The Value of Training

Day 1 – Thursday 5th Nov 2009



Coffee and Welcome





Mike Dowsey, CEdMA Europe


Introduction and “Hot Topics” plus What did  you do since May 09?
(You will be asked in an online survey in advance for Hot Topics along with the other “Pulse” input.) Be prepared to describe the key issues you face today, especially in view of the current economic climate, and initial thoughts on this conference’s theme. This session is intended to help introduce everyone, and help with networking during the event, as individuals explain what their key interests are. We also review what actions you took since the last conference in terms of Hot Topics then and now.




Nicola Pye, Ernst & Young;
Darrell Minards, Xerox Europe; David Littlewood Nationwide

What Customers are Looking for
Customer Learning Directors are faced with not only building their people’s skills to implement IT infrastructure projects successfully but also maintaining the skills necessary to keep all existing applications running smoothly. How do they define the value of training?  What makes them choose us, or our competitors, or even the “grey” market? Are they looking for traditional instructor-led, synchronous virtual classrooms, asynchronous e-learning, or a blended approach?






Phil Lawman, HP



Training, Consulting, Partners, Independents – What is the Best Mix?
The value proposition of a training group is that they are educationists, whereas for a consulting team is that they are technology or market specialists. Partners may have specific industry skills, and independents may be flexible on cost and supply. So how do we collaborate with these groups to provide the best total solution value?

This is a discussion session so please come prepared to contribute your views. 




Debra, Soldout Trainers

Influence at Work Influencing is: “The power that somebody has to affect other peoples thinking” This session allows delegates to see for themselves what works and what doesn’t when trying to influence colleagues, customers, suppliers, and so on.










Day 2 – Friday 6th Nov 2009

0900 Phil Lawman, Chairman

CEdMA Europe Annual General Meeting



Philip Bourne, Symantec

Do Our “Go to Market” Channels Understand the Value of Training?
Depending upon whether you rely on your own sales team, software sales, consulting, partners and resellers, or any combination of these, it’s vital that they not only understand the value of training, but also know how to communicate it. Let’s discuss what successes we’ve had in positioning and selling the value of training.

This is a discussion session so please come prepared to contribute your views. 






Simon Maskrey,

How to Deal with the Grey Market
Is the grey market always a threat? Are there occasions when we can use them rather than fight them? Should their value proposition ever threaten ours?

This is a discussion session so please come prepared to contribute your views. 






Jasmine Huxtable-Wright,
Neil Gregory, SPSS

What actions/activities do you plan to take to define and sell the value of training?
In two groups, we’ll document actions you plan to take back to work, based on what you’ve heard at this conference.

This is a discussion session so please come prepared to contribute your views. 

1430 Phil Lawman, Chairman

Planning the events for 2010 – Workshops & Conferences – Results
The online survey asked you to consider a wide range of possible future topics, but this is your chance to make the decisions.



Coffee and close

5 6 Nov 2009

The Marriott Royal, Bristol

(click for hotel info)




Printable Agenda





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