Dealing with small training providers

Small training providers can provide far more specialist skills and training to your staff and business. Small 1 (wo)man bands and firms can be very flexible and affordable. However, they are not without risk and here are some suggestions for succesfully dealing with them

1. Small companies often focus on the sale first and then providing the service. Make sure they switch to delivery mode from sales mode quickly.
2. You need mutual trust but don’t share all your business secrets with a freelancer. They may be working for your competitor next week.
3. Don’t be afraid if they are non contactable during the long periods of the working day. There are 1000’s of things they need to do during the day apart from waiting for your call.
4. Don’t be fooled by institues and certificates. Most institutes these days are very commercially aware and being a member may not prove a lot apart from that your contractor can afford the membership fee.
5. Define very early what you want as quality standards. Don’t be afraid to specify outputs which link directly to your business objectives. Failure to do this will result in the dreaded “expectation creep” on both sides.
6. Small training providers often have large personal networks as a way of generating business. Get part of it, take them out to lunch and take a supply of their business cards to hand out. Getting them an extra sale through a referral will probably get you a discount next time…
7. Pay the invoice on time. Most small businesses have a “fractured” cash flow. Delaying paying may endanger their very business existence.

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