This begs the question, "how do we convince our client's that what they think they want isn't really want they want". Too often, someone thinks they want/need a formal "training" intervention, be that e-learning or instructor-led training, when what they really want/need is some tools/job-aids to help them get through the day.

Wouldn't it be great if the RFP just said, I have this problem and I want to you to tell me your recommend approach to solving the problem.