Our final #FinnemoreFireside of this academic year is with Chris Kirk of CJK Associates. Chris’ work is varied and he and his team support the mission of education by providing strategy, business planning, organisation design, operations, procurement and shared service advice to education organisations.

 

Chris works extensively with multi-academy trusts on vision, strategy, operating models and governance/finance reviews, so our Q&A session focuses on MATs and their needs, and what this means for suppliers – both now and in the future.

It’s a really insightful discussion and we cover topics including:

• Fostering social responsibility in schools and achieving aspirations through clarity
• How schools can contribute to society
• Finding your mission: understanding and showcasing your unique capabilities
• Unlocking the power of professional networks: how Trusts can make a difference
• The challenge of ensuring adequate support for high-need pupils
• Establishing a culture of consistency: How do you ensure a similar mission statement in new schools/academies?
• The future of school groupings and the natural drift towards ten
• When MATs stand firm and refuse to uphold the Regional Commissioner’s agenda
• What is Collaborative Alignment? Achieving aspirations through group collaboration
• The challenges facing schools as the educational environments change

 

We’d love to hear your feedback and comments below. Enjoy!

 

Last week we joined MATs, LAs and the Bromcom team for an exciting day of learning, networking, and inspiration at the annual Bromcom Shard Event. There was a great lineup of expert speakers and engaging workshops; here are 7 things we learnt at last week’s event:

 

1. There is still a huge appetite from schools to participate in an aggregated MIS purchase, and there were some brilliant stories from LA Support Teams who helped make this happen for their schools.

 

2. MAT and school leaders want data that can help them make informed decisions, not just on attendance and academic performance, but on areas such as:

• Financial performance
• Operational efficiency
• Culture
• Staffing & HR

 

3.  Support Teams are increasingly looking to support multiple MIS so they can meet the needs of their schools, irrespective of which MIS they use – they support the process, not the product. It’s a positive step for everyone as the relationship between schools and local support is a close one, it’s something schools usually want to continue.

 

4. Using AI alongside MIS data can and will make a difference to schools . . . but it really does need to be handled with care when it comes to users understanding children’s data. It’s an interesting conversation

 

5. Academies and MATs have often led the charge in moving to a new MIS as they’ve tended to go to market and look for new cost-effective, innovative cloud solutions shortly after academisation. However, the rate of switching MIS amongst state schools has also accelerated and actually shows signs of increasing if anything! In 2018 77% of state schools used the then-dominant supplier SIMS, this has now fallen to 55% in 2023 (it will be interesting to see what the next census data shows).

 

6. A huge priority for MATs when they look to test the MIS market is understanding all the separate products and subscriptions they currently buy in to which they potentially wouldn’t need when they switch MIS. Across a MAT the savings really do stack up and can be used to fund staff or be reinvested in teaching and learning.

 

7. Strong professional relationships and great customer support are everything in our sector. It was great to hear so many individuals praised as we heard about the various journeys MATs, LAs and schools had been on switching MIS.

 

There’s definitely plenty of change going on across the sector and it’s clear that MATs and LAs want the very best solutions for their schools – both in terms of value and outcomes. It will be interesting to see what happens next!

 

Thanks again for the invite, Nick loved presenting a session and we enjoyed catching up with friends and colleagues 🙂

 

 

When it comes to selling to the education sector, using discounting as a strategy to close a sale may seem tempting. However, this approach may not be a good approach. Here’s why you should steer clear of discounting tactics and focus on building value instead.

1. It diminishes your perceived value

Offering discounts can inadvertently devalue your product or service in the eyes of potential buyers. The education sector places great emphasis on quality and long-term benefits. Instead of slashing prices, highlight the distinct advantages and tangible outcomes your offering brings to the table.

2. It seriously affects profit margins

Discounting erodes profit margins, which can have a significant impact on your business’s sustainability. In the long run, maintaining healthy margins allows for continuous innovation and the delivery of exceptional customer experiences. Focus on showcasing the unique value your product or service offers, rather than lowering prices.

3. It establishes unhealthy precedents

If you rely on discounting to close deals, you risk setting a precedent that can be difficult to break in the future. The education sector is a close-knit community, and word travels fast. Instead, aim to position your offering as a premium solution, tailored to meet the specific needs of schools or educational institutions.

4. Long-term relationships are better than short-term gains

Selling to the education sector requires a long-term mindset. Building strong relationships based on trust, credibility, and a genuine understanding of their challenges and goals is key. By focusing on the value your product provides and fostering partnerships, you’ll establish a foundation for sustained success.

So instead of discounting, aim to differentiate through quality and service. By emphasizing value, maintaining healthy profit margins, and building long-term relationships, you can position your product as a premium solution while meeting the unique needs of schools and educational institutions.

Success lies in creating meaningful connections and delivering exceptional experiences that transcend price.

