One of the biggest challenges of choosing an outside trainer is identifying the true professionals with proven track records who can help you reach your goals. Though there are many effective trainers out there--some with large companies, others who work as solo operators--you may need to sift through some so-called consultants who are self-employed because they can't find a job. Before you bring in an outside trainer, consider this advice:

- Determine exactly what you need before you begin interviewing prospective trainers. Be able to clearly articulate the results you want--not just "we need to increase sales," but "we want to increase sales by 25 percent;" or not just "we need better technology skills," but "we need to effectively learn how to use these specific technology resources."

- Protect yourself and the trainer from possible misunderstandings by outlining clearly what you expect before the project begins. This spares both of you from potential unpleasantness or ineffectiveness after the project is underway. How many people need to be trained? Will the trainer come to your facility or provide the facility? Do you want one-on-one as well as classroom training? What sort of resources in the way of training materials and supplies do you expect the trainer to provide?

- Ask for written proposals. By getting it in writing, you'll be able to determine if the trainer truly understands the scope of the project and if he has the resources to meet your needs. Having a written proposal makes it easy to compare when you're making your selection. A trainer who can't put together an adequate written proposal probably can't put together an adequate training program.

- Check references. If the proposal looks good, contact some of the trainer's current and/or former clients. Ask what sort of training they purchased, when it was done, if the results met or exceeded expectations, and if they would hire the trainer again. Be sure the references you're getting are for training similar to the type you want.

- Ask for work samples. If you want the trainer to create manuals or other types of training aids, take a look at the items he's produced in the past. If it's not what you have in mind, ask if he has the capability to handle something different. Your contract should provide for you to approve any training materials in advance, allowing enough time for changes to be made if necessary. Also, your contract should stipulate who owns any training tools created for your company.

- Develop a project timeline. The only way to be sure a trainer will meet your deadlines is to put them in writing and make them part of the contract.