How many custom executive education programmes does your school typically deliver for each client each year?
UNICON data shows that the average number of programmes per client rose from 1.40 in 2022 to 1.49 in 2023:
How many hours does it typically deliver for each?
The average number of hours per client per year also increased, from 36 to 40:
About this Paper
This paper presents insights from executive education leaders on how schools are leveraging proactive B2B account management to improve these numbers by winning, retaining and developing relationships for both custom and open-enrolment programmes.
They are replacing a transactional perspective with an account perspective that is longer-term and client organisation-wide. The paper shows how schools are creating a positive cycle that starts with reaching key stakeholders at target clients and understanding their job to be done before demonstrating the school’s capability (and capacity) to deliver on this and earning the trust of the client stakeholders.
About the Authors
Tom Ryan
Tom Ryan is an experienced management educator and consultant who passionately believes that business schools and other providers must provide a compelling solution to their clients’ job to be done if they are to succeed in a competitive market.
He has written a number of papers for UNICON covering the implications for schools of new alternative providers, on partnering effectively with intermediaries and on how schools can demonstrate the business case for executive education programmes. He has worked as a consultant, leader and educator in a variety of schools and other organisations over many years.
Guy Saunders
An experienced, vision-focused executive with a proven track record of leading, growing and transforming commercially oriented executive and management development businesses within the demanding and fast-paced environments of the world’s leading business schools.
Passionate about creating engaged high performing working environments through clear strategy and the empowerment of people to support collaboration and innovation for the creation, delivery and capture of value in sustainable ways.
Proven experience in leading and executing strategic projects and change initiatives and working with complex and diverse stakeholder groups to implement new ways of working (processes, systems, organisational structure and culture).
Extensive management experience spanning Europe, Africa, Asia and ANZ and comfortable managing and leading cross-cultural and virtual teams.
Get Involved
We invite members to engage with these insights, continue the conversation leaving your comments below, and contribute to shaping the future landscape of executive education..
