Membership Committee Meeting FY21 Q4 09.09.21

BHEF Membership Committee FY21 Q 4 Meeting, September 9, 2021 BHEF Membership Committee FY21 Q4 Meeting September 9, 2021  1:00 p.m. P T/4:00 p .m. ET Via Zoom AGENDA 1. Welcome and Overview Jeff Armstrong 2. Deck Review and Discussion All • Update • FY22 Forecast and Strategy • Marketing and Development Resources 3. Next Steps Jeff Armstrong and Brian Roach CONTENTS Tab 1 – FY21 Q4 Report Tab 2 – Deck Tab 3 – Tear Sheet Tab 1 – FY21 Q4 Report BHEF Membership Committee Report, September 9, 2021 1 MEMBERSHIP COMMITTEE REPORT September 9, 2021 I. DASHBOARD Date Total Corporate Academic Gov’t Emeritus Sept 2021 1 42 18 20 0 4 Apr 2021 43 16 23 0 4 Feb 2021 45 17 25 0 3 Oct 2020 48 19 25 1 3 Jun 2020 51 21 27 0 3 Feb 2020 50 21 26 0 3 1 Includes new FY22 members Google and Overland-Tandberg and transition members LMI and IBM. Does not reflect FY22 non-renewals, which are effective 1 October. II. FY21 REVENUE AS OF AUGUST 24, 2021 A FY21 adjusted revenue target $1,620,000 B FY21 adjusted revenue forecast (A-F) $1,245,000 C Invoiced $1,645,000 D Booked $1,125,000 E Outstanding 1 $100,000 F Total FY21 non-renewals ($375,000) G Revised expected (D+E) $1,225,000 H Delta $ to forecast (B-D) $120,000 2 Actual is $200k; SAP. BHEF anticipates $100k of this amount. III. FY21 Q3 NEW MEMBERS • Boeing: Steve Nordlund, vice president and general manager, Phantom Works • Google: Lisa Gevelber, chief marketing officer, Americas Region, Google • Overland-Tandberg: Eric Kelly, chairman and chief executive officer BHEF Membership Committee Report, September 9, 2021 2 IV. FY21 MEMBERSHIPS IN TRANSITION • IBM: TBD • LMI: Doug Wagoner, CEO • The Ohio State University: Kristina Johnson, president V. FY22 NON-RENEWALS • AAU: Barbara Snyder, president • Northrop Grumman Corporation: Kathy Warden, chairman, CEO, and president • Stephens Institute of Technology: Nariman Farvardin, president Tab 2 – Deck BHEF Membership Committee September 9, 2021 FY21 Snapshot Creating Solutions. Inspiring Action. ® ©2020 BHEF 2 In Q4, BHEF welcomed Google and Overland-Tandberg and successfully transitioned Boeing. The workforce development space experienced extraordinary growth in the past few years. BHEF’s new offerings and marketing materials will cut through the noise and provide a compelling value proposition. BHEF has 42 members: 18 corporate 20 academic 4 emeriti BHEF FY21 Dues Revenue Adjusted Forecast:$1.225M Booked:$1.125M Outstanding:$ 100k* *Actual is $200k; BHEF is confident it will secure 50%. BHEF Membership Trends FY20-21 Creating Solutions. Inspiring Action. ® ©2020 BHEF 3 FY 20-21 Revenue 7 members opted not to renew: •3 academic •4 business Academic revenue down 15%, with a 20% decrease in members. 30% Business revenue down 30%, with a 20% decrease in members. 0500,0001,000,0001,500,000 Business FY21FY20 450,000500,000550,000600,000650,000 Academic FY21FY20 FY22 Membership Revenue Forecast Creating Solutions. Inspiring Action. ® ©2020 BHEF 4 BHEF must reverse the FY21 downturn and rebuild BHEF member composition with members who expand BHEF’s geographic and sector influence. Goal: Financial Stability. FY21 member renewals: $1.175M FY22 new member dues: $ 425k +3 academic members ($75k) +7 business members ($350k) TOTAL Projected FY22 Membership Revenue$1.600M FY22 Growth Targets Creating Solutions. Inspiring Action. ® ©2020 BHEF 5 By vetting prospects through Relationship Science and qualifying members who agree to recruit, BHEF can have three to five business prospects in play monthly. BHEF enjoys a strong yield (>50%); BHEF can expect to land at least 3 new business members per quarter and 9 by June 2022. This does not include potential new academic members. 