Turning conversations into contracts cne

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Presentation from CNE sales training 7/12/11.

What is the CNE message, who do we need to talk to. How could we share info. What support and resources are available.

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  • In the notes summarise below the aim of the presentation (who is it targeted at, what outcomes do you hope to achieve and how, what content will be included)NB: these notes are to provide guidance to the CNE staff member making the presentation – they are not to be shared with the audience.Once you have edited/amended your presentation and added details below of who it is targeted, please share your personalised presentation with your colleagues by sending it to david.vandervelde@children-ne.org.ukOverall aim: Eg…To generate new business for CNE, primarily through spot purchase of services.Target group:Who is the presentation for.Eg. School cluster managers in East NewcastleTarget Outcomes: (add/amend as required)Raise awareness of CNE (who are we, establish credibility, describe our work in general, give basic info about specific services we offer)Generate discussion about audience needsIdentifyhow CNE could meet those needsNext step- how do we take this forward - who needs to follow up with who (this would usually go back to HoS at CNE for discussion - can we generate specific leads to follow up (get names, job titles, phone numbers, email and name of the referrer (Have we got enough info to be able to follow up with a named person eg. ‘I was speaking to x… who asked me to phone about y… specific problem in school(s) and they asked me to get in touch with information about our ….. Programme(s).’ Use the feedback sheets that go with the presentation. Please return these to david.vandervelde@children-ne.org.ukContent: Depending on time constraints - it is good practice to begin by asking the participants to introduce themselves. What are the issues they face? This will help you focus on the issues that are important and get dialogue going so that at the end of the presentation they will engage.Following the info in the schools brochure which you will give out at the end.
  • To give out at end of session - (brochure and Powerpoint, quick reference guide, feedback/follow up sheet, marketing plan)
  • What will be covered today. Is there anything else that people would like to hear about ? *nb. The word ‘service’ is used here to describe a service available for purchase such as a ‘friendship group’ or an ‘Option 2 intervention’ as opposed to a ‘service area’ such as families and parenting or young people or WEYES.
  • Who are the people who can commission the services that you offer?Use flip and elicit answers from group.Eg. GP consortia, school academy chains, Behaviour Improvement Leads in LA’s, Attendance/Attainment Leads in LA’s, HT meetings, Governor Services in LA’s, CP Team managers,
  • In 2011 Children North East, with the support of the Beatrice Webb memorial trust undertook a piece of work with hundreds of children and young people from across the NE, help ing them to document what was good and bad about the places they lived.The resulting collection of thousands of photographs represents the collective views of our CYP. An exhibition of the photographs will be touring the region during 2012.
  •  National Equality Panel**, set up by the government in 2008. According to the study, Britain is more unequal than it was a generation ago; one measure of inequality it examines suggests that, by 2007-8, Britain had the same level of income inequality as existed in the post-war years.Described by the Prime Minister as "sobering", the report states that "it matters more in Britain who your parents are than in many other countries" and describes the importance of "the long arm of people's origins in shaping their life chances... literally from cradle to grave." Among the areas covered in the report is education up to, and beyond, GCSEs. In particular:There is a large difference in 'school readiness' and vocabulary scores between three year old children from the poorest 20% of families and those from the richest.This vocabulary gap is even wider by the time children are five.There is a strong link between living in a disadvantaged area and having special educational needs, learning disabilities and/or social, emotional and behavioural difficulties.The attainment gap between children receiving free school meals and those who do not continues to widen until they reach 14 (before narrowing very slightly up to GCSEs).Eligibility for free school meals is the single biggest factor hindering a student's performance at GCSE.***Even disadvantaged students that do perform well are less likely to go onto higher education at all, let alone to a Russell Group university.Once at university, they are less likely to achieve a first or 2:1.Consequently, more work is needed "to improve the educational attainment of poor children in general, and substantially to improve the staying on rates after 16 of low-income children in particular."
  • Some people don’t like the idea of being sales people…We are all representatives for the organisation and we all have a part to play in selling services.. Doesn’t mean we have to be like this guy.You have a role to play in speaking to the contacts we mentioned earlier.. What is the message you need to get across? – the hard sell..
  • This is what we are about – Fulfil potential and Overcome disadvantageIf you are successful in selling our services – more children and YP will benefit from fulfilling childhoods, will reach potential.Inequality will be overcome.. Nb check out conference info on CNE website. – Richard Wilkinson, DD, TS.