This month sees us publish our 40th #FinnemoreFireside chat and this time we’re delighted to welcome Jim Knight, The Rt Hon Lord Knight of Weymouth on for a Q&A session.

Jim Knight works in education, digital technology and as a legislator. As a UK government minister and MP, Jim’s portfolios included rural affairs, schools, digital and employment.  He was a member of Gordon Brown’s Cabinet 2009-2010, before joining the Lords after the 2010 General Election.

Jim is a director of Suklaa Ltd, providing advisory services to UK and international clients working in technology for education and learning, international schooling, and teacher engagement. He’s also currently chair of the board for E-ACT, is on the Nord Anglia Education Advisory Board, on the Global Advisory Council for BETT, and was appointed Chair of the Board at COBIS in November 2022.

In this Q&A Nick and Jim discuss amongst other things:

• Where Jim’s passion for education comes from and why he has dedicated so much of his working career to education.
• The disconnect between the education and labour market, and the need for a school system which truly meets the needs of learners, communities and employers.
• Why focusing on academic performance and grades doesn’t work for many, and how other core skills are more important than literacy and numeracy.
• Is edtech behind the curve compared to industry: what happened to real future-gazing?
• The fact that leadership on the use of edtech is no longer there (a role previously played by Becta) and something is required to fill the gap.
• Using trends and AI to promote insights and the associated challenges that come with sharing and interrogating data?
• The three big challenges that Jim would like to see edtech help solve

 

We’d love to hear your feedback and comments below. Enjoy!

 

 

We’re kicking off the summer term with our next #FinnemoreFireside, this time with Derek Hills,  Director of IT, Systems and Data at Ark, a charity and network of 39 schools that aims to transform children’s lives through education.

 

Derek has a wealth of experience leading first-class Data and IT teams, having previously worked with other MATs including Harris Federation and David Ross Education Trust before taking up his role at Ark. He knows the MIS landscape well and we had an interesting chat about what the future of MIS might be, including topics such as:

 

• Where does Derek’s passion for data and analytics come from, and why does he love working in education?
• What can be achieved by sharing data, info and best practice
• Where he sees AI fitting into technology budgets and the broader education landscape
• Are schools getting enough out of their edtech and systems, and are they utilising it effectively?
• Consolidating solutions means investment can go into teaching, but what are the challenges around open data policies?
• The importance of working in partnership with suppliers and forming long-lasting relationships
• What Derek would like to see more of from edtech companies

 

 

 

 

 

We’ve spoken to many schools, Trusts and LA support teams about the options regarding the 3-year ESS SIMS contracts, so it’s great to hear that there’s now some clarity as to what to do next.

 

Basically, if you’ve been thinking about exploring alternative MIS systems you can now take advantage of the new 12-month break clause following the recent Competition and Markets Authority judgement.

 

The CMA has published its decision to accept commitments from ESS that enable certain schools (meaning those which had considered switching providers but concluded they did not have sufficient time to do so) to apply to an independent adjudicator for a 12-month break clause. If granted, the clause will allow them to exit their current three-year contract with ESS and choose an alternative provider, should they so wish.

 

 

– This is good news for schools that wanted to go through a procurement exercise for their MIS but felt they didn’t have enough time as they can now apply for a 12-month break clause to give them time to test the market.

 

– What’s not so great is that there’s a limited timeframe to get your application in and you’ll need to provide a supporting statement. Schools have one month to apply, from 10^th January 2023 to 10 February 2023.

 

 

You’ll be told whether you are successful by 31st March 2023, you then have 12 months to choose a new supplier, giving you time to switch by March 2024.

 

There is no downside to applying. It’s worth doing to buy some time so you can take a proper look at the MIS solutions out there. You’re not under any obligation to actually move supplier and you can always change your mind and do nothing.

 

If you’re happy with your existing SIMS contract and terms, then of course this probably isn’t for you. However, if you would have liked to test the market but couldn’t do so at the time, here’s the link to the application form and the guidance

 

We’d also recommend looking at the support options available as many local school support teams are completely MIS agnostic; they support the process, not the product. They can often help you with your market-testing exercise and are able to support your MIS implementation as part of your overall IT strategy and School Development Plan too.

The number of schools switching MIS is at an all-time high and this trend looks set to continue (check out this previous blog for the reasons why and the movement we can expect to see in the future).

 

As schools are taking on new MIS all the time, it’s important for all suppliers of all school management software – be that the MIS itself or any one of the hundreds of products which sit alongside it – to understand what’s most important to schools when looking at alternatives.

 

 

In Spring 2021, The Key sent a survey to all primary, secondary, special schools and pupil referral units in England on the subject of MIS which produced some fascinating insights, including (amongst other things):

 

• What’s most important to schools when looking for an MIS, and how likely are they to move supplier
• How effective are MIS at saving schools time, and how well are schools supported
• How intuitive are MIS solutions for new users, and do they give schools the right tools for the job in terms of collaboration and data?

