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Vendor Relationships: Getting in Bed with the Devil?

Vendor Relationships: Getting in Bed with the Devil?. Chuck Lombardo, Ph.D. Florida Community College at Jacksonville Dir., Creative Learning Services Anne Haws Executive Product Manager McGraw-Hill Learning Solutions . Welcome. Goal

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Vendor Relationships: Getting in Bed with the Devil?

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  1. Vendor Relationships: Getting in Bed with the Devil? Chuck Lombardo, Ph.D. Florida Community College at Jacksonville Dir., Creative Learning Services Anne Haws Executive Product Manager McGraw-Hill Learning Solutions

  2. Welcome • Goal • Relate the “story” of FCCJ’s partnering with McGraw-Hill Learning Solutions group

  3. Discussion What types of commercial partnerships have you been involved in? Successes? Challenges?

  4. About FCCJ • 10th largest Community College in US • 2nd largest community college in Florida • Largest distance learning program in Florida

  5. The Project • Course development initiative • Project Goals • FCCJ created/owned instructional materials • Courses available to other institutions

  6. Project Requirements • custom textbook, CD and online course shell • incorporation of technology & learning objects • for delivery on multiple LMS, and online, on ground, and hybrid • cut costs of instructional materials by 50%

  7. Our “Serious” Challenges • Resources • Expertise • Media assets • Fair Use & Copyright laws • Organizational culture, mission, and practice • Regulation by State of Florida

  8. Development Models • Use of Open Source (i.e., not partnering with the devil) • OER • MIT Open CourseWare • Carnegie Mellon Open Univ Open learning Initiative • MITE AP courses • Creative Commons and Connexions • University HealthSystem Consortium

  9. Why Make a Strategic Alliance? “Strategic alliances are the best way to extend your reach and accomplish more.”

  10. What is a Strategic Partnership in Business? “A type of cooperative strategy in which corporate alliances are made between organizations --including between former rivals --as part of a global business strategy.” Institute for Trade and Commercial Diplomacy

  11. What is a Strategic Partnership in Public Sector or Higher Ed? “…a mutually advantageous, joint business venture between one or more State agencies and one or more suppliers • produces a commodity or service not otherwise available in that existing form, and/or • results in the sharing of expertise, resources, services or commodities among State agencies. • New York State Procurement Bulletin

  12. Forming an Alliance • Systematic development of business plan? • Analyzing goals and objectives, SWOTs, strategic analysis, explore options “Understand clearly where you are so that you can find the partners that best complement you.” Choosing Strategic Partners that Really Partner • “SOTP” planning?

  13. Our Primary Partnership

  14. How it all Began….SIRIUS Math Courses MAT 0002 Basic Mathematics MAT 0024 Elementary Algebra MAT 1033 Intermediate Algebra MAC 1105 College Algebra Statistics We needed software for use in our Mathematics courses

  15. The Next Phase • Three publishers contacted regarding use of Math software • Conversations continued for several months • Scope expands to course development, marketing, and distribution • FCCJ Purchasing Department becomes involved by issuing an “Invitation to Negotiate” on 12/6/2005

  16. Creating the Agreement • Responses received from three publishers • Negotiations begin with M-H Learning Solutions • Involved all stakeholders • Contract signed in Spring 2006

  17. How it All Began…McGraw-Hill • Learning Solutions mission – finding innovative strategies • Responded to ITN that described a unique model

  18. Corporate Partner Overview McGraw-Hill Learning Solutions • Division of McGraw-Hill Education • Established in 2005 • For-Profit and Traditional Higher Education markets • Deliver holistic learner-centered solutions by combining: Content + Technology + Curriculum Development Services • Philosophy: Educational Consulting Focus – Needs Analysis, Understanding Client Market, Client Personnel, Client Student Target, Client Mission

  19. McGraw-Hill Learning Solutions • McGraw-Hill Learning Solutions team acted as an education consultant, providing a customized solution • They listened and collaborated • They problem-solved with us • They offered alternative solutions where necessary

  20. McGraw-Hill Learning Solutions Contributions MHLS assumed numerous responsibilities in the development, marketing, and distribution of the SIRIUS courses. • Supplemental Products, ie ALEKS, MathZone, SimNet • Apply the resources of the MHLS Staff, ie. Instructional Designers, SMEs, Programmers and clerical support • Access to MHHE content and electronic resources • Develop assets in conjunction with SIRUS author teams • Produce/Distribute all materials (texts, CDs, online courses)

  21. How Does FCCJ Benefit from the Partnership? • Resources • Expertise • Fair Use & Copyright laws • Distribution and marketing • Reduced costs on instructional materials

  22. MHLS and FCCJ-SIRIUS • Collaboration results: • Customized course materials package: • Customized book containing FCCJ-authored materials • Customized CD including specified assets • Customized online course • eCommerce portal and special price for consortium members • Networking opportunities for both

  23. Things to Consider • What's your gut feeling about the partner you're considering? • Is there synergy? • Is there a natural fit in terms of values, integrity, and personality? • Do your potential partners "get it"? That is, do they have a solid understanding of your objectives and goals, and are they genuinely excited about joining forces for an alliance?

  24. More Things to Consider • Ask yourself the hard questions • Don't sell yourself short or "settle." • “The farther from the core business of each partner, the more challenge and less likelihood of survival.”

  25. Successful Partnerships • Successful partnership requires: • Good, open communication • Clear understanding of product expectations • Appreciation for different processes on both sides • Common goal

  26. Other tips • “…a long-term partnership. It must be win-win in order to be sustainable and mutually beneficial.” • Revisit contributions from each party regularly • Renegotiate what isn’t working

  27. Challenges • Organizational culture, mission, and practice • Higher education vs. corporate • Getting to know who’s who • Working on unfamiliar turf (i.e., publishing) • Regulation by State of Florida • Different “business” practices

  28. Questions

  29. Contact Information • Chuck Lombardo • chlombar@fccj.edu • SIRIUS Project Website:www.sirius-education.org

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