  • This is what we are about – Fulfil potential and Overcome disadvantageCNE has always been good at listening to the voices of CYP. Participation is embedded right across the organisation.The photo project means we can speak authoritatively abut the issues faced by CYP in every part of the region.Because we are a vol org the research shows we are a much more trusted name than LA social services. We are better at engaging with/listening to the hardest to reach.We can adapt more quickly and innovate to meet needs -our services are more flexible than LAWe have 120 years of experience.. We know what works where when…It costs more NOT to use our services
  • Schools brochure – to be reprintedSupporting Families, Protecting ChildrenPractitioner trainingInserts re servicesFundraising/supporter bookletStyle guideWeb site changes – from fundraising to salesWhat else would help you ?
  • Depending on the interest of the audience you will want to go very quickly through some specific services and focus down on those where there is greater interest – you may want to refer back to this slide and the accompanying table in the presenter’s pack during discussions.For further information about Children North East services or toget involved please speak to usvisit www.children-ne.org.uk email enquiries@children-ne.org.uk call 0191 256 2444
  • Depending on the interest of the audience you will want to go very quickly through some specific services and focus down on those where there is greater interest – you may want to refer back to this slide and the accompanying table in the presenter’s pack during discussions.For further information about Children North East services or toget involved please speak to usvisit www.children-ne.org.uk email enquiries@children-ne.org.uk call 0191 256 2444
  • Depending on the interest of the audience you will want to go very quickly through some specific services and focus down on those where there is greater interest – you may want to refer back to this slide and the accompanying table in the presenter’s pack during discussions.For further information about Children North East services or toget involved please speak to usvisit www.children-ne.org.uk email enquiries@children-ne.org.uk call 0191 256 2444
  • Depending on the interest of the audience you will want to go very quickly through some specific services and focus down on those where there is greater interest – you may want to refer back to this slide and the accompanying table in the presenter’s pack during discussions.For further information about Children North East services or to get involved please speak to usvisit www.children-ne.org.uk email enquiries@children-ne.org.uk call 0191 256 2444
  • Depending on the interest of the audience you will want to go very quickly through some specific services and focus down on those where there is greater interest – you may want to refer back to this slide and the accompanying table in the presenter’s pack during discussions.For further information about Children North East services or toget involved please speak to usvisit www.children-ne.org.uk email enquiries@children-ne.org.uk call 0191 256 2444
  • What opportunities do we have to get the CNE message across Eg casual conversations with colleagues from other agenciesStructured opportunities Elicit through discussion.- can you think of a conversation that you have had that has produced.. – - Intelligence eg identifying a gap that someone is looking to fill, funding that is available for a specific issue - a specific lead where someone has expressed interest in a service we offer.What happenedLearning from what has worked in one area and adapting to anotherStructured opportunities and events egSENtral.Marketing events.. SNEWill hand over to Lysa in a moment to look at some techniques and skills that can help you turn those conversations into contracts.
  •  
  • What are the issues you face n school now - Changes in staff/resources?What services do you think would help.?Please ask everyone to complete the feedback form in their packs. Include an email/phone number to join the CNE mailing list.
  • CNE services are mostly focussed on the family. We know that getting things right in the family is the best way to bring about sustainable improvements in outcomes for children.
  • At CNE we know that children do best when mums, dads, schools and other support services are all working together. We work with professionals as well as with the whole family, in groups and one to one, at home and in schoolOur mix of skills and professions mean that we can help coordinate support as well as provide direct delivery.
  • Mainly in North of region to date.. Beginning to develop work in Tees valley. Some services can be bought in now by individual schools, others will come as a result of school clusters working together to negotiate procurement.CNE can deliver direct services in school or at home or in the communityawarded contract in Ghead for SEND pathfinder.. – system navigator role. V. early stages.Fathers Plus service works nationally.
  • Children North East often works with the whole family as well as providing a supporting or coordinating role with other agencies.Our individual support packages and action plans enable families to change behaviours and increase their understanding of the importance of education.Children North East provides parents with tools and strategies to address attendance issues, working with children and young people to improveconfidence and self-esteem and to raise aspirations leading to increased attendance and attainment. This is usually carried out through the CommonAssessment Framework (CAF) process.Who carries out CAF in school at the moment?
  • Children North East delivers early intervention services for children experiencing social, emotional and behavioural difficulties in school,with the main focus on home school liaison.Our in-school Friendship Groups have demonstrated a significant impact in promoting continued successful participation in education. Children North Eastencompass the SEAL (Social Emotional Aspects of Learning) programme to inform and plan work in school, helping children and young people to achieve more.
  • Children North East works with over 4,000 children and young people each year.Our services help raise the confidence, self esteem and resilience of vulnerable and disadvantaged young people, improving their emotional health and wellbeing, reducing ‘high risk’ behaviour and teenage pregnancies. Children North East helps young people to realise their potential and access education, training and/oremployment opportunities.Our peer mentoring training programmes can be offered in schools to support young people to identify and overcome difficulties whilst enabling young volunteers to acquire skills which help them access education, training and employment.accreditedcourses to young people in schools;• Sexually Healthy? - Knowledge and skills for healthy relationships and good sexual health.• Steps to Health - Healthy and positive lifestyles including healthy eating, drug and alcohol awareness and personal hygiene.• “BU” Mental Health Diploma - Managing change, responding to challenges, improving confidence and social skills.
