1. Revenue generation African Centers of Excellence
Port Harcourt ACEs Workshop
February 11-12, 2016
AFRICAN CENTERS OF EXCELLENCE

2. AFRICAN CENTERS OF EXCELLENCE
Revenue Generation
You know
You have practice
Still, it is a major challenge
2015
2018
2019
CEFOR
$ 2M
$ 0,2M
CERHI
$ 2,6M
$ 1,8M
$ 0,8M/5?
AFRICAN CENTERS OF EXCELLENCE

3. AFRICAN CENTERS OF EXCELLENCE
Workshop Program
Time
Activity
11 Morning
Generation Revenue Fundamentals
11 Afternoon
Environment and market Analysis
12 Morning
Action Plan
Organization and HR
Business Plan
12 Afternoon
Command and Control
Tell your Story
AFRICAN CENTERS OF EXCELLENCE

4. Strategy Principles

5. A Strategy for openness and by openness AFRICAN CENTERS OF EXCELLENCE
What is at stake
Funding, of course!
Openness, mainly
A Strategy for openness and by openness
AFRICAN CENTERS OF EXCELLENCE

6. AFRICAN CENTERS OF EXCELLENCE
Funding
Obvious need to find other funding sources
New funding sources = new attitudes
What does the new funding source want
Market awareness, Project and Ambition, Quality and Efficiency, Value for money
How to find new funding sources
Networking: Meet, Listen, Ask, Propose
Marketing, communications, brand
To be a valuable partner
AFRICAN CENTERS OF EXCELLENCE

7. Openness: a state of mind
Who are our « stakeholders »?
What are the services we provide?
How are these services perceived?
Is it assessed?
How do we consider our stakeholders
Partners
to build with,
to learn from
Buy&leave or long-term « customers »
Quality of relationships and trust
AFRICAN CENTERS OF EXCELLENCE

8. Openness: a state of mind
Can we do more
More  partnership
New « services »
More « customers »
Can we do better
Improve the win-win added value
Think out of the box
Test, try, innovate
AFRICAN CENTERS OF EXCELLENCE

9. Openness: far more than Funding
New stakeholders
New ideas
For our core business: Education, Research, Innovation
For strategy, development, management, marketing,…
New programs
Support and expertise
New ambassadors
Openness : a tool for an ambitious transformation
AFRICAN CENTERS OF EXCELLENCE

10. A strategy for openness A strategy by openness
Identity,
Objective,
Organisation,
Resources,
Will,
Operational roadmap,
Command and control
AFRICAN CENTERS OF EXCELLENCE

11. A strategy for openness A strategy by openness
A controlled strategy
To keep in line with who we are and who we want to be;
Do we get the ROI we wanted
A demanding strategy
Commitment and Investment
Profesionnalism
Efficiency
To build on TRUST
AFRICAN CENTERS OF EXCELLENCE

12. A strategy for openness A strategy by openness
A rewarding strategy
Visible success, even small, easy to share and communicate
Development of new projects, new programs through new funds
Friendraising: Committed stakeholders, partners widen your university community
AFRICAN CENTERS OF EXCELLENCE

13. Revenues

14. AFRICAN CENTERS OF EXCELLENCE
Revenues
From students
- Tuition and fees
- Continued education
From companies
- Consultancy/technical contract
- Research contract
- IP, patent, license, start-ups, …
- Sponsorship
AFRICAN CENTERS OF EXCELLENCE

15. AFRICAN CENTERS OF EXCELLENCE
Revenues (2)
Fundraising - Companies - Alumni and parents - Other individuals - Foundations, Trusts,… International Research and Education funding - international institutions - international academic partnership Other services (products, by-products, rent, goodies,…)
AFRICAN CENTERS OF EXCELLENCE

16. Generation Revenue Process

17. Revenue Generation Strategy An iterative process
A process
Assessing the Opportunity
Planning and Organization
Business Plan
Communication, Command, Control and Iteration
Iterative
First, to decide “Products” to develop in Priority
Then, each “Product in depth
Again and again to make it coherent
The Role of Leadership
Ethics and Accountability
AFRICAN CENTERS OF EXCELLENCE

18. Revenue Generation Strategy Assessing the Opportunity (1)
Value of Revenue generation in ACE Context
Analysis of ACE environment and Market
ACE identity and « products »;
Current and potential Market
Stakeholders,
Partners,
« Customers »,
Supporters
Easiness to « sell » your « product » to your « customers »
AFRICAN CENTERS OF EXCELLENCE

