To add a little to other commenters: Make sure the goals of the training are clear, with a checklist/scorecard agreed in advance, and proof of achievement and

To add a little to other commenters: Make sure the goals of the training are clear, with a checklist/scorecard agreed in advance, and proof of achievement and development areas on culmination. An applied project is one way to do this. Doing so moves the focus from selling learning as a service to achieving a framework and how to achieve that as a product. Most large corps I know use SMART goal setting in their annual staff appraisals, which is extremely compatible with this kind of approach goal-based approach to training, and is a nice strategy to turn the proposal from a 'this is what our [client] idea of an hourly rate is' to 'this is what I'm [training provider] giving you'.