employer engagement mini masterclass fe business education growth specialists omar khan and mark...

Employer Engagement Mini Masterclass

FE BusinessEducation Growth Specialists

Omar Khan and Mark Cook28th September 2015

FE Business

• Specialist consultancy and training company for the skills sector

• Commercial learning background – public and private sector

• Understand the challenges faced by the sector

• Understand intersection of business and education

• Focused on solutions and outcomes

Our Services• Employer Engagement Transformation Projects

– Developing business strategy– Assessment of external opportunities and internal capability– Develop new business models for income diversification– Business and Implementation plan

• Training Programmes– Business development skills, leadership and management, high performing

teams and culture change

• Research Projects– Employer engagement, market opportunities.

Training Programmes

FE Business Training Programmes:

• Creating an Employer Responsive Service• Employer Engagement Ambassadors• Solution Selling Skills• High Performing Teams• Key Account Management

– 1 or 2 day programmes

Competitive Advantage

Fact or Fiction?

• Employers don’t want to invest in skills?

• Employers don’t value apprentices and/or young people?

• Skills & employment sector is dead without government funding?

• Employers value price over quality?

The Journey

“The best way to predict the future is to create it”. Peter Drucker

The Future of the Skills & Employment Sector: Employers at the Heart

• Structure & Purpose– Fewer providers/Area reviews– Increased specialisation– Skills devolution/LEP– Outcomes-driven: progression– Competition ever fiercer

• Funding– Reductions in adult skills– Apprenticeships only growth area– More directly to employers – Trailblazers

Employer Engagement Opportunity?

London Market• London’s position will strengthen as the population grows up to 8.6

million people by 2016. *

• SMEs account for 99.8% of businesses in the capital and nearly 50 per cent (2.3 million people) of employment. **

• The London Business Survey shows that nearly two • thirds (62%) of businesses in London plan to recruit this year.

• 1 Cities Outlook 2014. Centre for Cities, 2014 *

• Evidence from the UK Commission’s Employer Skills Survey **

Employers

What do you want from employers?

The Employer Wheel

Employers

The Employer Wheel

Employers

Apprenticeships

Work Placements

Commercial Partnerships

Ofsted SupportFuture

JobsMarket

Intelligence

Employability

Commercial Training

Masterclasses for

Students

Shaping Curriculum

Customer Perception Ladder

How are you viewed?

• Business Partner

• Value Adder

• Product and Service Provider

• Commodity Broker

What do Employers want from Providers?

• Understanding of employers business and sector challenges.

• Focused on improving their business or organisational performance – and can demonstrate this impact.

• Are flexible, responsive and solutions-focused.

• Build trust and act with integrity.

Successful Employer Engagement?

Successful Employer Engagement

1. Establish a clear purpose and goals – your employer engagement vision

2. Develop and promote a compelling value proposition

3. Communicate your competitive advantage

Building a Shared Vision

• The mental picture of what your organisation wants to achieve over time

Building a Shared Vision

Business

Vision

Core Values

Core Purpos

e

Visionary

Goals

• When building a vision you must consider three key factors:

• Core Values• Core Purpose• Visionary Goals

Employer Engagement Vision

• Core valuesThese are values that are central to your

organisation; deeply held values

• Core purposeWhy the firm exists?

• Visionary Goals Quantitative or qualitative goals

Vision Examples

• “There will be a personal computer on every desk running Microsoft software.” (Microsoft's original vision statement)

• “Our vision is to be earth's most customer centric company; to build a place where people can come to find and discover anything they might want to buy online”. (Amazon.com)

• “A just world without poverty”. (Oxfam)

Vision and Value Propositions

Vision and Value Propositions

• In an increasingly competitive market “value” is pre requisite for winning business

• Value demonstrates• Your understanding and professionalism• Your organisational ability and agility• Your commitment • Your differentiator

Vision and Value Propositions

What is a value proposition?

A value proposition is not simply information about your organisation’s products and services or your passion for excellence

Vision and Value Propositions

A value proposition is a clear statement about outcomes and results based utilising your services or

solution

Vision and Value Propositions

• There are three key factors that must be included in your value proposition:

• Business Drivers• Movement• Measurement

Vision and Value Propositions

• Business Drivers – These are what your clients are measured on:• Profitability• Quality• Cost• Revenue• Customer satisfaction• Turnover etc

Vision and Value Propositions

• Movement – Clients will only engage if you can demonstrate how they will deliver their business drivers – Use words such as:• Increase• Decrease• Minimise• Maximise

Vision and Value Propositions

• Measurement – It’s all about the return on investment!

• %• £• Market share• Profit

Value Proposition Examples

• Commonly used value propositions:– We provide high quality apprenticeship frameworks

and as well as a talent pool of young people for a range of hospitality companies including xxxx

• Unique value propositions:– We provide a range of employment and learning

solutions for the service sector that have increased customer satisfaction by 23% in the past 6 months

Competitive Advantage

Competitive Advantage

“The only sustainable competitive advantage is the ability to adapt and change”.

Peter Drucker

Competitive Advantage

• Two types of competitive advantage:

• Cost advantage - deliver same benefits at a lower cost

• Differentiation advantage – deliver benefits that exceed competitors

What is Your Competitive Advantage?

• Who are you?• What do you do?• Why do you do it well?• What makes you special?• How are you recognised by employers?

Quote of the Day

“The mantra…Distinct or Extinct”Tom Peters

Contact DetailsOmar KhanDirectoromar.khan@febusiness.co.uk07956 484692

Mark CookDirectormark.cook@febusiness.co.uk07958 679456

Website: www.febusiness.co.ukTwitter: @febusinessnewsLinkedIn: FE Business (company page)

Questions and Answers