How To Manage Your Contract Training Division For Colleges and Universities
Vision Statement <ul><li>To be Frederick County’s premier learning community for quality accessible, innovative, lifelong ...
Mission Statement <ul><li>To seek out enterprising and competitive training programs </li></ul><ul><li>To boldly serve new...
Goals and Objectives <ul><li>Activity Themes </li></ul><ul><li>Customers Served </li></ul><ul><li>Continuous Process Impro...
Goals –  Customers Served <ul><li>Internal customer satisfaction </li></ul><ul><li>Customer satisfaction </li></ul><ul><li...
Goals –  Continuous Process Improvement <ul><li>Registration </li></ul><ul><li>Scheduling </li></ul><ul><li>Marketing </li...
Goals –  Recognition <ul><li>Image </li></ul><ul><li>Individual </li></ul><ul><li>Community </li></ul><ul><li>Campus/Divis...
Goals –  Fiscal Viability <ul><li>CE/CT Revenue </li></ul><ul><li>Grants </li></ul><ul><li>Increased Resources </li></ul><...
Management/ Leadership <ul><li>Management vs. Leadership </li></ul><ul><li>Leadership </li></ul><ul><ul><li>Sales Manageme...
Services Activities <ul><li>Number of Contacts </li></ul><ul><ul><li>Phone </li></ul></ul><ul><ul><li>Fax </li></ul></ul><...
Leadership
Image and Branding <ul><li>Logos </li></ul><ul><li>Slogans </li></ul><ul><li>Presentations </li></ul>Call it what you want...
Create Common Language among your Staff <ul><li>Consultation </li></ul><ul><li>Assessment </li></ul><ul><li>Training Devel...
Customer-Centered Marketing <ul><li>Price </li></ul><ul><li>Demand Curve </li></ul><ul><li>Break Even Analysis </li></ul><...
Marketing <ul><li>Product Mix </li></ul><ul><li>Promotion </li></ul><ul><ul><li>Advertising </li></ul></ul><ul><ul><li>Pub...
Product Mix Product Knowledge!
Product Mix Worksheet
Program Development <ul><li>Local vs. National </li></ul><ul><ul><li>Image </li></ul></ul><ul><ul><li>Value </li></ul></ul...
Understanding Data Sheet insert
Promotion <ul><li>Advertising </li></ul><ul><ul><li>Mail </li></ul></ul><ul><ul><li>Ads </li></ul></ul><ul><li>Publicity <...
Management Development <ul><li>Meetings </li></ul><ul><ul><li>Agenda </li></ul></ul><ul><li>Staff </li></ul><ul><ul><li>Su...
Sales Management Worksheet <ul><li>Sales Management </li></ul><ul><li>Problem Solver/Resources </li></ul><ul><li>Staff Ski...
Generation of Marketing Ideas
Main Campus Staff Insert Sheet
Sales Linkages Insert Sheet
Price <ul><li>100% of Instructor Cost </li></ul>
Place <ul><li>Number of Sites </li></ul><ul><li>Virtual (Online) </li></ul><ul><li>On-site Labs </li></ul><ul><li>Modes of...
Sales Staff Development <ul><li>Contract Training Staff </li></ul><ul><ul><li>Sales Skills </li></ul></ul><ul><ul><li>Prog...
Sales Skills <ul><li>Open </li></ul><ul><li>Questioning </li></ul><ul><li>Evidence </li></ul><ul><li>Next Step </li></ul><...
Program Development <ul><li>Assessment </li></ul><ul><ul><li>Formal </li></ul></ul><ul><ul><li>Informal </li></ul></ul><ul...
Coordination Skills <ul><li>Dates </li></ul><ul><li>Materials </li></ul><ul><li>Instructors </li></ul><ul><li>Rooms </li><...
Instructor Skills <ul><li>1 Hour Workshops </li></ul><ul><li>Certified Instructor </li></ul><ul><li>Presentations </li></u...
Bonus <ul><li>Business Experience </li></ul><ul><li>Human Resource Experience </li></ul><ul><li>Higher Education Experienc...
