Revenue generation Presentation - Cotonou

1. AFRICAN CENTERS OF EXCELLENCE
COTONOU
17-19 NOVEMBER 2015
REVENUE GENERATION
1

2. REVENUE GENERATION
Lessons learned from
6 missions on ACE revenue generation for 8 ACES
– SAMEF, Dakar, Senegal, 29 -30 March 15
– MITIC, Saint Louis, Senegal, 1-3 April 15
– SMA, Porto Novo, Benin, 21-23 April 15
– CETIC, Yaoundé, Cameroun, 27-28 April 15
– WACCI, WACCBIP, RWESCK, 10-11 November 15
– CERSA, Lome 12-13 November 15
– 120 participants
AFRICAN CENTERS OF EXCELLENCE
2

3. REVENUE GENERATION
• You are already generating revenues: Build on them
– Student tuition and fees
– Research or Survey contracts
– often, continued education
• Improve your knowledge and understanding of how it works
– Processes, key points, success factors , difficulties
– Cost Knowledge and business model
• Improve your professionalism
– Academic and support
– Non academic: strategy, project management, marketing,
communication,…
AFRICAN CENTERS OF EXCELLENCE
3

4. REVENUE GENERATION
• Implementing the ACE project: an excellent way of
increasing generated revenues
– Increased number of students = increased tuition and
fees (indicator 1)
– Continued education (indicator 1)
– Company internships (indicator 3) opens to increased
company research or expertise contracts
AFRICAN CENTERS OF EXCELLENCE
4

5. REVENUE GENERATION
Make your ACE objectives achievable
– Optimize the World Bank funds
– Ability to achieve the objectives? in details
• Key to achievement?
• Difficulties
– Threshold Risks?
– Key non academic competences and organization:
• marketing, communication, development manager, project
management,…
– Adjust your objectives if not achievable
5
AFRICAN CENTERS OF EXCELLENCE

6. REVENUE GENERATION
Threshold effects
• To go
– From 5 to 30 masters
– From 40 to 200 students
– From 4 to 40 yearly contracts and from 20,000$ to 500,000$
yearly contracts
• Not the same organization for
– Marketing, communication and lobbying
– Project management
– Internal resources
6
AFRICAN CENTERS OF EXCELLENCE

7. REVENUE GENERATION
Example : is your ACE student objectives achievable?
– Market analysis for each education program
• Where will they come from? How many
• How will they know about you? How many
• What will make them decide to come to your institutions…
instead other institutions? How many
• Will they be good enough? How will you select them
• How much are they ready to pay?
7
AFRICAN CENTERS OF EXCELLENCE

8. REVENUE GENERATION
• Set up an ACE business plan coherent with your objectives
– Resources
• Government subvention
• Generated revenues (tuition and fees, contracts,…)
– Expenses
• Usual expenses
• Extra expenses due to ACE project (new masters,…)
• Investment needed to achieve objectives
– Balance
– Actions to take if Expenses>Resources
8
AFRICAN CENTERS OF EXCELLENCE

9. REVENUE GENERATION
COMPANIES
• a long term and fruitful investment.
– Students : internships, employment, scholarships
– Programs: support to focus on employement,
– Continued Education
– R&D contracts, surveysResources
• Think about it as a whole
– Commit them: advisory for company relationships, program
employement potential, new R&D needs, teaching,…
– Be organized to deal with them: marketing, contacts, quality
of services
– Think of your alumni.
9
AFRICAN CENTERS OF EXCELLENCE

10. REVENUE GENERATION
CONCLUSION
• Many other ways of generating revenues or supporting
revenue generation
– Alumni, start-ups, diaspora, expertise,…
• Being an ACE is a huge advantage
– you have the image of excellence
– you are carrying a project of national importance for the
educational and economic development of your country
• Being an ACE is a huge responsibility
– You are assumed to deliver excellence
– You must not disappoint
10
AFRICAN CENTERS OF EXCELLENCE

11. REVENUE GENERATION
2nd CONCLUSION
DETERMINATION
OBJECTIVE
PROFESSIONNALISM
« CUSTOMERS » VIEWPOINT
DETERMINATION
11
AFRICAN CENTERS OF EXCELLENCE