19. Revenue Generation Strategy Assessing the Opportunity (2)
Analysis and decision on revenues, programs and « products to develop in priority
- relevance and coherence with the ACE general strategy
- Return On Investment
- Implementation time
AFRICAN CENTERS OF EXCELLENCE

20. Revenue Generation Strategy Planning and Organization
Roadmap,
 Tasks, Key tasks, Human Resources, Risks, Costs
Schedule
 Time, Time for ROI, Human Resources Costs
Investment in Human Resources
Organization and structure
Organisational Structure and reporting lines
Relationships with Other Offices and Departments
People
Key persons = Key recruitments
Building the team
AFRICAN CENTERS OF EXCELLENCE

21. Revenue Generation Strategy Business Plan
Financial Costs
Generation revenue team,
Functionning (communication, events, travel,…)
An INVESTMENT
Business plan
Costs, Revenues, ROI
AFRICAN CENTERS OF EXCELLENCE

22. AFRICAN CENTERS OF EXCELLENCE
Revenue Generation Strategy Communication, Command, Control Iteration (C3I)
Case support and communication plan
Command, control and iteration
Key implementation points
Key success factors;
Difficulties and risks
Intermediate objectives to achieve
Plan ahead and be patient before money comes
AFRICAN CENTERS OF EXCELLENCE

23. Revenue Generation Strategy Don’t do it alone
Support for assessment
Commissioning a Feasibility Study
Lessons from Others (Success and Mistakes)
- Committed stakeholders and partners vs consultants
AFRICAN CENTERS OF EXCELLENCE

24. AFRICAN CENTERS OF EXCELLENCE
Closing Thoughts
Invest in the Future
Think big, Start small
Get the “right people on the bus”
Tell your story
Ask for Help
AFRICAN CENTERS OF EXCELLENCE

25. Revenue generation African Centers of Excellence
QUESTIONS ?
Port Harcourt ACEs Workshop
February 11-12, 2016
AFRICAN CENTERS OF EXCELLENCE

26. MARKET ANALYSIS

27. Environment and Market Analysis
« PRODUCT »
ENVIRONMENT
« CUSTOMER »
ACE
COMPETITORS
AFRICAN CENTERS OF EXCELLENCE

28. Market Analysis Your Revenue Generation “Product”
Description
Purpose and Advantages
Quality
Cost
Visibility
Image
Easiness to sell
Strength
Weakness
Opportunity
Threat/Risk
AFRICAN CENTERS OF EXCELLENCE

29. Market Analysis Your “Product” Customers
Inventory and typology
Current
In contact
Potential
By type, for this « product »
Customer Expectations
Customers Choice Criteria
Why your ACE
What are your access lines
Easiness to sell
Strength
Weakness
Opportunity
Threat/Risk
AFRICAN CENTERS OF EXCELLENCE

30. Market Analysis Your ACE and your “Product”
Your own interest in the product
Value for the ACE
Value for your ACE image
Your capacity of « production »
Quantity (Key limiting Factors)
Quality (Improvement, weakness)
Time
Your image
Objective
Quantitative Objective
Financial Objective
Easiness to sell
Strength
Weakness
Opportunity
Threat/Risk
AFRICAN CENTERS OF EXCELLENCE

31. Market Analysis Your “Product” Competitors
Inventory and typology
Current
Potential
By type, for this « product »
Your Competitive Strength
Your Competitive Weaknesses
Better ways than Competition (cooperation …)
Easiness to sell
Strength
Weakness
Opportunity
Threat/Risk
AFRICAN CENTERS OF EXCELLENCE

32. Market Analysis Your “Product” Environment
External Factors which could have an impact on your “sales”
Positive
negative
Easiness to sell
Strength
Weakness
Opportunity
Threat/Risk
AFRICAN CENTERS OF EXCELLENCE

33. Market Analysis Think Out of the Box
Product
Customer
Relationship
Production
« Sale »
Other
AFRICAN CENTERS OF EXCELLENCE

34. Market Analysis Synthesis
ACE production capacity:
production capacity
Key limiting factors
Added Value for ACE
Image
Customers
Main Expectations
Choice criteria
Strength
Weakness
Opportunity
Threat/Risk
AFRICAN CENTERS OF EXCELLENCE

35. Market Analysis Synthesis (2)
Competitors
ACE Competitive Strength
ACE competitive Weakness
Easiness to sell
Key strengths, Weaknesses, Opportunities and Risks
OBJECTIVE (1st approach)
Physical Objective
Financial Objective
With a timeframe
Strength
Weakness
Opportunity
Threat/Risk
AFRICAN CENTERS OF EXCELLENCE

