No More Grants? Selling in the Post-Grant Economy. Central New Mexico Community College Workforce Training Center.

Transcription

1 No More Grants? Selling in the Post-Grant Economy Central New Mexico Community College Workforce Training Center Brought to you by

2 Webinar logistics Polling questions will be displayed on your screen throughout today s presentation. Submit any questions you have for today s speaker through the questions or chat function on your toolbar. A link to the webinar will be available within the next 24 hours on Augusoft s website. Please take a few minutes before you leave the webinar at the end to fill out the post-webinar survey.

3 Presenter: Marty Waller Director of Business Development with CNM. Diverse background: International trade, business development, manufacturing, corporate training and 15 years in the field of adult education and training. Lived/Worked: Albuquerque, Detroit, Chicago and Auckland, New Zealand. A believer in lifelong learning and Augusoft Lumens client.

4 How We Work at CNM Workforce Training Center Prospects Proposals Pricing Sales Operations Contracts Logistics Follow-up Evaluation Sales

5 A Quick Review Why Go After Grants? If it sounds to good to be true it probably is! The Hidden Pitfalls of Grants Let Someone Else Get The Grant Get Back to Solution Selling

6 I never met a grant that didn t cost me money Would you do this work if it wasn t a grant? Does the grant cover: All overhead costs? Staff and Instructors? Materials? Development? Audits?

7 Take a Snapshot Are you reaching your sales goals? What s happening in your community? Who are your customers? What are your Solutions? Poll question #1

8 A Familiar Cycle 1. Who Might Need Us? 5. Making a Suggestion 2. Connecting with Them 4. Identifying Solutions 3. Identifying Challenges

9 Know Your Local Economy What is going on in your community? Headlines don t always tell the story. Is the rebound happening in your area? Are you training people with no job prospects? Are employers actually hiring? Are employers hiring your trainees? Or Are employers training their existing employees at your institution?

10 Know Your Solutions Customized Training Continuing Education Assessments and Testing Consulting Conference and Event Services Registration & Attendance Curriculum Development Data Collection Tool - Lumens

11 Companies Have Cut Staff! Find out what s happening NOW! Layoffs mean more training for those remaining! Your Training Center is Their Answer Customized, customized, customized! We offer just the training you require. Students can make up classes in our on-going Open Enrollment Series (You must think creatively)

12 Manage Your Data Update your client contact information Manage your proposals & contracts Track classes & programs delivered Follow up with instructors Maintain accurate records Poll question #2

13 B2B/ENT Process Flow Contacts Proposal Contracts Services Event Post Services Contact Log Company Profiles Company Divisions Manage Proposals Manage Estimates Approval Tracking Manage: Client Contracts Instructor Contracts Vendor Contracts Funding Sources Approval Tracking Award Contracts Collect Deposits Track Class Activity Track Delivery Logistics Indicate Resources Used Generate Client Invoice Issue Instructor and Vendor Payments Collect and Record Receivables Data Analysis and Reporting 13

14 Proposal

15 Sell What s Hot Green Training and Code Updates Basic Business Soft Skills Health Information Technology Social Media Poll question #3

16

17 Sell A New Idea Rename a Program Introduction to Supervision becomes Team Lead Development Training Partnerships Fixed Pricing Combine Credit & Non-Credit

18

19 Sell Something New to an Existing Client Consider all your clients options: You provide a client technical training Can you provide Hazwaper 24? or How about supervisor skills? Do they have a loading dock? I bet they need Forklift Operator or OSHA 10 or 30 General Industry

20 The Sales Process 1. Prospecting 5. Close 2. Outreach 4. Solution Selling 3. Initial Consult

21 Value Added Options Program Add-ons Catering Client access to decorate room Have client provide a speaker Poll question #4

22 Value Added Ideas Contract Details Payment Terms Quarterly, etc Pre-register participants

23 Solution Selling is a Discovery Process Ask questions that get to the root issues. Dig three to five questions deep! DON T DISCOUNT THE ORIGINAL REQUEST

24 Close the Solution 1. Prospecting 5. Close 2. Outreach 4. Solution Selling 3. Initial Consult

25 Keep Marketing

26 Questions?

27 Marty Waller, Director of Business Development, CNM Workforce Training Center (505) Augusoft Lumens Web-based Continuing and Corporate Education Software Thank you for attending today s webinar. You will be ed the presentation PDF shortly. Download presentation PDF and view a recording of the complete webinar at augusoft.net/webinar To request a complete in-depth demo of Lumens, contact sales@augusoft.net If you have any additional questions or comments, contact chris.murphy@augusoft.net Please take a few minutes before you leave to fill out the post-webinar survey.