1. AFRICAN CENTERS OF EXCELLENCE COTONOU 17-19 NOVEMBER 2015 REVENUE GENERATION 1

2. Lessons learned from 6 missions on ACE revenue generation for 8 ACES – SAMEF, Dakar, Senegal, 29 -30 March 15 – MITIC, Saint Louis, Senegal, 1-3 April 15 – SMA, Porto Novo, Benin, 21-23 April 15 – CETIC, Yaoundé, Cameroun, 27-28 April 15 – WACCI, WACCBIP, RWESCK, 10-11 November 15 – CERSA, Lome 12-13 November 15 – 120 participants AFRICAN CENTERS OF EXCELLENCE 2

3. REVENUE GENERATION You are already generating revenues: Build on them – Student tuition and fees – Research or Survey contracts – often, continued education Improve your knowledge and understanding of how it works – Processes, key points, success factors, difficulties – Cost Knowledge and business model Improve your professionalism – Academic and support – Non academic: strategy, project management, marketing, communication,… AFRICAN CENTERS OF EXCELLENCE 3

4. REVENUE GENERATION Implementing the ACE project: an excellent way of increasing generated revenues – Increased number of students = increased tuition and fees (indicator 1) – Continued education (indicator 1) – Company internships (indicator 3) opens to increased company research or expertise contracts AFRICAN CENTERS OF EXCELLENCE 4

5. REVENUE GENERATION Make your ACE objectives achievable – Optimize the World Bank funds – Ability to achieve the objectives? in details Key to achievement? Difficulties – Threshold Risks? – Key non academic competences and organization: marketing, communication, development manager, project management,… – Adjust your objectives if not achievable 5 AFRICAN CENTERS OF EXCELLENCE

6. REVENUE GENERATION Threshold effects To go – From 5 to 30 masters – From 40 to 200 students – From 4 to 40 yearly contracts and from 20,000$ to 500,000$ yearly contracts Not the same organization for – Marketing, communication and lobbying – Project management – Internal resources 6 AFRICAN CENTERS OF EXCELLENCE

7. REVENUE GENERATION Example : is your ACE student objectives achievable? – Market analysis for each education program Where will they come from? How many How will they know about you? How many What will make them decide to come to your institutions… instead other institutions? How many Will they be good enough? How will you select them How much are they ready to pay? 7 AFRICAN CENTERS OF EXCELLENCE

8. REVENUE GENERATION Set up an ACE business plan coherent with your objectives – Resources Government subvention Generated revenues (tuition and fees, contracts,…) – Expenses Usual expenses Extra expenses due to ACE project (new masters,…) Investment needed to achieve objectives – Balance – Actions to take if Expenses>Resources 8 AFRICAN CENTERS OF EXCELLENCE

9. REVENUE GENERATION COMPANIES a long term and fruitful investment. – Students : internships, employment, scholarships – Programs: support to focus on employement, – Continued Education – R&D contracts, surveysResources Think about it as a whole – Commit them: advisory for company relationships, program employement potential, new R&D needs, teaching,… – Be organized to deal with them: marketing, contacts, quality of services – Think of your alumni. 9 AFRICAN CENTERS OF EXCELLENCE

10. REVENUE GENERATION CONCLUSION Many other ways of generating revenues or supporting revenue generation – Alumni, start-ups, diaspora, expertise,… Being an ACE is a huge advantage – you have the image of excellence – you are carrying a project of national importance for the educational and economic development of your country Being an ACE is a huge responsibility – You are assumed to deliver excellence – You must not disappoint 10 AFRICAN CENTERS OF EXCELLENCE

11. REVENUE GENERATION 2nd CONCLUSION DETERMINATION OBJECTIVE PROFESSIONNALISM « CUSTOMERS » VIEWPOINT DETERMINATION 11 AFRICAN CENTERS OF EXCELLENCE