1. SERC Innovation Clinic
Leadership & Management Programme 2014
James Gumble

2. Aims Reduce Costs involved in Sales Improve Customer Experience
Develop Relationships with Large Scale Business

3. Reduce Costs involved in Sales
£300 - £600 Per Appointment
Addressing each Business Service
Enquiry can take hours if we travel to the client
Admin
Travel
Meeting
Travel
Admin
No Sale
Sale
£50
£3000+

4. Referrals from Business Support Agencies
Improve Customer Experience
Phone Enquiries
Waiting List …
Enquiry 1 2 3
Networking Events
Enquiry
SPICE / BEST
Enquiry
Sales Meetings
Enquiry
Newsletters
Enquiry
Referrals from Business Support Agencies
BUSY
BUSY
BUSY
Enquiry

5. Develop Relationships with Large Business
High
Full Cost Recovery Training Opportunities / eLearning
Commercial Projects / Large Scale Training
Have a budget for training
Unsuitable for Funded programmes
Funded Opportunities
Most Enquiries
Have time to engage with SERC
Low
High

6. Options Option 1 Do Nothing Option 2 Completely Online Option 3
Blended
Service
+ Reduced Resources Required
+ Reduced Travel Costs
- SME’s would not engage
- Businesses need initial meeting
- Dependant on Connectivity
- Unable to show facilities
+ SME / Large Enterprise needs
Face to Face meetings
Guest Speakers Available
+ Tailorable
- Additional Resource Costs
- Additional Organisation
- Additional Administration
+ 1 on 1 Personal Experience
+ Streamlined Pipeline
+ Time used for other projects
- Lost Opportunities
- Increased Travel Costs
- Lost knowledge

7. 45 minute mentoring session for FREE Both Delivered Online /
ROOM 2
ROOM 1
FREE Workshop
45 minute mentoring session for FREE
2pm - 8pm
3pm / 6pm
Both Delivered Online /
In Person

8. Audience Actively invite larger businesses to attend sessions
Businesses on waiting list
Previous Businesses

9. Capture business details Benefits for business
Benefits for SERC
Flexible purpose!
Sales Tool
Capture business details
Benefits for business
FREE Advice / Workshop
Access to businesses for Research / Programmes
Fresh Ideas
Aftercare for programmes
Options to engage with College
Added value for signing up to a course
Utilise the expertise of the college
Insight into Business Plan
Engage with other local businesses
Way of managing time / filtering projects

10. Opportunities Quality
Identify Full Cost Recovery Sales
Reduce Waiting Lists
Identify Additional Engagement Opportunities
Filter unsuitable projects
Attract Larger Businesses
Validate Demand for Training
Fill Funded Programmes
Aftercare Service for Businesses
Identify Student Opportunities
Assist in European
Funding Applications

11. Invite to Innovation Clinic
Enquiry Received
Assess the Enquiry
Large Lead
Yes No
Arrange Appointment
Invite to Innovation Clinic
Identify Training / Assess Feasibility of Projects
Identify additional engagement opportunities

12. SEED Digital Programme
Funding
Connected
Programme
SEED Digital Programme
Private Funding
European
Regional Funding
Business
Sponsorship
Cost Recovery