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1AFRICAN CENTERS OF EXCELLENCE
COTONOU17-19 NOVEMBER 2015
REVENUE GENERATION
AFRICAN CENTERS OF EXCELLENCE
REVENUE GENERATION
Lessons learned from6 missions on ACE revenue generation for 8 ACES
– SAMEF, Dakar, Senegal, 29 -30 March 15– MITIC, Saint Louis, Senegal, 1-3 April 15– SMA, Porto Novo, Benin, 21-23 April 15– CETIC, Yaoundé, Cameroun, 27-28 April 15– WACCI, WACCBIP, RWESCK, 10-11 November 15– CERSA, Lome 12-13 November 15– 120 participants
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AFRICAN CENTERS OF EXCELLENCE
REVENUE GENERATION• You are already generating revenues: Build on them– Student tuition and fees– Research or Survey contracts– often, continued education
• Improve your knowledge and understanding of how it works– Processes, key points, success factors , difficulties– Cost Knowledge and business model
• Improve your professionalism– Academic and support– Non academic: strategy, project management, marketing,
communication,…
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AFRICAN CENTERS OF EXCELLENCE
REVENUE GENERATION
• Implementing the ACE project: an excellent way of increasing generated revenues– Increased number of students = increased tuition and
fees (indicator 1)– Continued education (indicator 1)– Company internships (indicator 3) opens to increased
company research or expertise contracts
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REVENUE GENERATIONMake your ACE objectives achievable
– Optimize the World Bank funds– Ability to achieve the objectives? in details • Key to achievement?• Difficulties
– Threshold Risks?– Key non academic competences and organization:
• marketing, communication, development manager, project management,…
– Adjust your objectives if not achievable
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REVENUE GENERATION
Threshold effects• To go – From 5 to 30 masters– From 40 to 200 students– From 4 to 40 yearly contracts and from 20,000$ to 500,000$
yearly contracts • Not the same organization for– Marketing, communication and lobbying– Project management– Internal resources
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REVENUE GENERATION
Example : is your ACE student objectives achievable?– Market analysis for each education program• Where will they come from? How many• How will they know about you? How many• What will make them decide to come to your institutions…
instead other institutions? How many• Will they be good enough? How will you select them• How much are they ready to pay?
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REVENUE GENERATION• Set up an ACE business plan coherent with your objectives– Resources
• Government subvention• Generated revenues (tuition and fees, contracts,…)
– Expenses• Usual expenses• Extra expenses due to ACE project (new masters,…)• Investment needed to achieve objectives
– Balance– Actions to take if Expenses>Resources
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REVENUE GENERATIONCOMPANIES
• a long term and fruitful investment. – Students : internships, employment, scholarships– Programs: support to focus on employement, – Continued Education– R&D contracts, surveysResources
• Think about it as a whole – Commit them: advisory for company relationships, program
employement potential, new R&D needs, teaching,…– Be organized to deal with them: marketing, contacts, quality of services– Think of your alumni.
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REVENUE GENERATIONCONCLUSION
• Many other ways of generating revenues or supporting revenue generation– Alumni, start-ups, diaspora, expertise,…
• Being an ACE is a huge advantage– you have the image of excellence– you are carrying a project of national importance for the
educational and economic development of your country• Being an ACE is a huge responsibility– You are assumed to deliver excellence– You must not disappoint
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REVENUE GENERATION2nd CONCLUSION
DETERMINATIONOBJECTIVE
PROFESSIONNALISM« CUSTOMERS » VIEWPOINT
DETERMINATION
