Everyone of us is both a student and a teacher

We are at our best when we teach ourselves what

we need to learnThe One Minute Teacher

Resource Mobilization and Fund Raising

Introduction

Mapping of Resources/ Assets

Effectuation is the

tool• Lemonade

principle• Bird-in-hand

principle

Develop Cognitive Adaptabil

ity

• Dynamic• Flexible• Self regulating• Sensing changes and

acting upon these

Mapping of Resources/ Assets

Mapping of Resources/Assets

Identification & Evaluation

of Opportunities

Develop the Plan

Resources

Required

Management

Know yourself

Assets

Faculty

Students

Good will/ Reputation

Land BuildingVehicles

Charter

Alumni

External Environmen

t

Local produce

Know yourself

Faculty Consulting Assignment Lead Role in industrial/

Marketing/Research Surveys Training Programs

Know yourself

Students Could be used as resources for

conducting Surveys/ Market/Industrial Research

Can prove as good will ambassador of the University

Know yourself

Good Will/ Reputation Taking market oriented business, based

in the area of expertise could be much easier e.g. AKU Pathological labs, IIU School Systems, Zia Ud Din Medical Hospital, LUMS training programs

Know yourself

Land A scarce resource Needed to be dealt in an

appropriate fashion Farming e.g. Pir Mehr Ali Shah IT-Parks - The Technology Park Malaysia (TPM),

inaugurated in 1996, covers 120 acres and involves a state investment of US$80 million and is surrounded by five universities. Proposal at one so to be established at FAST-NU

Could be utilized to establish industrial Parks etc e.g Texas University

Know yourself

Buildings Could be utilised for conferences,

functions, industrial exhibitions etc. Building could be re-designed with

corporate help promoting CSR Co-Branding ;Salman-Dawood Business

School, Said Business School, Keneddy School of Government

Know yourself

Vehicles Can be managed on commercial bases

e.g. GIFT University Co-Branding against cost of

maintenance

Know yourself

Charter Gives you the right to develop Human

Resources in whatever field you want. Market oriented new programs Start twinning arrangements Admit, Train, Export by having

agreements in advance e.g. Nursing Associations exams etc

Know yourself

Alumni Register & Activate their network Motivate them to donate. Ask help in generating business in the

market

Know yourself

External Environment Chaos Law & Order situation Mismanagement Illiteracy Backward & Forward integration

Know yourself

Local Produce

Successful Approaches while delivering sponsored projects/ Do’s

• Ensuring there is a clear understanding as to the issue to be addressed, how it will be addressed, within what timeframe, and at what cost

• Establishing (and maintaining) a clear communication vehicle (status calls /

monthly meetings, etc.)• Driving the activity to completion (vs. letting the activity lag due

to lack of focus)• Bringing in other disciplines / institutions to address the issue• Offering to help disseminate results upward within the

organization• Delivering results in a format compatible with the organization• Giving organizational-specific examples of how the results impact the organization • Over delivering by answering an extension to the original

question

Wrong Approaches while delivering sponsored projects/ Don’t

• Taking the money and running• Sharing results with the payers' competitors• Hiding from your contact when problems occur• Being too general, or stating the obvious in the results• Underestimating the experience and knowledge of

your contact• Having all the answers• Not knowing how the results are to be used … and

with whom• Delivering results:

without offering to formally present and discuss, without opportunity for questioning, and

without an offer for follow-on involvement

Questions to consider when engaging with industry …

Do you comfortably have the ability to deliver results in the requested timeframe?• Does the Consultant/researcher or Research/Business Center have the “knowledge fit” with existing company / industry needs?• Does the researcher/Consultant or Research/Business Center have linkages with other disciplines / geographies to help fully address the issue at hand?

Questions to consider when engaging with industry …

Do you truly have the ability to meet the need(s) for the issue at hand?

• What is the uniqueness of the Consultant/researcher / Research Center’s research focus?

• What is the strength and quality of the consultant/research personnel and institution?

Questions to consider when engaging with industry …

Do you feel confident you’ll have the opportunity to develop a meaningful relationship?

Is there a “mental fit” between the Consultant/researcher / Research Center and the company / industry contact?

Is the Consultant/researcher or Research Center compatibility with company / industry goals?

Will the Consultant/researcher / Research Center have the ability to personally meet with the company / industry contact?

Questions to consider when engaging with industry …

Is it important to you (and will you have) the opportunity to see that your results are used?• What is the importance of the researcher/consultant or Research Center to the company / industry making the research request?• What is the likelihood of the researcher/consultant or Research Center producing “valued" deliverables?• What is the likelihood that the consultant/researcher / Research Center can create new & differentiated knowledge? • What is the uniqueness of the consultant/researcher / Research Center’s publication outlets?• Will the researcher/consultant / Research Center have the opportunity (given results) to present the results upward?

Final words/ Summary of relations with Industry

When dealing with industry:• Know what your intention and expectations are • Be clear as to how the results can be used• Focus on the relationship• Every interaction is the basis for a long-term relationship• Deliver what you promised• Be certain what’s expected of you • Don’t be afraid to reach out beyond your own area of expertise• Deliver more than asked for … with examples specific to the company• Communicate … Communicate … Communicate

Funding Sources

Faculty Students Good will/ Reputation Land Building Vehicles Charter Alumni External Environment Local produce

Networking with Donors

Reality of Funding Donors are Bureaucrats

Getting Known Build Alliances Be Aware Don’t ignore Anyone

Networking with Donors

Things to do to maintain a good relationship Sending regular summaries of ongoing projects at

timely intervals Networking at events Ensure new program officers at donor agencies get

handover notes about you, your research, your organization and the history of your relationship with them

Send newly appointed program officers a letter to welcome them to their post, introduce yourself, say what you do, what your relationship with the donor has been and invite the program officer to visit your organization

Networking with Donors

Be patientLearn by trial and error Introduce yourself to donor

representativesDonor authority at country levelListen to donors Unsolicited approaches