Selling behaviour change to "them
upstairs" - how to engage with senior
management
Shane O’Donnell
Energy Officer
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The Wakefield College Approach
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The Wakefield College Approach
To offer the experience gained at
Governor presentation for
Wakefield College
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The Wakefield College Approach
This all started with a
‘FRIVOLOUS’
comment during an
informal conversation
about saving
energy/money.
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The Wakefield College Approach
And then it escalated
And the date was set to meet with the
Senior Lead Team and Governors!
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The Wakefield College Approach
We carried out a SWOT analysis
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The Wakefield College Approach
We quickly identified that the main focus for
our presentation would be the business case.
Commercial
Benefits
Legal
Benefits
Business
Case
Social
Benefits
Moral
Benefits
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The Wakefield College Approach
In order to produce the business case.
We carried out in
depth research.
Utilised the acquired data.
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The Wakefield College Approach
We grasped any opportunities that
arose to enhance our cause.
Opportunities such as liaison
with :
• In house staff
•
Suppliers
•
Manufacturers
•
Consultants
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The Wakefield College Approach
Obtained Leverage
?
Competition
Assistance
Influence
Allies
Research
Give me a lever long enough
and a place to stand and I
will move the entire earth.
Archimedes (C287-212BC)
The Objective
Fulcrum
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The Wakefield College Approach
A simple business case consists of:
Establishing Context: Put History Together
Responding to Opportunity
Proposing the Project and Laying out the Investment
and Benefits
Outlining the Concept of Operations
Asking for a Decision and Assigning Responsibility
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The Wakefield College Approach
What defines a good business case?
A good business case lays out the response to opportunity.
Such a response is made contextually relevant with history
setting the background. From opportunity, all else flows. Risk
adjusted financial measures, the project Concept of
Operations, and the strategy response to goals rounds out the
completed business case. In short, good business cases define
good projects. Good projects return value, provide benefits,
and have measurable KPI's.
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The Wakefield College Approach
And remember:
Keep It Simple & Straight forward
Ultimately - If your presenting to them you
obviously have a legitimate proposition.
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Message 1
Belief in yourself and the cause
Message 2
Build the business case
Message 3
‘Carpe Diem’ and grasp the opportunity.
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Your next steps – making the most
of your EAUC Membership…
1. Resources - visit the dedicated leadership section of the EAUC
2.
resource bank
Networks - join our Embedding Positive Attitudes and Behaviours
Community of Practice - for those wanting to identify with the
challenges of changing the behaviour of staff and students
•
Find out more about this group at 5pm today – see programme for
details
3. Recognition - want recognition for your behaviour change
4.
initiatives – enter the 2012 Green Gown Awards behaviour change
category. Entries open in summer 2012
Measure and improve - sign up to LiFE at www.thelifeindex.org.uk
– EAUC Members receive a significant discount
•
LiFE offers a dedicated ‘leadership’ framework to help implementation
Membership matters at www.eauc.org.uk
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