The why

If you’ve followed the advice in Chapter 4, you’ll already be well on the way to an answer. The information you have gathered in Chapter 9 will give you more ideas on what this encompasses. You’ll need to discuss with the person who will be attending the training programme:

• Why they need to acquire additional skills in this particular area – in relation to the job.
• Why the department needs this skill to get the results they want.
• Why and how this affects the organization in the long term.
• Why doing this programme will contribute to this individual’s personal goals.

That last one is important – people do take on board the needs of the organization but their own needs are what really motivate them. In other words, we are all driven by the ‘what’s in it for me’ syndrome.

You’ll have to take the time to sit down with each person separately, which may be time-consuming, but is an investment very well worth making.