CIEC 2016 Internaonal Connuing Engineering...

CIEC2016CPDD214:WORKSHOPBuildingandMarke?ng

Interna?onalCon?nuingEngineeringEduca?on

Programs

OurAgenda

• Whyinterna?onal/globalcon?nuing educa?on?

• Abouttheglobalworkforce• Storiesfromthetrenches• Whatdidwelearn?• Project• Presenta?on• Wrapup/Summary

[Do You See Continuing Education Becoming More Global? - Interview with John L. Hennessy, https://www.youtube.com/watch?v=Cn0CWrJ7FIE]

HumanCapitalTrends(2015,DeloiSe)

http://www2.deloitte.com/us/en/pages/human-capital/articles/introduction-human-capital-trends.html

Example:AerospaceCareer

Source:hSps://www.apqc.org/sites/default/files/files/Bridges,%20Tim%20-BoeingFinal.pdf

THEUNIVERSITYOFTULSACASESTUDY

u  Private University

u  Tulsa, Oklahoma, USA

u  Continuing Education for Science and Engineering (CESE)

u  College of Engineering & Natural Sciences

Pat Hall, Associate Dean College of Engineering & Natural Sciences Continuing Engineering & Science Education P) 918-631-3003 F) 918-631-2154 [email protected]

CESE Mission/Vision

CESE’s purpose is to provide industry with quality professional development training that they need and request in a timely manner, at the venue and dates of their choosing.

CESE is flexible in format, content and

CESE strives to respond quickly and deliver what the industry wants

u  TU CESE has been a training resource for industry for more than 35 years.

u  TU CESE staff has more than 80 years combined experience in developing and managing CE programs

u  TU CESE has a strong client base of repeat customers.

Short Courses, Seminars & Conferences

u  Non-Credit – cross discipline, non-technical and technical programs

u  F2F and Online -

u  Customized & Open Enrollment – offer both internationally

u  Professional Development for engineers – providing skillsets needed

u  60-65% In-Company/contract with industry

u  Petroleum, Computer Security, Mechanical Engineering, Leadership Skills, etc

Best known in the Petroleum area – programs and faculty – most up to date

Offered in over 20 Countries and 20 States in America

Short courses/seminars/conferences

Building Trust and Relationships

Case Study – Tunisia (ETAP) (National Oil Company in Tunis) u  Lead/Contact – Met at Professional Conference Exhibit

u  Next step -

Invite and Visit to U.S. (Tulsa, OK)

Visit to Tunisia – asked to spend a weekend touring numerous cities in Tunisia

u  Cultural differences – Perception vs. Reality

Hospitality – very friendly, treated like a professional, adjustment to hours for evening events – begin very late and end very late/early in the morning.

Customs – willingness to try new foods and activities (bellydancing)

Language – primary language was a combination of French/Arabic

Course Development

u  Needs Assessment

Conducted Meetings with each department manager – determined desired outcomes, potential level of audience, benefits vs. features.

u  Format of courses was discussed

Extended the length of the program due to cultural and language differences, provided real world application and examples.

u  Tailored the courses

Used examples pertinent to that country’s needs and interests. Sessions were interactive applying the skillsets to their specific operations.

Budget considerations

u  Exchange rates

u  Net U.S. dollars

u  Interpreters needed?

u  Brokering company/middle man

u  Work Permits/Visas

u  Special shipping costs/”free domicile” charges

u  Government taxes

Contract Negotiations

u  Be sure to list what’s included and what’s not included

u  Understand specific meanings of clauses

u  Who pays for what?

u  Do you have control of the expenditures

u  Have you covered everything needed?

u  Use terminologies of that country, where possible

u  What else do they want included in the contract – materials, certificates

u  What do you have they want/need and vice versa? Value added.

Instructors/Faculty

u  Nationality – could be an issue depending on the country

u  Visa, Passport required – other?

u  What are his terms for teaching, payment, airfare (Business class?)

u  Philosophy of teaching

u  Cultural knowledge – honoring traditions/customs

u  Customization of the content for the programs

Shipping

u  List every item you are sending, otherwise it might be confiscated at customs

u  Know shipping companies that go into that country on a regular basis

u  Allow for holidays, conflicts, delays

u  Shipping costs can be high depending on how the materials are handled – digital or hard copies – textbooks required –

Evaluation/Assessment

Industry Partner

Instructor

CE Department

Assessment/Evaluation

u  Evaluation forms and Participant comments

u  Training Manager and Departmental Managers

u  Follow-ups – right level of audience, met desired outcomes, format changes needed, other recommendations/needs

u  Further development of more courses building a solid relationship with our industry partner, ETAP.

Be sure to celebrate what works – change what

doesn’t!

Personal Challenges

u  Getting through Customs – wanted to keep my passport – Be sure to request a company representative be just outside customs to help, if needed.

u  Use of Slang/Idioms – Difficult to remember to not use American/English slang or phrases – they are sometimes hard to explain

u  Political/societal – Perception is not always reality. Be aware of the possible difference.

Additional items---

u  How do you call it quits with an instructor or a company? Or how/why did the company end the relationship?

u  Overcoming hurdles within your own organization.

u  Timing of the workshops.

u  Projects for programs

u  Other budgeting issues

Thank you for your time!

u  ? Questions ?

