jud hair and chip futrell
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Help Your Clients … While You Help Yourself: How to Maximize Your Existing Staff Resources to Make Events Management Services a Viable Part of Your Revenue Stream NCUCCC * University of Alabama * August 3-5, 2008. Jud Hair and Chip Futrell. What will you learn today??. - PowerPoint PPT PresentationTRANSCRIPT
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Help Your Clients … While You Help Yourself: How to Maximize Your Existing Staff Resources to Make Events
Management Services a Viable Part of Your Revenue Stream
NCUCCC * University of Alabama * August 3-5, 2008
Jud Hairand
Chip Futrell
![Page 2: Jud Hair and Chip Futrell](https://reader036.vdocuments.mx/reader036/viewer/2022062810/5681599f550346895dc6eac9/html5/thumbnails/2.jpg)
What will you learn today??
How to use your existing staff expertise to help your clients:
- Plan- Budget- Market- Deliver
Successful noncredit, receipts-based educational programs.
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What are the benefits?
Maximize strengths of your staff.
Build relationships throughout campus.
Significantly grow your overall volume of activity.
Operate in a no-deficit financial status.
Provide quality service to a broad range of clientele.
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What’s the bottom line?
You will be able to:
Increase your overall unit revenue by managing the details for other groups …
… both on and off campus.
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Where do you start?
Promote your “events management” capabilities.
Quantify the value of your services.
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Three Things You Must Know …
1. What your “events management” services are really worth.
2. How to price each service accurately.
3. How to let people know about your “events management” services.
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Calculate the True Value of Your Staff Time: Step 1
Average the hourly value of your “events management” staff personnel including salary and benefits.
Average hourly salary & benefits for NC State staff = $35
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Calculate the True Value of Your Staff Time: Step 2
Add to this figure an amount designed to cover other salaries and benefits not directly tied to “events management.”
Add 50% to cover staff not directly involved
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Calculate the True Value of Your Staff Time: Step 3
Plug in a small percentage to create a surplus to help your unit grow.
Add 5% to cover potential annual salary increase.
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Do the Math
Average hourly salary & benefits for staff = $35
Add 50% to cover staff not directly involved
Add 5% to cover potential annual salary increase.
$35 x 1.50 x 1.05 = $55
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Remember This Dollar Figure
Keep this $55 figure in mind …
Later, you’ll see how this figure will be the foundation for quantifying each service as a function of time and money.
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What else Should You Do?
Train & credential your staff.
Give them the tools to do the job.
Use experience to improve on job.
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The CPP: What You Get.
Recognition of knowledge Attain training from a leading
provider Standard of achievement OPD has benefited by having 18
CPP recognized professionals Provides sufficient training and
education in ten primary capacity areas
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CPP: The “Bottom Line”
Your staff gains the knowledge skills to do their jobs more professionally.
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We Have Developed Effective Spreadsheet Tools for Our Customers
The “Admin Fee Work Sheet”
The “Budget Work sheet”
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Lessons We’ve Learned So Far.
Created a new revenue stream.
Initiated new opportunities for collaboration and partnerships.
Experienced greater demands for high quality, customer service and responsiveness.
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Lessons We’ve Learned (Continued)
Utilized more efficient project management.
Enhanced juggling of programmatic responsibilities and assignments.
Provided staff development and training.
Respected credibility of CPP staff.
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Lessons We’re Still Learning!
Communicate, communicate, communicate . .
Achieved higher level of responsiveness.
Experienced greater expectations from partner(s) and participants.
Coping with numerous regulations, rules, and processes.
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Lessons We’re Still Learning(Continued)
Dealing with ongoing registration
Credit card registration module E-mail confirmations
Transitioning
1990’s registration software to new registration software
Staff training
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With Growth Come Challenges
2000-2001196 total programs25 were client (events management) = 13% of total
2006-2007384 total programs274 were client (events management) = 71% of total