Clients are From Mars, Vendors are From Venus

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Clients are From Mars, Vendors are From Venus
Karl M. Kapp, Ed.D., CFPIM, CIRM Assistant
Director, Institute for Interactive
Technologies Professor, Bloomsburg University
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Objectives of Session

• Clients-obtain the best e-learning solutions for
  your needs at the best prices available.
• Vendorsassist buyers to evaluate alternative
  solutions and differences between vendors.
• All-adapt the RFP process to match the best
  solutions, clients and buyers with each other.

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Translation is Needed

• Universal Translator
• Translation
• www.e-learningguru.com/EBT2003/ebt.html

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(No Transcript)
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Miscommunication

• Define as a percentage of time
• Frequently
• Sometimes
• Whenever Possible
• Almost ready

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Miscommunication

• Define
• E-Learning
• Interactivity
• Engaging
• SCORM Compliant

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Miscommunication
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Miscommunication
Vendor Writes
Client Thinks
What the Vendor really meant
We have extensive Experience in retail Banking.
Our clients Include - Citigroup - Fannie Mae -
Federal Insurance Credit Division
These organizations are similar to retail banks,
this is close enough because many of the issues
are the same regardless of the exact content.
These are not retail Banks. The vendor doesnt
know our business.
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Panel
John Welsh, Allen Interactions Audrey Kuna, Get
Thinking, Inc.
Don Bolen, Delta Air Lines Scott Copeland, Booz
Allen Hamilton
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Common Ground

• Provide a list of definitions
• Single Source Relationships
• Open Communication
• If pricing matters make that clear
• Easy to understand pricing model
• Purchase like a professional service not a
  commodity
• Keep jargon to a minimum
• Avoid the legal department

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Resources

• www.karlkapp.com
• Winning E-Learning Proposals The Art of
  Development and Delivery