  • Children North East is a national leader and innovator in the field of including men. Our Fathers Plus service has developed national and localpolicy and practice to support the inclusion of men in schools, health, family services and other settings. Fathers plus working since 1997 to include men. Advised DfES and DoH on policy. Consulted on Grahem Allen review – Early intervention.Children North East Fathers Plus has developed the Family Man Schools Programme, which has been successful at bringing men into their children’sschools to support their learning in and outside the classroom. The programme has run in over 60 schools across the region and engaged over 1000 men and theirchildren, helping build supportive partnerships between schools and family men.Children North East works with national, regional and local male inclusion champions to develop effective models of addressing inequality and includingMen, both as employees and service users.When dads support their learning in and outside of the classroom, children tend to be more settled at school, better socialised and have better learning outcomes.
  • Early Years and ChildcareChildren North East early years and childcare staff support the delivery of early years excellence in children’s centres, out of school clubs and nurseries across the region.Children North East’s work in children’s centres is cited as an example of good practice in the Sure Start Children’s Centre Guidance and our crèche and out ofschool club provision was judged by OFSTED as outstanding in all areas.Support for Homeless FamiliesChildren North East Families Plus has more than ten years experience in supporting families who are homeless or living in temporary accommodation.Our support helps reduce the isolation of families, improve parental confidence and competence and increase their capacity to meet the needs of their children.Wherever possible our outreach family support workers work closely with schools to maintain continued school attendance and where this is not possible work withschools and families to support the integration of children and young people into their new school setting.
  • 90% of children we work with in Family Support service are on the Autism spectrum or have ADHDFamily and Parenting Support ServicesChildren North East Families Plus services provide a focussed, home based intervention for families with children aged 5-16 years, where there are issuesimpacting on children’s school attendance, attainment and behaviour.Sometimes the issues children experience in their home lives can impact upon their ability to engage with school and achieve their potential. Families Plus offersa range of targeted interventions with parents where problematic drug and alcohol misuse, domestic abuse and poor parental mental health are impacting on the well being of children. This work is usually carried out in partnership with children’s social care.Work with whole family in partnership with social careThese services are delivered in a planned way between the hours of 7.30am and 8.00pm over 7 days a week.
  • Gateshead SEND Pathfinder – just won contract – will be ‘system navigator’ supporting families to get the right helpVolunteer DevelopmentBy creating opportunities for volunteers Children North East are able to improve the lives of even more children, young people and their families. We provideaccredited training to improve the skills of volunteers and have developed programmes so volunteers can safely provide help to people in their communities.Children North East can help you develop volunteering programmes for your school community.Training and Continuous Professional DevelopmentChildren North East provides high quality, value for money courses covering topics such as child protection, health and safety, including fathers and men, developing volunteers and peer mentors.For further information about Children North East services or to get involved please speak to us visit www.children-ne.org.uk email enquiries@children-ne.org.ukcall 0191 256 2444Mobile CrecheChildren North East’s Ofsted registered, mobile crèche can deliver high quality childcare to your venue or event.
  • Turning conversations into contracts cne

    1. 1. Turning Conversations into Contracts Sales in CNE David Van der Velde Business Support Manager 7 Dec 2011
    2. 2. Agenda12.30-1.00 Lunch1.00-1.15 Introduction - Jeremy1.15–1.45 Marketing in CNE – David1.45 – 2.45 Turning Conversations into Contracts – Lysa2.45 – 3.00 Break3.00 – 4.30 Turning Conversations into Contracts – Lysa4.30 Close
    3. 3. The CNE Approach to Marketing Services Who – What – How/When Getting the right message to the right person at the right time
    4. 4. Who Should We Be Talking To?
    5. 5. What … is the Children North EastMessage
    6. 6. Images of North East Poverty Housing
    7. 7. Images of North East Poverty Environment
    8. 8. Images of North East Poverty Places to Go
    9. 9. Images of North East Poverty Family and Friends
    10. 10. Images of North East Poverty Shops
    11. 11. Images of North East Poverty Transport
    12. 12. Images of North East Poverty Entertainment
    13. 13. Images of North East Poverty Money
    14. 14. Images of North East Poverty Anti-Social Behaviour
    15. 15. Disadvantage and Inequality It’s getting worse: Inequality and disadvantage are on the increase! "it matters more in Britain who your parents are than in many other countries"
    16. 16. Would you buy a used mentalhealth diploma from this man?
