Best Practices

Maintaining Prospective and Current Partner Relationships

USCA Fall 2010

Need

to Im

prov

e in

this

Area

Stud

ents

cal

l on

them

Invo

lve

in P

ublic

atio

ns a

nd E

vent

s

Spon

sors

hip

Oppor

tuni

ties

Stud

ent I

nvol

vem

ent

Sing

le P

oint

of C

onta

ct

Intim

ate

Even

ts0

1

2

3

4

5

6

Current Partners

Need

to Im

prov

e in

this

area

Respo

nd to

Req

uest

s

Stud

ents

cal

l on

them

Invi

te to

Cla

sses

Pres

enta

tions

Test

imon

ials

Web

site

and

Eve

nts

0

1

2

3

4

5

6

Prospective Partners

What

are

we d

oin

g

now

?

USCA Fall 2010: Baylor University 3

Pro

spect

ive P

art

ner

Rela

tion

ship

s

Prospecting sources

Alumni

Chamber of Commerce

Sponsorships and relationships with other organizations (SMEI)

Advertisements

Marketing materials

Brochures

Videos

Social media

Web

Students make sales calls (Terry will discuss)

Best Practices

USCA Fall 2010: Baylor University 4

Pro

specti

ng

sou

rces/

Exte

rnal

org

an

izati

on

rela

tion

ship

s

1. Logistics?

_______________________________________________

_______________________________________________

_______________________________________________

2. Other?

__________________________________________

__________________________________________

__________________________________________

Best Practices

USCA Fall 2010: Baylor University 5

Ad

vert

isin

g/m

ark

eti

ng

m

ate

rials

?

1. Logistics?

_______________________________________________

_______________________________________________

_______________________________________________

2. Other?

__________________________________________

__________________________________________

__________________________________________

Best Practices

Mem

bers

hip

Pri

ce S

truct

ure

s

Tier 1 Tier 2 Tier 3 Tier 401500

6500

64500

10002000

30005000

10003000

6000

10000

2500

5000

2500

5000

10000

20000

Institute Board Membership Prices

Institute 1 Institute 2 Institute 3 Institute 4 Institute 5 Institute 6 Institute 7

USCA Fall 2010: Baylor University 7Cu

rrent

Part

ner

Rela

tion

ship

s

1. Smaller, more intimate, events for students and Partners

2. Use Advanced Students for Account Management

3. Adding benefits from Media site for corporate partners

4. Competitions

5. Sales Job Fair

6. Sales Recognition Dinner sponsored in some fashion by our corporate partners

7. Involvement in the classroom

8. Sales symposium

9. Encourage to take advantage of all the benefits at the various levels of involvement and up sell

10. Create single point of contact for easy communication

11. Require partners to allow sales shadows: require sales shadows

12. Distribute resumes of all sales students: require resumes in all sales classes

13. Allow access of all role-plays to partners

14. Use of Center Web Site

15. Monthly Newsletter Best Practices

USCA Fall 2010: Baylor University 8

Sm

alle

r, inti

mate

, events

.

1. Examples: Bowling, movies, career development

a. How to get students involved?

______________________________________________________

______________________________________________________

2. Other ideas for small, intimate events?

______________________________________________________

______________________________________________________

Best Practices

USCA Fall 2010: Baylor University 9

Ad

van

ced

Stu

den

ts:

Acc

oun

t M

an

ag

em

ent.

1. Logistics?

a. Assign accounts

b. Student Reports – weekly

c. Communicate events through students

2. Other?

________________________________________________

________________________________________________

________________________________________________

Best Practices: Current Partners

USCA Fall 2010: Baylor University 10

Ben

efi

ts f

rom

Med

ia

Sit

e

1. Partner Career Opportunities

2. Partner Web Site Links

3. Partner Bios

4. ______________________________

5. ______________________________

6. ______________________________

7. ______________________________

8. ______________________________

9. ______________________________

Best Practices

USCA Fall 2010: Baylor University 11

Com

peti

tion

s

1. Partner Involvement

a. Judges

b. Buyers

c. Small career fair

d. ____________________________________________

e. ____________________________________________

f. ____________________________________________

2. Other?

_______________________________________________

_______________________________________________Best Practices

USCA Fall 2010: Baylor University 12

Sale

s Jo

b F

air

1. Logistics?

_______________________________________________

_______________________________________________

_______________________________________________

2. Other?

__________________________________________

__________________________________________

__________________________________________

Best Practices

USCA Fall 2010: Baylor University 13

Sale

s R

ecog

nit

ion

D

inn

er

1. Logistics?

_______________________________________________

_______________________________________________

_______________________________________________

2. Other?

__________________________________________

__________________________________________

__________________________________________

Best Practices

USCA Fall 2010: Baylor University 14

Cla

ssro

om

In

volv

em

en

t

1. Guest Lecture

a. Topical Full presentation

b. Discussion participant

2. Role-Play Judge/Participant

3. Other?

_______________________________________________

_______________________________________________

_______________________________________________

Best Practices

USCA Fall 2010: Baylor University 15

Sale

s sy

mp

osi

um 1. Logistics?

__________________________________________

__________________________________________

__________________________________________

2. Other?

__________________________________________

__________________________________________

__________________________________________

Best Practices

USCA Fall 2010: Baylor University 16Take a

dva

nta

ge o

f all

b

en

efi

ts

1. Communication?

________________________________________

________________________________________

________________________________________

2. Ideas?

________________________________________

________________________________________

________________________________________

Best Practices

USCA Fall 2010: Baylor University 17

Sin

gle

poin

t of

con

tact

1. Develop additional relationships within organization.

2. Other?

_____________________________________________

_____________________________________________

_____________________________________________

Best Practices

USCA Fall 2010: Baylor University 18

Req

uir

e s

ale

s sh

ad

ow

s

1. Advanced students shadow 1-2 partner salespeople

2. Assign one and allow to choose another

3. Partners in class during presentation of report

4. Other?

_____________________________________________

_____________________________________________

_____________________________________________

Best Practices

USCA Fall 2010: Baylor University 19

Dis

trib

ute

resu

mes

1. Require all sales students to submit electronic resume

2. Distribute resume CD to all partners

3. Other?

___________________________________________

___________________________________________

___________________________________________

Best Practices

USCA Fall 2010: Baylor University 20

Access

to a

ll r

ole

-p

lays

1. On-line – dvd?

2. Other?

_____________________________________________

_____________________________________________

_____________________________________________

_____________________________________________

Best Practices

USCA Fall 2010: Baylor University 21

Use

of

Cen

ter

Web

S

ite

1. Logo

2. Link to org. web site

3. Career opportunities

4. Other?

___________________________________________

___________________________________________

___________________________________________

Best Practices

USCA Fall 2010: Baylor University 22

Mon

thly

New

slett

er

1. Monthly events

2. Partner insights/articles

3. Partner bios/ corp. & individual

4. Other?

___________________________________________

___________________________________________

___________________________________________

Best Practices

USCA Fall 2010: Baylor University 23

Oth

er

Dis

cuss

ion

___________________________________________

___________________________________________

___________________________________________

___________________________________________

___________________________________________

___________________________________________

___________________________________________

___________________________________________

___________________________________________

Best Practices