Christopher Adams

"We are not making our revenue numbers. The sales force is not negotiating effectively. Do you have some type of training to improve their negotiating skills?" Sound familiar? Another request that comes with a predetermined solution or tactic, but how do we know the solution provided is needed or sufficient to solve the problem? In this workshop, learn how to ask powerful questions that will be viewed as supportive and strategic in approach. You will leave the workshop with a starter kit of questions to use in future meetings for learning requests.

A goal for consultants is to be “at the table” with clients, assisting them in the process of translating business plans and strategies into human performance requirements and needs, determining the solutions that are required. But who are the “right” clients with whom this partnering must be done? And how do you gain the access, credibility and trust to work as a strategic partner? This session will provide a model and proven practices for deepening relationships with internal and external clients.

Most instructional designers are adept at conducting needs assessments. A challenge occurs when needs assessment data indicates that learning solutions will not address the needs that have been identified. This session describes three root cause categories which contribute to business and performance problems. For each category, possible solutions will be provided. A process for navigating this discussion with a client to ensure the appropriate set of solutions is selected will also be discussed.