engaging partners by leveraging economics & sales tactics · to get you hooked. eric...

Eric Wooldridge, Somerset Community College

Engaging Partners by Leveraging Economics &

Sales Tactics

Eric Wooldridge, PE, RAMech. & Arch. Engineer, Architect

Director of KCTCS AMCOESomerset Community CollegeNSF ATE Project: 1600081


Projects rise and fall on industry partnerships

Needed for sustainability, guidance, student success,

and expansion

Not always easy to engage and maintain


SCC’s work in Additive Manufacturing/3D printing

2016


Goals:Accelerate the use of the technology in our region

Simultaneously create technicians and the jobs


Finalizing KY’s first certificate in 3D printing

Workshops, presentations, lots of talking, buying equipment

Started:


Problems


Leaders were impressed, but not engaging

Employers were not biting, not integrating the tech.

Not being taken seriously


Had to find a way to get their

attention


What matters to them?

What would make our industries invest in the

technology?

Questions:


2 Primary Approaches

Based on basic sales tactics


“Show me the money”

#1


The first one is free…

#2


The Netflix DealWe solve your problem with a “demo” freebie

to get you hooked


Hearthside Food Solutions


Once they are hooked, they keep coming back for more

And they typically want a piece of the action

Their success = case study,case study = marketing


Resulted in a new operating

model


The Teacher, Hacker, & Hustler

Some roles can be combined, but none can be omitted

One person cannot do it all


Though successful, new problems came to light


Not gaining ground fast enough

Need industrial 3D printing

Need more influence and bigger pockets


What is a bigger hook?

What’s in it for them?

How do we get the attention of the big players ?

Questions:


Economic research and trends in 3D Printing

Connecting the BIG money dots

“Show me the money”


Use the data to create linksbetween the technology and

what matters to the big players:

Politicians, Educators, Industry Leaders, and Employers

Target partners:


Jobs

Production contracts

New manufacturing plant locations

Innovative business startups


Example


THE FACTSKY CED, 2016 exports:

$29.2B

Aerospace = $10.9B

KY is a contract manufacturing state


Enterprise Level Companies (ELC), ask a

single question:

The Risk?

Does 3D printing = $$$?

Eric Wooldridge, Somerset Community CollegeCourtesy of GE at SME Design for Additive Manufacturing Conference, April 2017


Then show them what everyone else is doing


The fear of a missed opportunity

The fear of the status quo disruption

They respond and engage for 2 primary reasons:


Present a solution

Then networking

Once we have their attention

Then…


IMPACTIt is all about rural economic success and growth


From that impact, other funding

sources


USDA Rural Development

Workforce training funding from Economic Cabinets

Federally supported investment nonprofits

Angel Investment-“Shark Tank” Groups


Mom always said:

“It is not what you know, it’s who you know.”


Conclusion

To engage partners…


The right bait & hook

The Model

Teacher, Hacker, & Hustler


Get to know people who know people

Continually connect your work back to money they

are missing or will lose


QUESTIONS & PLAUSIBLE ANSWERS

[email protected]

Facebook.com/cadd.lab606.451.6878

Google search: scc 3d printing

Eric Wooldridge, Somerset Community CollegeCourtesy of GE at SME Design for Additive Manufacturing Conference, April 2017

engaging partners by leveraging economics & sales tactics · to get you hooked. eric...

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