THEUNIVERSITYOFKANSASCASESTUDY

Slide 9

Case Study

European Ministry of Defence

Slide 10

Our Program

•  Not-for-credit training for aerospace engineers and aerospace professionals

•  Courses taught via public enrollment, in-house, and online

•  Global program with approximately 35-40% international attendance

https://upload.wikimedia.org/wikipedia/commons/b/b0/C-17_Globemaster_III_1.jpg

Slide 11

How It Started

•  Approached by a long-term customer

•  Desire to lock in prices for several years and streamline efficiencies

•  Multiple locations of delivery

Slide 12

Branding Ourselves Where the heck is Kansas?!

http://s3.amazonaws.com/citybuzz/2015/04/ks-ask/ksa-15.jpg

Slide 13

Branding Ourselves

Whotrustsusthemost?

Whyarewethebest?

Whatdowehavetooffer?

Slide 14

Analyzing Your Potential Partnership

Whydidthepartnerchoose

us?

Doesthisalignwithourmission

andvision?

Canweprovidewhatthe

customerwants?

Willwehaveinternalbuy-in?

IstherebeSeropportunityelsewhere?

Slide 15

Budgeting

•  Take (Calculated) Risks

•  Know your end goal

•  Consider VAT, other tax, and other expenses

•  Upfront investments go a long way towards success

https://c2.staticflickr.com/8/7056/6869762317_78487198aa_b.jpg

Slide 16

Financial Negotiations

•  Know your end goal

•  Know what to expect, culturally, during negotiations

•  Make sure each party knows what is expected

https://upload.wikimedia.org/wikipedia/commons/e/e8/Argue.png

Slide 17

Legal Negotiations

Considera?ons• Howfarcanyougo?

• Howcanwegetto“Yes”?

• GoverningLaw

http://pre11.deviantart.net/ceb6/th/pre/i/2010/194/e/b/signing_the_contract_by_milkbomber.jpg

Slide 18

Legal Negotiations 2

Considera?ons• Layoutexactlywhatisprovidedbyeachparty

•  It’snotoverun?lit’sover

http://pre11.deviantart.net/ceb6/th/pre/i/2010/194/e/b/signing_the_contract_by_milkbomber.jpg

Slide 19

The Best Things Take Time

https://clientmanagementvn.files.wordpress.com/2014/05/negotiation.png

Slide 20

Agreement

•  We secured a fantastic partnership! Now, we just can’t talk about it…

•  Let’s hope things don’t change massively over the next several years

Slide 21

Post-Agreement Headaches

Developingnewtraining

TailoredcontentandITAR/EAR(includingshipping)

Changingprocessesandpaperworkfrom

theclient

Slide 22

Assessing The Partnership Didthebenefitoutweighthe

expense?

Didwemeetourgoalsforthepartnership?

Didourpartnermeettheirgoals?

Slide 23

The Future

•  Mutual Assessment, Partnership Renewal, and Partnership Evolution

•  Lessons Learned

•  Similar agreements with others?

SOWHATDIDWELEARN?

LESSONSLEARNEDFourFactorsLeadingtoSuccess

•  It’sallaboutthemandnotaboutus

•  Rela?onshipmaSers•  Complianceismust•  Knowhowpeoplelearn

High Context

Low Context

Mexico

The Middle East Philippines

Brazil

India Singapore

Greece France

Austria

Scandinavia

Israel

Swiss Germans

Japan, Indonesia Africa (all) China Malaysia

Spain Italy Costa Rica England

Australia USA

Germany The Netherlands

Challenge:Cross-CulturalUnderstanding

Reference:SusanM.BrayNewVistas

MarketSegmenta?onWhoNeedsWhat

•  Europe•  Australia/NewZealand•  China•  SouthKorea•  India•  SouthAmerica

27

Whywalkalone?GetaChannelPartner.

• Australia–Qine?Q,Melbourne,Australia

• India–Hi-Tec,NewJersey,USA• Brazil–BrazilianOrganiza?onforAircranCer?fica?on(DCA-BR)

• HongKong–CathayPacific

28

ReachtheMarket

•  ProfessionalOrganiza?ons•  TradeShowsandConferences•  Adver?sements

29

Rela?onshipMaSers

•  Developfriendship•  CulturalCompetencyisthefounda?on

•  Developtrust;itmaSers•  Allow?me

30

ThreePhasesofLegalConsidera?onsCost proposal

submission/negotiation/acceptance

Cost Proposal Request

Relationship/Trust Building

Visual ComplianceEAR/ITAR

Considerations

Country/State/Tax/Indenification/Waivers

Signatures/Electronic or Paper

Cross-cultural Negotiation of Terms and Conditions

31

Interna?onalContracts•  MemorandumofUnderstanding•  MemorandumofAgreement•  Client-SideContractual

Agreements•  PurchaseOrderswithTerms&

Condi?ons•  An?-Corrup?onAgreements•  Non-DisclosureAgreements/

ProprietaryInforma?onAgreements

•  Nego?a?onRecords

PROJECTCOMPOSITESFortheWorkshopsPar?cipantsOnly!

THANKYOU!!!

Patricia Hall, [email protected], The University of TulsaZach Gredlics, [email protected], The University of KansasSoma Chakrabarti, [email protected], University of Delaware

CIEC 2016 Internaonal Connuing Engineering...

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