The Shift from Information to Solutions

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The Shift from Information to Solutions

• San Francisco Conference 2008
• Greg Marsello

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The Big Picture
Open Enrollment Contract Training
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Information

• Knowledge communicated or received concerning a
  particular fact or circumstance

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Solutions

• The method or process of
• solving a problem.
• The answer to or
• disposition of a problem.

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Education About Information

• Professors
• Classrooms
• Attendance
• Grades
• Tests/Exams
• Schedules
• Start/End

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Education About Solutions

• Answers
• Results
• Resolution
• Problem Solving
• Support
• Guidelines
• Remedy
• Resource

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Solution Examples

• consulting
• testing
• needs assessments
• operations help
• speakers
• facilitation
• problem solving
• event management

• individual training learning plans
• project management
• software tools
• academic counseling
• space rental
• project support
• instructor solutions

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Key Concepts

• Local grocery store now includes pharmacy, film,
  drop off daycare while shopping, dry cleaning,
  deli, and so on
• Why???
• To get you to repeat and increase your LifeTime
  Value
• One Stop Shopping

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Why the Shift

• Increased competition
• Complexity of the world
• Lack of time
• Self-sufficiency requirement
• Trust factor

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Challenges

• Need to be speedy
• Need to be flexible
• Need to be innovative

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Solution Providers

• You will need to increase your cadre of
  providers.
• You will need to shift how they think.
• You will need to understand
• their potential, as well as their
• strengths and weaknesses.

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Easier on You?

• Doing more work, but with
• fewer clients or
• students/participants

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How?

• Relationship building
• Selling
• Expand resources
• USP
• Stair step selling
• Exceptional customer service
• Keeping informed

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6 Examples

• Provide consulting for a company you have been
  selling training to.
• Build a software system for a local nonprofit
  agency.
• Provide counseling to people entering certificate
  programs.
• Handle registration for a conference.
• Send instructors on North American tours.
• Develop and sell curriculum.

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• THANK YOU!
• Greg Marsello
• info_at_lern.org