Issue 1, September 19, 2012

PERFORMANCE SOLUTIONS UPDATES

INDUSTRY OVERVIEW,

LANDSCAPE & COMPETITION

by: Jon Gornstein

Overview – Training Industry

According to the American Society of Training and Development’s 2011 Industry Report, corporate training is a $171.5 billion industry, of which 26.6%, or approximately $45.5 billion, is provided by external suppliers.

Training Industry Market Spending

-- Outsourced Spend -- Insourced Spend -- Total Spend Source: TrainingIndustry.com, 12.29.2009

Overview -- Professional Skills and Performance Training

Persona GLOBAL products and services largely fall under the Professional Skills and Performance Training Industry, which is defi ned by IBIS World as fi rms which offer short courses and seminars for management and professional development. Training may be provided through public courses or through employers’ training programs, and courses may be customized or modifi ed. ASTD’s 2011 State of the Industry Report reveals that the per-employee spend in 2010 increased by 13.5 percent). The 2010 average expenditure represents the largest consolidated direct expenditure per employee ($1228) since ASTD began collecting the data.

The most recent study (2010) in the corporate training industry suggests that some 70% of all organizations still use classroom instruction versus online delivery as their primary method of training delivery. In 2010, technology-based delivery declined overall (from 36.3 percent in 2009 to 29.1 percent).

Approximately 60 percent of all corporations offer communication training in some format—either writing, oral presentations, or one of the interpersonal skills topics (such as listening, confl ict resolution, negotiation, or general communication). These courses appeal to a broader group of people with a wide range of skills. Some of this training has been developed internally and is woefully inadequate to produce the desired outcomes. The one-third

of organizations that do not yet offer any such training represents our growth opportunity as well.

In overviewing the training industry, it may be helpful to differentiate between the corporate training industry and the personal development segment of the industry.

The training industry comprises organizations that sell primarily to the corporate market, non-profi ts, or governmental agencies. Their products or services are typically classroom courses or online courses intended to train an entire employee population. The buyer is typically a Human Resource director, line manager, or C-level executive who buys for a staff of 100 to 100,000 employees. The training systems, products, services, or processes are scalable. That is, they can be sold and delivered by anyone––once the content is created. The owner/principal of the training vendor may or may not be a published author and speaker. Examples of such training companies include: Achieve Global, Forum Corporation, American Management Association, The Center for Creative Leadership, DDI, Franklin Covey, The Ken Blanchard Companies, and IBM Learning Solutions. Such businesses are bought and sold routinely.

The personal growth segment of the industry comprises individuals who are known as “gurus” in their subject matter and who have developed a personal following. Their product or products are typically books, videos, audios, and “boot camps” are almost exclusively delivered by them personally in big public venues, on TV, or online. Their primary customer is the individual or occasionally the small business owner (1-50 employees). They may or may not have a “manager,” “salesperson,” or “administrative staff” behind them to handle the administrative part of the business while they travel and speak. Their business is not scalable. Their success is personality driven. Examples of such personal-growth experts include Depak Chopra, Tony Robbins, Brian Tracy, and Jack Canfi eld. When these expert “gurus” retire or die, their businesses cease to exist.

Persona GLOBAL® l September 2012 l www.PersonaGLOBAL.com

Persona Gloabl® newsletter

PG

SEPTEMBER 2012• Gameplan Android phone Application

is in Arabic, Chinese (Simplified), Dutch, English, French, German, Greek, Hungarian, Italian, Japanese, Korean, Portuguese, Spanish, Serbian and is in Google Play Store. Please download it. If you are interested in translating app, please contact quan@personaglobal.com.

AUGUST 2012• User interface and report text for

Performance Leadership are now available in Dutch.

• Project Management 360° is now available in German-Swiss.

• Cooperation & Beyond (CB) Risk/Trust and Needs Awareness overall matrix for each workshop is available to download by clicking Generate Reports under “Generate Overall Reports” column on Manage Workshp screen of CB program.

