CES

Continuing Education Services

Evaluation and Improvement – An association’s 7th key to quality continuing education

Does your association have participants evaluate each of courses upon completion? Does your association provide evaluations because it is expected? Does your association require course evaluations from each participant before certificates or credit is awarded? Does your association have a systematic approach to annual or semi-annual review of the overall education program? In order to establish a quality education program you should have answered either yes, or working on it to all of these questions. And, if your answer is yes to any of these questions, what do you do with all of that information once it is collected?

I am amazed at how many associations go through all the time and effort to provide some type of evaluation form for participants at the end of the session then do little to even collect the results. At a minimum, the collected information should be used to improve the course content, format, instruction, delivery, and promotion. It should not be used just to determine if participants liked the food, liked the instructor, and that the temperature of the room was OK.

Your association should build a system that continually evaluates all of the courses upon completion. At a minimum you should share all of the information in a detailed summary with your education advisory committee, your faculty, and your staff. Use the information you collect to continually improve your program and courses and to build upon your reputation as an association that offers reliable quality education.

Closing the Loop: Evaluation and Improvement – the 7th key to quality continuing education

Flickr photo by azwaldo/3256080624

You are almost finished – but not yet. You have completed the assessment and followed through with your planning. You designed the curriculum and developed the course content. You developed your marketing plan and promoted the course(s). You finished up on the delivery of the course(s), so now what? You don’t just want a good program you want an outstanding program, built upon high quality course content and delivery. To do this you included an evaluation and feedback process. You build a system that continually evaluates all of the courses upon completion along with an operational work flow process for each year. Set up a system that will evaluate each course, service or product against (Key 3) measurable short and long-term educational goals with performance projections. Most of all don’t let this valuable information collect dust. I have watched too many organizations evaluate each of their courses because it was expected or required, and then do nothing with the information they collected. Share all of the information, in a summary and detail where appropriate with your education committee members, your faculty, and your staff. Use the information you collect to continually improve program and courses, to build upon your reputation as a quality organization, and to become more profitable.

The 6th Key for a Product Manufacturer: Implementation and delivery of continuing education

For the product manufacturer, the first rule of implementation and delivery –keep it simple and follow your action plan. One strength of the product manufacturer is their product research department. The big question is how do they use that information when delivering education? Add to their research, the product manufacturers are in a prime position to develop project studies or case studies about actual application. Where so many product manufacturers slip up, they run their client continuing education programs from their marketing department using their sales force as the trainers. It is difficult to be an effective trainer if your income is based entirely on what you sell. An answer to this problem –rule number two is to have your technical staff deliver the education to your clients. Team them with a sales staff if you must but then structure their salary to reflect that some of their time is spent in education marketing and not direct sales.

Here is an example of one company that has learned to design and deliver product education correctly,Pella Windows, Commercial Division. In 1989 Pella hired an architect, Terry Zeimetz, AIA, CSI, CCPR to design and teach architects and engineers about their products. Based upon adult education principals and clear learning objectives Terry incorporated Pella’s research and developed courses slowly over time that were based upon projects related to the architects and engineers needs. These education courses were not sales pitches. Pella was patient and gave their plan time to develop and unfold. They built their program around their research and ongoing need assessments. Because of a solid foundation, by the time they reached the implementation and delivery phase the process went reasonably smooth, it grew and continues today. Terry was not afraid to try the new and the different, something that connected to Pella’s strategic education plans. Pella’s on-site education and product tour has become the standard for offering site tours for the industry.

The 6th Key for a Firm: Implementation and delivery of professional education

For most firms the big question is how committed is the firm toward promoting continuing education for their employees? Assuming that the leadership of the firm is committed to the professional growth of their employees then assessment of employees and firm needs, analysis of the data, and setting measurable objectives are the basics to insuring that implementation of the best process will succeed.