0 10 20 30 40 50 60 FY21Q4FY22Q1FY22Q2FY22Q3FY22Q4 BHEF FY22 Growth Targets BusinessAcademicEmeritiOverall BHEF Member Recruiting Process Creating Solutions. Inspiring Action. ® ©2020 BHEF 6 BHEF member engagement is the lynchpin to growing the network. New members affirm and strengthen BHEF’s services and value proposition. While the focus is securing 7 business members, we also want members from the nation’s top public and private colleges, universities, and state systems. The reputation of BHEF’s academic members is a fundamental value driver and BHEF’s standout competitive advantage. — BHEF will track this proposed process and update the committee monthly. In between, committee members may check progress in real-time through the committee portal. Step 1: Provide members with vetted prospects identified through Relationship Science. Step 2: Members contact and introduce prospect to BHEF via platform of their choice. If there is interest, ask the prospect to speak with BHEF CEO Brian Fitzgerald. Step 3: BHEF speaks with prospects, presents value proposition and ROI, and makes the ask. Step 4: Fitzgerald follows up with a personal note copying the BHEF member lead, providing the opportunity to either welcome them to BHEF or support the close. Where We Need You Creating Solutions. Inspiring Action. ® ©2020 BHEF 7 Create early wins. Be the examples to the board and general membership by committing to speak to your peers. BHEF will provide a list of vetted prospects, sample emails, talking points, and the new tear sheet. — Encourage your peers. Keep the momentum going by reaching out to your fellow BHEF members and encouraging them to join the effort. In order to keep pace, track, and meet our FY22 goals, we need to know who is willing to help grow the network. — Provide feedback. If the new messaging or marketing materials resonate, let us know. If something is not working, let us know that, too. Tab 3 – Tear Sheet BHEF: Identifies high-value emerging skills through yearly signature reports, ad hoc research, and timely quick takes. This research on the skills marketplace enables BHEF members to identify emerging skills and build new credentials that align with business hiring needs in as few as six months. Develops pathways that quickly source high-value talent. BHEF has a repeatable approach to accelerate pathway development between business and higher education, resulting in over 100 credentials. Leads action-oriented forums and partnerships that promote innovative approaches between business and higher education. BHEF hosts member meetings, fosters collaboration among members, and creates partnerships that align higher education with employment. This community has facilitated over 50 collaborative projects that piloted innovative talent solutions. What I think is so powerful about BHEF is that we bring the power of higher education and business together for a common goal: to shape the future workforce for all of us. LAURA IPSEN PRESIDENT & CEO, ELLUCIAN, INC. BHEF’s mission is the challenge of our time. We have to close the gap—the economic gap, the skill gap, and the opportunity gap—but we can only do it together. BHEF sits at the crossroads of the challenge. BRIAN NAPACK PRESIDENT & CEO, JOHN WILEY & SONS With the support of BHEF and collaboration with NextEra we were able to develop the first baccalaureate in data analytics in Florida. EDUARDO PADRÓN PRESIDENT EMERITUS, MIAMI DADE COLLEGE BUILD BETTER SKILLS FOR BETTER PERFORMANCE — The Business-Higher Education Forum (BHEF) is a 40-year-old nonprofit membership organization that connects higher education institutions to business talent demand. Corporate CEOs and university presidents join BHEF to anticipate skills needs and improve pathways between higher education and the workforce. BHEF builds better skills to drive competitiveness, productivity, and high-value university credentials. Learn more at www.bhef.com. ® Creating Solutions. Inspiring Action.