Your existing clients’ junior and supporting staff: One negotiation consultant told us his biggest client was only sending the top 40% of their outside sales team to his workshops. When he asked if the rest of the team, as well as their inside sales and procurement departments, might benefit from negotiation training, the client agreed they would, but flat-out said there was no budget to send those people to live workshops.
This situation is a classic use case for online learning. Offering high-quality self-guided content and delivering instructor-led sessions via web conference can eliminate travel costs. Alternately, if day rates for longer workshops are a concern, having participants complete online self-guided pre-work can help you get more out of your time on site and potentially reduce 5-day workshops to 3 days or a 3-day workshop down to 1 or 2, while covering all the same content.