tace preconference presentation - contract training

C O N T R A C T T R A I N I N GCommunity

College

“What’s in your briefcase?”

Best Practices

TACE 2008

Claralyn Jefferson, Mountain View College, DCCCD

Konley Kelley, Richland College, DCCCD

TACE, 2008

“What’s in Your Briefcase?”

Objectives of Session

◘ Pre-Conference Session▫ Snapshot of DCCCD Contract Training▫ Exercise – Contract Training Challenges / Best Practices

TACE, 2008

“What’s in Your Briefcase?”

Workforce Development Benchmark Project

Published December, 2006

Survey of 20 Community Colleges across U.S.

Kathy Yeager

Contract Training Edge

913-593-5347

kyeager@ctedge.net

http://www.ctedge.net/

So…Kathy’s covered the nation...so we’ll show ya’ll Big “D”!

TACE, 2008

“What’s in Your Briefcase?”

Snapshot of Contract Training Dallas County Community College District

Wanna buy a class, pardner?

TACE, 2008

“What’s in Your Briefcase?”

Fast Facts – Dallas County Community College District

◘ Established 1965◘ Chancellor: Dr. Wright Lassiter◘ Tuition: $39.00 per credit hour for Dallas County Residents◘ 7 colleges and additional locations:

▫ Brookhaven College, Cedar Valley College, Eastfield College, El Centro College, Mountain View College, North Lake College, Richland College, Dallas Telecollege, Bill J.Priest Institute of El Centro College

◘ Students: Credit: 64,000 and CE: 21,000◘ Employees: 6,900 full and part-time faculty, staff and admin◘ Operating Budget: $390 million◘ Accreditation: Southern Association of Colleges

and Schools (SACS)◘ 1.5 million people served since 1965

TACE, 2008

“What’s in Your Briefcase?”

Demographics: Dallas County Community College

◘ Student population (mirrors the diversity in the Dallas area and DCCCD employees)

▫ 24.3% Hispanic▫ 23.9% African-American▫ 8.4% Asian▫ 39.9% Anglo▫ 3.4% all others combined

TACE, 2008

“What’s in Your Briefcase?”

Sampling of top Dallas Companies*

◘ Exxon

◘ Electronic Data Systems Corp.

◘ J.C. Penny

◘ Kimberly-Clark, Corp

◘ Texas Instruments

◘ Fluor Corp.

◘ Dean Foods

◘ TXU Corp.

◘ Southwest Airlines

◘ Commercial Metals

◘ Blockbuster, Inc.

◘ Atmos Energy Corp.

◘ Affiliated Computer Services, Inc.

◘ Brinker International, Inc.

◘ Michaels Stores, Inc.

◘ Lennox International

◘ Gamestop Corp.

◘ Holly Corp.

◘ Zale Corp.

◘ Rent-A-Center, Inc.

◘ Alon USA Energy, Inc.

◘ Perot Systems Corp.

◘ Alliance Data Systems

◘ Belo Corp.

*Source: Dallas Business Journal, Book of Lists, 2007

TACE, 2008

“What’s in Your Briefcase?”

Dallas Map and Contract Training contacts

1 Carlene RossNorth Lake College972-273-3376caross@dcccd.edu

2 Sylvia WiseBrookhaven College972-860-7849swise@dcccd.edu

3 Konley KelleyRichland College972-761-6838kkelley@dcccd.edu

4 Alma VillalpandoEastfield College972-860-7115avillalpando@dcccd.edu

5 Claralyn JeffersonMountain View College214-860-8564cjefferson@dcccd.edu

6 Dianne OrfanosEl Centro College214.860.5935dorfanos@dcccd.edu

7 Genie DillonBill Priest Institute214-860-5810g.dillon@dcccd.edu

8 Bill WellsCedar Valley College972-860-8208BillWells@dcccd.edu

9 Susan HackettLeCroy Center for Edu. Telecommunications972-669-6404shackett@dcccd.edu

TACE, 2008

“What’s in Your Briefcase?”