There is no shortage of eager education providers and consultants available, firms should have little difficulty matching education to needs. Many firms that have successful internal professional education programs start by forming and education committee that handles the administration functions of need assessment, selection, implementation, delivery format and other administrative type functions. Generally a staff member is volunteered to handle the facilitation of these duties. As a rule of thumb, if the firm has more than 50 employees the position could be half time with pay or shift of billable hour responsibility. When the firm reaches 100 employees it is time to consider committing to a full time staff person to coordinate the responsibilities of education.

What use to be predominantly a choice between sending staff somewhere externally for training or allowing vendors and consultants to come into the firm has radically changed these last 5-10 years. The use of the internet changed everything and has opened up many new possibilities for adding new delivery formats of education to the firm’s staff. Surprisingly, a hot issue now is what policies are needed to “control” the use of the internet by employees. While cost is the excuse often given for not using new technologies, control of employee’s use of time is more often the concern. Some firms have embraced the new technology and invest in expensive LMS tools. However, there are many solutions available today that are inexpensive that firms could use for implementation and delivery of planned employee education. Other firms withdraw from the technology tools completely and block access to social media tools such as Facebook and limit delivery format types like flash. The education committee needs to match the firm’s strategic plan, with employee needs, and delivery formats. There are so many options available that a blended approach should be seriously considered. Internal technology policies should be realistic and open to considering what are the firm’s education needs. You can either educate your staff or spend time recruiting and training replacements. Identify a qualified staff member and provide the direction and support necessary to maximize on the opportunities. There are now four generations in the workplace. They don’t all learn the same way. Be flexible!

Implementation and Delivery: The 6th key to quality continuing education

Flickr Photo by NASA on The Commons

The first rule of implementation and delivery, follow your action plan. Be patient and give your plan time to develop and unfold. On an organizational level think in terms of a process that may take 2- 3 years to see real results. Between your needs assessment and analysis (Key 3) and planning and performance projection (Key 4) you should discover that you have been provides with direction and a path to follow. At the course level, keep a close eye on the competition, technology, along with your profession or trade issues. The entire world of continuing education and professional education has changed in the past several years. With four generations now in the workplace there is still room for the tried and the traditional but build a little flexibility into your plans to accommodate some advances in technology. Don't be afraid to try the new and the different but do so in measured steps that connect to your strategic education plans. Technology is changing faster than your three year plans. Stay as current of technology as your budget will reasonably allow. Be prepared for continual change and adjust accordingly. Plan on it!

The Fifth Key for the Product Manufacturer to Offer Successful Education Courses: Marketing and Promotion

You will find that most successful product manufacturers have some form of internal professional development for their own staff. For this article I want to focus on the product manufacturers who provide education courses to their clients as part of a strategic marketing approach. Within the design, medical and financial fields the marketing department of a product manufacturer will arrange to offer education courses in a firm’s office, at the professional association local chapter office, and occasionally in a local hotel.

Those businesses that rely on their brand reputation alone will likely fail in their education efforts. When it comes to education, adequate promotion and advertisement is essential. Marketing and promotion of education programs has changed dramatically in just the past 2 - 3 years. Mark Johnson FAIA, CKD, AIBD was a primary force behind two winners of the AIA/CES Award for Education Excellence in the product manufacturer category. Mark led the team at CertainTeed, when they first won the award twice in the late 1990’s. Mark then lead the Whirlpool Corporation architecture education program in 2009 when they won the same award. Mark indicated that with CertainTeed they originally did all the traditional types of promotion of their education courses, trade shows, printed materials, and direct mail. At Whirlpool Mark began to alter his promotion approach by cutting back some of the traditional methods, in large part due to the economy. As a replacement he added online advertisements and online sponsorship. Today Mark has gone high tech, with emphasis on social media. For Mark there are now fewer trade shows, fewer printed brochures, and fewer online advertisements. Several times a day Mark tweets online to build brand awareness with the design community and consumers. Mark lists as the big three social sites for the design industry, Facebook, Twitter, and LinkedIn. Mark states that social media is like an overlay on top of all of the traditional promotional methods What once took weeks or months to plan and execute now takes hours and minutes, and he can reach both a broader audience and a highly targeted audience. Through Twitter he can promote thought leadership, industry events, and products, real time throughout the day.

