NxLeveL Instructor Certification Training

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• NxLeveL Instructor Certification Training

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Training Objectives

• Certify you to teach all of the NxLeveL courses
• Increase your knowledge of teaching adults
• Show you how to use the NxLeveL materials
• Enhance your instruction, presentation, and
  facilitation skills
• Show you how to register on the NxLeveL website
• Show you effective ways to market NxLeveL to
  students and sponsors
• Enjoy our time together

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Day One Agenda

• Welcome Introductions
• About NxLeveL
• NxLeveL Course Overview
• The Art of Teaching Adults
• In-Depth Course Analysis
• The Art of Teaching NxLeveL
• NxLeveL Website Resources
• Ten Step Marketing Plan
• QA, Wrap Up

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Class Procedures

• Well break every couple of hours or so.
• Please silence your cell phones.
• This is a collaborative effort.
• Your knowledge and experience will add to the
  success of the training.

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• 1. Introductions

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About you

• Where are you from?
• Who do your work for?
• Whats your education?
• Whats your small business experience?
• Whats your teaching experience?
• Whats your interest in NxLeveL?

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NxLeveL Instructors should be

• Experienced instructors
• Experienced entrepreneurs
• People who enjoy training adults
• People with confidence and enthusiasm
• People who can develop a rapport with students
• People who can create a fun, friendly learning
  environment

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About me

• Attended the University of Utah
• Bachelors Degree and an MBA
• Family History of Small Business
• Small Business Owner
• Inventor
• Former Lead Instructor for Small Business
• Former SBDC Regional and State Director
• Former ASBDC Accreditation Committee Member
• Certified NxLeveL Instructor and Master Trainer
• President and CEO of NxLeveL

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The Importance of what were doing!

• The dreams we build and the life we lead
  sometimes differ by staggering amounts. This
  need not be. We can reduce that gap and build a
  life which accords quite closely to our dreams.
• On becoming an educated person
• By Dr. Virginia Voeks

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The Importance of what were doing!

• over the past decade, small businesses have
  accounted for 60 to 80 percent of the net new
  jobs.
• The Small Business Economy 2002/2003
• Report to the President

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The Importance of what were doing!

• The American entrepreneur will continue to make
  the U.S. economy stronger and more competitive in
  the global environment.
• The Small Business Economy 2002/2003
• Report to the President

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The Importance of what were doing!

• Business ownership continues to be an important
  means by which Americans, including women,
  minorities, and immigrants, have been able to
  enter the economic mainstream.
• The Small Business Economy 2002/2003
• Report to the President

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What if I offered you

• a proven product in a growing
• a business model with a ten year track record
• a pricing structure that would guarantee a profit
• a marketing strategy that would bring customers
  and sponsors

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!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!

• Would you be interested?

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• 2. About NxLeveL

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History of NxLeveL

• Founded in 1993
• University of Colorado (WEN)
• Sponsored by the US West Foundation
• Originally 14 western states
• 18 curriculum writers
• Competency based training
• Tested and updated from a network of
  administrators, instructors, and participants

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NxLeveL Today

• 48 states, American Samoa, Puerto Rico, Canada,
  Albania
• 600 hundred communities
• 3,000 certified instructors and state
  coordinators
• Organizations teaching NxLeveL include SBDCs,
  CoC, WBC, community and economic development,
  business incubators, religious groups, and others
• 90,000 participants to date
• 10,000 participants each year

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Vision of the Future

• To continue to provide outstanding
  entrepreneurial education throughout the country.

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• 3. NxLeveL Course Overview!

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NxLeveL Core Courses
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NxLeveL Specialized Courses
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NxLeveL Specialized Courses
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Get the Buzz on Biz

• Being an Entrepreneur
• Mind Your Own Business
• Be a Legal Eagle
• E-Commerce
• Researching Your Idea
• Big Time Marketing
• Building Your Business
• Accounting
• Managing Your Cash
• Show Me the Money
• Ready, Set, Charge!