Partnering <ul><li>I/Tech </li></ul><ul><li>GS Networks </li></ul><ul><li>AMA </li></ul><ul><li>Other Colleges </li></ul><...
Partnering Does our missions match? How much does it cost? What other resources does one need? What is the return today?
Instructor Development/ Partners for the Future <ul><li>Volume Case </li></ul><ul><li>Instructor Resource Case </li></ul><...
Volume Case <ul><li>Instructors earn $10K to $40K per year from your college </li></ul><ul><li>Give first choice of dates ...
Instructor Resource Case <ul><li>Video Library </li></ul><ul><li>ASTD Content </li></ul><ul><li>Standard material for work...
Instructor Development Case <ul><li>Taking other courses </li></ul><ul><li>Learning from visiting other courses </li></ul>...
Consultant Support Case <ul><li>Desk </li></ul><ul><li>File Space </li></ul><ul><li>Computer </li></ul><ul><li>Phone </li>...
Community Case <ul><li>Looking to support the community </li></ul><ul><li>Want to give back to the community college </li>...
Marketing/ Business Case <ul><li>The college image </li></ul><ul><li>The college advertising $ </li></ul><ul><li>The colle...
College Support Case <ul><li>One call and assigned work </li></ul><ul><li>Classroom </li></ul><ul><li>Certificates </li></...
4 Quadrant Case <ul><li>Management </li></ul><ul><li>IT </li></ul><ul><li>Job Specific </li></ul><ul><li>Staff Development...
3 Keys for a Successful Instructors <ul><li>Are they knowledgeable about the topic? </li></ul><ul><li>Are they excited abo...
Instructor Certification Process <ul><li>Resume on file </li></ul><ul><li>Years of experience in training and development ...
Instructor Meetings
Marketing Strategies <ul><li>Competitive Strategies </li></ul><ul><li>Target Market Strategies </li></ul><ul><li>Product/S...
Competitive Strategies
Target Market Strategies
Product/Services Strategies
Pricing Strategies
Selling Strategies
Research and Development/ Marketing Research Strategies
Promotion Strategies
Public Relations Strategies
Advertising Strategies
Customer Service Strategies
Locations/Rooms Strategies
Sales Meetings <ul><li>Contacts </li></ul><ul><li>Contracts </li></ul><ul><li>Product Knowledge </li></ul><ul><li>Quarterl...
Planning Strategies
Reporting/Reports
Upcoming SlideShare
Loading in …5
×

Strategic Leadership for Colleges

511 views

Published on

Community College Leadership

Published in: Education, Business
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
511
On SlideShare
0
From Embeds
0
Number of Embeds
30
Actions
Shares
0
Downloads
0
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Strategic Leadership for Colleges

  1. 1. How To Manage Your Contract Training Division For Colleges and Universities
  2. 2. Vision Statement <ul><li>To be Frederick County’s premier learning community for quality accessible, innovative, lifelong education. </li></ul>
  3. 3. Mission Statement <ul><li>To seek out enterprising and competitive training programs </li></ul><ul><li>To boldly serve new and existing customers by developing innovative and targeted training programs </li></ul><ul><li>To be learning centered for life long prosperity </li></ul>
  4. 4. Goals and Objectives <ul><li>Activity Themes </li></ul><ul><li>Customers Served </li></ul><ul><li>Continuous Process Improvement </li></ul><ul><li>Recognition </li></ul><ul><li>Fiscal Viability </li></ul>
