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Selling Yourself and the Organisation A Quality Workshop from SEDA
Workshop Objective For the VCS organisation: At the end of the workshop the attendee will be equipped to assess, map and assign a value to the social and economic value-add provided by his/her VCS organisation and be able to create a compelling case for people to invest in the organisation and its services. For other organisations: At the end of the workshop the attendee will have an understanding of how VCS social and economic value-add may be assessed, mapped and valued. Workshop Summary This is a one day workshop. For the VCS to be successful it needs to be able to take advantage of its hidden assets; social and economic value-add. It is almost universally accepted that VCS service delivery automatically creates social benefits. Yet recent research suggests that many in the VCS and the public sector are unable to make these benefits tangible or agree on just what they are worth. If this wasn’t a tough enough challenge there is a further twist. In many cases the VCS organisation creates useful value that falls outside the immediate sponsor remit. For example, successfully tackling drug use may also reduce related crime. It may ultimately produce better academic achievement. These cascaded wins are of benefit to the responsible agencies but rarely does the initiating VCS organisation gain reward for this value. The emergence of the Local Strategic Partnerships and associate Local Area Agreements creates a focus on joined up service procurement and delivery. This provides an opportunity for VCS organisations to explore this cascade value. This workshop distils and explains much of the current theory and practice aimed at understanding value. Further it provides a simple, practical method allowing VCS organisations to document and “price” the social value add they deliver. Workshop Content Introduction – Reviews the objectives and agenda and asks the attendees what they are looking to get from the workshop. It will also set the context of the workshop by summarising our findings from our various research studies and consulting work within the VCS that relate to the topic. The Basic Truths – examining how people make decisions and how the way you ask the questions can make a difference. This session will: - Help you find out what is important to your customer - Help you find out how decisions are made by your customer. The Advantage Framework – A structured method for matching what you want to do with someone who wants to pay. It covers the following elements: - Identifying the value you add in your service provision. - Tools to identify the social value you add in terms of inclusion, sustainable communities and social capital. - Techniques to identify those who will be interested in commissioning your services. Completing this process will: - Build confidence through detailed knowledge of the value you bring to society. - Build your sales pitch - Give you the tools to stand out from the crowd. Being Attractively Different – tools to help you differentiate your service offers. Basis of Decision factors, Unique Selling Proposition and Value Proposition are some of the useful techniques employed. This session will: - Describe your services in a way that makes them more compelling. - Help you identify the key things your organisation must do or have in order to compete effectively. Key Messages & Action Planning – Attendees are asked to list the key messages, ideas or tools they have taken from the day. They are also asked to list at least three things they will do as a result of attending the workshop. In completing this process: - Attendees reflect on the day and note the most relevant messages. - Attendees create a clear plan to turn the learning into positive action for their organisation. Workshop Methods The workshop is based around information provision, understanding and rehearsal. Information is presented in short interactive sessions with discussion and questions actively encouraged. Simple but challenging exercises are used to get attendees using the information to check understanding and to provide a “safe” practice environment. 2007 Spring Schedule - Selling Yourself and the Organisation
Having secured investment funding from the Skills Fund we are able to offer this workshop at just £48 for qualifying organisations.70% of the funding is from ESF via the Skills Fund. To download the Application Form click here Understanding Commissioning Future Planning Change Management
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