One of the problems commonly encountered by training professionals is the lack of support from management. Their typical complaints include management's requests for shorter training courses, the failure of managers to provide training to employees who need it the most, and the lack of follow up. There are a number of techniques that trainers can use to obtain management support for training programs. These include aligning training objectives with the company's business plan, conducting a needs analysis involving the managers of training participants, reporting the results of the analysis to management for review, and getting trainees, their managers and training instructors to agree on their individual responsibilities. It would also be helpful to request managers to serve as instructors, collect data on successful training and have them published, and conduct a cost-benefit analysis.