1. Beyond the University Recruiting Budget: Uncovering the Real Corporate Dollars
Presented by: Tamera Ziglar, M.S.
Director of Development & Corporate Engagement
North Carolina A&T State University
May 15, 2019

2. Uncovering the Real Corporate Dollars
Beyond the University Recruiting Budget
Uncovering the Real Corporate Dollars
Today’s Agenda
Introduction
II. Opening Activity
III. Overview of Corporate Investment
How to Move Beyond the ‘Gatekeeper’ and Build
Relationships with Key Stakeholders
V. Wrap Up
ncat.edu

3. Beyond the University Recruiting Budget
Opening Activity
Small Group flipchart of all activities companies try to engage in while:
On Campus
In a school or college
In Career Services
ncat.edu

4. Beyond the University Recruiting Budget
II. Overview of Corporate Investment
Working Definition of Corporate Engagement: A mutually beneficial relationship where both entities agree upon and work toward the attainment of goals and objectives that advance the mission of their respective organizations.
SO, How Does This Translate Into Your World ?
ncat.edu

5. Beyond the University Recruiting Budget
II. Overview of Corporate Investment
Individual Activity:
Look at the Flipchart You Worked On
Choose One or Two Examples
On the left side of your paper write:
Current State
On the right side of the paper write:
Desired State
ncat.edu

6. Beyond the University Recruiting Budget
II. Overview of Corporate Investment
Take a minute or two to jot down a few specifics around each area. Here’s an example:
Current State Desired State
- One sided Recruiting - Investment in the programs
Relationship…All ‘take’ and activities that add
and no ‘give’ value to the overall curriculum and mission of the school or college.
ncat.edu

7. Beyond the University Recruiting Budget: Boom or BUST!
III. Overview of Corporate Investment Cont.
Question:
Why do some colleges and universities seem to snag MAJOR engagement
and research dollars, and others receive ‘crumbs’?
Could it be:
Proximity to Certain Corporations?
Relationships?
Reputation?
All of the Above?
ncat.edu

8. and Build Relationships with Key Stakeholders
Beyond the University Recruiting Budget: Boom or BUST!
How to Move Beyond the ‘Gatekeeper’
and
Build Relationships with Key Stakeholders
ncat.edu

9. Tactics and Strategies Designed to Deliver Maximum Return
CASE STUDY: ‘DBM&S’
The Campus Relationship & Recruiting Manager from the Talent Acquisition Division of ‘DBM&S’ company recently contacted you, expressing interest in ‘building a relationship’ with your University. She is interested in several programs and is eager to get started. Throughout the course of the initial and subsequent conversation you learn the following:
‘DBM&S’ enjoys relationships with 12 ‘Tier 1’ schools….yours isn’t on the list
They invest heavily in several of the schools (labs, DBM&S Scholars Program, etc.) and
engage far beyond the typical recruiting relationship
They recently gave 5 million to a neighboring university and would like to bring bagels
and coffee to your school for breakfast with your Student Organizations.
They’ve shared a full ‘recruiting’ plan for your University, complete with onsite engagements,
company led competitions, even a trip to their corporate headquarters for students to
engage in a leadership roundtable (hint: recruiting trip).
All this, but no mention of any monetary investment into the programs of importance
shared by you. After all they’re Talent Acquisition. They have a limited budget, and it is
clearly earmarked for Recruiting Activities.
How should you proceed?
ncat.edu

10. Tactics and Strategies Designed to Deliver Maximum Return
Activity:
Design an Ideal Corporate Engagement
Opportunity to take a few of the ideas and concepts you’ve identified today and begin to develop a working document you’ll be able to add to as you redefine and examine your corporate engagement strategy.
ncat.edu

11. Tactics and Strategies Designed to Deliver Maximum Return
From Bagels to Millions
True Story
ncat.edu

12. Tactics and Strategies Designed to Deliver Maximum Return
TOOLKIT
Thank Them For Their Interest…and Mean It
Use What You Began Today As A Guide to Develop Your Engagement Plan
Develop a Document that Clearly Outlines and Defines What A Mutually
Beneficial Relationship Looks Like
Offer to Share a Calendar of Events with Sponsorship and Engagement
Opportunities. Invite ‘DBM&S’ to Participate In/Judge an Event the 1st
Year, Then Share the Value Proposition of Having Them Sponsor Going
Forward
ncat.edu

13. What’s The Value Proposition?
Tactics and Strategies Designed to Deliver Maximum Return
TOOLKIT
Remember, going from bagels to Naming Opportunities and Endowment Discussions is a process.
What’s The Value Proposition?
ncat.edu

14. Beyond the University Recruiting Budget
THANK YOU!
ncat.edu