Business Engagement: A collaborative approach Jackie Stafford NBS Business Engagement Co-ordinator.
-
Upload
alyson-small -
Category
Documents
-
view
217 -
download
2
description
Transcript of Business Engagement: A collaborative approach Jackie Stafford NBS Business Engagement Co-ordinator.
Business Engagement: A collaborative approach
Jackie StaffordNBS Business Engagement Co-ordinator
Business Engagement?
• What is Business Engagement?
• Why would we want to engage more with Business?
• Barriers to Business Engagement?
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
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
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
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%
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
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
• 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
Holistic approachHolistic approach
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?