SAIT Polytechnic, in Calgary, is probably Canada’s leader in the “earned revenue” business, providing customized training programs to corporate clients, particularly multinational energy companies. SAIT has provided corporate training for more than 30 years, generating annual revenues as high as $40 million, and net margins of more than 20% – returning millions of dollars to the institution.
SAIT has achieved such success through consistent determination and focus, narrowing their programs to their own greatest strengths, modularizing content for maximum flexibility. The formula might not work for any other institution, for other sectors or other specific offerings, but it’s worth asking yourself: what value might your institution provide to corporate clients better than any other institution in the country, or the world?
By saying ‘no’ to unprofitable business, and by doing better business better, net revenue has substantially increased. -- Dr Gordon Nixon, VP Academic, SAIT Polytechnic
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