  5. 5. Goals – Customers Served <ul><li>Internal customer satisfaction </li></ul><ul><li>Customer satisfaction </li></ul><ul><li>Partnerships </li></ul><ul><li>Number of repeat customers </li></ul><ul><li>Number of people served </li></ul><ul><li>Number of organizations served </li></ul><ul><li>Community serviced </li></ul><ul><li>Target niches served </li></ul><ul><li>Services Activity </li></ul>
  6. 6. Goals – Continuous Process Improvement <ul><li>Registration </li></ul><ul><li>Scheduling </li></ul><ul><li>Marketing </li></ul><ul><li>Sales </li></ul><ul><li>Billing </li></ul><ul><li>Facility issues </li></ul><ul><li>Pricing </li></ul><ul><ul><li>Base line costs for each product </li></ul></ul><ul><li>Product Book </li></ul>
  7. 7. Goals – Recognition <ul><li>Image </li></ul><ul><li>Individual </li></ul><ul><li>Community </li></ul><ul><li>Campus/Division (Mission) </li></ul><ul><li>Programs </li></ul><ul><li>Frederick Community College Training </li></ul>
  8. 8. Goals – Fiscal Viability <ul><li>CE/CT Revenue </li></ul><ul><li>Grants </li></ul><ul><li>Increased Resources </li></ul><ul><li>FTEs </li></ul><ul><li>Partnerships </li></ul><ul><li>Marketing/Sales Goals </li></ul>
  9. 9. Management/ Leadership <ul><li>Management vs. Leadership </li></ul><ul><li>Leadership </li></ul><ul><ul><li>Sales Management </li></ul></ul><ul><ul><li>Problem Solver </li></ul></ul><ul><ul><li>Staff Skills </li></ul></ul><ul><ul><li>Motivation </li></ul></ul>
  10. 10. Services Activities <ul><li>Number of Contacts </li></ul><ul><ul><li>Phone </li></ul></ul><ul><ul><li>Fax </li></ul></ul><ul><ul><li>Mail </li></ul></ul><ul><ul><li>Events </li></ul></ul><ul><li>Number of Face to Face </li></ul><ul><li>Number of Contracts </li></ul><ul><li>Number of Repeat Contracts </li></ul><ul><li>Number of Follow Ups </li></ul>
  11. 11. Leadership
  12. 12. Image and Branding <ul><li>Logos </li></ul><ul><li>Slogans </li></ul><ul><li>Presentations </li></ul>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. 13. Create Common Language among your Staff <ul><li>Consultation </li></ul><ul><li>Assessment </li></ul><ul><li>Training Development </li></ul><ul><li>Training Begins </li></ul><ul><li>Evaluation </li></ul><ul><li>Follow-up </li></ul>Assessment Training Evaluation Professional Development vs. Open Enrollment/NC Investment vs. Cost Results vs. Programs Training System vs. Programs
  14. 14. Customer-Centered Marketing <ul><li>Price </li></ul><ul><li>Demand Curve </li></ul><ul><li>Break Even Analysis </li></ul><ul><li>Place (Distribution) </li></ul><ul><li>Geography </li></ul><ul><li>Modes </li></ul><ul><li>Locations </li></ul><ul><li>Partners </li></ul><ul><li>Promotion </li></ul><ul><li>Advertising </li></ul><ul><li>Publicity </li></ul><ul><li>Public Relations </li></ul><ul><li>Direct Selling </li></ul>CUSTOMER <ul><li>Product </li></ul><ul><li>Programs </li></ul><ul><li>Life Cycle </li></ul><ul><li>Positioning </li></ul>Economy International Influence Politics Laws Technology Society
  15. 15. Marketing <ul><li>Product Mix </li></ul><ul><li>Promotion </li></ul><ul><ul><li>Advertising </li></ul></ul><ul><ul><li>Publicity </li></ul></ul><ul><ul><li>Sales </li></ul></ul><ul><li>Pricing </li></ul><ul><li>Place (locations) </li></ul><ul><li>People </li></ul><ul><li>Partnering </li></ul>
  16. 16. Product Mix Product Knowledge!
  17. 17. Product Mix Worksheet
  18. 18. Program Development <ul><li>Local vs. National </li></ul><ul><ul><li>Image </li></ul></ul><ul><ul><li>Value </li></ul></ul><ul><ul><li>Cost </li></ul></ul>Who owns the materials?
