Training Brokering - What's in it for You?
Why Brokering
Although not a new concept, brokering is becoming more and more prevalent as the choices for consumers and business widen. Whether it is finance, insurance, health or any other industry, brokers will support their clients by matching appropriate services with specific needs at competitive market prices. The cost to the consumer is no more than what the services would have been accessed if going direct to the service provider. A broker simply helps the client navigate the complex array of options and alternatives available in a particular service or product area.
Training brokering is not new either. In fact, Polson Training Brokers commenced business in 1990 and while only recently closing up shop following a series of acquisitions into larger companies, is now reinventing itself having combined merged broking activities with aCE talentNET. The new company, aCE talentNET continues to provide existing clients with brokering support across the full management consulting services and also continue to focus on providing new and existing clients with support in training and facilitation, learning & development and human resources. aCE talentNET can provide human resource and human resource development consultants for as short as under an hour for conferences, or as long as a permanent role - and everything in between. Essentially, assisting clients build a permanent internal capacity or help hire contractors with more confidence and great speed - at no extra cost.
Brokering versus Outsourcing
Director, Deirdre Gruiters is seeing the trend where there is a growing need for training brokering services as more and more businesses move to outsource core learning and development capability. Bersin & Associates, specialist e-learning research and consultancy company released its findings in a "Training Outsourcing What Works Report" in June 2004 where findings supported anecdotal data that companies are outsourcing corporate training infrastructure and capability. While the key driver for outsourcing is cost reduction, it is increasingly evident that clients are able to leverage off the specialist skills of outsource partners, including (but not limited to) specialist knowledge, capability, market intelligence and economies of scale.
While not seeking to be the full end-to-end outsourcing provider of learning and development activities, aCE talentNET can provide significant expertise, particularly when it comes to identifying key training resources whether that be to support specific project implementations or ongoing training requirements. "We are finding that many companies have downsized their training activities, particularly their in-house facilitation teams, and therefore need to work with external partners to allow them to resource up on a needs basis. Companies are finding that the cost model for maintaining a large team of training resources is no longer viable, and instead are choosing to access these resources as the need arises" says Deirdre Gruiters. "By working together with aCE talentNET clients are able to tap into a network of 1000 independent consultants as well as the specialist knowledge and expertise of aCE talentNET staff of the management consulting market".
Brokering versus Consultancy
Unlike specialist consultancy companies a brokering service will give a greater choice of options. The clearest distinction between consulting and brokering is that a broker will not offer solutions - but rather a range of options to deliver the services required. "Our experience is that clients maintain the strategic capability in-house and therefore in the majority of circumstances know exactly what it is they want. Our job is then to recommend one or a variety of possible consultants that can deliver that strategy". Deirdre Gruiters explains. In addition, the cost of employing a consulting company will invariably be higher due to higher overheads and cost models.
Via an online Database aCE talentNET is able to access its Consultant Community and tap into consultants (many that have worked in the big 5 consultancy companies) who have made the decision to work as an independents. They are available at lower rates whilst still having the same experience, background, credibility and intellect.
As touched on, the cost models between brokering and consultancy are very different. Brokering services come at no cost to the client as fees are negotiated directly with suppliers or consultants. In addition, aCE talentNET is very clear about maintaining the integrity of the 'market' and not loading consultant rates with their fees. Sadly not all brokers work in this way, hence the sometimes negative connotation associated with 'brokers'.
What Can Training Brokering Offer You?
Like all aspects of business once you establish a level of trust with a service provider, whether they are internal or external, a partnership mindset will ensue that will maximise the relationship. "At the risk of sounding glib, our goal is to form partnerships with our clients, to seek to understand their business drivers and needs, and then work with them to help them deliver on that" says Deirdre Gruiters. There are five key advantages of working with a training broker:
Support an Outsourcing Model
As many organisations seek to implement an outsource, or partial outsource, model working with a broker can bridge the gap between internal and external resources. aCE talentNET enjoys good relationships between corporate clients and expert full service outsource providers by coordinating training resources, particularly facilitation teams.Support selection process and administrative functions
A good broker, like aCE talentNET, will work with a client to get a full brief of requirements then use its contacts, network and expertise to short-list the numerous potential candidates to a few high quality consultants. "In many cases, as a partnership develops with a client, we find they really just want us to send them one consultant. Once they can see what we can provide and the quality, the client feels comfortable that we are putting forward the best candidate - therefore they don't need to waste additional time by interviewing a number of potentials. In a nutshell, we take the pain away from what can be a long, drawn out selection process. As client internal L&D functions become more strategic this type of activity is not the best use of a senior managers time" says Deirdre Gruiters.Access to reputable high quality consultants and suppliers
Through collective market experience exceeding 30 years, aCE talentNET directors and associates can tap into a national network of consultants and providers. The recent launch of an online Consultant Database ensures that consultant details are consistently updated and current. The credibility of any broker essentially rests with the quality and range of the consultants they able to put forward to clients. Brokers not only act as a representative for independents but also for quality service providers. "We recently had a Top 100 client approach us for a topic idea and presenter for an executive conference. We were able to put them in touch with a company that delivers an outstanding emotional intelligence assessment, coaching and a suite of online training modules. This proved to be a very beneficial introduction for all concerned, not least of which for the executive managers who have since reported a significant increase in workplace effectiveness" explains Deirdre Gruiters.Administrative and Cost Effective Service
Brokering services are highly cost effective in that the fees are agreed between the broker and service provider and not the client. Providing a high level of administrative support is also a key client service. As a broker is often the 'middleman' between the client and service provider it is essential that support is provided in a way that adds value to the client activity and not hinder it. Once the relationship is clearly established between client and service provider aCE talentNET steps back and provides support only by way of coordinating activity (eg training dates, locations etc), providing regular client and consultant updates and providing financial support via invoicing management etc.Virtual Training Teams (National and International)
Many companies are outsourcing their internal training and facilitation teams with a view to resourcing up as necessary, hopefully being able to tap into previously known facilitators. As the market demand expands for this type of activity in conjunction with the general employment skills shortage companies may need to work with external partners to tap into the necessary talent to deliver the business agenda. "We are noticing an increase in demand from clients seeking to put together national training teams to deliver large scale project implementations. We are currently working with a number of clients that need to identify high quality trainers in all States to deliver their particular training agenda's. Using our network of national trainers and consultants ensures we are able to do this quickly, efficiently and at the market rates afforded by the client" say Deirdre Gruiters. "We are then able to support the client with coordinating availability, travel, and general administrivia". aCE talentNET also boasts a significant international network also, particularly New Zealand and Asia.While brokering has in the past been questioned for its value add, in today's changing employment market more and more clients are showing an increasing willingness to work with innovative external 'partners' to help them deliver their business objectives. Maybe brokering could be right for your organisation?
For more information on this article please contact Deirdre Gruiters via email deirdre@acetalentnet.com.au
