Business Engagement: A collaborative approach Jackie Stafford NBS Business Engagement Co-ordinator.

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Business Engagement: A collaborative approach Jackie Stafford NBS Business Engagement Co- ordinator

description

Funding SDF funding from HEFCE to support a move from a wide range of short term links with employers to a more focused and sustainable position Aim to provide a catalyst for work based engagement with both public and private sector employers

Transcript of Business Engagement: A collaborative approach Jackie Stafford NBS Business Engagement Co-ordinator.

Page 1: Business Engagement: A collaborative approach Jackie Stafford NBS Business Engagement Co-ordinator.

Business Engagement: A collaborative approach

Jackie StaffordNBS Business Engagement Co-ordinator

Page 2: Business Engagement: A collaborative approach Jackie Stafford NBS Business Engagement Co-ordinator.

Business Engagement?

• What is Business Engagement?

• Why would we want to engage more with Business?

• Barriers to Business Engagement?

Page 3: Business Engagement: A collaborative approach Jackie Stafford NBS Business Engagement Co-ordinator.

Funding

• SDF funding from HEFCE to support a move from a wide range of short term links with employers to a more focused and sustainable position

• Aim to provide a catalyst for work based engagement with both public and private sector employers

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Why do CRM? Context for changeWhy do CRM? Context for change• Employer Engagement Agenda

• Economic climate – Diversification of funding – holistic approach to maximise opportunity– Greater challenges to clients (an opportunity for universities to help?)

• Increased competition – winning and maintaining clients

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Key CRM Principles and PracticeKey CRM Principles and Practice• Defined as “Investing resources in key clients”

• 80/20 rule – 80% of return comes from 20% of your clients

• Need to focus on a manageable client base. 10 – 20

• 5:1 investment cost– 5 x more expensive to develop new relationship than maintain current

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Where to focus efforts?Where to focus efforts?

ID New Prospects

Invest in Service Innovation

Manage Critical Relationships

Cross-sell and offerNew products

EXISITING NEWServices

10-15%

40-50%

1-10%

15-25%

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Building and maintaining relationships

• Implementing and managing the necessary management and administrative systems to provide professional and operational support

• Support business development activities across the Corporate and Executive Development Portfolios

• Work collaboratively across the University to inform the Employer Engagement Project Hub

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CRM Approach

• Develop profile and engagement plan for each ‘client’

• Gather intelligence– Google alerts, twitter, bdaily, networking, etc...– igoogle dashboard information feed

• Capture and share information using ACT!– Complexities around this?– Protocols

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• Strong existing relationships but can improve…– Coordination within School– Capture and sharing of information – Prioritising– Be more proactive (SDF roles to facilitate)

• 2 lists– Current clients increasing understanding identifying– Potential clients opportunities and way in

NBS Approach

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Holistic approachHolistic approach

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Competitive Market

• Is this approach relevant and realistic?

• Which relationships do we already manage well? Starting point

• How close are we to a collaborative approach?