The document outlines strategies and goals for managing a contract training division at a college or university. It discusses developing innovative training programs to serve both new and existing customers. Goals include improving customer satisfaction, developing partnerships, recognition, and fiscal viability. It provides guidance on leadership, image and branding, marketing strategies considering customers, products, promotion, pricing, and partnerships. The document also addresses sales management, program development, and strategies for instructor development.

1. How To Manage Your Contract Training Division For Colleges and Universities

2. Vision Statement To be Frederick County’s premier learning community for quality accessible, innovative, lifelong education.

3. Mission Statement To seek out enterprising and competitive training programs To boldly serve new and existing customers by developing innovative and targeted training programs To be learning centered for life long prosperity

4. Goals and Objectives Activity Themes Customers Served Continuous Process Improvement Recognition Fiscal Viability

5. Goals – Customers Served Internal customer satisfaction Customer satisfaction Partnerships Number of repeat customers Number of people served Number of organizations served Community serviced Target niches served Services Activity

6. Goals – Continuous Process Improvement Registration Scheduling Marketing Sales Billing Facility issues Pricing Base line costs for each product Product Book

7. Goals – Recognition Image Individual Community Campus/Division (Mission) Programs Frederick Community College Training

8. Goals – Fiscal Viability CE/CT Revenue Grants Increased Resources FTEs Partnerships Marketing/Sales Goals

9. Management/ Leadership Management vs. Leadership Leadership Sales Management Problem Solver Staff Skills Motivation

10. Services Activities Number of Contacts Phone Fax Mail Events Number of Face to Face Number of Contracts Number of Repeat Contracts Number of Follow Ups

11. Leadership

12. Image and Branding Logos Slogans Presentations Call it what you want! Make it pretty like you want! Build the best program if you want! It all means nothing unless you can sell it! AMAZON NIKE XEROX Don’t be afraid....................……………………......Subway wasn’t!

13. Create Common Language among your Staff Consultation Assessment Training Development Training Begins Evaluation Follow-up Assessment Training Evaluation Professional Development vs. Open Enrollment/NC Investment vs. Cost Results vs. Programs Training System vs. Programs

14. Customer-Centered Marketing Price Demand Curve Break Even Analysis Place (Distribution) Geography Modes Locations Partners Promotion Advertising Publicity Public Relations Direct Selling CUSTOMER Product Programs Life Cycle Positioning Economy International Influence Politics Laws Technology Society

15. Marketing Product Mix Promotion Advertising Publicity Sales Pricing Place (locations) People Partnering

16. Product Mix Product Knowledge!

17. Product Mix Worksheet

18. Program Development Local vs. National Image Value Cost Who owns the materials?

19. Understanding Data Sheet insert

20. Promotion Advertising Mail Ads Publicity Presentation Event Days Press Releases Sales Calls Face to Face Leads and Referrals Tools

21. Management Development Meetings Agenda Staff Support & Goal Leadership Sales Management Problem Solver Staff Skills Job Description Motivation

22. Sales Management Worksheet Sales Management Problem Solver/Resources Staff Skills Activity/ Job Descriptions Motivation

23. Generation of Marketing Ideas

24. Main Campus Staff Insert Sheet

25. Sales Linkages Insert Sheet

26. Price 100% of Instructor Cost

27. Place Number of Sites Virtual (Online) On-site Labs Modes of Instruction

28. Sales Staff Development Contract Training Staff Sales Skills Program Development Skills Coordination Skills Instructor Skills Bonus Skills

29. Sales Skills Open Questioning Evidence Next Step Overcoming Objection Adding Value Product Knowledge Sales Activity

30. Program Development Assessment Formal Informal Training Simple Outlining Evaluation Level1 Level 2 Level 3

31. Coordination Skills Dates Materials Instructors Rooms Equipment Contracts Follow-up

32. Instructor Skills 1 Hour Workshops Certified Instructor Presentations Radio Local Cable

33. Bonus Business Experience Human Resource Experience Higher Education Experience Grant Writing Writing Skills IT Skills

34. Partnering I/Tech GS Networks AMA Other Colleges Instructors JTA Why? Why Not?

35. Partnering Does our missions match? How much does it cost? What other resources does one need? What is the return today?

36. Instructor Development/ Partners for the Future Volume Case Instructor Resource Case Instructor Development Case Consultant Support Case Community Case Marketing/Business Case College Support Case 4 Quadrant Case

37. Volume Case Instructors earn $10K to $40K per year from your college Give first choice of dates for upcoming programs Give them business cards Share revenue for add on sales

38. Instructor Resource Case Video Library ASTD Content Standard material for workforce basic and IT

39. Instructor Development Case Taking other courses Learning from visiting other courses Training opportunities Invite to staff meetings Set up instructors meeting

40. Consultant Support Case Desk File Space Computer Phone Fax Printer (Color)

41. Community Case Looking to support the community Want to give back to the community college

42. Marketing/ Business Case The college image The college advertising $ The college HR benefits

43. College Support Case One call and assigned work Classroom Certificates CEU’s AV support Involve in grant projects and programs

44. 4 Quadrant Case Management IT Job Specific Staff Development

45. 3 Keys for a Successful Instructors Are they knowledgeable about the topic? Are they excited about the topic? Do they know how to facilitate adult learning?

46. Instructor Certification Process Resume on file Years of experience in training and development Number of classes instructed Number of people instructed Education Years of Work Experience other than instructing Number of programs you can instruct Professional Associations List any certification processes Please forward a current paragraph that describes your instructional experience, who you are, what you’ve done and any other pertinent information our customers would like to know about you

47. Instructor Meetings

48. Marketing Strategies Competitive Strategies Target Market Strategies Product/Services Strategies Pricing Strategies Selling Strategies

49. Competitive Strategies

50. Target Market Strategies

51. Product/Services Strategies

52. Pricing Strategies

53. Selling Strategies

54. Research and Development/ Marketing Research Strategies

55. Promotion Strategies

56. Public Relations Strategies

57. Advertising Strategies

58. Customer Service Strategies

59. Locations/Rooms Strategies

60. Sales Meetings Contacts Contracts Product Knowledge Quarterly Sales Training

61. Planning Strategies

62. Reporting/Reports