The challenge

TUBS sought assistance with finding learners for the September 2020 cohort intakes of their Chartered Manager Degree Apprenticeship (CMDA) and Senior Leader Master’s Degree Apprenticeship (SLMDA) qualifications.  

The prospect group which durhamlane approached was limited geographically due to the requirement to travel to campus. Given such a finite target market and in combination with a very diffcult business climate during the pandemic, the importance of a sensitive approach and demonstrating empathy whilst also speaking with authority on the subject matter was further magnified, particularly given the prospects that we contacted were business and departmental leaders.

To take advantage of the four dierent continuous intake opportunities throughout the year, we developed a strategic outbound employer engagement campaign that focuses on the long-term. This meant performing three days of delivery per week, with an emphasis on relationship building and nurturing for our delivery team.

When a university chooses to outsource, one common reservation is how their brand will be represented by their sales partner. With strength of reputation in the region absolutely critical for any university, we were delighted to learn prospects that progressed to opportunities for the TUBS had complimented the approach of our delivery team.

Due to the success of the initial engagement and the strength of the relationship that has developed between our two organisations, we have since expanded our scope of work to include the School of Computing, Engineering & Digital Technologies.

The outcome for Teesside University Business School
resource days
sales qualified opportunities
£K revenue generation
Over 114 resource days, durhamlane produced 55 qualified opportunities that resulted in £432,000 revenue generation for Teesside University Business School.
“durhamlane have become a valued partner to Teesside University Business School. Their impressive team works in a highly professional manner, is always transparent on progress and works seamlessly with University staff to achieve our employer engagement aims.”
Carl Thom
Business Relationships Manager

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