Submitted by Mohammad-Al-sayyed on Tue, 04/03/2018 - 11:48
Securing that Training Budget from Management Most HRofficers, Function heads, or team leaders would like to see their staff and teams grow and acquire new skills that can drive their departments to achieve objectives efficiently. One of the major challenges they face is persuading management of the need to secure budgets and which provider to choose. To be concise and straightforward
below are some factors associated with persuasion to rely on:
Benefit & Self-Interest
Connect the trainingyou are advocating for with actual pains and performance gaps that, if bridged, will yield tangible results and drive productivity.
Predictability & Social Evidence
People respond to what they expect and join efforts with what works. Focus in your discussion on choosing a reputable high-quality provider with evidence of testimonials and references from previous reputable clients. Make you’re your provider has that record. That’s why we respond in general to something that is a “best-selling” item even though this tag line doesn’t tell us anything about the value of this item at this early stage.
This describes how people respond by giving back one thing when they get something else in return. Before attempting to persuade management about securing a budget for first-time training and developing your staff, aim to secure a specific entry level “gesture” from your provider. This can be an extra hour of training, or a discounted entry level quotation, an additional report, an advisory short session with management, etc.
Liking & Rapport
People often buy from people that they like. Aim to arrange a meeting between the provider management and your management to build rapport between the two parties. This principle is why you return to a store with friendly and attentive staff; because they are likeable, even if the prices are a little higher than competitors.
Measuring the ROI
Include in your proposed program any tool to measure the return on investment before attempting to persuade your management. This can be in the form of pre and post focus groups with the Instructor to measure retained knowledge. Pre and Post written assessments may also prove valuable to achieve this objective as well.
Seeing firsthand how staff development can drive business growth, we hope the above few tips help you persuade those decision makers more!
Dr. Rand Haddadin
Tel: (+962) 6 581 1111 Fax: (+962) 6 581 1312 P O Box 911074,