When you have 2 or 3 proposals to review, review carefully what the company proposes to do for you and check their understanding of your requirements. Any good training company should give you at least an outline of the recommended programme so you can check it meets your needs. It’s preferable to have the short listed companies present their proposals – either informally or via a presentation – it takes a little more of your time but gives you an opportunity to assess the proposal, ask questions and see how they cope in a situation where they are presenting ideas to you – remember they have to also persuade your staff with their ideas so this is a useful test! Review carefully charges and any expenses – don’t leave yourself to open with approximate costs – have the company present specific costs for the project and detail all additional costs such as travelling, accommodation etc. When you look at daily rates, don’t think the lowest is the best.