Mark E. Haskins, Lou Centini and George R. Shaffer
The purpose of this paper is to codify a comprehensive array of executive education (EE) revenue growth ideas that are implementable in their own right or that spark other…
Abstract
Purpose
The purpose of this paper is to codify a comprehensive array of executive education (EE) revenue growth ideas that are implementable in their own right or that spark other, related growth ideas.
Design/methodology/approach
The EE revenue growth ideas presented are an outgrowth of: a collective and personal “reflections from practice” process that embraced nearly a century of combined years in the talent management and EE sales, design, and delivery arena; and a focused “ideation” process sparked by the contemporary business literature devoted to profitable growth models.
Findings
In total, a robust list and description of 90 EE revenue growth ideas are succinctly chronicled.
Research limitations/implications
The 90 ideas presented here, although rooted in nearly a century of the authors’ combined EE experience, are nonetheless limited by their experience. The array of ideas, and variants of those presented, are constrained only by the unique experience and creativity of other conscientious EE program designers and stewards. The inventory of 90 ideas is a robust start that can be extended, modified, and used as a catalyst for ongoing EE revenue growth discussions and research.
Practical implications
The growth ideas presented are immediately actionable and potentially galvanizing for EE providers. In addition, EE clients whose interest is piqued by any of the ideas, can approach their own providers to initiate a tailored talent development process rooted in one or more of the ideas. Of note, the extensive list has been crafted to have a long shelf life and thus this paper can effectively serve as a reference for ongoing use.
Originality/value
The authors are not aware of any prior articles presenting such a myriad of ideas for EE providers (and clients) to potentially renew and expand their portfolio of activities with the aim of revenue growth. Moreover, the paper is both an inventory of ready ideas as well as an array of catalysts for specific providers (and clients) to pursue their own related, or parallel, ideas.
Details
Keywords
Mark E. Haskins, Jennifer S. Hicks and Luciano Centini
This article describes the motivations for, and the process of, creating an executive education (EE) custom client engagement service template to foster closer, more effective…
Abstract
Purpose
This article describes the motivations for, and the process of, creating an executive education (EE) custom client engagement service template to foster closer, more effective working relationships between EE custom clients and service providers. The outcome of that endeavor is presented in the form of a robust, final, client engagement template along with a discussion of benefits gained from its use.
Design/methodology/approach
From a case study perspective, this paper chronicles the actual process one leading business school undertook in order to craft a robust EE custom client engagement process template. That task is linked to the key literature on EE, client service, reflective practice, and collaboration.
Findings
The EE custom client engagement process template presented was found to be robust and useful in working with custom EE clients.
Practical implications
The EE custom client engagement process template presented is immediately and easily used by others interested in (1) a process for monitoring and improving existing custom EE client engagements, (2) guidance on building a world-class process for acquiring and serving custom EE clients, and/or (3) adapting it to other university-based service functions.
Originality/value
The specific, detailed, and comprehensive nature of the EE custom client engagement process template presented is a new addition to the literature pertaining to managing and serving custom EE client relationships.