Finding a qualified e-learning partner does not have to be a difficult chore. Many training companies say they do multimedia; and many new media companies say they do training. But the field narrows considerably when you look at companies that truly place an equal emphasis on both instructional design and technology.

Using Associations

The single best way to find multimedia training companies is to search the American Society for Training and Development (ASTD) Buyer's Guide & Consultant Directory. To purchase this guide call the ASTD or search the electronic version of the Buyer's Guide on the World Wide Web (www.astd.org). The guide provides an automatic first round of screening since anybody who is anybody in the training industry will know of the ASTD and will be listed in the guide. In other words, you are increasing your risk if you select a vendor who is not a member of the ASTD.

Another good association to contact is the International Society for Performance Improvement (ISPI). The ISPI's annual directory of performance improvement resources lists dozens of vendors in the Buyer's Guide section. To purchase this directory call the ISPI or access it on the World Wide Web (www.ispi.org).

Do not limit yourself by the geographic location of a vendor company. The best multimedia and Web-based training firms might not be in your own backyard. With modern communication tools such as e-mail, fax, express delivery, and cheap airfare, you can just as easily work with a firm across the country as a local one. The quality of the work, the expertise, and the personal fit of vendor and client are much more important than location.

Using Tradeshows

One tried and true way to identify qualified multimedia training companies and to stay abreast of current industry trends is through tradeshows and conferences. These multi-day events typically include a full schedule of speeches by various practitioners, workshops by industry experts, and an exposition of hundreds of companies demonstrating their latest products and service offerings. The tradeshows you should consider attending fall into three categories.

The first type of tradeshow is that which is dedicated to trainers and training in general. These shows are offered by the American Society for Training and Development and the International Society for Performance Improvement. The topics covered encompass the many aspects of training and typically include a "technology and training" track. Among the hundreds of exhibitors you can find many technology-focused companies.

The second type of tradeshow is that which is dedicated specifically to multimedia and Web-based training. These shows include the Online Learning convention sponsored by VNU, TechLearn sponsored by The Masie Center, and several shows produced by Linkage Inc.

The third type of tradeshow is the industry-specific training conference. Depending on the industry you work in, there is a good chance that a training association exists that is dedicated to your industry's particular training needs. Examples of these types of organizations and tradeshows include the Society for Pharmaceutical and Biotech Trainers (SPBT) annual convention and the Society for Insurance Trainers and Educators (SITE) conference.

When attending a tradeshow or convention allocate a good amount of time to walk the exposition floor and visit the booths of technology-based training vendors. Because they are all located under one roof, it is easy to meet representatives of many companies, look at samples of their work, gather marketing literature, and ask about their relevant experience.

Another excellent way to find qualified companies at tradeshows is to attend the speeches or various sessions offered throughout the day. These talks are usually delivered by "experts" who present their latest work in the form of case studies. If you are impressed by a speaker's work, you can contact the presenter after the session (or after the conference) and request more information about his or her company. A sampling of topics from recent conferences include:

• Building an Online Curriculum for Sales Training
• Multimedia New Hire Orientation Programs
• Selecting an Online Training Management System
• Computer-Based Testing
• The Power of Games in Multimedia
• Building Virtual Corporate Universities

Narrowing the Field

Once you have found several technology-based training vendors that interest you, gather as much basic information about them as you can. Visit their Web site, call and speak to an account executive, and review their marketing materials.

Your goal is to narrow down the field to perhaps three to five companies that will receive your official request for proposals or RFP. If you ask more than five technology companies to submit proposals, the amount of time you spend evaluating them will be considerable.

What are important qualities to look for in a technology-based training vendor? Some key considerations are:

• Experience. How many projects have they completed that are similar in size, scope, or content to yours?
• Strength of Company. Do they have the financial resources and staff size to complete your project and maintain it in the future?
• Understanding of Instructional Design. Can they show evidence of understanding ISD, constructivism, performance-based learning objectives?
• Quality of work. Have they received professional awards, published articles in trade magazines, or otherwise been recognized for their work