University fund raising 2.0 new boundaries for university lilelong learning lll

14th IACEE World Conference on
Continuing Engineering Education
14th IACEE World Conference
Hosted at Stanford University June 24 – 27, 2014
Fund Raising 2.0: new boundaries for
University Lifelong Learning
Patricio MONTESINOS pmontesi@cfp.upv.es Universidad Politécnica de VALENCIA, SPAIN

© CFP- Universidad Politécnica de Valencia
www.cfp.upv.es
Where do I come from?
| 3 CENTRO FORMACIÓN POSTGRADO
Vicerrectorado de Investigación y Postgrado

www.cfp.upv.es
Location

Founded 2.000.-years
www.cfp.upv.es
PAELLA of VALENCIA
Population 5.500.000.-
First University 1.498 DC
HTohsCte io tCyf i toPhyfa e oATl Oaf3Chr cA3liteedtsnry btao dtshoefn aAwadmlncmn lhSudecs iSrieciccniaec’enss cCeusp
Universidad POLITECNICA de VALENCIA
Nº Univ.Students 120.000.-
Nº Universities 7 (5+2)
Spanish GPB 10%
Spanish exportation 20 %
Technology based SME 65 %

Universidad Politécnica de VALENCIA, some figures
www.cfp.upv.es

© Patricio MONTESINOS - CFP- Universidad Politécnica de Valencia
UPV Global INDICATORS for Lifelong Learning
www.cfp.upv.es
2011
2012
2013
Number of CE activities
Participants
Global INCOMES in CE Centre
Workshops/ Conferences
Contracts for “taylor made”
2010
2.100
68.000 / 46.365
8,7 MIO €
135/ 22
154
1.900
62.000 / 42.122
8,1 MIO €
137/ 38
149
1.950
42.000 / 35.000
8,3 MIO €
165/ 36
182
1.956
54.000 / 36.000
8,4 MIO €
225/ 31
212

Universities Management Models (III /III)
Universidad Senior
www.cfp.upv.es
Departaments Conventional
International Cooperation
Facultades
University
Society
Strategical
Units
© Fco. Solé Parellada, UPC, Spain
BINDING
Units
Inner Units High
Growing
Virtual University
Technology Transfer Centre
Continuing Education Centre
Information Area Spin Off Centre
Employment Agency
Research Centres Research Institutes
Academical Interchange
Language Service
结合

University 3rd mission (Cont.)
www.cfp.upv.es
SCIENTIFIC Environment
INDUSTRIAL
Environment
FINANCE
Environment
TECNOLOGICAL Environment
: BINDING UNITS
Employment
Bureau
&
Spin Offs

www.cfp.upv.es septiembre de 2014
Customer MOTIVATIONS (proffesionals)
 Solve PROBLEMS
 Improve in the Organization
 Change of company/skills
 Labor market incorporation
 Social NEED
 Leisure
+
-

Value chain for “face to face offer” products
www.cfp.upv.es
Business Associations
Documental / publications
Demand Analysis
Product Design
Marketing Information, registration
economical management
Teaching / learning
Quality Control
Final Users
Industria Admon
Professional Associations

Value chain for “on company” products
www.cfp.upv.es
Demand Analysis
Proposal Design Negociations
Registration & Economical
management
Teaching/Training
Evaluation &/or justification
Final Users
Industria Admon

Value chain for “Open and Distance Learning” products
www.cfp.upv.es
Demand Analysis
Production
DELIVERY
Marketing Information, registration
economical management
Teaching/Learning Evaluation
Post Sales Services
Final Users
Industria Admon

Institutional approaches to the e.learning business
BRICOLAGE VALUE CHAIN
www.cfp.upv.es
Market analysis
Systematic PRODUCTION
Engineering processes
Structured courses
Produced to be sold
Individual efforts
No market analysis
Learning Objects
Difficulties to be sold
Usually offered “for free”

Fund Raising 1.0
Fund Raising 2.0
Case Study: LA FE Hospital -UPV
Comments and suggestions
What about?

Organizational cultures and MAIN VALUE
Entrepreneur
• DEVELOP PROJECTS
Managerial
• Adjusted to the BUDGET
COLLEGIAL
• QUALITY in the RESEARCH
© Donald HANNA, Univ. Wisconsin-Madison, edited by Moore

¿de qué vamos a hablar?
Fund Raising 1.0

definitionsFUNDRAISING1.0
“Institutional ACTIONS,
sustainable and replicable
to obtain COMPLEMENTARY FUNDS”
Michael F. Luck

Fundraising1.0
• Where?
– European/National Funds
– Foundations
– CSR from Institutions
– CSR from Companies
– Individuals donates

Fundraising1.0
• Why?
– Statutory requirement
– Generosity
– Megalomaniac
– Services (undercover)
– Political recognition
– Social recognition

