1 Shane O’Donnell Energy Officer Selling behaviour change to "them upstairs" - how to engage with senior management

2 The Wakefield College Approach

3 To offer the experience gained at Governor presentation for Wakefield College

4 The Wakefield College Approach This all started with a ‘FRIVOLOUS’ comment during an informal conversation about saving energy/money.

5 The Wakefield College Approach And then it escalated And the date was set to meet with the Senior Lead Team and Governors!

6 The Wakefield College Approach We carried out a SWOT analysis

7 The Wakefield College Approach We quickly identified that the main focus for our presentation would be the business case. Business Case Commercial Benefits Social Benefits Moral Benefits Legal Benefits

8 The Wakefield College Approach Utilised the acquired data. We carried out in depth research. In order to produce the business case.

9 The Wakefield College Approach We grasped any opportunities that arose to enhance our cause. Opportunities such as liaison with : In house staff Suppliers Manufacturers Consultants

10 The Wakefield College Approach Obtained Leverage The Objective The Lever Fulcrum Influence Competition Research Allies Give me a lever long enough and a place to stand and I will move the entire earth. Archimedes (C BC) Assistance ??

11 The Wakefield College Approach A simple business case consists of: Establishing Context: Put History Together Responding to Opportunity Proposing the Project and Laying out the Investment and Benefits Outlining the Concept of Operations Asking for a Decision and Assigning Responsibility

12 The Wakefield College Approach What defines a good business case? A good business case lays out the response to opportunity. Such a response is made contextually relevant with history setting the background. From opportunity, all else flows. Risk adjusted financial measures, the project Concept of Operations, and the strategy response to goals rounds out the completed business case. In short, good business cases define good projects. Good projects return value, provide benefits, and have measurable KPI's.

13 The Wakefield College Approach Keep It Simple & Straight forward And remember: Ultimately - If your presenting to them you obviously have a legitimate proposition.

14 Message 1 Belief in yourself and the cause Message 2 Build the business case Message 3 ‘Carpe Diem’ and grasp the opportunity.

15 Your next steps – making the most of your EAUC Membership… 1. Resources - visit the dedicated leadership section of the EAUC resource bank 2. Networks - join our Embedding Positive Attitudes and Behaviours Community of Practice - for those wanting to identify with the challenges of changing the behaviour of staff and students Find out more about this group at 5pm today – see programme for details 3. Recognition - want recognition for your behaviour change initiatives – enter the 2012 Green Gown Awards behaviour change category. Entries open in summer Measure and improve - sign up to LiFE at – EAUC Members receive a significant discountwww.thelifeindex.org.uk LiFE offers a dedicated ‘leadership’ framework to help implementation Membership matters at