Building Business Acumen for Trainers.

AuthorFillicaro, Barbara
PositionBook review

Building Business Acumen for Trainers, by Terrence L. Gargiulo, Book, 2006, Berrett-Koehler Publishers, $50.

Don't let this happen to you. Some years ago during an interview with a Fortune 50 company, the interviewer said, "And of course, you can write a business case." I had only the dimmest idea of what that meant!

Who would have thought that you would need an MBA to be a trainer! However, that is the trend. It seems to be a prerequisite for learning professionals and HR people who wish a "seat at the table," a position they have wanted for decades!

In order to claim a seat, you must speak the language of higher management. Talking learning objectives and assessment levels or bragging about achieving x number of butts in seats means nothing to CEOs. They trust numbers, but the numbers must reflect how your function helps the company meet or exceed its business objectives.

Don't have an MBA? Consider a small investment now that can help you claim that coveted seat at the table. An MBA affords you the knowledge to write a business plan, analyze financial data, and even create some numbers of your own.

Here's where Building Business Acumen for Trainers comes in. It is a "TSL" book; it teaches the trainer's second language--business. It addresses three critical areas of knowledge: finance (section 1), consulting (section 2), and communication (section 3).

A CD-ROM that comes with the book includes balance sheet information; templates for budgeting, ROI analysis, breakeven analysis, vendor selection and evaluation, and request for proposal (RFP); and report writing exercises.

What better way to start your journey than with a vocabulary lesson? After all, learning any language starts with...

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