Here are various questions - and my answers - that you may have about the program.
Feel free to email me with other questions you have. You can reach me at:
Michael [at] BoxOfCrayons [dot] biz
A. The accreditation program
Why the two part online application?
The first part of the application asks a small number of questions, to help ensure a mutual fit.
The second part of the application asks more questions, to help determine the best possible fit.
This approach saves you and me time (which means neither of us are wading through a detailed application form if it’s not a good fit.)
What’s the cost of participating in this program?
This program costs US$1,500 and completion grants accreditation.
In the first twelve months after accreditation, a US$500 bonus is paid to you for each of your first three sales in addition to the fees you would earn. In other words, it’s possible for you to earn back the full cost of this training.
To maintain your accreditation to sell and train C4GW an annual licensing fee of US$1,500 is payable each year, starting at the beginning of the second year. This annual licensing fee is set for two years, after which it may change.
What support does Box of Crayons offer after the accreditation training is completed?
We will run a monthly conference call with me and trainers around the world to check in, answer questions, and offer support. This call will be recorded for those unable to attend.
As part of that conversation, we’ll explore additional forms of support.
There will also be a dedicated online discussion group, run for and by me and the trainers.
I will also be available to provide support for sales calls and proposal review.
What’s at risk for me in applying?
If you’re accepted into this program, you’ll be in the first cadre of trainers.
The advantage of being in first brings benefits and also some risks as well:
==> The train the trainer program is new and will have moments of being unpolished
==> We’ve not yet proven that this program is scalable, even though initial client feedback is very positive
==> We’re not sure what the future holds and how this might unfold
That’s why we’re looking for entrepreneurial participants, as this “pros and cons” could be summed up as: the usual entrepreneurial challenge.
B. Once you’re accredited
What’s it going to be like partnering with Box of Crayons?
We can’t exactly be sure – after all, the responsibility for success of this relationship is shared. But here’s what we want to bring to the table:
1. To create an explicit social contract about how we will work together and to keep that contract fresh.
2. To treat you as an adult partner in this adventure.
3. To play our role in building a supportive community amongst the trainers.
4. To be transparent about the mechanics – how the selling works, how the client management works, how the money works.
5. To pay you as fast as possible and on time.
In short, in this adventure I’m hoping to build a community of outstanding partners who make me think and make me laugh, are champions for the program, feel a sense of ownership, and earn the money they would like to earn.
Will you really generate work for me?
If so, how will Box of Crayons promote and sell the C4GW program?
We have a number of ways we expect to promote and sell the program
1. Through sales of the Find Your Great Work book, which promote the program. The book will be launched in Q4 2008. We’re committing to an ambitious and creative marketing strategy and expect significant sales.
2. Through promotion in the Outside the Lines-The Business Edition newsletter and in its sister publication, Outside the Lines (with a 40,000+ person circulation).
3. By presenting the workshop at key industry conferences in North America. Michael has already been accepted at:
- The OD Network Conference (October 08, Austin, TX);
- The International Association of Facilitators (March 09, Vancouver, Canada);
- SHRM (June 09, New Orleans LO).
There is currently an outstanding proposal for ASTD (June 09, Washington DC.)
4. Being a vendor at key industry conferences in North America. Box of Crayons has already committed to hosting a booth at the 2009 ASTD Conference.
5. Through the efforts of the trainers who’ve completed this program.
How will I earn money – and how much?
I want you to be an active promoter and deliverer of this workshop, and we know that for this to happen the program must make sense not just philosophically but also financially.
The objective of the pricing structure is:
==> To make this an exciting financial opportunity for trainers
==> To encourage sales (the more you sell the more you’ll earn)
==> To encourage your on-going commitment and engagement
==> To support C4GW’s brand position as a quality, high-end training program
The same core principles are applied in all geographical markets, although the specific costing will be different in these different geographical markets.
The core formula I will be applying is that the fee the client pays is split four ways.
1. To the person who delivers the program, 30% of the fee is paid. Delivery means standing up in front of the group and leading the training.
2. To the person who markets and sells the program, a minimum of 30% and up to 50% of the fee is paid. Marketing and selling means finding leads, negotiating the sale and closing the deal. I explain more about the range of payment below.
