university fund raising 2.0 new boundaries for university lilelong learning lll
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14th IACEE World Conference on Continuing Engineering Education
Fund Raising 2.0: new boundaries for University Lifelong Learning
14th IACEE World Conference Hosted at Stanford University June 24 – 27, 2014
Patricio MONTESINOS pmontesi@cfp.upv.es Universidad Politécnica de VALENCIA, SPAIN
www.cfp.upv.es
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Where do I come from?
www.cfp.upv.es
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Location
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Population 5.500.000.-
First University 1.498 DC
The City of Arts and SciencesCity hallOld townPalace of musicCity of Arts and SciencesThe beachHost of the 33nd America’s Cup
Universidad POLITECNICA de VALENCIA
Nº Univ.Students 120.000.-
Nº Universities 7 (5+2)
Founded 2.000.-years
Spanish GPB 10%
Spanish exportation 20 %
PAELLA of VALENCIA
Technology based SME 65 %
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Universidad Politécnica de VALENCIA, some figures
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UPV Global INDICATORS for Lifelong Learning
Number of CE activities
Participants
Global INCOMES in CE Centre
Workshops/ Conferences
Contracts for “taylor made”
2.100
68.000 / 46.365
8,7 MIO €
135/ 22
154
2010
1.900
62.000 / 42.122
8,1 MIO €
137/ 38
149
2011
1.950
42.000 / 35.000
8,3 MIO €
165/ 36
182
2012
1.956
54.000 / 36.000
8,4 MIO €
225/ 31
212
2013
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Facu
ltade
s
Departaments Conventional
University
© Fco. Solé Parellada, UPC, Spain
Universities Management Models (III /III)
Society
StrategicalUnits
BINDINGUnits
Inner Units HighGrowing
Virtual University
Universidad Senior
Technology Transfer Centre
Continuing Education Centre
Spin Off CentreInformation Area
Employment Agency
International Cooperation
Research InstitutesResearch Centres
Academical Interchange
Language Service
结合
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University 3rd mission (Cont.)
INDUSTRIAL Environment
FINANCE Environment
TECNOLOGICAL Environment
SCIENTIFIC Environment
: BINDING UNITS
EmploymentBureau
& Spin Offs
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Customer MOTIVATIONS (proffesionals)
Solve PROBLEMS Improve in the Organization Change of company/skills Labor market incorporation Social NEED Leisure
+
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valuechainsforLLL
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Demand Analysis
Product Design
Marketing Information, registrationeconomical management
Teaching / learning
Quality Control
Value chain for “face to face offer” products
Business Associations
Documental / publications
Final Users
Industria Admon
Professional Associations
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Demand Analysis
Proposal Design Negociations
Teaching/Training
Evaluation &/or justification
Value chain for “on company” products
Registration & Economicalmanagement
Business Associations
Documental / publications
Final Users
Industria Admon
Professional Associations
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DELIVERY
Demand Analysis
Production
Value chain for “Open and Distance Learning” products
Marketing Information, registrationeconomical management
Teaching/Learning Evaluation
Post Sales Services
Business Associations
Documental / publications
Final Users
Industria Admon
Professional Associations
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Institutional approaches to the e.learning business
Market analysisSystematic PRODUCTION
Engineering processesStructured courses
Produced to be sold
VALUE CHAINBRICOLAGE
Individual effortsNo market analysisLearning Objects
Difficulties to be soldUsually 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
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
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, meansCUSTOMERS + PARTNERS
“Customer is who gets benefits with ouractivity. Partners are those who share riskand 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 EfficiencyPatricio 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
CustomerSegments
Revenues
CustomerRelation
Distribution & Comunication channel
Cost Structure
ValueProposal
Key Activities
Key Resources
PartnersNetwork
The organisation “photo”
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From Idle Resources From Relational Capital
Fund Raising 2.0
Fund Raising 2.0 Focus Points
From Internal Efficiency
La FE Universitary & PolitecnicalHOSPITAL
Universidad Politécnica de Valencia
CASE STUDY : Open Innovation Agreement
• 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
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
Sharing Diagnosis
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Customers Segments
CUSTOMERS– Whom is receiving our offer?
Residents (R1..R6) – 30.000Nurses– 200.000
Medical Doctors– 40.000(* 10 in LATAM)
septiembre de 2014www.cfp.upv.es
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Value Proposal
What Value are we offering?
Medical Knowledge
Latest Competences
Savings (time and cost)for participants
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Channels for Communication and Distribution
Comunnication and distribution– How do we accesss to Customers?
Hospital NetworksWEB
SponsorsProfessional Associations
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Customer relations
CUSTOMER RELATIONS– how do we “move” them?
Technical University and the Biggest
European Hospital
We take care of your COMPETENCES
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Revenue flow
INCOMES– how do we generate revenues?
Fees from participants+
Sponsoring from Industry
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Key Resources
Key Resources– the ingredients
SW platform (POLICONECTA, POLIMEDIA, POLIFORMAT)
Hospital EXPERTS
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Key activities
Key ACTIVITIES– capacities
Production
e.Marketing
F2F meetings with Sponsors
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Partners Network (strategical)
PARTNERS – essential for the development
Industry SPONSORS
Hospital Managers
Experts
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Costs Structure
COSTS– how do we spend the money?
CRM
Presentation Workshops
ProductionDelivery
Already developed ODL Lifelong Learning
Bibliografic Search
ROLS
Conceptual Model?UPV
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%
50%
30 %30 %fees
40 %
sponsors
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REFLEXIONSconclusions
“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 NAVIGATEALONE 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
Fund Raising 2.0 Focus Points
From Internal Efficiency
From idle resources From Relational Capital
Fund Raising 2.0 Focus Points
From Internal Efficiency
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
pmontesi@upv.es
Patricio MONTESINOSCentro de Formación Permanente ,Head of Unit
Universitat Politécnica de Valencia
Thank you for your time and attention
www.cfp.upv.es
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Kiitos / Thank you very much / Muchas Gracias / 谢谢
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