Dallas County Community College DistrictContract Training Council

◘ 1999: Contract Training reps from each campus begin meeting bi-monthly

◘ March, 2004: Contract training reps meet with new DCCCD Chancellor, Jesse Carreon▫ Outcome: Subcommittees formed to address district policy

issues and marketing needs

◘ November, 2004: Contract training meets with District Marketing Council▫ Outcome: Website launched, awareness ads, industry events

◘ July, 2006: DCCCD Contract Training Council (CTC) established

This pretty much sums up how we feel about each other….

TACE, 2008

“What’s in Your Briefcase?”

TACE, 2008

“What’s in Your Briefcase?”

DCCCD Contract TrainingSurvey Questions

◘ What would you call a dream client? What would you call a challenging client?

◘ What are our greatest strategic assets?

◘ What are the scope of your grant efforts?

◘ What are your best selling corporate training products? What would you like to offer in the future?

◘ What are your division’s priorities?

◘ What is the scope of your grant efforts?What is being funded?

◘ On average, how many clients do you serve a year? What is the value of an average training contract?

◘ Where do you find your instructional resources?

◘ How is your division staffed and supported?

◘ What are your most effective marketing tools?

TACE, 2008

“What’s in Your Briefcase?”

What would you call a dream client and a challenging client?

TACE, 2008

“What’s in Your Briefcase?”

What would you call a dream client and a challenging client?

◘ Support / willingness to do a needs assessment

◘ Budget for training

◘ Training plan / training history

◘ Reliable contact / coordinator at company

◘ Management support for training

◘ Realistic expectations

◘ Training held on or partially-on company time.

◘ Desire to recognize and reward training attendees

◘ No vision for the training

◘ Lack of decision-making power

◘ Poor communication

◘ Reactive vs. Proactive approach

◘ Made up mind / no flexibility

◘ No real financial commitment (may be holding out for grant)

◘ No respect for scheduling

◘ Excuses for not filling classes

◘ Just wants to check-off

the training is done

A dream client has: A challenging client has:

TACE, 2008

“What’s in Your Briefcase?”

What are your greatest strategic assets?

TACE, 2008

“What’s in Your Briefcase?”

What are your greatest strategic assets?

◘ Strong relationships with internal support staff and colleagues

◘ Partnerships with area Chambers of Commerce

◘ Partnerships with industry associations

◘ Advisory groups / past and current customers

◘ Branded and effective training products

◘ Industry specific curricula i.e., manufacturing, healthcare

◘ Skilled and experienced instructors

◘ Longevity in role / high campus awareness of contract training

◘ Company partnerships for hiring trainees and post-hire training opportunities

TACE, 2008

“What’s in Your Briefcase?”

What are your division’s priorities?

TACE, 2008

“What’s in Your Briefcase?”

What are your division’s priorities?

◘ Awareness for college in business community

◘ Better marketing / building a brand

◘ Creating business partnerships in our service area

◘ Niche marketing / smart selling

◘ Learning about companies and hiring needs

◘ Cultivating new instructors

◘ Generating revenue and contact hours

TACE, 2008

“What’s in Your Briefcase?”

What is the scope of your grant efforts?What is being funded?

TACE, 2008

“What’s in Your Briefcase?”

What is the scope of your grant efforts?What is being funded?

GRANT STRATEGY – CT role in grant efforts

◘ Most successful grants are built around industry consortiums i.e., manufacturing, healthcare industries

◘ Best grant candidates are companies presently buying classes from the college

◘ Good grant apps engage local chamber or industry associations

PRIORITIES – what is being funded

◘ Manufacturing

◘ Healthcare

◘ Single company grants

TACE, 2008

“What’s in Your Briefcase?”

On average, how many clients do you serve a year? What is the value of an average training contract?

TACE, 2008

“What’s in Your Briefcase?”

On average, how many clients do you serve a year? What is the value of an average training contract?

◘ 30-50 clients per year

◘ Value of average training contract▫ Varies - $3K to $10K…..WHY?