    17. 17. The Hard Sell Vision‘Every child has a happy and fulfilling childhood, and every young person has the chance to develop their full potential.’ Mission/Aims‘To promote the rights of children and young people; and counter the effects of inequality on them, their families and communities.’
    18. 18. The Hard Sell (cont)Children North East can speak authoritatively aboutthe challenges CYP face in the North EastChildren North East provides innovative services thataren’t available elsewhereWe know what works for CYP in different schools,community and family settingsWe evaluate and QA our workChildren North East services are value for money
    19. 19. Tools and Resources Brochures and service leaflets PowerPoint templates Quick reference guide Feedback/follow up sheets Sharing intelligence – CRM database Online presence Strengthening the CNE Brand
    20. 20. Services available for Spot Purchase Young PeopleSteps to Health healthier lifestyles for young people young people making better choices about sex and relationships and understanding costs andSexually Healthy Programme consequences of their actions better mental health and resilienceB.U Mental health Diploma for young people young people overcoming difficultiesPeer Mentoring Training realising their potential mentor; wants new skills, qualification and experience. mentee: low self esteem, isolation, confidence. School; wants toYouth Link programme improve community and citizenship
    21. 21. Services available for Spot Purchase Schools and ChildrenFriendship Group primary aged children achieving theirProgramme potential School, whole family and other servicesSchool Attendance working together to improve schoolprogramme attendanceFamily Man Schools primary aged children achieving theirProgramme potential
    22. 22. Services available for Spot Purchase Including Men Engaging family men,Family Man Fitness improving health andProgramme managing family stress. Engaging men, improvingDads on Track Programme parenting capacity
    23. 23. Services available for Spot Purchase Family Support early intervention avoiding escalation of riskHidden Harm Pre-Crisis factors for children in families immediate response to reduce risk of harm.Hidden Harm Option 2, support to prevent removal of children fromCrisis Intervention familyIntegrated Family early intervention targeting specific needs ofSupport service family document parenting capacity, identify supportParenting assessments needs
    24. 24. Services available for Spot Purchase Practitioner Training Including Men Health and Safety Creating Mentoring Opportunities for Young People Volunteer Development
    25. 25. How and WhenOpportunities to get the CNE messageacrossThe sales pipeline
    26. 26. Summing UpEveryone has a role to playKnow your stuffUse and adapt the resourcesShare contact infoShare feedback
    27. 27. Questions and Feedback
    28. 28. About Children North East How Do we Achieve our Aims? promoting positive family relationships giving children and young people opportunities that raise aspirations encouraging community engagement influencing social policy
    29. 29. Who we work withChildren and Young People (foundation stagethrough to 25)Family Members (Mums, Dads and Extended Family)Health ServicesSocial CareCommunity Groups
    30. 30. Where we workRegionwideServices Delivered- in school- in the home- in the community
    31. 31. Improving Attendance and Attainment Improve confidence and self-esteem of CYP Work with families to Change Behaviours Raise family aspirations Provide tools and strategies to families Manage CAF process “Thanks you for helping my mum, because I can go to school now and I love it” [Quote from child]
    32. 32. Improving Behaviour and Resilience Early intervention programmes Social and emotional aspects of learning Home school liaison “Richard’s confidence and social skills has come on leaps and bounds and his academic achievement has reflected this ” [Year 6 Class teacher]
    33. 33. Young People Peer mentoring, healthy eating, mental and sexual health programmes reach more than 4,000 YP/year Raise confidence, self-esteem and resilience Reduce high risk behaviour and teen pregnancy Access to education, training and employment Accredited programmes “You have really helped me at home and at school” [Young person aged 14 years]
    34. 34. Including Fathers and Men National leader in including men - in health and maternity, early years, schools and learning, parenting and family services Stengthen home-school links – whole family support for learning Better exam results, better school results, better mental health. These are just a few of the outcomes that are associated with father involvement in children’s learning. [DfES 2006]
    35. 35. Early Years and Childcare Set up award winning Sure Start in N’land Sure Start good practice guidance 2007 Outstanding OFSTED for crèche and out of school provision Support for Homeless Families Reduce isolation Improve competence/confidence of parents Support school integration
    36. 36. Family and Parenting Support Services Improve attendance, attainment and behaviour of 5-16 yr olds Focussed, home based intervention Targets parental substance abuse, domestic abuse, mental health issues Out of hours service 07:30-20:00, 7 days a week Work with whole family in partnership with social care
    37. 37. Other Services Gateshead SEND Pathfinder Volunteer Development accredited training, peer mentoring, apprenticeships and student placements Practitioner Training and CPD child protection, health and safety, including men, peer mentoring, volunteering. Mobile Creche

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