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OPINION


deputy Editor, training journal @LightbulbJo


Cook looks t


he way our learning and development profession is perceived is something


in which we all have a part to play; whether you are one trainer in an organisation, part of a team, or an external business of some description. Te work and reputation we bring to a client or project helps build our personal profile, as well as that of our team or company, and also of L&D as a whole. What got me thinking about this


were conversations about remittance for the different types of work I do in my own company, outside of work at TJ. It’s interesting what clients are happy to pay for, and what they feel is worth a lower rate. With a client recently, I stated


my day rate – which they were happy with – and we knew some design


What I’m hearing is: ‘The design and preparation isn’t as important as the live delivery.’ Maybe you are hearing this differently or have another perspective. I’d love to hear it via our TJ Forum





work was also needed. Personally, I charge everything at one-day rate. If nothing else, it makes the maths easier! Tis particular client suggested that the design work should be paid at a much lesser rate, roughly half what I had suggested it would be for delivery. I had a similar situation with


another client – completely different geography, industry and project. Te delivery rate offered was great, then there was a prep rate a bit lower, and then a design rate even lower than that. What I’m hearing from these


clients is: “I really value your live facilitation skills and the years of knowledge and experience, and I’m happy to pay for that.” Brilliant, no


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outcomes and, ultimate- ly, the performance of people at work. All of which are equally valuable when done well. But what do you think?


Jo Cook is the deputy editor of TJ and is responsible for our online community. Her next webinar on technology takes place on August 11 – register online at www.trainingjournal. com/webinars. Jo can be contacted at jo.cook@ trainingjournal.com


| August 2016 | 9


Jo Cook reflects on the professionalism of design


arguments. What I’m also hearing, though, is: “Te design and prepa- ration isn’t as important as the live delivery, so we’re going to pay you less for it.” Hmm. Maybe you are hearing this differently to me or have another perspective, and I’d love to hear it via our TJ Forum: bit.ly/29Kp4Fg On a recent project, the live


facilitation of a client’s material was greatly enhanced by some extra design work – it made sure that the content focused on the performance outcomes and discussing the issues, rather than broadcasting content. Tis isn’t about the money. It’s about the perception that design work is less valuable than delivery. For me, they are equally important, just different. If any aspect of the design hasn’t been done well, it affects the delivery, the learning


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