  19. 19. Understanding Data Sheet insert
  20. 20. Promotion <ul><li>Advertising </li></ul><ul><ul><li>Mail </li></ul></ul><ul><ul><li>Ads </li></ul></ul><ul><li>Publicity </li></ul><ul><ul><li>Presentation </li></ul></ul><ul><ul><li>Event Days </li></ul></ul><ul><ul><li>Press Releases </li></ul></ul><ul><li>Sales </li></ul><ul><ul><li>Calls </li></ul></ul><ul><ul><li>Face to Face </li></ul></ul><ul><ul><li>Leads and Referrals </li></ul></ul><ul><ul><li>Tools </li></ul></ul>
  21. 21. Management Development <ul><li>Meetings </li></ul><ul><ul><li>Agenda </li></ul></ul><ul><li>Staff </li></ul><ul><ul><li>Support & Goal Leadership </li></ul></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Problem Solver </li></ul></ul></ul><ul><ul><ul><li>Staff Skills </li></ul></ul></ul><ul><ul><ul><li>Job Description </li></ul></ul></ul><ul><ul><ul><li>Motivation </li></ul></ul></ul>
  22. 22. Sales Management Worksheet <ul><li>Sales Management </li></ul><ul><li>Problem Solver/Resources </li></ul><ul><li>Staff Skills </li></ul><ul><li>Activity/ Job Descriptions </li></ul><ul><li>Motivation </li></ul>
  23. 23. Generation of Marketing Ideas
  24. 24. Main Campus Staff Insert Sheet
  25. 25. Sales Linkages Insert Sheet
  26. 26. Price <ul><li>100% of Instructor Cost </li></ul>
  27. 27. Place <ul><li>Number of Sites </li></ul><ul><li>Virtual (Online) </li></ul><ul><li>On-site Labs </li></ul><ul><li>Modes of Instruction </li></ul>
  28. 28. Sales Staff Development <ul><li>Contract Training Staff </li></ul><ul><ul><li>Sales Skills </li></ul></ul><ul><ul><li>Program Development Skills </li></ul></ul><ul><ul><li>Coordination Skills </li></ul></ul><ul><ul><li>Instructor Skills </li></ul></ul><ul><ul><li>Bonus Skills </li></ul></ul>
  29. 29. Sales Skills <ul><li>Open </li></ul><ul><li>Questioning </li></ul><ul><li>Evidence </li></ul><ul><li>Next Step </li></ul><ul><li>Overcoming Objection </li></ul><ul><li>Adding Value </li></ul><ul><li>Product Knowledge </li></ul><ul><li>Sales Activity </li></ul>
  30. 30. Program Development <ul><li>Assessment </li></ul><ul><ul><li>Formal </li></ul></ul><ul><ul><li>Informal </li></ul></ul><ul><li>Training </li></ul><ul><ul><li>Simple Outlining </li></ul></ul><ul><li>Evaluation </li></ul><ul><ul><li>Level1 </li></ul></ul><ul><ul><li>Level 2 </li></ul></ul><ul><ul><li>Level 3 </li></ul></ul>
  31. 31. Coordination Skills <ul><li>Dates </li></ul><ul><li>Materials </li></ul><ul><li>Instructors </li></ul><ul><li>Rooms </li></ul><ul><li>Equipment </li></ul><ul><li>Contracts </li></ul><ul><li>Follow-up </li></ul>
  32. 32. Instructor Skills <ul><li>1 Hour Workshops </li></ul><ul><li>Certified Instructor </li></ul><ul><li>Presentations </li></ul><ul><li>Radio </li></ul><ul><li>Local Cable </li></ul>
  33. 33. Bonus <ul><li>Business Experience </li></ul><ul><li>Human Resource Experience </li></ul><ul><li>Higher Education Experience </li></ul><ul><li>Grant Writing </li></ul><ul><li>Writing Skills </li></ul><ul><li>IT Skills </li></ul>
  34. 34. Partnering <ul><li>I/Tech </li></ul><ul><li>GS Networks </li></ul><ul><li>AMA </li></ul><ul><li>Other Colleges </li></ul><ul><li>Instructors </li></ul><ul><li>JTA </li></ul>Why? Why Not?
