1. Employer Engagement Mini Masterclass FE Business Education Growth Specialists Omar Khan and Mark Cook 28th September 2015

2. 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

4. 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.

5. 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

6. Competitive Advantage

7. 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?

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

9. 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

10. Employer Engagement Opportunity?

11. 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 **

12. Employers What do you want from employers?

13. The Employer Wheel Employers

14. The Employer Wheel Employers Apprenticeships Work Placements Commercial Partnerships Ofsted SupportFuture Jobs Market Intelligence Employability Commercial Training Masterclasses for Students Shaping Curriculum

15. Customer Perception Ladder How are you viewed? Business Partner Value Adder Product and Service Provider Commodity Broker

16. 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.

17. Successful Employer Engagement?

18. 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

19. Building a Shared Vision The mental picture of what your organisation wants to achieve over time

20. Building a Shared Vision Business Vision Core Values Core Purpose Visionary Goals When building a vision you must consider three key factors: Core Values Core Purpose Visionary Goals

21. Employer Engagement Vision Core values These are values that are central to your organisation; deeply held values Core purpose Why the firm exists? Visionary Goals Quantitative or qualitative goals

22. 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)

23. Vision and Value Propositions

24. 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

25. 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

26. Vision and Value Propositions A value proposition is a clear statement about outcomes and results based utilising your services or solution

27. Vision and Value Propositions There are three key factors that must be included in your value proposition: Business Drivers Movement Measurement

28. Vision and Value Propositions Business Drivers – These are what your clients are measured on: Profitability Quality Cost Revenue Customer satisfaction Turnover etc

29. 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

30. Vision and Value Propositions Measurement – It’s all about the return on investment! % £ Market share Profit

31. 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

32. Competitive Advantage

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

34. Competitive Advantage Two types of competitive advantage: Cost advantage - deliver same benefits at a lower cost Differentiation advantage – deliver benefits that exceed competitors

35. 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?

36. Quote of the Day “The mantra…Distinct or Extinct” Tom Peters

37. Contact Details Omar Khan Director omar.khan@febusiness.co.uk 07956 484692 Mark Cook Director mark.cook@febusiness.co.uk 07958 679456 Website: www.febusiness.co.ukwww.febusiness.co.uk Twitter: @febusinessnews LinkedIn: FE Business (company page)

38. Questions and Answers