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Micro-Entrepreneur Business Plan Basics

• Keys to Your Business Success
• Assessing Your Business Idea
• Business Planning
• The Marketing Plan
• Government Regulations
• Management
• Market Analysis
• Product and Price
• Placement and Promotion
• E-Commerce
• Selling Success
• Wheres the Cash
• Managing the Money
• Financial Tips and Tools
• Bringing it All Together

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Start-Up Sessions

• Intro-Are You Entrepreneurial Material?
• Developing Your Business Concept
• Business Start-up Options (1)
• Business Start-up Options (2)
• Business Fundamentals
• Testing the Idea Market Research Analysis
• Getting to the Market Marketing Strategies
• Understanding Budgets Financials
• Raising Money
• Getting Started Managing the Future

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Entrepreneur Sessions

• Introduction, Overview Entrepreneurship
• Planning and Research
• Organizational Matters
• Marketing Analysis
• Marketing Strategies
• Financial Overview Books and Records
• Managing Your Money - Budgets and Assumptions
• Managing Your Money - Cash Flow Projections
• Understanding and Using Financials
• Financing Your Business - Money Sources
• The Deal Making Process Negotiation
• Your Business Future - Managing Growth

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Tilling the Soil

• Take Stock in Your Resources
• Basic Equipment
• The Legal Terrain
• Manage from the Ground Up
• Plant It, Grow It, Market It
• Reap the Benefits
• Get Your Budget in Line
• Analyze These Cash Flow and Financial Statements
• Cultivate Your Money Resources
• Harvest Your Future

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Going Global Sessions

• Basics of International Trade
• Getting Started
• International Marketing Plan
• Supply Chain Management
• E-Commerce
• Legal Issues, Taxes and Recordkeeping
• International Organizations and Trade Blocs
• Export and Import Operations
• International Payment and Finance
• Win-Win Negotiations

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Signage Session

• The Effectiveness of Signage
• Signage, Laws, and Community Standards
• Elements of Design
• Working with Designers and Manufacturers

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Formula for Success!

• Our Approach
• Learn it tonight use it tomorrow
• Competency-based learning
• Exceptional Curricula
• Knowledgeable Instructors
• Expert Guest Speakers
• Networking Opportunities
• One-on-One Counseling

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• 3. The Art of Teaching Adults!

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Adult Learning Theories

• It is unlikely that there will ever be a single
  theory of adult education. Instead, there will
  be many theories useful in improving our
  understanding of adults as learners.
• Adults as Learners
• by K. Patricia Cross

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Adults are an Interesting Bunch!
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Adult Learning Theories

• Adults learn best when they are curious,
  challenged, or desiring of competence.
• - Daniel D. Pratt

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As an adult learner

• What motivates you to continue to learn new
  things?
• Do you have a preferred way of learning?
• Do you have certain expectations that must be met
  in a learning situation?
• What might inhibit your ability to learn new
  information?

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Andragogy Theory by Malcolm Knowles

• As a person matures
• 1) his/her self-concept moves from one of being a
  dependent personality toward one of being a
  self-directed human being,
• 2) he/she accumulates a growing reservoir of
  experience that becomes an increasing resource
  for learning,
• 3) his/her readiness to learn becomes oriented
  increasingly to the developmental tasks of
  his/her social roles, and
• 4) his/her time perspective changes from one of
  postponed application of knowledge to immediacy
  of application, and accordingly his/her
  orientation toward learning shifts from one of
  subject centeredness to one of problem
  centeredness.

