CIEC 2016 CPDD 214: WORKSHOP Building and Marke?ng Interna?onal Con?nuing Engineering Educa?on Programs

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2 CIEC 2016 CPDD 214: WORKSHOP Bilding and Marke?ng Interna?onal Con?ning Engineering Edca?on Programs

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4 Or Agenda Why interna?onal/global con?ning edca?on? Abot the global workforce Stories from the trenches What did we learn? Project Presenta?on Wrap p/smmary [Do Yo See Contining Edcation Becoming More Global? - Interview with John L. Hennessy,

5 Hman Capital Trends (2015, DeloiSe)

6 Example: Aerospace Career Sorce: hsps://

7 CASE STUDY THE UNIVERSITY OF TULSA

8 Private University Tlsa, Oklahoma, USA Contining Edcation for Science and Engineering (CESE) College of Engineering & Natral Sciences Pat Hall, Associate Dean College of Engineering & Natral Sciences Contining Engineering & Science Edcation P) F)

9 CESE Mission/Vision CESE s prpose is to provide indstry with qality professional development training that they need and reqest in a timely manner, at the vene and dates of their choosing. CESE is flexible in format, content and CESE strives to respond qickly and deliver what the indstry wants TU CESE has been a training resorce for indstry for more than 35 years. TU CESE staff has more than 80 years combined experience in developing and managing CE programs TU CESE has a strong client base of repeat cstomers.

10 Short Corses, Seminars & Conferences Non-Credit cross discipline, non-technical and technical programs F2F and Online - Cstomized & Open Enrollment offer both internationally Professional Development for engineers providing skillsets needed 60-65% In-Company/contract with indstry Petrolem, Compter Secrity, Mechanical Engineering, Leadership Skills, etc Best known in the Petrolem area programs and faclty most p to date

11 Offered in over 20 Contries and 20 States in America Short corses/seminars/conferences

12 Bilding Trst and Relationships

13 Case Stdy Tnisia (ETAP) (National Oil Company in Tnis) Lead/Contact Met at Professional Conference Exhibit Next step - Invite and Visit to U.S. (Tlsa, OK) Visit to Tnisia asked to spend a weekend toring nmeros cities in Tnisia Cltral differences Perception vs. Reality Hospitality very friendly, treated like a professional, adjstment to hors for evening events begin very late and end very late/early in the morning. Cstoms willingness to try new foods and activities (bellydancing) Langage primary langage was a combination of French/Arabic

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15 Corse Development Needs Assessment Condcted Meetings with each department manager determined desired otcomes, potential level of adience, benefits vs. featres. Format of corses was discssed Extended the length of the program de to cltral and langage differences, provided real world application and examples. Tailored the corses Used examples pertinent to that contry s needs and interests. Sessions were interactive applying the skillsets to their specific operations.

16 Bdget considerations Exchange rates Net U.S. dollars Interpreters needed? Brokering company/middle man Work Permits/Visas Special shipping costs/ free domicile charges Government taxes

17 Contract Negotiations Be sre to list what s inclded and what s not inclded Understand specific meanings of clases Who pays for what? Do yo have control of the expenditres Have yo covered everything needed? Use terminologies of that contry, where possible What else do they want inclded in the contract materials, certificates What do yo have they want/need and vice versa? Vale added.

18 Instrctors/Faclty Nationality cold be an isse depending on the contry Visa, Passport reqired other? What are his terms for teaching, payment, airfare (Bsiness class?) Philosophy of teaching Cltral knowledge honoring traditions/cstoms Cstomization of the content for the programs

19 Shipping List every item yo are sending, otherwise it might be confiscated at cstoms Know shipping companies that go into that contry on a reglar basis Allow for holidays, conflicts, delays Shipping costs can be high depending on how the materials are handled digital or hard copies textbooks reqired

20 Evalation/Assessment CE Department Indstry Partner Instrctor

21 Assessment/Evalation Evalation forms and Participant comments Training Manager and Departmental Managers Follow-ps right level of adience, met desired otcomes, format changes needed, other recommendations/needs Frther development of more corses bilding a solid relationship with or indstry partner, ETAP. Be sre to celebrate what works change what doesn t!

22 Personal Challenges Getting throgh Cstoms wanted to keep my passport Be sre to reqest a company representative be jst otside cstoms to help, if needed. Use of Slang/Idioms Difficlt to remember to not se American/English slang or phrases they are sometimes hard to explain Political/societal Perception is not always reality. Be aware of the possible difference.

