ICCET/ICCHE Fall Conference 2012 • September 26 & 27, Utica, IL • Roundtable Discussion Notes Topic: Leveraging Success for New Business What matters most? What are your core competencies? Everything is not a priority. Core competency: Customer focused

Repeat business

Remind team of core competency Don’t have the resources to do everything. How do we keep doing the things we do well?

Need to focus on delivering customer service

How are we different? How are we unique? Leverage success by defining your core competency for your audience. What does “new business” mean?

Cost recovery

New revenue streams

For-profits – competition

There are challenges to new business (ie: IBHE, HLC, governance, regulations) What our community views as our core competency is different than what we think. Example: Walmart, Dollar General, Von Maur, McDonald’s, Burger King = quick, quality, cheap, close, customer focused, customer service Who are you? Focus on it. Differentiate.

Community education

Contract services/customized training

Youth programs Adding programs/eliminating programs – who makes the decision?

Committees/administrators & faculty

Program review – annual & bi-annual

Demand and dollars

IBHE/Board of Trustees – need data collected – not offering courses until IBHE approves (10 months+ and expensive)

Enrollment driven

Waiting 2 years to offer new courses because they are waiting for IBHE approval Developing programs by planning process (collaborative) not by silo.

International – potential new business/new students

Contract programs

Dual degree programs

ELS – recruitment – English language competency