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Three-way Typology Theory by Cyril Houle

• Motivations of adult learners
• 1) Goal-oriented learners, use learning to gain
  specific objectives, such as learning to speak
  before an audience, learning to deal with
  particular family problems, learning better
  business practices, and similar concrete
  objectives. Such learners do not restrict their
  learning activities. Theyll take a course, join
  a group, read a book, take a trip, etc.
• 2) Activity-oriented learners, participate
  primarily for the sake of the activity itself
  rather than to develop a skill or learn subject
  matter. They take the course or join a group to
  escape loneliness or boredom or an unhappy home
  or job situation, to find a husband or a wife, to
  amass credits or degrees, or to uphold family
  tradition. They do almost no reading.
• 3) Learning-oriented learners, pursue learning
  for its own sake. They seem to possess a
  fundamental desire to know and grow through
  learning, and their activities are constant and
  lifelong. Most are avid readers they join
  groups, and even choose jobs, for the learning
  potential offered they watch serious programs on
  television and make extensive background
  preparations when traveling in order to
  appreciate what they see.

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The Pyramid of Learners! by K. Patricia Cross
ADULT LEARNING FORCE
College Credit
Organized Instruction
Self-Directed Learners
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Adult Learning Styles!

• Learning Style Characteristics Teaching
  Strategies
• - process new information best - graphics,
  illustrations
• Visual Learners when it is visually illustrated
  or - images
• demonstrated - demonstrations
• - process new information best - Instruction
• Auditory Learners when it is spoken -
  discussions
• - process new information best - written
  assignments
• Kinesthetic when it can be touched or - taking
  notes
• manipulated - examination of objects
• - participation in activities
• - process new information best - distance
  learners can
• Environmental when it is presented in
  control their own
• Learner surroundings that match learner
  learning environment preferences (room
  temperature, to a larger extent than
  lighting, seating, etc.) on-campus
  students!

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Top Ten List!
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Top Ten Characteristics of Adult Learners

• 10. Adults try to avoid failure
• Adults are much less open to the trial-and-error
  approach than children are. Adult learners will
  resist something new if it involves the risk of
  making an error and feeling foolish as a result.
• 9. Adults will learn only what they feel they
  need to learn
• In the work world, adults are expected to
  evaluate the relative importance of information,
  to exercise personal judgment in setting
  priorities and allocating their time. This
  behavior carrys over into the adult learning
  environment.
• 8. Adults want their learning to be practical
• Adults are willing to learn theories, but only if
  they can see how those theories apply in real
  life. Adult interest soars when training is
  built around a clearly defined challenge or
  demand, rather than hypothetical problems and
  solutions.

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Top Ten Characteristics of Adult Learners

• 7. Adults are problem-centered
• Adults must feel that the material they are
  learning is relevant, and that it will have
  immediate effect. They want to see how the
  objectives of the learning relate to authentic
  situations and real solutions to problems.
• 6. Adults learn by comparing past experience with
  new experience
• Every adult learner has a lifetime collection of
  previous knowledge and experience. When learning
  something new, most adults need to see how it
  fits in with (or is different from) what they
  already know.
• 5. Adults do not all learn the same way (personal
  learning styles)
• By the time people reach adulthood, they have
  settled into a learning style that has worked
  well for them in the past. One person may prefer
  reading, while another does best trying out a
  practical exercise, for example.

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Top Ten Characteristics of Adult Learners

• 4. Adults need immediate feedback concerning
  their progress
• Adults want to know how they are doing all along
  the way. They are not content to continue
  plugging away at course material without knowing
  whether they are on the right track.
• 3. Adults are often skeptical
• Adults will filter new information through their
  years of experience and knowledge. They become
  skeptical when information conflicts sharply with
  what they already hold to be true or if the
  instructor appears inexperienced or unqualified.
• 2. Adults are goal-oriented
• Adults want to know what the specific goals and
  objectives are of a course, how they are
  measured, and what determines their individual
  success.

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Top Ten Characteristics of Adult Learners

• 1. Adults are motivated to learn
• Adults learn most effectively when they have an
  inner motivation to develop a new skill or gain
  new knowledge. Adults participate in
  self-directed learning almost universally. The
  typical adult spends 500 hours every year in
  self-directed learning.

