eff. 10/01/2008

THE PEAC SYSTEM®

TRAINING PROPOSAL

Thank you for the interest in our highly successful programs! Included herein is the basic ‘package’ of my services, none of which actually talks about the ‘how’ of it all. The how is involved and comes under many customized programs, so I’ll just share an idea of it, and then you can decide on your interest in pursuing.

With almost twenty  five years of experience, and nearly twenty of that studying the top producers and the top offices throughout the country, Perm, Temp and Contract Services, I have a good handle on what works and why. In the meantime, THE PEAC SYSTEM® has evolved into one of the best overall concepts in selection, training and management consulting available today. As you are probably aware, combining talented skills development with communication concepts creates a far stronger training program, and much more highly productive people than most programs can provide. The following discussions are but a part of this overall concept.

THE NEW CONSULTANT

From my experience, training structure for any new consultant should spread out over three visits, all within three to four months. I run a minimum of three day classes for each phase of the business, but you can save money combining this first phase for recruiting and marketing (all sales) into a single week, if applicable for your ‘senior’ people, or as an add-on for a separate function. Thus, one week to start, a minimum of three day follow up in four to six weeks, and a final advanced closing, three day program in an additional four to six weeks. This allows the consultant to become familiar with the process, put into place enough to see that it works, and then I’m back to fine-tune. The third visit is a refresher and much more in-depth closing and control class. Done well, the consultant should be a fully functioning (more productive) stand alone producer, requiring minimal management, in three to four months.

THE SEASONED CONSULTANT

As above, for a recommended three stage program, but many of our clients are content with ‘some’ improvement, and call me in on an annual ‘touchup’ basis. Program length is dependent on needs, with minimums of three days of either recruiting or marketing, or a five day program to combine them, when appropriate. The discipline (accounting, IT, sales, office support- whatever) does not matter. The ‘system’ fits across the board, very well. Keep in mind that one shot, even one week, won’t necessarily do it, not without a lot of reinforcement on your part. Clients most successful in taking my material to the next level on their own were, every one of them, non-producing managers, with plenty of free time for training and development. And tapes and seminars are basically a waste of time, because, if the consultant isn’t buying in, the trainer/speaker will never know. I prefer face to face training, where every nuance of the exchange of information is apparent. My process is lecture and lab, and few get away with hiding in the back.

In this basic training program, on site, I run a full week, five days, with ‘split’ hours so that your people do not get too far behind in their responsibilities. Usually 8:30-11:30 in the mornings, and 2:00 to 5:00+ in the afternoons. This allows about three hours to keep up with the day to day work (maintenance, not development), in between training and is the least intrusive to their environment. The smart ones will bring a lunch and eat at their desk.

In summary for this class, I begin on Monday by building a foundation of basic sales (which, not surprisingly, most salespeople have long forgotten). Sales, Recruiting and Temp divisions attend. Included in this section are the time management and self-management techniques and tools to show a consultant how to be productive while remaining free of hovering management (a blessing to you).

This is followed by one and a half days of recruiting, basics to advanced. Plenty of lecture and lab (practice). The next day and a half focus on Marketing (sales). In the whole program, the full service trainee sees the obvious parallel between marketing and recruiting, and makes the transition much easier. In a tailored program for you, the two are similar, but the exact content varies to fit the trainee. The third phase, closing is a nice finish to the process, conducted on Friday, requiring all divisions to attend, and ties down the three elements so that the individual can see the simple structure and, by adopting self management techniques, easily set up and attain high level goals. These training programs are packed full of lecture and lab. As my references will tell you, I’m not a talking robot. My trainees are involved. No getting around it.

This first program is the most important and can be used in two ways. Some use it as a once a year reminder, others use it as the springboard for the more intensive program, below. It depends on you and how much involvement you plan in the consultants’ work. Naturally, continued programs are less expensive after the first week’s introduction, depending on time between visits. Let’s examine a ‘Best-Bet’ training schedule and costs.

Three to five day Basic Training as previously described, focusing first on ‘sales basics,’ time management and recruiting, with marketing (all sales) included in the longer program.. This first month is primarily to establish a work ethic, build an inventory (clients and candidates/applicants, depending on the consultant’s function), and learn how to measure and manage their own performance. All skills should come up, depending on how long you, as manager, push for the role-playing sessions. In this extended program, once a week followup provided by me to management to promote consistency. Additional time optional.

PHASE II (Fifth to eighth week) $4,500  

This phase requires a three day followup training program to reset a consultant’s head toward the program. Many will have wandered, by now, and reinforcement is required to seek the best retention. Consultants are role-played to establish standards for quality performance, handling objections, down stream selling and the like. One day with Sales and Recruiting together, one each for the respective departments. Again, over the ensuing month, once a week followup provided to management, as the consultants grow. Additional time optional, billed in fifteen minute increments.

PHASE III (Ninth to twelfth week) $4,500

Again, a minimum three day followup training class is required to reinforce previous technique (retrieve the normal slipping retention rate), readjust the thinking to Closing, and the consultants are practiced with role-playing and what-if’s until they are conversant in handling the myriad ways a deal can slide apart. Followup to management for ideas and consistency. The consultants, at the end of this third period, should be capable of the doing the steps discussed in the following section.

RESULTS-LEARNED TASKS

1. Doing well at their respective function, marketing, recruiting or staffing.
2. Managing their goals, their productivity, and their activity themselves.
3. Generating the base line for any activity, inventory- Feeding the database.
4. Bringing both parties together with a reasonable ‘plan’ for placement.
5. Handling higher level objections.
6. Down stream selling the deal.
7. Building relationship clients-both sides.
8. Closing with skill, confidence, and sometimes, imagination!

SUMMARY

Well, in any case, here is a basic overview of my training. As indicated earlier, this is adaptable to fit your environment. Lots of information, but a valid proposal. Two points are important to note. One is that, in order to secure the time,  you pay for each phase per our contract, well in advance. The second is that you will cover all my expenses during any trips from my office. My current fees are $1,500 per day, minimum three day events, plus all expenses.  Weekends available at $500 per day surcharge. Program length exceptions may be made in certain circumstances. Email me to discuss the situation, or feel free to call (813) 634-5404.

You should keep in mind that I book out about six to eight weeks, which leaves only a few slots each quarter. You will want to move quickly if you need me in anytime soon. For now, this should create some more questions...

Sincerely,
                          George W. Tucker
                                 President
                                        THE PEAC SYSTEM®

See three day schedule for Recruiting

See three day schedule for Marketing/Sales

See five day schedule for Recruiting and Sales

PS: You should be aware that a less expensive, and very effective alternative exists for follow-up training. This is available after the initial three or five day program.  Visit our Online Campus© to see if it would suit your purposes. The tour is free.