Assessing Small Business vs Enterprise Client Training Needs

Calendar Icon July 12, 2022
Reading Time Icon Read Time: 4 min
By Firmwater

Figuring out your client’s needs is a crucial part of being a training provider. You should be able to identify each client’s different requirements based on their company size. For example, small business vs enterprise client training needs are going to vary. So, what can you do to help bring everything together for a smooth training experience?

Provide a Needs Analysis for Each Client

The first thing that you should do is determine each client’s goals and needs. There will be many selling differences between small and large clients. For enterprise clients, consider the number of users they have and how many courses they need access to. How many courses will each user take? Do you want to give them access to an entire course library? Enterprise clients will also likely want branded courses or a branded LMS site.

Another significant consideration is the type and number of integrations that a large client will need. For example, they may desire the option of single sign-on. They may also already have their own LMS. This can be easily handled with Firmwater’s external LMS integration, and you can then provide content to your client so they can launch your course through their LMS. You retain control over the content that you worked hard to create, and the client gets flexibility. All these factors will help you determine the client’s needs and how you should price your offerings.

Small businesses’ needs and goals will be much different. You will still have to determine the number of users and how many courses they will need access to, but these will be much smaller numbers. It’s crucial, though, to work with the client to see if they are in the process of growing and scaling, as this could change how you move forward with them. For instance, they may not need a branded LMS or courses initially, but they may want to switch to complete branding as they grow. Smaller clients are also less likely to need extra integrations, which will affect your price.

Lastly, there will be other considerations if you or a client sell courses via an ecommerce site like Shopify. With this type of sale, businesses can purchase as many seats as they want for their employees. This online transaction is simple, automated, and administered by the purchaser. For training providers, this means less work and more passive income. There are multiple options for charging through an ecommerce site, so you could charge per course or bundle several courses.

Key Differences: Small Business vs Enterprise Client Training Needs

Now we’ve determined that small business vs enterprise client training needs can vary widely when it comes to pricing. Pinpointing their differences ahead of time will help you decide what to offer each client to help them reach their goals. One of the most crucial differences is budget. A small business will simply not have the same discretionary funds that an enterprise client does. Small clients need their budget to go a long way, and they will likely be most interested in the bottom line. Bells and whistles will not help you unless they are bonuses that come at no extra cost. Conversely, enterprise clients may be quite interested in what extra features you can offer.

Another important difference is in content. Enterprise clients often need more creative control over the content. They will likely need branded content, a branded LMS experience for their clients, and options within the course content itself. Small businesses are unlikely to require the same level of branding or creative control.

Additionally, training providers should take into account the amount of support that each client will need. For example, how much administrative work will you take on? Small businesses may have fewer staff members and resources and require more support from you. These clients often need the training provider to manage the LMS and only want access to simple reports. An enterprise client may want more or full administrative control. While this may seem like less work for you, it could also lead to many support calls if the client is not adequately trained in how to use the LMS.

Get Client Feedback and Incorporate It

It is always vital to take the client’s ideas into account. Each client will have an idea of what they want and need. Listen to their suggestions; stakeholder feedback can be a crucial part of the process. That said, be mindful that you are offering the best and most logical solutions. Incorporate the pieces that will legitimately improve their business, and find creative ways to let them know when certain ideas are inappropriate for their situation.

Determining the differences in small business vs enterprise client training needs doesn’t have to be complicated. By completing a needs analysis for each client, figuring out the key differences, and incorporating client feedback, you can build a business that is renowned for meeting its customers’ needs.

Here at Firmwater, we don’t just sell an LMS for training providers. We partner with our clients, giving them the tools and insights they need to implement the best practices in e-learning course development, growth, and delivery. We care too much about our customers’ businesses to have them wade through forums and chatbots for help.

Ready to use an LMS that’s designed for the way YOU work, with a team dedicated to YOUR needs? Book a no-obligation consultation directly with our team today!

Share this insight