3. To the person who creates and administers the content, a minimum of 10% and a maximum of 25% of the fee is paid. Content includes: creating the materials, providing content updates, administering the eCourse, supporting the licencees, providing access to learning materials, providing copies of Find Your Great Work, etc.
4. To the person who manages the administration of specific programs, 10% of the fee is paid. Administration means invoicing, printing workbooks (including the cost), managing the facilities administration and so on.
How much will I earn if you send the work to me and I deliver it?
You earn 30% of the fee for delivering it. You’ll see below some examples of the how much the program has currently been selling for.
If you manage the administrative part of this process, you’ll earn an additional 10% of the fee – so 40% in total.
How much will I earn if I close the deal and deliver it?
How much you earn depends on three factors
==> How much you’ve sold in a 12 month period (the more you sell, the more you earn)
==> Whether you chose to do the administrative element of the project
Assuming that you’re delivering the program that you’ve sold and that you’re managing the administrative element of the project, here’s how the client fee would be split:
If in this calendar year you’ve sold…
1. If in this calendar year you’ve sold $0 - $70K worth of training fees, you’ll earn 70% of the fee:
==> Delivery 30% + Marketing & Sales 30% + Admin 10%
2. If in this calendar year you’ve sold $71 - $200K of training fees, you’ll earn 80% of the fee
==> Delivery 30% + Marketing & Sales 40% + Admin 10%
3. If in this calendar year you’ve sold $201K or more of training fees, you’ll earn 90% of the fee
==> Delivery 30% + Marketing & Sales 50% + Admin 10%
In your first year, the amount per calendar year is pro-rata-ed from your certification date.
The fee is separate from expenses costs, which the client would be charged for any travel costs.
This formula may be further fine tuned.
How much will I earn if I make an introduction that you then convert?
Within the percentage put aside for marketing & sales (30 – 50%), 10% is dedicated and paid for the introduction of a lead that converts to a sale.
Is there a set price for the program?
There is a minimum price per program (variable in different geographical markets).
There are two reasons for this:
==> To ensure the brand’s positioning as a high-end program is maintained
==> To ensure the financial formula works
Here is the current cost of the programs
==> In North America the one day version is sold for US$10,000, a two day version for $15,000
==> In the UK the one day version is sold for GBP 5,000 a two day version for GBP 7,500
This price includes all materials – namely the workbook, the coaching cards and the Find Your Great Work book.
Price points are still being established in other markets (Europe, Australia, India).
What about additional work I generate from Box of Crayons’ clients I’ve trained?
The C4GW program can create opportunities for “on-sell” work, such as consulting, coaching or additional training.
We encourage you to take advantage of those opportunities.
10% of all revenue from that client is payable to Box of Crayons.
C. Additional questions
How does the eCourse work?
The eCourse is run through the Box of Crayons autoresponder system. You would send an email with an invitation to subscribe to participants, and they would have a personalized eCourse sent to them.
Will I have to work under the Box of Crayons/Coaching for Great Work brand?
Yes. When leading a C4GW program, you will be a Box of Crayons trainer.
If you generate any additional work with a client, you will work under your own brand.
Will I be able to tailor the program?
At the moment, the core one day program is not open for anything but very minor variations.
The two-day program is one that is tailored for the client, although the core one-day material must be included.
How will you deal with potential conflicts amongst the trainers?
Potential conflict or disagreements may come about through:
==> Discussion about who played what role in aquiring a client
==> Who “owns” a client
A process of arbitration will be established to help resolve these issues.
What are the key influences on the program?
The key philosophical influences on the design and content of the program are:
==> Peter Block and his belief that we are “giving people the responsibility of their own freedom”
==> Solution Focus school of thinking
==> Positive psychology school of thinking
==> The “experience economy” school of thinking
Still interested?
==> Part VI tells you how to apply
On my wall hangs a picture from the expedition’s photographer, Frank Hurley. It’s the moment when Shackleton sets off in the dinghy James Caird, sailing by dead reckoning across one of the most dangerous stretches of ocean in the world. His goal, ultimately successful, is to find South Georgia Island and to launch a rescue mission for the men left on Elephant Island.