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NxLeveL Approach to Teaching Adults

• Instructors build a sense of community in the
  classroom.
• Build a sense of comfort with questioning rather
  than knowing
• Develop a model of creating new ideas
• Build on the contributions of students
• Engender a sense of excitement for learning
• Confer a sense of ownership for learning
• Students take responsibility for themselves and
  others.
• Help one another solve problems
• Build on each others knowledge and experience
• Share successes and failures
• The instructor plays a variety of roles...

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You Play a Variety of Roles!

• Facilitator
• Instructor
• Motivator
• Controller
• Actor
• Sounding Board
• Not a _ _ _ _ _
• Not a _ _ _ _ _ _ _ _

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Adult Learner Handouts

• Adult Teaching Strategies
• Whats My Learning Style?
• The Adult Learner
• Developing Your Skills as a NxLeveL Instructor
• 30 Things We Know For Sure About Adult Learning
• Books and Websites
• www.TeachingPerspectives.com

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• 4. In-Depth Course Analysis!

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NxLeveL Materials

• NxLeveL Text
• Helps the student gain an understanding of how to
  run, own, and successfully operate a small
  business
• Student Worksheets
• Designed to help the student develop a
  comprehensive business plan
• Instructors Manual
• Assists the instructor in helping the students
  through the learning process

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NxLeveL Business Plan Basics

• Introduction
• History of NxLeveL
• How to Use the Business Plan Worksheets
• Business Plan Outline
• Writing Hints
• Making Use of Your Plan
• Table of Contents (15 Sessions)
• Session Outlines
• Homework and Worksheet Review
• Instructor Topics
• Guest Speaker
• Assignment for Next Session
• Text
• Highlights
• Whats This Session All About?
• NxLeveL Tips Boxes
• Case Studies
• Margins

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Instructors Manual

• Tab A History of NxLeveL
• Tab B How to use the Manual
• Great for future reference
• Tab C Reporting and Evaluations
• Check with your State administrator
• All forms available to download and print
• Tab D Games, Brain Teasers, Food for Thought
• Have ready for each session
• Tabs 1-15
• Participant Session Outline
• Instructor Session Outline
• Additional Instructors Notes
• Overheads/Handouts (On the website, Downloadable)

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Characteristics of Youth Learners

• Subject-Oriented
• They seek to successfully complete each course,
  regardless of how the course relates to their own
  goals.
• Future-Oriented
• Youth education is often mandatory or an expected
  activity in a youths life and designed for the
  youths future.
• Likely to accept new information without trying
  it out or seriously questioning it
• Seek education that prepares them for an often
  unclear future accept postponed application of
  what is being learned
• Depend on others to design their learning
  reluctant to accept responsibility for their own
  learning

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NxLeveL Get the Buzz on Biz

• Table of Contents (11 Chapters)
• Foreword
• Letter from the Editor
• Authors and Credits
• Chapters and Workbook Sections
• Chapters
• Text and Workbook
• Chapter One Explains How to Use the Worksheets
• No Session Outlines
• Tech Tips
• Text
• Graphically Intense
• Whats This Session All About?
• NxLeveL Tech Tips Boxes
• Case Studies in Italics
• Lots of white space for notes
• Worksheets
• Leads the Student to Writing the Business Plan

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Instructors Manual

• Tab Program Managers Manual
• 14 Sections
• Tab Camp Program
• Daily Schedules by Module
• Tab After School Program 3-Hour Module
• 13 Week Course
• Tab Games
• Instructors Discretion
• Tab Instructors Manual
• Course Overview
• Modules 1-13
• Additional Instructors Notes
• Overheads/Handouts (On the website, Downloadable)
• Supplemental Materials

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• 5. The Art of Teaching NxLeveL!

