STARTING PROGRAM DEVELOPMENT ©2006 William Holmes Program Development University of Massachusetts at Boston

OVERVIEW OF STARTUP Seeking Development Opportunities Contracting and Agreement for Development Determining Readiness for Development Establishing Collaborative Networks

SEEKING OPPORTUNITIES External Independent Internal

WORD OF MOUTH: ADVANTAGES High impact High trust Reflects performance Very effective Frequent results

WORD OF MOUTH: DISADVANTAGES Serendipitous Chancy Can be negative More reflects most recent May be based on that which you have no control

NETWORKING: ADVANTAGES Uses existing relationships Develops new skills More enjoyable Benefits own network

NETWORKING: DISADVANTAGES Can be slow process Restricted to own network Can be seen as manipulative

PRIOR EMPLOYERS: ADVANTAGES Uses existing relationship Work may have begun Knowledge of organization Less gap between employer and consultant

PRIOR EMPLOYERS: DISADVANTAGES Limited in number Can create dependencies Affected by unresolved issues

WEB SITES: ADVANTAGES Expected by technologically oriented Available to whole world Easily updated Built-in solicitation

WEB SITES: DISADVANTAGES Others initiate contact Expensive initial development Needs maintenance Limited to internet access

PRINTED MATERIALS: ADVANTAGES Proactive contact Controlled Content Known medium Widely distributable

PRINTED MATERIALS: DISADVANTAGES Expensive Much waste Difficult to distribute Less frequently used Difficult to update

REQUEST FOR PROPOSALS: ADVANTAGES Interest already high Desire for work high Expectations clear Identification easy

REQUEST FOR PROPOSALS: DISADVANTAGES Time-consuming proposals Competition Opportunity costs Fixed costs Proposal may be used without compensation

MEDIA VISIBILITY: ADVANTAGES Publications used Presentations heard Interviews noticed Emotional rewards Financial rewards

MEDIA VISIBILITY: DISADVANTAGES Requires writing skills Requires speaking skills Requires extensive investment Delay between media exposure and results

CONTRACT AGENCIES: ADVANTAGES They do soliciting Provides stability Allows on work on side Existing infrastructure

CONTRACT AGENCIES: DISADVANTAGES Lower pay Less flexibility in work Less control over work Less visibility for you

CONTACT TIPS Learn about organization and program Share what you’ve done Share results of your successes Maintain visibility in organization Obtain a mentor or sponsor Encourage word of mouth Meet informally with people

MEETING WITH CLIENTS Is there work to be done? Can you work together? Does the client have sufficient power and resources? What is presenting problem? Is there an underlying problem? Is there readiness for change?

ESTABLISHING READINESS FOR CHANGE: 1 Has there been prior efforts at change? How do people feel about presenting problem? Have people expressed desire for change? Has the problem had broader consequences?

ESTABLISHING READINESS FOR CHANGE: 2 What resources are available for project? What is fit of mission and activity? How long has problem existed Why change desired now?

HOW WOULDYOU IDENTIFY AN OPPORTUNITY FOR DEVELOPMENT?