 

The Key sent out a similar survey in Spring 2022 so, using these results, we’ve been able to compare how opinions on MIS have changed and gain some insight into what schools might do in the future.

 

 

 

What it is that schools look for in a new MIS: what’s most important to them?

 

The surveys asked schools across England to prioritise what they felt was the most important factor in terms of price, support, functionality, integration, partnership and reputation when looking for a new supplier. The results are outlined below:

 

 

As you can see, the trend of what’s most important to schools is broadly unchanged but there are a couple of notable things here:

 

• Even in a world of huge budgetary pressure on schools, price has not scored as highly as last year. It’s still the second most important factor, but it’s interesting to see that functionality has not only remained the most important factor by far, but the percentage has increased too.

 

• Being a trusted procurement partner has become more important and has (only just!) overtaken reputation in terms of importance. This could well be a reflection of the way in which MATs prefer to work, as they often use trusted procurement partners to help select their school management software and technology. There are also a number of frameworks in place to help schools and MATs through the procurement process e.g. G-cloud, Everything ICT

 

 

 

How satisfied are schools with their MIS compared to last year?

 

In both 2021 and 2022, the survey asked respondents to rate how satisfied they were with their MIS, on a scale of 1-10 with 1 being extremely dissatisfied and 10 being extremely satisfied. This graph shows that there are actually fewer schools towards the ‘Extremely satisfied’ end of the chart, and more are rating their satisfaction at 5 or lower (You can find the full results plus analysis by supplier on The Key’s blog here).

 

 

What could be causing schools to report that they are less satisfied than last year? There are a few possible explanations:

 

• Given so many schools have moved or are on the move at the moment, it’s likely that a number of respondents are in the MIS transition period which is always the most nerve-wracking time where the least satisfaction is felt.

 

• It’s possible that schools are feeling unhappy with their existing supplier if the contract and support terms have changed as this often puts them under pressure.

 

But it may be that this is an accurate reflection of how schools are feeling about MIS in the current environment, in which case it’s all suppliers should take note!

 

Ultimately, if schools are citing functionality as the main thing they look for in a new MIS, how confident are MIS suppliers that their functionality is truly meeting the needs of schools? Aside from the basics, what makes one stand out from the other?

 

What do you think users are looking for in their MIS?

 

 

 

Next in our #FinnemoreFireside series is this Q&A session from before half term with Matt Woodruff, Vice President of Analytics and AI at Community Brands UK.

 

A data professional and PhD candidate in the field of Machine Learning and Artificial Intelligence in Education, Matt has a prior background of 25 years in technology applications and consulting in Europe and the US.  He’s founded companies specifically addressing how technology can support more effective decision-making at all levels to improve outcomes and identify ways to be able to ‘do more, with less’ – more important than ever in today’s economic climate.

 

Matt and I had an insightful conversation about data and machine learning, including:

• What is AI? The acronym is bandied about a lot, and here Matt gives a very strong definition of AI and more importantly Machine Learning
• We talk a lot about the benefits of using contextual data with machine learning
• What is the future of the use of data and how expansive can it support Teachers, Students and Parents
• What needs to change? How ‘open’ should data be?
• How is Community Brands supporting schools, and what’s next for the company?

 

It’s an interesting listen – especially for those of you like me who are interested in data and where the next innovations in analytics will be. Enjoy!

 

 

According to DfE census data, the past three and a half years have seen an increased trend towards switching MIS amongst schools in England.

The headline story is that SIMS market share has dropped the most, from a huge 77% to a still healthy 60%, and three main challenger MIS have emerged, between them winning 27% of the market: Bromcom and Arbor across all phases, and Scholarpack in primary schools. There are also plenty of other challengers – each of them gaining ground in their own way (I’d recommend checking out Joshua Perry’s Bring More Data blog for details and analysis).

 

 

What’s behind this trend and is it set to continue?

 

The reasons schools choose to move in the first place are varied.

 

• Many convert to academies and sometimes they join a trust where a different MIS is in use, so they switch as part of the joining process. Other times, they’ll use their change of status to academy as an opportunity to look at the MIS options available to them now that they are no longer under LA control.

 

 

• Maintained schools are switching MIS too. For many, the traditional model of them being able to buy into an LA-purchased and supported MIS has disappeared. Councils in England are rarely able to retain budget or mandate solutions, and the largest MIS supplier (ESS SIMS) has taken the decision to ask all their schools to contract with them directly instead of via an LA licence, for a three-year period¹. For many, this change in terms prompted a market-testing exercise which led to a new MIS being selected.