To bring marketing and promotion into the present I would point you to the blog of an interactive marketing and online media expert, Elizabeth Grenier. As the Strategic Accounts Manager at Percipio, Media Elizabeth writes that there are 3 eCommerce Phrases You Should Know Using Social Media. she lists E-auction: A tool used in industrial business-to-business procurement; Web 2.0: A second generation of web-based communities such as social-networking sites, wikis, blogs, and folksonomies, which aim to facilitate creativity, collaboration, and sharing among users; and Virtual communities/Community of Practice: A group of people that primarily interact via communication media such as letters, telephone, email or Usenet rather than face to face.

The Fifth Key for Firms to Successful Education Courses: Marketing and Promotion.

The Fifth Key for Firms to Successful Education Courses: Marketing and Promotion.
The emphasis for most firms is internal professional development of their own staff. Those firms that think strategically will include key clients when it is appropriate to share knowledge and information on common critical elements of a project during their training sessions. Even though most training is internal for firms I still want to highlight the fact that there are two actions that need attention as the firm builds their education programs, marketing and promotion.

Be sure that your firm’s education strategic plan is integrated into the business marketing plan. As part of the strategic development process, include a targeted needs assessment of not only your staff but one that includes the education needs of your clients as well. For your firm to be most effective your staff will need to be aware of the knowledge level of your clients related to the projects you are working on together. Do your clients need to have your staff teach them through each step of the project or merely inform them of your progress as you work through the scope of work? If you find that your staff consistently needs to train your clients then you need to be sure that your staff is knowledgeable about the subject and know how to train your client. How does this become a part of the firm’s marketing plan? Your trained staff becomes a selling point.

During the past several years, in large part due to the economy most firms have had to alter their approach to offering internal education to their staff. Most firms cut back on staff support, others released their education staff, and still other firms cut out the budget for education entirely. According to Jill Faulkenberry, PHR, Director of Human Resources at the architecture firm FreemanWhite, Inc., firms have had to reduce their education efforts and become smarter about how they offer professional development. I asked Jill, with four offices, Charlotte, NC, San Diego, CA, Nashville, TN, and Leeds, UK how do you communicate what, when, where, how and why staff should take internal classes. Jill stated that even with an award winning sophisticated intranet system FreemanWhite relies on the basics. Jill says the firm uses staff meetings to promote important upcoming training; those the firm leadership believes support the mission and/or culture. The most widely used promotion method is email and the notice taped next to the coffee machine. For the FreemanWhite Academy – a structured program that is integrated into the employee’s performance appraisal and promotions, the classes are promoted on the FreemanWhite internal website and internal newsletter. Jill stresses, “keep the promotion timely, accurate and simple.”

As the Director of the FreemanWhite Academy Jill realized that sometimes it is better to let others provide support and assistance. Thinking strategically FreemanWhite wanted to share some of their in-house developed courses with the rest of the design and construction industry. To achieve this goal FreemanWhite Academy partnered with AEC Daily to market and promote some of their online classes.

The Fifth Key for Successful Association Education: Marketing and Promotion.

Associations can be successful by concentrating on their core mission. Their marketing approach should draw attention to the mission using a focused brand image. But just because the overall marketing approach contributes to the success of the association do not expect that same approach to work as well for the association’s education program or courses. When I discuss education within the context of an association I go back to my first key to building a successful education program - the commitment and support from the association’s leadership toward supporting and promoting the education program. Needless to say, the association’s education program should support the mission. However, while providing mission support education programs are still bound to their own set of traditional guidelines and business rules. My experience tells me that everyone knows what good education looks like – just ask them. Everyone has gone to school and attended classes at some point in their life. And everyone has an opinion on which teachers or instructors they liked or didn’t like, and why they feel that way. I call this the education expectations of the association’s leaders and members. Key two is critical in focusing in on the education expectations of the members through needs assessment.

