August 2003

Question

I would like to know about what options I have for obtaining health insurance for my family. Currently I am using COBRA from my last employer (layoff), but I am thinking about taking a 6-9 month contract and was wondering if there is any other options out there for consultants. Is COBRA my best option at this point? I have not started it yet, so it is not a time issue. Thanks.

Answer

People who work inside an organization become so accustomed to the company paying their health insurance bills, they do not realize that millions of people purchase their own insurance. Whether it is called PPO, HMO, group, or individual health insurance, you certainly do not want to be without it. I suggest you check your yellow pages and contact an insurance broker that represents several health insurance companies. A representative will examine what COBRA offers and compare it to what the insurance companies they represent have available. If you don't like to depend on the yellow pages, contact a friend or neighbor who owns his or her own business. Most everyone is covered by insurance and those who are independent store owners, independent carpenters, farmers, accountants, restaurant owners, tutors, or a host of others, purchase their own health insurance from an independent company.

Question

Our company certifies consultants to train our programs. We pay them $600 per day plus travel expenses. Our workshops range between $4,900 for a one-day, $7,200 for a two-day and $8,200 for a 3-day. Should we be paying more?

Answer

I do not have enough information to respond completely to this question. For example do your trainers travel? Do you pay expenses? Do you increase the rate after a certain level of work? Do the trainers require unique skills? What's the going rate in your area? What other costs are involved in conducting a workshop? What are your overhead rates? What market sector do you train? What level in the organization? Who are your clients? All of these and many more aspects play into the equation. Only you know the amount you should be paying. If you are getting qualified trainers for $600 per day, I do not see a reason for changing the formula. On the other hand, if the trainers do not have the kind of experience and expertise you desire or if you are unable to keep them in your employ you may need to pay more. This is a supply and demand question.

Question

I have recently entered into a "partnership" with a person who has authored a book on Personal Leadership. My role is to develop a training program around the concepts in his book and help, market, sell, and facilitate the training. With regard to marketing our program, what type of research can provide insight into companies investing heavily in training, specifically developing personal leadership within their employees?

Answer

What a great opportunity for you! I suggest you check Training Magazine's recent stats on this subject. Both conduct an annual survey that should give you all the answers you seek.

Question

I have 10 years experience as a sales trainer, based in California. Then I moved to Europe and have slowly but surely established myself as a well regarded international management trainer in the following topics: leadership, team development, and intercultural specialist. Now I would like to move from training to consulting, that is, move from the exclusive HR contact  and get involved in longer term relationships and be able to have more influence with the folks at the top. What steps, graduate schools, reading material would you recommend (short list) that could serve as catalysts for me and my group? Many thanks!

Answer

Short reading list: Read Peter Block's Flawless Consulting. It is the best guide on any book shelf for what you need to do to be successful working with clients. Next you need to put a business plan together. This will force you to determine whether there is a market for your services, to identify potential clients, and to decide