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Shane O’DonnellEnergy Officer

Selling behaviour change to "them upstairs" - how to engage with senior management

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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.

Business Case

Commercial Benefits

Social Benefits

Moral Benefits

Legal Benefits

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The Wakefield College Approach

Utilised the acquired data.

We carried out in depth research.

In order to produce the business case.

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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

The ObjectiveThe Lever

Fulcrum

Influence

Competition

Research

Allies

Give me a lever long enough and a place to stand and I will move the entire earth.Archimedes (C287-212BC)

Assistance ?

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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

Keep It Simple & Straight forward

And remember:

Ultimately - If your presenting to them you obviously have a legitimate proposition.

K I S S

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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 resource bank

2. 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 initiatives – enter the 2012 Green Gown Awards behaviour change category. Entries open in summer 2012

4. 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