Industry - Business Development VETlink July 2009 Ian Kearney Global Business Development.

Industry - Business DevelopmentVETlink July 2009

Ian Kearney

Global Business Development

RMIT University© Global Business Development 2

Supply to demand driven funding - Supply

GovernmentGovernment

IndustryIndustry

IndividualsIndividuals

TAFETAFE

Private RTOPrivate RTO

95%

5%

20%

80%

RMIT University© Global Business Development 3

Supply to demand driven funding -

TAFETAFE

IndustryIndustry

IndividualsIndividuals

Private RTOPrivate RTO

GovernmentGovernment

RMIT University© Global Business Development 4

Supply to demand driven funding - Demand

TAFETAFE

IndustryIndustry

IndividualsIndividuals

Private RTOPrivate RTO

GovernmentGovernment

40%

60%

? %

? %

RMIT University© Global Business Development 5

RMIT University’s advantage

• University Status

• Brand / Reputation

• Location / Access

• Pathways

• Resources / Capacity / Capability

• Program Breadth / Depth

• Long Term Relationships

• Broader Solutions for Industry

– R & D

– Graduates

– Workforce development

RMIT University© Global Business Development 6

What are Private RTOs good at?

• Responding

• Flexibility

• Costing / Pricing

• Marketing / Sales

• Less Complex Processes

• Accessibility to Organisations

• Industry delivery it’s focus

• Focused on what industry want.

RMIT University© Global Business Development 7

What is industry looking for?

• Solution to their need / issues

Compliance requirements

New technology / processes

Up skilling

Staff retention

Career development

• Responsiveness

– To enquiries

– To timelines

• Flexibility

• Value for money

• Currency / best practice

RMIT University© Global Business Development 8

What can you / we do now?

• Working existing relationships

Who are they (e.g. PAC, sponsors, WIL, existing, previous)

Prioritising

Communicating

• Reviewing programs as to meeting industry needs

Delivery modes / methodology

Flexibility

Value for money

Comparing with competitors

• Differentiating our program/product/service

RMIT University© Global Business Development 9

Support resources

• Business Analysis / Intelligence

– Viability/due diligence

– Business profiling

• Proposal / tender development

• Opportunity identification

Strategic partnerships

Business Portal

Tender searches