TrainerBase
The PERFECT place
for TRAINERS
by
Peter Mayes AKA Ed.
Founder/Editor
TrainerBase
• Origins of the site
• Benefits for trainers (Trust)
• Hints on getting work
TrainerBase
• Origins of the site
– Internet search
– Where to store information
– Use of database technology
TrainerBase
• Benefits to trainers (Trust)
– Search rankings (work at marketing)
– Enabled profiles (£50+VAT / yr)
• CV
• Resources
• Photo
• Etc etc etc
– Tenders
Tenders & Tendering
• Hints on getting work
– Who do you need
to influence
– What is their state
of mind/body
Tenders & Tendering
• More hints
– What NOT to do 
• Responding 
• Inclusions 
– What NOT to write 
• On a covering email/letter 
• In a CV 
TrainerBase
• What the site offers
– A global marketing channel
• Your responsibility
– Make it work for you
• ONWARDS AND UPWARDS
Tenders & Tendering
• Responding
– Requirements in the tender details:
• Please do not phone for further details,
if you are unsure, please email me
– Number of phone calls received:
• 10
– Fishing (time wasting)
• I don’t do what you want, have you got
any other work going? 
Tenders & Tendering
• Inclusions
– Copy from the tender advert:
• To enable us to progress with a proposal for
Management Training a brief submission is
required by e-mail, to include relevant skills,
including daily rates
– What turned up:
• 18 pages of CVs 
• 2Mb PDF of ICT courses 
• No indication of daily rates 
Tenders & Tendering
• Covering letter/email
I must point out that the use of the HandelGothicBT
font in the first field of the template does not reflect
my own preferred style. It is not that I am without
sense of humour; I would be concerned at the image it
may create for potential clients.
The Font in Question 
Tenders & Tendering
• Covering letter/email
Information required:
Details of previous experience
What turned up:
Given the speculative nature of your request and not having
any history with your organisation I have not felt able to fill in
your CV template, given the sensitive nature of some of the
information (my customer base over the last five years for
example, not that I’ve been coaching that long), but I have
forwarded you my profile which details my background. My
clients include public institutions like ….
(then proceeded to supply info required)

Tenders & Tendering
• Content of a CV
– Some examples
• Single CV for 2 respondents
• See my web site www…
• Far to many to include here,
see attached document
• Confidential (assignments)
• Various (clients)
Tenders & Tendering
• Content of a CV
– Clients
• PCW, BT, HGW, MSDW, RMT, CCC, SHL,
DWP, See above, TFE, HSBC, DBM,
BG.plc, ICI, ITC, Az-Tak, TUI-UK, NFU,
SUN, PDSA, BP, DTZ, Many many more 
Tenders & Tendering
• Who do you need to influence
• Users
– Uses the product, little influence on purchase
• Guides
– Champions the purchase, may not use it
• Scrutinisers
– Evaluator, techies that like facts and figures
• Strategists
– Visionary, needs to achieve long term goals
• Financiers
– Controls the purse strings
Tenders & Tendering
• Tender hierarchy of needs
– Self affirmation
• Fit status, vision, esteem.
– Belonging
• Status, recognition, approval.
– Suitability
• It works, right price, fits the bill.
Tenders & Tendering
• Talking benefits
Feature
Feature
Benefit
Customer
Benefit
Anti skid brakes
Car won’t slide in
the wet
Stress free
motoring
Half load wash
Saves water
Eco friendly
70hr Management
Course
Accredited
Better staff that
get things done
Stress Audit
programme
Understand what’s
going on
Efficient effective
stress free staff
Tenders & Tendering
• Consider
– Is there a genuine opportunity
– Are you trying to take work away
from an existing supplier
– No order – no sale; never presume
– Each opportunity is autonomous
– What is your customers language
– Who are you trying to influence 
Descargar

TrainerBase