1. Risky business:
Developing T3SCplus
Naomi Sampson

2. Presentation overview:
 About Tameside and  Culture change
T3SC  Where are we now?
 Our history of income  Next stepts
generation  Important principles /
 Key questions we lessons learnt
asked ourselves
 Planned vs. organic
growth

3. About Tameside and T3SC
 Part of greater Manchester city region
 Population 220,000
• 51st most deprived area in England
 „Established‟ VCS relatively small
 T3SC 10 years old in 2011
• Income £800,000, 20 staff
• Good relationships with sector and partners
• Traditionally done some „low key‟ income generation

4. Income generation and T3SC
 2008 (?) increasingly asked:
• “do you know a consultant who can.....”
• “could T3SC do....”
 Board aware of „impending financial doom‟
• Lots of eggs in same basket
• Target to diversify income
 Formed income generation sub group
• Board and staff involvement

5. Some key questions for us
 What are we good at?
 What assets have we got?
 What do people want to buy?
 What could we do that could be profitable?
 How would it fit with our mission, aims and
values?
 How much financial risk do we want?

6. Marketing: why T3SCplus?
 Strong awareness of T3SC „brand‟ across
greater Manchester
Plus = “in addition to”
 Helps demonstrate that activity is on top of
„core‟ offering
• Helps us to differentiate what is „free‟

7. „ADDED DEVELOPING
ORGANISATIONS
VALUE‟ Governance reviews
SERVICES Strategic and Business
planning
‘Fit for Purpose’ reviews
„CORE‟ Performance Coaching
SERVICE
CIVIC PARTICPATION
Generic infrastructure Participatory events
services Improving 3rdSector ‘Voice’
„Free‟ to frontline groups
in Tameside GRANT SCHEME
DEVELOPMENT &
MANAGEMENT
Participatory Budgeting
Scheme evaluations
EQUALITY AND DIVERSITY
Obligations and ‘in practice’

8. Organic or planned growth?
Planned growth Organic growth
• Positive: • Positive:
– Clear strategy / goal – Can try different ideas
– Easier to see what out / flex
success looks like – Lower financial risk
• Negative: • Negative:
– Higher start up cost – No focal point
– Higher financial risk

9. Organic or planned growth?
• T3SCplus grown organically
– No clear brand or strategy until this year
– Low levels of investment
• No start up cost
• No dedicated staffing
• Marketing cost = £500

10. Culture change - internally
 Expectations within staff team
• “everyone can do something”
 We‟re charging: can we meet the quality
expectation?
 We‟re asked our view / expertise – it‟s okay
to ask about payment!
 Financial systems and processes
 Growing skills

11. Culture change - externally
 Honesty with frontline organisations
 Ensuring we still meet our mission
 One size doesn‟t fit all – flexibility
 Alternatives ways to „pay‟ for services

12. Money, money money (a-ha)
 Income generation target factored into
budget
– But its not real money „til we‟ve secured it
– Risk if not achieved – deficit position / reserves
 What is the real cost?
 Cashflow is king
– Agree payment profiles with clients
– Invoice promptly

13. Where are we now?
• 2011/12 generated £55,000
• Variety of products delivered
– Business planning / „Fit for Purpose‟ reviews
– „Building third sector engagement‟ for 2 LAs
– Grant programme development / grant management
– Bespoke training delivery
• equality and diversity; sustainable funding
• Growing market
• Clearer about pricing model

14. Next steps for T3SCplus
 Plans to make T3SCplus a stand alone
trading arm (linked to our merger)
– CIC model
– Introduction of new products
 Uncertainties over size of market
- But have target to grow income generation target to 20%
by September 2013
 More strategic/ planned approach

15. Important principles for us /
lessons learnt
 Fit with mission, aims and values
 Core offering remains free at point of access
 „Pay what you can afford‟
• T3SCplus for Tameside VCS orgs
 Not always about „money‟ – other ways of
doing business e.g. sharing

16. Important principles for us /
lessons learnt
 Bringing people with us
• Staff and stakeholders
 Happy clients best form of advertising
 Work with associates you trust
 Understand your costs
 Be aware of your competition and your USP

17. Contact details
Naomi Sampson
Tameside Third Sector Coalition
(soon to be Community and Voluntary Action
Tameside – CVAT)
Website: www.t3sc.org
Tel: 0161 339 4985
E-mail: naomi.sampson@t3sc.org