Improving provider commercial training and related business services for employers

. “It is not the employer who pays the wages. Employers only handle the money. It is the customer who pays the wages” With reduced public funding to support workforce development, colleges and providers need to have the skills and infrastructure to sell provision including that which has until recently been funded. For example, Level 3 adult provision in the workplace currently receives public funding but this will move to a full commercial model in 2013/14. Henry Ford

What were we trying to achieve? In 2010/2011 construction and health and social care hit an income of £1.3m just through the commercial works (non funded by the SFA). We were looking to formulate ideas from different Curriculum/Professional Support areas, with how they may be able to further the commercial income of the college with the support of the the above faculties.

How did we achieve this? Presentation sessions were added to the rolling programme with our CPD centre at the Basford Hall campus. The individual sessions were held between 1.30- 3.00pm over a period of 6 weeks on a Wednesday afternoon. Keynote speakers were asked to attend to deliver their expertise in the context of a commercial model.

“Making good decisions is a crucial skill at every level. ” Peter Drucker Title Of The Session Delivery team Outcomes Target Setting, Performance Management and Costing models Rob McIntyre (Finance Manager – Projects) Shaun Hunt (HoF for Construction) Setting SMART targets Identifying resources required Using reporting systems to monitor performance Managing teams to deliver the plan Using costing models to deliver value for money for the client and ncn.

“negotiation is a strategy that seeks to move both parties away from polarising. It asks how both parties can get their interests satisfied while keeping their relationship strong. Negotiating well means neither party need feel cheated, manipulated, or taken advantage of ” Brenda Goodman Title Of The Session Delivery team Outcomes Sealing the Deal - A two way process Michael Wigg (NTSU) Negotiating skills Communication between the sales force and the delivery team Up selling and Cross Selling

“Mass demand has been created almost entirely through the development of advertising” Calvin Coolidge Title Of The Session Delivery team Outcomes ‘Find us & Buy Us’ The Golley Slater Team Understanding different marketing techniques to attract commercial business Competitor analysis Intelligent marketing How telemarketing models are used alongside HTML New marketing methods for 12/13.

“An organization's ability to learn, and translate that learning into action rapidly, is the ultimate competitive advantage.” Jack Welch Title Of The Session Delivery team Outcomes Organisational Needs Analysis Catherine West McGrath (Director of Employer Engagement) The importance of an ONA Using consultative dialogue to deliver what the employer wants and needs Completing an ncn ONA

“A satisfied customer is the best business strategy of all.” Michael Leboeuf Title Of The Session Delivery team Outcomes Managing The Account - Business to Business Saira Khan What is expected of the Account Manager Using Customer Relationship Management systems Scanning for enterprise and development opportunities

“If you don't get feedback from your performers and your audience, you're going to be working in a vacuum.” Peter Maxwell Davies Title Of The Session Delivery team Outcomes Making the most of client feedback Dawn Whitemore (Deputy Principal) Using client feedback to refine the product and service offer Using Impact Analysis to demonstrate benefits Responding quickly to changing requirements

. What difference has this grant made? Being able to think outside the box e.g. external speakers Messages have been relayed from senior managers around the colleges three ‘touchstones’ Communicate to a wider audience through the USPs of the presentations

Impacts The project has impacted on an individual and organisational level. For individuals, the impacts are the development of their confidence, skills and attributes required in increasing commercial sales to employers. Individuals are already making a greater contribution towards their Faculty’s commercial targets and have new innovative ways in which we can ensure that ncn reach planned targets. Organisationally, the project has helped ensure the college can establish and maintain a consistent approach to the generation of commercial income across all Faculties. .

How will we share this good practice? . How will we share this good practice? Steven Rick Business Manager New College Nottingham 0115 916 6398 077 929 44806 steven.rick@ncn.ac.uk