  35. 35. Partnering Does our missions match? How much does it cost? What other resources does one need? What is the return today?
  36. 36. Instructor Development/ Partners for the Future <ul><li>Volume Case </li></ul><ul><li>Instructor Resource Case </li></ul><ul><li>Instructor Development Case </li></ul><ul><li>Consultant Support Case </li></ul><ul><li>Community Case </li></ul><ul><li>Marketing/Business Case </li></ul><ul><li>College Support Case </li></ul><ul><li>4 Quadrant Case </li></ul>
  37. 37. Volume Case <ul><li>Instructors earn $10K to $40K per year from your college </li></ul><ul><li>Give first choice of dates for upcoming programs </li></ul><ul><li>Give them business cards </li></ul><ul><li>Share revenue for add on sales </li></ul>
  38. 38. Instructor Resource Case <ul><li>Video Library </li></ul><ul><li>ASTD Content </li></ul><ul><li>Standard material for workforce basic and IT </li></ul>
  39. 39. Instructor Development Case <ul><li>Taking other courses </li></ul><ul><li>Learning from visiting other courses </li></ul><ul><li>Training opportunities </li></ul><ul><li>Invite to staff meetings </li></ul><ul><li>Set up instructors meeting </li></ul>
  40. 40. Consultant Support Case <ul><li>Desk </li></ul><ul><li>File Space </li></ul><ul><li>Computer </li></ul><ul><li>Phone </li></ul><ul><li>Fax </li></ul><ul><li>Printer (Color) </li></ul>
  41. 41. Community Case <ul><li>Looking to support the community </li></ul><ul><li>Want to give back to the community college </li></ul>
  42. 42. Marketing/ Business Case <ul><li>The college image </li></ul><ul><li>The college advertising $ </li></ul><ul><li>The college HR benefits </li></ul>
  43. 43. College Support Case <ul><li>One call and assigned work </li></ul><ul><li>Classroom </li></ul><ul><li>Certificates </li></ul><ul><li>CEU’s </li></ul><ul><li>AV support </li></ul><ul><li>Involve in grant projects and programs </li></ul>
  44. 44. 4 Quadrant Case <ul><li>Management </li></ul><ul><li>IT </li></ul><ul><li>Job Specific </li></ul><ul><li>Staff Development </li></ul>
  45. 45. 3 Keys for a Successful Instructors <ul><li>Are they knowledgeable about the topic? </li></ul><ul><li>Are they excited about the topic? </li></ul><ul><li>Do they know how to facilitate adult learning? </li></ul>
  46. 46. Instructor Certification Process <ul><li>Resume on file </li></ul><ul><li>Years of experience in training and development </li></ul><ul><li>Number of classes instructed </li></ul><ul><li>Number of people instructed </li></ul><ul><li>Education </li></ul><ul><li>Years of Work Experience other than instructing </li></ul><ul><li>Number of programs you can instruct </li></ul><ul><li>Professional Associations </li></ul><ul><li>List any certification processes </li></ul><ul><li>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 </li></ul>
  47. 47. Instructor Meetings
  48. 48. Marketing Strategies <ul><li>Competitive Strategies </li></ul><ul><li>Target Market Strategies </li></ul><ul><li>Product/Services Strategies </li></ul><ul><li>Pricing Strategies </li></ul><ul><li>Selling Strategies </li></ul>
  49. 49. Competitive Strategies
  50. 50. Target Market Strategies
  51. 51. Product/Services Strategies
  52. 52. Pricing Strategies
  53. 53. Selling Strategies
  54. 54. Research and Development/ Marketing Research Strategies
  55. 55. Promotion Strategies
  56. 56. Public Relations Strategies
  57. 57. Advertising Strategies
  58. 58. Customer Service Strategies
  59. 59. Locations/Rooms Strategies
  60. 60. Sales Meetings <ul><li>Contacts </li></ul><ul><li>Contracts </li></ul><ul><li>Product Knowledge </li></ul><ul><li>Quarterly Sales Training </li></ul>
  61. 61. Planning Strategies
  62. 62. Reporting/Reports

×