1. © AGCAS The Graduates into Smaller Businesses Conference How to engage with high potential smaller businesses Practical tips and strategies for universities to build long-term mutually beneficial relationships Philip Donnelly and Tamsin Millns

2. © AGCAS The Graduates into Smaller Businesses Conference Step.org.uk UK’s leading provider of placements and internships for students and recent graduates Step portfolio of programmes recognised by business (CBI, FSB, IOD) Government best practice (Dearing, Lambert, Milburn reviews & OECD) Focused on services to small and medium sized businesses

3. © AGCAS The Graduates into Smaller Businesses Conference Boris Johnson The Mayor of London "In such a competitive job market internships are a vital channel for many graduates to move from study into work. The expansion of this programme, to provide even more opportunities, is extremely welcome. I am sure the skills and fresh thinking these graduates can bring to the work place will add value to the competitiveness and productivity of their employers and a boost to London's economy in 2013."

4. © AGCAS The Graduates into Smaller Businesses Conference Rt. Hon David Willets MP Minister for Universities and Science “Graduates must be equipped with the skills they need to realise their aspirations and succeed in their chosen careers. The expansion of the Step programme will see more graduates benefit from the opportunities for fulfilling and stretching work offered by small businesses.”

5. © AGCAS The Graduates into Smaller Businesses Conference Internship programme support services for Universities A joint initiative from The Careers Group, University of London & Step Capacity Building Delivery Marketing for growth Institutional Solutions Student packages

6. © AGCAS The Graduates into Smaller Businesses Conference Current picture and trends among smaller businesses (ie: recruiting grads and offering internships) What, why and how

7. © AGCAS The Graduates into Smaller Businesses Conference As many have recruited (1-5) grads in the last 12 months as over the last 3 years

8. © AGCAS The Graduates into Smaller Businesses Conference And the same is true for internships (actually…more)

9. © AGCAS The Graduates into Smaller Businesses Conference And in the next 12 months…82% will take on at least one grad

10. © AGCAS The Graduates into Smaller Businesses Conference Why do they want grads?

11. © AGCAS The Graduates into Smaller Businesses Conference And how do they get them?

12. © AGCAS The Graduates into Smaller Businesses Conference And what do they think of them?

13. © AGCAS The Graduates into Smaller Businesses Conference And they’re getting better…(?)

14. © AGCAS The Graduates into Smaller Businesses Conference Attitude towards training and development…shattering the myth “Comprehensively and rigorously, with structured induction programme, extended initial training for some roles, on-going appraisal/personal development plan/training/coaching” “On the job, coaching and mentoring, individual training plan according to the graduates needs, external training workshops and training days tailored to their needs.” “Regular appraisals to determine what skill gaps they have and address through specific job related training and also personal development training and soft skills.”

15. © AGCAS The Graduates into Smaller Businesses Conference Careers Services and High Growth Businesses So what about your expectations? What do you want from smaller businesses? And what can you offer smaller businesses?

16. © AGCAS The Graduates into Smaller Businesses Conference The trouble with SMEs…...is they’re not all the same! Characteristics and Needs Knowyourcustomerknowyourcustomerknowyourcustomerknow

17. © AGCAS The Graduates into Smaller Businesses Conference So, the golden rule… Know your customer

18. © AGCAS The Graduates into Smaller Businesses Conference How to establish and build relationships with high growth businesses The challenge is knowing who to talk to By their definition, small businesses probably won’t have recognisable brands They won’t have big recruitment drives so won’t be present in the usual places They won’t be at your recruitment fairs. Where do you start?

19. © AGCAS The Graduates into Smaller Businesses Conference Use your school/faculty contacts – The research has shown that small businesses may already have engaged with Universities for knowledge transfer exercises – Professional Bodies such as CIMA, ACCA, CIPD, CIM, Engineering Council, CIOB, RICS etc are probably already accrediting your courses.

20. © AGCAS The Graduates into Smaller Businesses Conference Think local – Approach local Chambers of Commerce – Institute of Directors – Local science and technology parks – Industry associations/Professional bodies – Consider a Local Zone at careers fairs Appoint a Small Business Champion and build a presence at networking events

21. © AGCAS The Graduates into Smaller Businesses Conference Gather information which you can share with students – Get hold of high growth business listings – Compile case studies from Alumni who are working in small businesses – Get to know what search facilities your library services can offer students (Mint, Fame etc)