Portfolio By
FunctionTraining Design and Course Development
Training is the process of arming employees with the skills, knowledge,
experience, and tools they need to produce superior business results.
If stand-up training is teaching with people, self-study
learning is teaching with content. But training content must be well
crafted—linked to learning objectives and easy to read. Avanza
Communications has extensive experience building self-study learning
materials for clients in the insurance, financial services, and healthcare
industries.
Managed Care Insurer Accelerated Guide
A New York health insurer was concerned about increasing the effectiveness
of its salesforce. It retained Training Implementation Services,
a Connecticut consulting firm, who in turn hired Harry Lew to quarterback
the project and oversee the development of an Accelerated Learning
Guide.
Sample content:
“Selling in the New Healthcare Environment”
“The new healthcare environment poses challenges to anyone
who sells and services health insurance. New technology, rising costs,
government mandates, and other issues have forced employers to find
new ways to finance quality healthcare for their employees, while
managing costs.
“To this end, they also have higher expectations of you,
the Health Benefit Consultant or Account Manager. Not only do they
want you to continue doing what you normally do, they want you to
go ‘above and beyond’ by advising them on how to meet
their benefit objectives, while controlling expenses. Becoming more
familiar with the healthcare marketplace—both local and national—is
the first step in operating effectively in this new environment.”
Franchise Performance Group, Course Design and Development
 Franchise Performance Group, LLC, a consulting firm to franchisors,
hired Avanza Communications to develop a workbook on training,
consulting, and coaching for franchise operations professionals. The
goal: to help operations people adjust their performance interventions
with where a franchisee is in his or her business lifecycle.
Sample content:
“Busting the Bell Curve—How
to Develop Peak-Performing Franchisees”
“Franchisees are born, grow, and exit. This is a natural and
inevitable process. The challenge comes in deciding how to
work with franchisees at various points in their lifecycles. Our
natural tendency is to fall back into our natural mode. Some
of us are born trainers and tend to fall back on our training strengths. Others
of us are strong consultants and rely on that skill primarily. And
still others are natural coaches who prefer that technique to the
other two.
“We have news for you: You will not become
a peak-performing operations professional until you can tailor your
approach to the franchisee’s unique needs, which evolve over
the business lifecycle. This means you must be prepared to
train, consult, and coach, depending on where a franchise is in its
development. And sometimes, you’ll use multiple techniques
with the same franchisee within the same lifecycle stage.”
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