¿de qué vamos a hablar?
Fund Raising 2.0

FUND RAISING 2.0, means
CUSTOMERS + PARTNERS
“Customer is who gets benefits with our
activity. Partners are those who share risk
and benefits with us.”
© Philip Kotler

definitionsFUNDRAISING2.0
“Opportunity identification,
innovative projects and services
development for obtaining
institutional complementary funds”
Patricio Montesinos

FUNDRAISING 2.0
Idle RESOURCES valorization
RELATIONAL CAPITAL valorization
Internal Efficiency
Patricio Montesinos

Fundraising2.0
• Who?
– Partner Institutions
– Special groups
– National Governments
– Governments from other countries
– Companies
– Other Universities

Fundraising2.0
• Why?
– Lack of Resources
– Institutional empathy
– Share prestige
– Idle resources
– Available relational capital in new sectors

Fundraising2.0
• HOW?
– Sharing Risks
• LA FE/UPV : Idle Resources + Relational Capital
– Advanced Services
• For special collectives (retired alumni, cultural collectives or
sport collectives)
– Idle Resources
• Infrastructures // Spaces // Software as a Service (SAS)
– Internal Efficiency
• Lean Office

Customer
Segments
Revenues
Customer
Relation
Distribution &
Comunication
channel
The organisation “photo”
Cost
Structure
Value
Proposal
Key
Activities
Key
Resources
Partners
Network
1
2
3
4
5
6
7
8
9

Fund Raising 2.0 Focus Points
Fund Raising 2.0
From Idle Resources From Relational Capital
From Internal Efficiency

CASE STUDY : Open Innovation Agreement
La FE Universitary & Politecnical
HOSPITAL
Universidad Politécnica de Valencia

• 2.800 Teaching Staff
– 1.900 PhD
– 2.400 full time
• 1.800 Management Staff
• 13 Faculties
• 43 Departments
• 3.100 Medical Staff
– 1.200 Doctors
– 1.900 Nursery Staff
• 1.400 Management Staff
• 8 Divisions
• 24 Specialties

Sharing Diagnosis
 Lack of €, crisis effects
 Hospital prestige
 High Qualified Personal
 Equipped last technology
 Experience
 UPV experience
 Distance Learning Methodology
 Tools for PRODUCTION
 Own LMS, based on SAKAI
 Own ERP/CRM for Management, POSEIDON
 La FE-UPV “Open INNOVATION” AGREMENT

CUSTOMERS– Whom is receiving our offer?
Customers Segments
Residents (R1..R6) – 30.000
Nurses– 200.000
Medical Doctors– 40.000
(* 10 in LATAM)
| 48 CENTRO FORMACIÓN PERMANENTE
Vicerrectorado de Posgrado y Formación Permanente

Value Proposal
What Value are we offering?
Medical Knowledge
Latest Competences
Savings (time and cost)
for participants

Comunnication and distribution– How do we accesss to Customers?
Channels for Communication and Distribution
Hospital Networks
WEB
Sponsors

CUSTOMER RELATIONS– how do we “move” them?
Customer relations
Technical University
and the Biggest
European Hospital
We take care of your
COMPETENCES

INCOMES– how do we generate revenues?
Revenue flow
Fees from participants
+
Sponsoring from Industry

Key Resources
Key Resources– the ingredients
SW platform (POLICONECTA, POLIMEDIA,
POLIFORMAT)
Hospital EXPERTS

Key activities
Key ACTIVITIES– capacities
Production
e.Marketing
F2F meetings with Sponsors

PARTNERS – essential for the development
Partners Network (strategical)
Industry SPONSORS
Hospital Managers
Experts

Costs Structure
COSTS– how do we spend the money?
CRM
Presentation Workshops
Production
Delivery

Already developed ODL Lifelong Learning

ROLS
Conceptual Model?
UPV
50%
Business Model. Pilot Experience. ROLS & Functions draft 6.
Registration and
fees management
La FE
Methodology, Learning
Management System
(LMS) & POLIMEDIA
production
& promotion
Tutorial work
Experts: LA FE
Project Management : UPV 50%
30 %
fees 30 %
40 %
sponsors

“In the moments of crisis, just the
CREATIVITY is more IMPORTANT
that the KNOWLEDGE”
Albert Einstein
contextACTUAL

NOT EASY TO FIND A
WIN WIN SITUATION
BUT ….
TIME TO NAVIGATE
ALONE ARE ENDING
“Transformation in organsiations takes place ONLY and ONLY IF thre is a CRISIS
FEELING … no institution will chnage if they are sfae or sure. Only if new thinks are
need to survive, change happens in a natural way”, Gerstner (IBM CEO, 1993)

From idle resources From Relational Capital

From idle resources From Relational Capital
SHARE! REDISCOVER!
Re‐think your process and procedures!

14th IACEE World Conference on
Continuing Engineering Education
“If you want to get different results, do
different things in different ways”
Albert Einstein

Thank you for your time and attention
Patricio MONTESINOS
Centro de Formación Permanente ,Head of Unit
Universitat Politécnica de Valencia
pmontesi@upv.es

Kiitos / Thank you very much / Muchas Gracias / 谢谢
www.cfp.upv.es

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