The Training Dilemma: Go “Off The Peg” or Bespoke?

In trying to make the most of limited resources for training, managers often choose an “off the peg” solution when in the long run perhaps a bespoke solution would have been more effective. What are the features and benefits of each approach? The answers to these and related questions are revealed in this short article, providing some practical advice and tools along the way.

Buying a new suit can be trickier than it seems at times. Do you go for “off the peg”, which you can have now, and which typically costs? Or do you undertake several fittings with the tailor, allowing him to make the perfect suit for you?

Selecting an appropriate training intervention can be similar, whether from an external provider or deciding to use an existing internal provision. Do you go for an “off the peg” solution, available immediately, with the benefit of it being generally tried and tested, or do you go bespoke? I asked several training manager clients of mine to list features and benefits of “off the peg” and “bespoke” training. Here’s what they came up with, just to give a flavour of the differences:

It’s no surprise to find there are great reasons for using either approach. When I wear a suit it’s usually “off the peg”. It keeps me warm, dry and decent-looking in public (always a good thing!) and it looks absolutely fit for purpose. And yet it doesn’t quite fit right under the arms, and is a little tight across back. I’ve had it awhile and my body shape has changed over time (sound familiar?!) and it wasn’t exactly right when I bought it. But I got it for a good price and I walked out of the shop with it there and then. I got a tailored suit while on holiday in Singapore. It required 3 fittings with the tailor. But it fits me like a glove, even now, after my body shape has changed. I don’t wear it that often (I think of it as my ‘Sunday Best’), but when I do I feel confident and comfortable in it.

My experience is that too often managers choose the wrong approach, either using “off the shelf” when they should use bespoke, or vice versa. Why? Usually it’s because they believe an “off the peg” solution to be less costly in time and money and “near enough is good enough”. This can prove costly in the long run because time and money are spent on a solution that doesn’t deliver what is expected or needed, even though the quality may be excellent. This results in many things. One thing is for sure: it won’t enhance the reputation of the training department.

So when should you use each one?

Choosing An Approach

The examples given below are indicative – there will always be an exception ‘to the rule’. But that’s a judgement call for you.

Most of the time it will be clear which route to go. At other times it may not, and this is where managers become uncertain. Which ever route you eventually go, these two initial steps are vital:

• identify the needs and the outcomes to be achieved, and
• the clarify the means by which progress will be measured and success recognised.

Mistakes occur largely because this initial analysis has not been done. And don’t be surprised, especially with larger projects, that you end up with a mix or ‘blended’ solution (see below).

But how will you know which bits of the solution can be “off the peg” and which must be tailored? The advice I often give clients is “go for an off-the-peg solution provided it closely matches your needs and outcomes sufficiently, and tailor any parts if necessary.”

By the way, partly tailoring an “off the peg” solution doesn’t always mean building in more. More often it can mean streamlining. This may or may not reduce costs, depending on scope.

Selecting A Provider

OK, so you have a way forward, be it 100% “off the peg”, 100% bespoke or somewhere in between. The next question is “which product do I use?”

There are quite literally thousands of providers in the marketplace. Many are excellent, but not all, so some caution is needed. There are many providers who clearly and openly provide only “off the peg” solutions and they are very good at it. They will have highly evolved solutions with fantastic track records, excellent quality in their delivery and a great customer service ethos.

Less numerous are providers of truly bespoke solutions. Such solutions generally require a more developed ability to rapidly analyse, design and develop. This requires more sophisticated consulting skills and experience which enable the provider to quickly clarify and identify your exact needs and outcomes, and to identify appropriate measures of progress and success. This is much more tricky than it sounds. In my experience what is required is a sound understanding of how organisations and businesses work at a systems level, as well as a deeper understanding of human interactions. This level of understanding is not usually evident in the wider sector.

Appropriately customising an “off the peg” solution depends largely on the degree and nature of the changes required. Small changes, such as removing content or adding in some pre-existing material from another course is relatively straightforward. Changing the learning at a deeper or more abstract level such as with behaviours, beliefs and values is more challenging.

Finding a great provider

I believe the vast majority of providers have positive intentions. It is my experience that when your expectations and outcomes aren’t met, it’s not because of deliberate intent to defraud, but because there wasn’t sufficient clarity with the provider about required outcomes. This results in lots of cycles of revisions, with the provider spending more time than originally intended revising the materials and preparing for delivery.

Abraham Maslow once said “he who has a hammer sees every problem as a nail” or something similar. A great provider, including one that tailors “off the peg” solutions will ensure that you are clear about outcomes and expectations. This can be uncomfortable. It requires a fair degree of skill to ensure that the relationship remains respectful and effective. It is easy for the dialogue to focus on the wrong things, resulting in argument and blame, or tension in the relationship.

Great providers get you what you need, not necessarily what you want. They will build a relationship with you, not so you become dependent on, but so they really understand your business.

I would be wary of any provider that seems too keen to move on when there isn’t sufficient clarity. I can’t stress enough how important it is to get focus on the right areas, and get really clear about what success looks like in tangible, measurable and observable ways, no matter how uncomfortable this is for you.

Oh, and a good client will make it easier for the provider to understand their business and help them get sufficient clarity, but that’s for another article…

How we do it and our usp

Potential Energy makes it easier for people to take decisions that lead to success through bespoke solutions. These are primarily developing leaders, change and continuous improvement. In practice this provides managers with skills and behaviours in leading through times of change, and provides workforces with skills needed to deliver high-impact continuous improvement.

What sets us apart are the ways in which we ensure sufficient clarity of outcomes and return on investment through detailed impact modelling, our approach to delivery, and our passion for helping clients develop internal capability to become independent of us.

We utilise the latest techniques to ensure our solutions embed the learning, become ‘business as usual’ and are enjoyable and memorable. Our approach to developing impact models that create sufficient clarity for you ensures that measurable success is delivered. As a consequence over 90% of our work is repeat business and referrals.

To find out more about how Potential Energy can help you, visit our web site at www.p-nrg.com