▫ Different pricing for on and off-campus training▫ Materials included or separate cost▫ Customization▫ Type of training EX: IT vs. ESL▫ Open enrollment ▫ Flat rate tuition for class vs. per student)▫ Single class contract vs. blanket contract

TACE, 2008

“What’s in Your Briefcase?”

Where do you find your instructional resources?

TACE, 2008

“What’s in Your Briefcase?”

Where do you find your instructional resources?

◘ Continuing Education Division

◘ Credit faculty

◘ Referrals (colleagues, company contacts, associations)

◘ Chamber events

◘ Advertising

◘ “regulars”

◘ Other colleges

◘ WOM – they find me

TACE, 2008

“What’s in Your Briefcase?”

How is your division staffed and supported?

TACE, 2008

“What’s in Your Briefcase?”

How is your division staffed and supported?

◘ Part of CE

◘ Aligned with CE

◘ Separate form CE (but may access CE support)

◘ Aligned with grants / resource development

◘ Partnered with local chamber and economic development

◘ Size of CT staff?

Varies from college to college – small staff / large staff and staff wearing many hats (not just dedicated to CT). No “best” way of doing it. DCCCD colleges have distinct cultures and work environments.

TACE, 2008

“What’s in Your Briefcase?”

What are your most effective marketing tools?

TACE, 2008

“What’s in Your Briefcase?”

What are your most effective marketing tools?

◘ Buying mailing lists

◘ E-mail blasts

◘ Networking at chamber and community events

◘ Awareness flyers

◘ Targeted product flyers

◘ Repeat business / testimonials / references

◘ Other colleagues (an educated campus)

◘ WOM

◘ Luck (right place / right time)

***All colleges want to track marketing efforts more efficiently

TACE, 2008

“What’s in Your Briefcase?”

What are your best selling corporate training products? What would you like to offer in the future?

http://www.youtube.com/watch?v=ngRq82c8Baw

“One Semester of Spanish Love Song”

TACE, 2008

“What’s in Your Briefcase?”

What are your best selling corporate training products? What would you like to offer in the future?

◘ Supervisor/workforce training: (AchieveGlobal, DDI, VisionPoint, DiSC, workplace readiness / customized)

◘ Manufacturing: Machining, Welding, Lean principles, CAD, GD&T, OSHA / HazMat, Shop Math, Blueprint reading

◘ Healthcare: Allied health, Medical coding, Phlebotomy

◘ Languages: Command Spanish, Workplace Spanish, Workplace ESL, Conversational languages

◘ Communications: Business / Technical writing, Presentation skills, Proposal writing

◘ Project management◘ Process Quality: Lean, Six

Sigma, Design of Experiments, TQM

◘ Small Business Development◘ Digital Forensics◘ RFID / Supply Chain

Management◘ Blended training◘ Online training◘ Simulations◘ More locally developed training◘ Training people will buy (smile)

Currently offering: Would like to offer:

TACE, 2008

“What’s in Your Briefcase?”

What do you consider your greatest accomplishments to date?

TACE, 2008

“What’s in Your Briefcase?”

What do you consider your greatest accomplishments to date?

◘ Stable CT process and good relationships with internal support for 5+ years

◘ Partnerships with local chambers and school districts

◘ Municipal contracts

◘ Contract with large aviation company

◘ Repeat business

◘ Breakfast briefings / innovative marketing

◘ Separate marketing / sales catalog for corporate training

◘ New client buys multiple Command Spanish classes

◘ Working with Command Spanish and client on the creation of a new textbook

◘ Nomination for Administrator of the Year

TACE, 2008

“What’s in Your Briefcase?”

Small Group Discussions

◘ What INTERNAL and EXTERNAL challenges impact the success of contract training on your campus?

(We will determine the Top 3)

◘ In small groups, discuss each challenge and share best practices and solutions to surmount the challenges

◘ Report back to session attendees

Claralyn JeffersonMountain View College214-860-8564 - Phonecjefferson@dcccd.edu

Konley KelleyRichland College972-761-6838 - Phonekkelley@dcccd.edu

For a copy of this presentation or to simply reach us….