Being a corporate trainer can be incredibly rewarding. Unlike when you’re an individual contributor, where you often feel rushed and overwhelmed, as a trainer, you need to master the tools you teach. This deep understanding allows you to share your expertise with others, making their work more efficient and enjoyable. If done right, you can even turn this passion into a lucrative career.
However, not all training gigs are created equal. Establishing yourself as an expert, perhaps by becoming an author or developing a niche, allows you to command higher rates and deal directly with clients. But when you’re starting out, you may need to work with third-party training providers to gain exposure. While these organizations can offer broader networks and infrastructure, they can also lead to situations where you feel undervalued and exploited. Here are some tips to avoid getting hustled:
Recognize Your Worth
Many training providers might not care that you hold a prestigious community award, have authored a book, or maintain an active online presence. Instead, they focus on training certifications, which, while important, are not the only indicators of a good trainer. It’s essential to communicate your expertise and insist on being compensated appropriately.
Your other credentials should set you apart and command higher rates. Unfortunately, many training providers don’t recognize this value. They see you as just another trainer, interchangeable with anyone else who has basic knowledge of the subject. It’s essential to clearly communicate your expertise and insist on being compensated appropriately.
Having old webinar recordings and an active LinkedIn presence are strong indicators of your ability to teach effectively. These demonstrate your engagement with the community and your ability to communicate complex ideas clearly. Make sure to highlight these assets when negotiating with training providers.
Differentiate Between In-Person and Online Training
Your travel time matters. Negotiate separate rates for in-person and online training sessions to account for the additional time and effort required for travel.
In-person training requires a significant time investment beyond the actual training hours. There’s travel time, potential overnight stays, and the physical toll of being on the road. Online training, on the other hand, allows you to conduct sessions from the comfort of your home or office. These differences should be reflected in your rates.
When negotiating with training providers, make it clear that in-person sessions come with additional costs. Break down the extra time and expenses involved. Propose a higher rate for in-person training to cover these costs. If a provider insists on paying the same rate for both formats, consider whether the additional time and expense are worth it.
Insist on Compensation for All Work
Pre-meeting meetings, feedback sessions, and curriculum preparation are all part of the job. Make sure you’re compensated for these activities. Your time is valuable, and you shouldn’t be expected to work for free.
One common way trainers get hustled is by being asked to attend “pre-meetings” or feedback sessions without compensation. These meetings can take up significant time, especially if they’re frequent or require extensive preparation. Insist that any time spent on activities related to the training be included in your contract and compensated.
Another area where trainers often get shortchanged is curriculum preparation. Developing high-quality training materials is a time-consuming process. Whether you’re using your own curriculum or adapting the provider’s materials, this work should be compensated. Clarify this expectation upfront and include it in your contract.
Set Clear Boundaries on Feedback and Adjustments
Responding to learner feedback and making adjustments to the next day’s plans after an eight-hour training session is unreasonable. Insist that any required adjustments be scheduled within normal working hours and that you’re given adequate time to prepare.
Feedback is crucial for improving training sessions, but it should be managed in a way that is fair to you. Some training providers expect you to act on feedback immediately, even after a long day of teaching. This expectation is unreasonable and can lead to burnout.
Establish clear boundaries around feedback and adjustments. Specify that feedback sessions should be scheduled within regular working hours and that any adjustments to the training should be made with adequate preparation time. This ensures that you can provide high-quality training without compromising your well-being.
Be Wary of Training Agencies
Many training agencies operate like temp staffing agencies and will exploit your willingness to work. Advocate for yourself and stand firm on your terms.
Training agencies can be a double-edged sword. They offer access to a broader network of clients and can handle marketing and administrative tasks. However, they often treat trainers as temporary workers, offering low pay and little respect.
Approach training agencies with caution. Before signing a contract, research the agency’s reputation and speak with other trainers who have worked with them. Look for red flags, such as a high turnover rate or negative reviews. If an agency seems exploitative, it’s better to seek opportunities elsewhere.
Get Compensated for Prospective Project Work
Some training providers will ask you to speak with clients about prospective projects, complete take-home exams, or check your availability for projects that may never materialize. Ensure that this time is reflected and charged for. Consider proposing a retainer or guaranteed minimum to cover the time spent on these preliminary activities.
Prospective project work can be time-consuming and often leads to nothing. Training providers might want you to invest significant time in these activities without any guarantee of compensation. This can be incredibly frustrating and a waste of your valuable time.
To protect yourself, propose a retainer or guaranteed minimum. This ensures that you are compensated for your time, even if the project doesn’t go ahead. Be clear about your availability and the terms under which you are willing to discuss prospective projects. This approach not only values your time but also sets a professional tone with the provider.
Advocate for Fair Treatment
Lastly, always remember that while earning a good paycheck or traveling to exciting locations can be appealing, you should never feel exploited. Advocate for fair treatment and compensation, and seek out clients who truly value your expertise.
Training providers and agencies are businesses, and their primary goal is to maximize profit. This often means cutting costs, including trainer pay. Don’t be afraid to advocate for yourself. Clearly communicate your expectations, and don’t settle for less than you deserve.
One way to ensure fair treatment is by building strong relationships with your clients. When clients see the value you bring, they’re more likely to treat you with respect and pay you fairly. Take the time to understand their needs and deliver exceptional training. Over time, these positive relationships can lead to repeat business and referrals, reducing your reliance on third-party providers.
Conclusion
Being a successful independent training provider requires not only expertise in your field but also strong business acumen. By recognizing your worth, insisting on fair compensation, setting clear boundaries, and advocating for yourself, you can avoid getting hustled and build a rewarding and lucrative career.
Have you encountered any other hustles? Share your experiences in the comments. And if you’re looking to embark on your own journey as a trainer in data analytics, please check out my career coaching services:
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