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AFRICAN CENTERS OF EXCELLENCE
COTONOU
17-19 NOVEMBER 2015
REVENUE GENERATION
1
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
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
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
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
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
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
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
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
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
REVENUE GENERATION
2nd CONCLUSION
DETERMINATION
OBJECTIVE
PROFESSIONNALISM
« CUSTOMERS » VIEWPOINT
DETERMINATION
11
AFRICAN CENTERS OF EXCELLENCE

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Revenue generation - 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