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Present Your Best Self

• Come prepared to teach
• Dress appropriately (Relaxed/Business)
• Avoid nervous habits (pacing, jingling pockets,
  vocalized pauses)
• Read the text
• Commit to your own style
• Brand yourself to NxLeveL
• Be an outstanding counselor

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Preparing the Classroom

• Take inventory well in advance
• Lighting
• Outlets
• Tables and Chairs
• Space
• Audio-Visual Equipment
• Arrange the room to suit your plans
• Seating Layout
• Windows/Doors
• Be prepared for last minute changes
• Cleanliness
• Temperature
• Surprises
• Restroom Facilities
• Parking
• Safety

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Using Visual Aids

• Variety is the key to success
• Participants should have good sight lines
• Dont turn your back on the participants
• Using Technology
• Using PowerPoint (Too many slides?)
• Projecting Overheads (Obsolete?)
• Showing Videos (Relevancy!)
• Using the Internet (Are we connected?)
• Have a back-up plan
• Flipping Charts
• Handouts

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Guest speakers should

• Be an added benefit to the participants
• Speak for thirty (30) minutes
• Be contacted well in advance
• Come from the local community
• Understand whats in it for them
• Be an expert on the topic
• Bring handouts and business cards
• Not use the time to self-promote
• Be invited to help team teach

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Adult Learning Theories

• My greatest strength as a consultant is to be
  ignorant and ask a few questions.
• - Peter Drucker

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Asking the right questions!

• The way you ask a question has a lot to do with
  the answer you get.
• Refer your questions to areas of knowledge rather
  than simple facts.
• Questions are a means of converting lectures into
  dialogue.
• Questions are your most valuable tools for
• Making points
• Assessing understanding
• Arousing interest
• Testing understanding
• Involving everyone
• Repeat participants questions, when necessary.
• React to wrong answers with acceptance.
• What if no one answers your question?
• Should you answer your own question?
• What if you dont know the answer to a question?

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Maintaining Interest!

• Use Your Voice Effectively
• Tell Anecdotes
• Keep Moving While You Talk
• Vary the Pace of Your Presentation
• Distribute Handouts
• Incorporate Trainees Names into Your Discussions
• Use a Variety of Visual Aids
• Ask Compelling Questions
• Conduct Small Group Activities
• Personalize Your Presentation
• Show a Sense of Humor
• Use Nonverbal Communications
• Mix Up Your Techniques (Roles)
• Use a Team-Training Approach
• Take Breaks
• Show Enthusiasm!

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Session One Goals

• Establish your credentials
• Establish a relationship of trust
• Safe Environment / Confidential
• Set the tone
• Begin on time
• Empathize with adult learners schedules
• Convince the work is not hard theres just a
  lot of it
• Hands on the materials
• Emphasis on daily work
• Participant contract
• Networking

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Session One What You Need

• Registration Forms Receipt Book
• Text and Workbooks for each student
• Binders
• Name Tents (included)
• Class Opener Attention Activity
• Overheads, Flipchart or Power Point
• Local Materials
• Guest Speaker Scheduled for Session 2
• Refreshments/ Sign-up

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Final SessionSuggestions

• Handout Completion Certificates
• Handout Participation Certificates
• Administer Evaluations
• Have a Graduation Party
• Establish Alumni Groups

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Sample Certificate
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• 6. NxLeveL Website Resources!

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• 7. Ten Step Marketing Plan!

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Marketing NxLeveL
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Utah NxLeveL Sponsorships
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Step One What are we doing now?

• Who is currently attending our trainings?
• Who would we like to have attend our trainings?
• What types of training events do we offer?
• How are we currently promoting your trainings?
• Are other organizations offering similar
  trainings?
• Is our target market growing, stable, shrinking?
• What are we currently charging for our trainings?