 

 

• Schools, academies and MATs are increasingly aware of the cost and efficiency gains they can make by switching MIS. Schools are looking to save money on multiple systems and save time on back-office processes, and MATs are looking to centralise more data and operational workflows. This is a huge driver and one that is likely to increase over the next few years.

 

All these factors are ongoing. Academy conversion continues to happen, and single academies are increasingly joining larger, more established MATs.

SIMS schools who wanted to go to tender for their MIS but felt they didn’t have time to complete a proper procurement exercise resulted in a large group of them seeking legal advice on the matter which is now being investigated by the Competition & Markets Authority (CMA).¹

There are countless case studies of schools and academies who will tell you about the huge improvements moving MIS supplier has brought about, almost always accompanied by big cost-savings.

It looks like change is set to continue. The question is: how fast?

 

 

How likely are schools to switch MIS supplier in the next 12 months?

 

In Spring 2021, The Key sent a survey to all primary, secondary, special schools and pupil referral units in England on the subject of MIS which produced some fascinating insights, including (amongst other things):

 

• What’s most important to schools when looking for an MIS, and how likely are they to move supplier
• How effective MIS are at saving schools time, and how well schools supported
• How intuitive are MIS solutions for new users, and do they give schools the right tools for the job in terms of collaboration and data?

 

The Key sent out a similar survey in Spring 2022 so, using these results, we’ve been able to compare how opinions on MIS have changed and gain some insight into what schools might do in the future.

 

 

The survey asked schools how likely they were to consider changing supplier in the next 12-months. The results indicate that almost 16% said they were either ‘likely’ or ‘very likely’ to move in the next 12 months which is around the same as last year – if this is a reflection across the whole market then we can expect the trend of switching MIS to continue in the next year or so (you can find the full results plus analysis by supplier in The Key’s blog post “What do schools feel about their MIS?”)

 

 

 

 

While the distribution of results was broadly similar to 2021, the trend compared to the previous year showed some polarisation towards either end of the scale. More respondents said they were ‘very likely’ to move than last year, but an increased number of respondents said they were ‘very unlikely’ to move too. There could be a few reasons for this:

 

• A sizeable group of schools have switched MIS recently so the appetite amongst this group for them to switch again will be very low; it usually makes sense to embed a new MIS fully and explore everything it can do before deciding to change again.

 

• A lot of schools will be in a multi-year contract with their MIS so moving MIS may not be an option they could consider in the short term. (However, some suppliers do give schools the option to switch to them mid-contract without double-paying, e.g. Bromcom and Arbor )

 

• At the other end of the scale, the increase in appetite amongst schools for moving MIS will likely be for the reasons outlined at the very beginning of this blog: when a new contract is required (be that through the school’s academisation, or an existing contract coming to an end with an LA or supplier) it prompts the need for a fair and rigorous tender process – even if that school, academy or trust is pretty happy with the incumbent supplier. There are a number of frameworks in place to help schools and MATs through this process e.g. G-cloud, Everything ICT, etc.

 

• Finally, the increase in schools saying that they are very likely to move MIS in the next 12 months could purely be down to the fact that they are not happy with their existing supplier. This could be down to the way it works (or doesn’t work) for them, the support they receive, cost, customer service, or any number of other reasons.

 

We’ll be exploring what’s important to schools, academies and trusts in future blogs – subscribe to stay up to date.

 

 

 

 

¹At the time of publishing this blog, the CMA has stated that they need further time to investigate and has not yet announced the action they intend to take.

 

Before the summer I caught up with Martin Baker, Co-Founder and CEO of The Safeguarding Company. Martin is a former chief police officer whose 38-year career spanned five UK police forces, where he was responsible for all aspects of safeguarding and child protection and managed the risks posed by violent and sexual offenders living in the community. You can read more on Martin’s background here.

 

During the Q&A, Martin and I had an insightful conversation focused purely on the recent Child Q safeguarding incident. Some particularly interesting areas of discussion include:

 

• How the action taken with Child Q was disproportionate vs the potential suspicion
• Martin challenges the current way of thinking and what you should ask yourself before acting in a safeguarding incident
• We talk about the adultification of black and minority children, removing their innocence of age.
• How we may misinterpret ‘Fawn’ as acceptance
• The impact on Child Q and her family, and the damage it has done
• How intersectionality comes into play when discriminating against Child Q
• Why we cannot hide behind unconscious bias
• How we need to change the training and culture to ensure we never have another Child Q situation again

 

We’ve split it into two parts to make it easier to digest.

(TW: this conversation contains potentially distressing subject matter)

 

Additional reading

Following on from the #FinnemoreFireside chat, Martin has suggested that the following would be useful additional reading about some of the topics covered in this chat Guidance for safer working practice for those working with children and young people in education settings (February 2022).

Martin has also pointed out that, since the publication of the Child Q case practice review, the Department for Education has updated its guidance on searching, screening and confiscation in schools.  The revised guidance can be found here.