No contract is too big if you can team up

by Edward J. Barks

Opportunity knocks. You just got word from a major client that she wants you to take on that high profile training project.

Now comes the challenge. You're a small shop. You don't have all the resources you need in house.

Take charge of the situation and assemble a team of trainers.

In my role as a presentation skills and media trainer, I've seen the team training approach work time and again to the benefit of many a client.

How do you pull together an all-star team of trainers? Here are some tips:

Trust is a must
Trust is the first factor to consider. After all, your fellow trainers will interact closely with your client. Your teammates must understand that the client remains your client - not to be stolen away with shady ethics.

And yet your teammates should be every bit as respectful of your clients as they are of their own. They should treat your clients as their clients, deserving the same tact and respect.

Your teammates should also share your philosophy of training. For instance, my media training workshops are highly interactive. Trainers who work under my banner must carry forth that style.

Smooth relations
Make sure your team members share your sense of professionalism. Nothing is worse than a teammate who sabotages your reputation by making impolitic comments in front of the client.

It is also important that your team members get along. The environment is much more pleasant when you work with people you like - and believe me, the client can sense when there is tension on the team.

Always preparing
Scope out your team in advance. Constantly prospect for trainers who can help you when need arises.

I keep a list of presentation skills and media trainers at the ready in my database. Don't get caught scrambling when opportunity is at your door.

I find that I always learn something that helps me in my business when I train as part of a team.

The learning goes both ways. I am also able to teach trainers.

A panel of doctors
For example, I was a member of a team that trained a large group of doctors how to present effectively in front of groups of their peers.

Because of time constraints, it looked as though we would not be able to give everyone practice time before the video camera.

I suggested that we organize the doctors into panels. That way, everyone could respond during the Q&A session.

The idea was a winner. The client loved it because it allowed greater insights into each individual's skill level. The doctors loved it because they all got to participate. And the lead trainer loved it because she became a problem-solver in the eyes of her client.

Seizing opportunity
Team training works if you prepare in advance and assemble the right crew. Plus, you'll expand your knowledge base in the process. Best of all, when that big contract comes your way, you'll be in position to seize your opportunity.

Edward J. Barks, President of Barks Communications, is an expert in media, presentation skills, and testimony training. The firm also operates Barkscomm.com, the Internet's Communications Training Resource, at http://www.barkscomm.com/.

Ed invites you to subscribe to his free e-zine, Personal Trainer, at http://www.barkscomm.com/. He can be reached at (540) 955-0600 or by e-mail.

© Barks Communications 2002