Choosing your Digital Learning Supplier

 

Meeting with suppliers

If you are looking at suppliers you will have discovered that there are a lot of them out there. Some have very clear USP's, but often it can be difficult to distinguish between them. Why then do some charge 4 times as much as others? Meeting virtually or face-to-face often helps you work this out (also see our blog about this).

TOP TIP: When meeting with potential suppliers be clear that you are expecting to see demonstrations of materials they have previously created. Make it clear that you want to see these as part of your meeting. This may feel obvious - but just trust me it's amazing how many turn up with nothing but sales patter.

There’s an old-fashioned sales approach that believes if you commit to something after your face-to-face meeting you are more likely to buy. Those that believe this is true want to leave with you wanting more.

The reason this is old fashioned is that we’re all busy these days, you’re committing an hour and a half to the meeting, the chances of you finding another hour to go through a suppliers  content after the meeting are slim. However, if you see something at the meeting that engages and excites you, then you may well be happy to invest time looking at further examples afterwards.

It is your responsibility to make sure it is possible for suppliers to do demonstrations, so don't forget to ask if there is anything they need you to provide (eg. wifi, presentation screen etc.). If you’re unable to provide what they need ask if there are different ways for you to view the demonstrations.

Why is it important to view their previous projects

I mentioned previously that each supplier tends to have a ‘style’ – this could be how they approach things visually, their pedagogic approach or use of video or animation. A good supplier will be able to alter their approach based on your individual needs, but even then you tend to be able to identify that it’s from a particular supplier. Taking a look before buying gives you the chance to make sure their house style is right for your project.

If you really like a supplier, but there’s something about their style you don’t like discuss this with them. The e-learning industry is a small industry many individuals such as graphic artists, designers or scriptwriters work for a number of different suppliers on a project by project basis. This means that your supplier may be able to be more flexible than you think.

Should you always use the same supplier?

Using an existing supplier comes with positives and negatives, some of which I highlight below.

Benefits of using an existing supplier:

• The better a supplier knows your business the easier projects are. You do not have to explain the motivations of your learners and they are aware of corporate colours and tone of voice. They are also aware of any complexities around technology at your company and will have already discovered how to work around these.
• If you have a good account manager and are able to build a relationship with them, they can give you good advice and act as your representative within their organisation.  I've had several good account managers, but one in particular was a joy to work with. If I put in a request and she came back and told me that it wasn't possible I knew I could trust her totally. If I was unsure she'd take time to explain things to me in a way I'd understand. This helped me to make the right decisions (and know when to back off). It takes more than one project to build this level of trust.
• The supplier organisation may be able to template new builds from your past builds, meaning that there are cost benefits - always a good thing.

Pitfalls of using an existing supplier:

• It is usually quite easy to see which supplier has done a build as they have a 'style', even if it uses your branding and wording. If you do too many builds with one company it can mean that the look and feel becomes stale to the learner. (It is worth noting that for some businesses this familiarity could actually be a benefit).
• Some suppliers can lose their competitive edge, they stop fighting to impress and good becomes good enough.
• In a fast-changing world suppliers may find it more difficult to move with changes in your organisation - thinking that because they knew what you wanted last year, they know what you want this year. Make sure you take suppliers on the journey with you.
• It can be difficult for suppliers to appreciate how different your audiences are so eg. If they have done one successful build for leaders, the same approach may not be appropriate for the sales team. Make sure you spend appropriate time discussing the audience.

Is it worth having a framework or preferred supplier list?

I would always suggest having a pre-signed contract. The bigger your organisation the tougher it can be to get a contract signed. If you can’t get it signed you may miss your deadline.

Your supplier is likely to have a contract or terms & conditions weighted in their favour – and your company is likely to do the same. So if you can get a contract signed in advance when you have time to debate changes you require (not committing to specific work) it means you can get on with the build quickly when a project does come up.

I would suggest that if you do have a framework or preferred supplier list you keep it open ended. Don’t tie yourself down to a fixed number of suppliers for years as technology moves quickly and so will your learners needs. Your suppliers may not move in the same direction as you. Obviously your supplier may offer you amazing terms & conditions if you do commit to them – that is ultimately your decision to take – you know your company better than I do.

There is a lot more to discuss on this topic so I will post more about this as more comes to me.

Photo by Luis Villasmil on Unsplash

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