1. Improving provider commercial training and related business services for employers

2. .
“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

3. 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.

4. 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 pm 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.

5. “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.

6. “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

7. “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.

8. “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

9. “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

11. “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

12. . 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

13. 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. .

14. How will we share this good practice?.
How will we share this good practice?
Steven Rick
Business Manager
New College Nottingham