For associations the fifth key is to promote the mission through education while identifying the related issues and developing education content that is offered to the membership meeting their expectations. The leaders of the association education must commit to including a separate promotion and advertising campaign of their education programs and courses not only to the general membership but also to targeted, special interest groups. I do not know of any association that would try to hold an annual conference or convention and not provide a directed promotion and advertising campaign to support that effort. Within most annual conferences you find sub-groups, those looking for information that addresses their interest.

There are those that believe that by simply marketing the association brand, they are also promoting their education courses. I do not hold that belief. What I have observed working closely with numerous associations over the years: poor promotion and advertising generally results in poor results based upon industry standard measurements of successful. Education programs and courses frequently succeed or fail based upon the success of the promotion campaigns of individual courses or specialized education programs such as certificate programs. You can have the world’s most advanced cutting edge courses taught by the most knowledgeable subject matter experts (SME), and delivered in the most appropriate formats at the right price - but if your target audience doesn’t know about event – it will fail. Associations that rely primarily on their reputation and branding for the association alone will incur poor results for their education efforts. When it comes to education adequate promotion and advertisement of the courses, related products, and services is essential for success.

The Fifth Key to Successful Education Programs and Courses: Marketing and Promotion.

Photo on Flickr by Mikko Luntiala

Note that I use two action words here, marketing and promotion. If the education program is intended for internal organizational use then be sure that your marketing plan is related to the needs assessment of your staff and indirectly to your clients. If the organization has fewer than 50 staff, internal promotion can be simple. Usually internal promotion can be successful on the organizations website, internal newsletter, email blast or a notice taped next to the coffee or soda machine.

If the program or course is intended for external use then be sure that your education marketing plan is included as part of your overall organization plan. Many organizations believe that by simply marketing their organization brand, that they are also promoting their courses. Education programs and courses succeed or fail based upon the success of the promotion campaigns of individual or collective courses or specialized education programs. You can have the world’s most advanced cutting edge course that is taught by the most knowledgeable subject matter expert (SME), which is delivered in the most appropriate format, and offered at the right price - but if your target audience doesn’t know about it – it will fail. Those organizations that rely on their reputation and organizational marketing alone will likely fail in their education efforts. When it comes to education, adequate promotion and advertisement of your courses or education products is essential. Budget accordingly with separate line items for promotion and advertising of education courses within the overall marketing budget.

What Content?€- The missing fourth key for product manufacturers.

The missing fourth key to unlocking the secrets of a quality education program for the product manufacturers and service providers includes external assistance. Product manufacturers can be effective in the developing a systematic approach that will identify the appropriate subject matter content and support a consistent work flow process. Product manufacturers are rarely effective in the design and development of the actual course that they offer. If a product manufacturer was to ask, €œWhat do I want the participant of this education program to be able to do upon completion of this class? The answer would be? If your first thought was to either buy or use our product you would be among the vast majority.

I have reviewed thousands of product manufacturer course evaluations. I have listened to hundreds of professionals talk about manufacturer'€™s courses. And I have sat in on hundreds of these courses myself over a period of more than 20 years. I have just one piece of advice for the product manufacturers who are thinking of develop these courses, get out side professional help.

What the product manufacturer often does have is a reliable source of new content and potential material that could be used to offer a steady new supply of continuing education courses offerings. Instead they often teach the same one, two or three courses over and over. There are a multitude of education formats and delivery models from which a product manufacturer can choose. Unfortunately they are so often locked into the mainstream sales and marketing approach that requires they stand in front of their customer. While this may still be the most effective for them the rest of the world is moving on without them. And then you must ask: "Where are the learning objectives?" Remember that we are talking about education courses and they are not supposed to be direct sales pitches.

Over the years I have seen many very good product manufacturer courses. CertainTeed offers some excellent examples. They were ever a multiple winner of the AIA/CES Award for Education Excellence. And as you can guess, they used education consultants to assist in the development and design of their courses. I only ask of most product manufacturers, please do not try to do development and design education courses on your own.

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