “Strategic Management” is mentioned as an ideal framework.  The PARC model is comprised of People, Architecture, Routines and Culture.  Only after the learning team has mastered their understanding of the company’s competitive position and its competitive advantage can they move forward to  being a true business partner rather than just an order-taker.  Trainers will be much better at assessing the business challenge, the cost of the training solution and ultimately the cost of the problem.  When trainers begin to use the language of “business problem” and “cost of the problem” rather than just cost of trainee per hour or smile sheet evaluation results, they demonstrate their position as a true business person.  Now that will be music to any leader’s ears!