36. PLANNING

37. AFRICAN CENTERS OF EXCELLENCE
ACTION PLAN
TASK
Key Acting Person
Means
Communication
Commercialisation
Identify
1 or 2 Key Tasks success relies on
Tasks out of usual internal expertise
AFRICAN CENTERS OF EXCELLENCE

38. ORGANIZATION AND HUMAN RESOURCES
Derived mainly from Action plan/Key acting person analysis
What New Use of existing competences
What New competences needed
Organization
to ensure deliberate action
Integrate to the ACE organization
Supporting means
Training
Reporting lines
Strength
Weakness
Opportunity
Threat/Risk
AFRICAN CENTERS OF EXCELLENCE

39. AFRICAN CENTERS OF EXCELLENCE
BUSINESS PLAN
2015
2016
2017
2018
2019
Revenue generation investment expenses
Additional investment expenses
Revenue generation operating expenses
Additional operating expenses
Total Expenses
Component 1 generated revenue (objective)
Component 2 generated revenue (objective
Total Revenues
Balance
Resources to cover initial expenses
AFRICAN CENTERS OF EXCELLENCE

40. Technical and Time Consuming AFRICAN CENTERS OF EXCELLENCE
PLANNING
Technical and Time Consuming
KEEP FOCUSED ON
YOUR « PRODUCT »
YOUR « CUSTOMERS »
Strength
Weakness
Opportunity
Threat/Risk
AFRICAN CENTERS OF EXCELLENCE

41. COMMUNICATION AND CONTROL

42. MANAGEMENT AND CONTROL
For each major revenue generation Project
Key tasks to check
What
Who in charge
Key indicators
Financial Target
Management and Reporting Lines
Strength
Weakness
Opportunity
Threat/Risk
AFRICAN CENTERS OF EXCELLENCE

43. AFRICAN CENTERS OF EXCELLENCE
COMMUNICATION
Tell your Story
Strong, Committing
Based on facts
Use your people : academics, students
choose and build-up your audiences
converging support of your Story
A full long-term Task
Strength
Weakness
Opportunity
Threat/Risk
AFRICAN CENTERS OF EXCELLENCE

44. To make you begin thinking of your Story
ACE Presentation
ACE Mission(s)
ACE Ambition
ACE Values
ACE Revenue Generation projects
Each project
For each
5 words
5 one-line sentences
Customer oriented
AFRICAN CENTERS OF EXCELLENCE

45. Are you dreaming of a last question?

46. PLANNING EXAMPLE

47. Action Plans TASK Key Acting Person Means Market survey Emefa
Vehicle, a team two assistants
Research SoP development
Sika
Vehicle, a team research assistants
Specific Training for Support staff
Sika and Patrick
Lecture facitilty
Plan of Operation and Logistics
Emma
Laboratory Analysis
Patrick/Postdoc
a team six research assistants/technicians
Data Analysis and Report Preparation
Osborne/Postdoc
a team two assistants
Communication
Commercialisation
Marketing consultant

48. Organization and Human Resource
Existing competencies
Ms. Emefa Adzadu – Market survey
Ms. Menka – Research SoP Development, Specific training for support staff
Dr. Partrick Arthur – Specific training for support staff/laboratory analysis
Dr. Osboure Quaye – Data analysis and report preparation
Mr. Emmanuel Ghartey – Plan of operations and logistics
New competencies
Marketing consultant for communication
WACCBIP Consulting team:
Reporting to the Team leader (Dr. Dorleku)
Then to Director (Dr. Awandare)

49. Items
Cost/unit
Total
Investments
Marketer (MBA)
$1,000/month
$3,000
(3 months of the year)
Equipment Fees
$1000/month
$12,000
12 months in the year
WACCBIP Consulting vehicle
$40,000
One time ($8000 per year)
$55,000
Items
Cost/unit
Total
Operating Cost
Reagents/Supplies
$1000/month
$12,000
Per year
Stipends
$50/month
$7,200
12 assistants Per year
Allowances
$100/month
6 SM Per year
Fuel/Utilities
$200/month
$2,400
12 months in the year
Field Assistants
Driver
$200
Office Supplies
$400
$4,800
$43,000

50. Business Plans 2015 2016 2017 2018 2019 WACCBIP Consulting team:
Revenue generation investment expenses
55,000
15,000
Additional investment expenses
Revenue generation operating expenses
43,000
Additional operating expenses
Total Expenses
98,000
58,000
Component 1 generated revenue (objective)
200,000
Component 2 generated revenue (objective
Total Revenues
Balance
102000
142000
Resources to cover initial expenses
WACCBIP Consulting team:
4-10 service packages in a year