Persona GLOBAL® NEWSLETTER

September, 2012 VOLUME 1

4Industry Overview4Performance Solutions Updates4Highlights from the 33rd AnnualPersona GLOBAL International Conference Round Table Recap Newly Certified Trainers New Workshops4Interview with Madi Radulescu

http://www.personaglobal.com/

Persona Gloabl® newsletter

Issue 1, September 19, 2012

Since 1980, Persona GLOBAL® has been both a direct management consultancy as well as the hub of a network of organizational development practitioners. We provide robust, field-tested performance solutions and survey instrumentation.

NEWLY CERTIFIED TRAINERS

NEW WORKSHOPS

ROUND TABLE RECAP.One important benefit of any conference is to share experiences and learn from each other. At this year’s International Conference, Janusz Kamieński, Partner at Persona GLOBAL Poland and CEM consultant facilitated the first annual Best Practice Round Table.

Here are a few examples of what participants had to say:

Earning the RightCustomers‘ Pain:

• Too many unsolicited sales calls

• Difficult to differentiate among the wide array of similar offers

Best Practices:

• Keep your message in simple, clear, actionable terms. Offer demos. Talk of other customers’ experiences

Needs AnalisysCustomers’ Pain:

• The gap within the company; between HR & business unit or influencing persons

Best Practices:

• Meet the originator (HR) to clarify

• Have a focused group discussion; facilitate the group discussion to resolve the gap

RecommendationCustomers’ Pain:

• Difficult to differentiate between the variety of solutions they receive

Best Practices:

• Include proofs and data from successful projects from people in their business sector.

Delivery Customers’ Pain:

• Overshooting timelines and budget

Best Practices:

• Best project management practices (deliverables, timelines, check points, gates, dates, budget…)

Sustaining RelationshipsCustomers’ Pain:

• Lack of new ideas, no next-steps, no recommendations

Best Practices:

• Recommend implementation plans to customers

TRAINERS PRODUCTS

Abimbola Adebakin CSMC

Antti Erävaara CSMC

Apiwut Pimolsaengsuriya CSMC

Bill Chan CSMC, IDM, BHPT

Hisham El Bakry CSMC

János Serényi CSMC

Janusz Kamieński CSMC

Jose Luis Cascallar CSMC

Kiyun Kim CSMC

Koen Vanbesien CSMC

Paul Stuart CSMC, IDM, BHPT

Saranpas Kingkaew IDM

Susan Gao CSMC, IDM, BHPT

Tawfiq Algargoush CSMC, BHPT

Thilo Eckardt OAS

Cracking the Sales Management Code

Chronos

Building a High Performance Team

NEWLY CERTIFIED TRAINERS

Persona GLOBAL® l September 2012 l www.PersonaGLOBAL.com

INTERVIEW WITH MADI RADULESCUEarlier this Summer, we had the pleasure of welcoming Madi Radulescu and her family to our corporate headquarters in Sausalito, California. This was the first time that Madi had visited the United States. We spent a few minutes talking with Madi to learn a little more about her.

Q: What is your professional background?A: I was trained a s Petrochemical Engineer.

Q: How did you get involved in training as a profession?A: In the mid 1990s I joined the Open University as a lecturer and helped to develop an MBA Program.

Q: What do you enjoy most about you career?A: I like generating projects and working as part of a team.

Q: What are your impressions of the San Francisco Bay Area?A: We are absolutely seduced by it. We visited Fisherman’s Warf. The crab and the ‘original cheeseburger’ were are favorite foods to eat so far.

To learn more about Madi and her company MMM Consulting International visit

http://www.mmmconsulting.ro

Highlights from 33rd Annual Persona GLOBAL International Conference

Athens, Greece, August 31st - September 3rd, 2012

MADI RADULESCU’SEXPERIENCE

MADI RADULESCU’SCERTIFICATIONS

Director of Business Development, Central and Eastern Europe Persona GLOBAL, IncJune 2010– Present

Managing PartnerMMM CONSULTING INT’LFebruary 2003– Present

Managing DirectorCefin Real estateSeptember 2003– April 2006

Training and Consulting DirectorCODECSSeptember 1999– March 2002

• Thomas International certified consultant

• Certified consultant Persona GLOBAL, PC, MAP, SCA, OEA, OAS, TM, SN

• Certified Master Trainer for Persona Global Methodologies PC, MAP, SCA

• Certified Consultant

• Certification, Executive Coaching