23 Additional items--- How do yo call it qits with an instrctor or a company? Or how/why did the company end the relationship? Overcoming hrdles within yor own organization. Timing of the workshops. Projects for programs Other bdgeting isses

24 Thank yo for yor time!? Qestions?

25 CASE STUDY THE UNIVERSITY OF KANSAS

26 Case Stdy Eropean Ministry of Defence Slide 9

27 Or Program Not-for-credit training for aerospace engineers and aerospace professionals Corses taght via pblic enrollment, inhose, and online Global program with approximately 35-40% international attendance Slide 10

28 How It Started Approached by a long-term cstomer Desire to lock in prices for several years and streamline efficiencies Mltiple locations of delivery Slide 11

29 Branding Orselves Where the heck is Kansas?! Slide 12

30 Branding Orselves Why are we the best? What do we have to offer? Who trsts s the most? Slide 13

31 Analyzing Yor Potential Partnership Why did the partner choose s? Does this align with or mission and vision? Can we provide what the cstomer wants? Will we have internal by-in? Is there beser opportnity elsewhere? Slide 14

32 Bdgeting Take (Calclated) Risks Know yor end goal Consider VAT, other tax, and other expenses Upfront investments go a long way towards sccess Slide 15

33 Financial Negotiations Know yor end goal Know what to expect, cltrally, dring negotiations Make sre each party knows what is expected Slide 16

34 Legal Negotiations Considera?ons How far can yo go? How can we get to Yes? Governing Law Slide 17

35 Legal Negotiations 2 Considera?ons Lay ot exactly what is provided by each party It s not over n?l it s over Slide 18

36 The Best Things Take Time Slide 19

37 Agreement We secred a fantastic partnership! Now, we jst can t talk abot it Let s hope things don t change massively over the next several years Slide 20

38 Post-Agreement Headaches Developing new training Tailored content and ITAR/EAR (inclding shipping) Changing processes and paperwork from the client Slide 21

39 Assessing The Partnership Did the benefit otweigh the expense? Did we meet or goals for the partnership? Did or partner meet their goals? Slide 22

40 The Ftre Mtal Assessment, Partnership Renewal, and Partnership Evoltion Lessons Learned Similar agreements with others? Slide 23

41 SO WHAT DID WE LEARN?

42 LESSONS LEARNED For Factors Leading to Sccess It s all abot them and not abot s Rela?onship masers Compliance is mst Know how people learn

43 Challenge: Cross-Cltral Understanding High Context Japan, Indonesia Mexico Reference: Ssan M. Bray New Vistas Low Context The Middle East Philippines Brazil India Singapore Greece France Astria Scandinavia Israel Swiss Germans Africa (all) China Malaysia Spain Italy Costa Rica England Astralia USA Germany The Netherlands

44 Market Segmenta?on Who Needs What Erope Astralia/New Zealand China Soth Korea India Soth America 27

45 Why walk alone? Get a Channel Partner. Astralia Qine?Q, Melborne, Astralia India Hi-Tec, New Jersey, USA Brazil Brazilian Organiza?on for Aircran Cer?fica?on (DCA-BR) Hong Kong Cathay Pacific 28

46 Reach the Market Professional Organiza?ons Trade Shows and Conferences Adver?sements 29

47 Rela?onship MaSers Develop friendship Cltral Competency is the fonda?on Develop trst; it masers Allow?me 30

48 Three Phases of Legal Considera?ons Cost Proposal Reqest Visal Compliance EAR/ITAR Considerations Relationship/Trst Bilding Cost proposal sbmission/negotiation/ acceptance Cross-cltral Negotiation of Terms and Conditions Contry/State/Tax/ Indenification/Waivers Signatres/Electronic or Paper 31

49 Interna?onal Contracts Memorandm of Understanding Memorandm of Agreement Client-Side Contractal Agreements Prchase Orders with Terms & Condi?ons An?-Corrp?on Agreements Non-Disclosre Agreements/ Proprietary Informa?on Agreements Nego?a?on Records

50 For the Workshops Par?cipants Only! PROJECT COMPOSITES

51 Patricia Hall, The University of Tlsa Zach Gredlics, The University of Kansas Soma Chakrabarti, University of Delaware THANK YOU!!!