1. PARTNERING WITH INDUSTRY TO DELIVER CURRICULUM
Cathleen S. Burns, PhD, CPA
Department of Management
University of Missouri - Columbia

2. PROGRAM HISTORY
Ken Evans’ success with Procter & Gamble Curriculum Development Grant Program
Procter & Gamble and large grocery stores
Leggett & Platt and LaZBoy
Colliers Turley Martin Tucker and Edward Jones
Yellow Freight and consumers

3. Yearlong B2B Curriculum
Fall Semester:
Team Building
Relationship Marketing
Supply Chain Management
Customer Profitability Analysis
Spring Semester:
Sales Management
Negotiation
Services Marketing
Promotion Management

4. How We Sell the Program Yearlong curriculum – 2 classes
Partnering theory and practice with current topics
Qualifications of cross-functional faculty team
Past successes with other business partners
Competitive student enrollment
Word-of-mouth advertising and recruiting

5. Client Role Two summer meetings
#1 semester visit: Overview and strategy
#2 semester visit: Relevant details and personnel
#3 semester visit: Findings and recommendations
Student site visit
Liaison
Budget

6. Budget Faculty overload (4 faculty + grad student)
Student team building ($250/team)
Bus ($750) +$100/day/student
Books and supplies
Mileage or other direct student costs

7. Calendar Fall 2000: Identify potential partner firm
November 2000: Send invitation letter
March 2001: Confirm partner before fall preregistration and arrange funding
Summer 2001: Faculty meet with client twice
August 2001: Begin 1st semester

8. Consulting Agreement Signed by client, faculty and students
Confidentiality
Indemnification – during project and implementation of recommendations
Student travel covered by personal insurance plans
Direct cost reimbursement
Client cooperation and reasonable access

9. Other Benefits Faculty development AACSB “real world”
Student recruitment
Alumni board involvement
Integration with Development Office goals
Realistic job preview for students
Variety of student skills development
Dissertation data
Long-term relationship with partner

10. Risks Time spent locating client
Faculty dedicated to project with limited class size
Clients want professional consulting work
The joys of bus travel
Is it worth it all? YES