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Step Two Problems/Opportunities

• What problems do we have with what were
  currently doing?
• No comprehensive trainings
• No consistency in trainings
• Not generating enough program income
• Limited variety of trainings
• What opportunities can be realized by using
  NxLeveL?
• Increase market share
• Greater awareness of the program
• Distinction from the competition
• New sponsorships

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Step Three Training Objectives

• Our training goals and objectives came from our
  problems!
• Offer business plan development training
• Offer consistent training throughout the state
• Increase the variety of trainings
• Open new training markets
• Distinguish SBDC from other service providers
• Obtain Sponsorships
• How will NxLeveL help us achieve these training
  goals and objectives?
• NxLeveL has a variety of products
• NxLeveL training is comprehensive
• NxLeveL materials have high perceived value
• NxLeveL offers co-branding opportunities
• Sponsors can see the value of the program

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Step Four Target Marketing

• Define our existing core customers.
• SBDC Clients
• Referrals from others
• Target potential new customers.
• More women owned businesses
• More minority owned businesses
• More veteran owned businesses
• More existing businesses

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Step Five Marketing Strategies

• How will we use NxLeveL to build market share?
• What will our approach be?
• Local, Regional, Statewide
• Is there a season/cycle to offering NxLeveL?
• Winter - Spring - Summer - Fall
• Will NxLeveL be co-branded to our organization?
• Distinction from competition
• Will the price of taking NxLeveL enhance the
  perceived value of the courses?
• Is NxLeveL offered throughout the service area?
• Are the costs of the courses consistent?
• How will NxLeveL be promoted?
• Brochure, Newspaper, Magazines, Radio, TV,
  Events, Video

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Step Six Positioning Strategies

• How does NxLeveL meet the needs/wants of your
  target market? Of your sponsors?
• Comprehensive business plans
• Better loan applicants
• Successful business owner
• Greater exposure to the market
• Increased loan volumes
• What are the strengths and weaknesses of NxLeveL?
• Increased time commitment (Weakness)
• More expensive to take the courses (Weakness)
• Comprehensive training (Strength)
• More successful graduates (Strength)
• Evaluate how NxLeveL ties to our target market.
• NxLeveL prepares students to be successful
  business owners
• NxLeveL teaches students how to write business
  plans
• NxLeveL prepares students to be better loan
  applicants
• NxLeveL connects sponsors to the small business
  community
• NxLeveL is a tool for economic impact

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Step Seven Marketing Tools

• What are the specific tools and actions that will
  be used in our marketing plan?
• Unified Front
• Standardized promotional materials
• Centralized media/marketing campaign
• Offer a variety of sponsorships
• Co-brand NxLeveL to your program
• Hold an annual event
• Offer courses throughout the year
• Offer consistent pricing for the courses

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Step Eight Marketing Budget and Calendar

• Develop a budget and timeline for implementation
  of NxLeveL.
• Look for both local and statewide sponsors to
  offset costs and provide scholarships.
• Prepare months in advance, not weeks!
• Meet the expectations you create!

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Step Nine Execution

• ExecuteD our marketing plan!

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Step Ten Evaluation

• EvaluateD the success of our marketing plan and
  repeat the process!

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Session 12Sustainable Growth

• Formula Growth PRAT
• P Profit Margin
• R Retention Rate (Earnings Retained)
• A Asset Turnover
• T Asset to Equity Ratio
• P and A Operating Performance
• R and T Financial Policies

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Session 12Sustainable Growth

• Sustainable Growth Made Simple
• Assumptions
• The company wants to grow as rapidly as the
  market will permit
• Management is unable or unwilling to sell new
  equity
• The company has a target financial policy
• All parts expand in strict proportion

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Training Objectives

• Certify you to teach all of the NxLeveL courses
• Increase your knowledge of teaching adults
• Show you how to use the NxLeveL materials
• Enhance your instruction, presentation, and
  facilitation skills
• Introduce you to the NxLeveL website resources
• Show you effective ways to market NxLeveL to
  students and sponsors
• Enjoy our time together

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Congratulations!

• Congratulations! Youre now a Certified
  NxLeveL Instructor!
• Thank You for Participating!
• All the Best to You!

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Contact Information

• NxLeveL Education Foundation
• www.nxlevel.org
• Michael Finnerty mikef_at_nxlevel.org
• Von Rowley vonr_at_nxlevel.org
• Connie Fenley connie_at_nxlevel.org
• 1-800-873-9372 or [phone]