Engaging Partners by Leveraging Economics & Sales Tactics · to get you hooked. Eric Wooldridge,...
Transcript of Engaging Partners by Leveraging Economics & Sales Tactics · to get you hooked. Eric Wooldridge,...
Eric Wooldridge, Somerset Community College
Engaging Partners by Leveraging Economics &
Sales Tactics
Eric Wooldridge, PE, RAMech. & Arch. Engineer, Architect
Director of KCTCS AMCOESomerset Community CollegeNSF ATE Project: 1600081
Eric Wooldridge, Somerset Community College
Projects rise and fall on industry partnerships
Needed for sustainability, guidance, student success,
and expansion
Not always easy to engage and maintain
Eric Wooldridge, Somerset Community College
SCC’s work in Additive Manufacturing/3D printing
2016
Eric Wooldridge, Somerset Community College
Goals:Accelerate the use of the technology in our region
Simultaneously create technicians and the jobs
Eric Wooldridge, Somerset Community College
Finalizing KY’s first certificate in 3D printing
Workshops, presentations, lots of talking, buying equipment
Started:
Eric Wooldridge, Somerset Community College
Problems
Eric Wooldridge, Somerset Community College
Leaders were impressed, but not engaging
Employers were not biting, not integrating the tech.
Not being taken seriously
Eric Wooldridge, Somerset Community College
Had to find a way to get their
attention
Eric Wooldridge, Somerset Community College
What matters to them?
What would make our industries invest in the
technology?
Questions:
Eric Wooldridge, Somerset Community College
2 Primary Approaches
Based on basic sales tactics
Eric Wooldridge, Somerset Community College
“Show me the money”
#1
Eric Wooldridge, Somerset Community College
The first one is free…
#2
Eric Wooldridge, Somerset Community College
The Netflix DealWe solve your problem with a “demo” freebie
to get you hooked
Eric Wooldridge, Somerset Community College
Hearthside Food Solutions
Eric Wooldridge, Somerset Community College
Once they are hooked, they keep coming back for more
And they typically want a piece of the action
Their success = case study,case study = marketing
Eric Wooldridge, Somerset Community College
Resulted in a new operating
model
Eric Wooldridge, Somerset Community College
The Teacher, Hacker, & Hustler
Some roles can be combined, but none can be omitted
One person cannot do it all
Eric Wooldridge, Somerset Community College
Though successful, new problems came to light
Eric Wooldridge, Somerset Community College
Not gaining ground fast enough
Need industrial 3D printing
Need more influence and bigger pockets
Eric Wooldridge, Somerset Community College
What is a bigger hook?
What’s in it for them?
How do we get the attention of the big players ?
Questions:
Eric Wooldridge, Somerset Community College
Economic research and trends in 3D Printing
Connecting the BIG money dots
“Show me the money”
Eric Wooldridge, Somerset Community College
Use the data to create linksbetween the technology and
what matters to the big players:
Politicians, Educators, Industry Leaders, and Employers
Target partners:
Eric Wooldridge, Somerset Community College
Jobs
Production contracts
New manufacturing plant locations
Innovative business startups
Eric Wooldridge, Somerset Community College
Example
Eric Wooldridge, Somerset Community College
THE FACTSKY CED, 2016 exports:
$29.2B
Aerospace = $10.9B
KY is a contract manufacturing state
Eric Wooldridge, Somerset Community College
Enterprise Level Companies (ELC), ask a
single question:
The Risk?
Does 3D printing = $$$?
Eric Wooldridge, Somerset Community CollegeCourtesy of GE at SME Design for Additive Manufacturing Conference, April 2017
Eric Wooldridge, Somerset Community CollegeCourtesy of GE at SME Design for Additive Manufacturing Conference, April 2017
Eric Wooldridge, Somerset Community CollegeCourtesy of GE at SME Design for Additive Manufacturing Conference, April 2017
Eric Wooldridge, Somerset Community College
Then show them what everyone else is doing
Eric Wooldridge, Somerset Community College
The fear of a missed opportunity
The fear of the status quo disruption
They respond and engage for 2 primary reasons:
Eric Wooldridge, Somerset Community College
Present a solution
Then networking
Once we have their attention
Then…
Eric Wooldridge, Somerset Community College
IMPACTIt is all about rural economic success and growth
Eric Wooldridge, Somerset Community College
From that impact, other funding
sources
Eric Wooldridge, Somerset Community College
USDA Rural Development
Workforce training funding from Economic Cabinets
Federally supported investment nonprofits
Angel Investment-“Shark Tank” Groups
Eric Wooldridge, Somerset Community College
Mom always said:
“It is not what you know, it’s who you know.”
Eric Wooldridge, Somerset Community College
Conclusion
To engage partners…
Eric Wooldridge, Somerset Community College
The right bait & hook
The Model
Teacher, Hacker, & Hustler
Eric Wooldridge, Somerset Community College
Get to know people who know people
Continually connect your work back to money they
are missing or will lose
Eric Wooldridge, Somerset Community College
QUESTIONS & PLAUSIBLE ANSWERS
Facebook.com/cadd.lab606.451.6878
Google search: scc 3d printing
Eric Wooldridge, Somerset Community CollegeCourtesy of GE at SME Design for Additive Manufacturing Conference, April 2017