UNIVERSITY OF PENNSYLVANIA - AFRICAN STUDIES CENTER |
======================================================================== 310 Gideon,
Unfortunately, I cannot help you in regards to getting computers to Ghana. However, if you have any extra computers, you could help us. We've just opened a new university, The University of Namibia (classes started last week), and are in desperate need of computers. I would probably be able to arrange free shipment, via Air Namibia, from Frankfurt.
I've enclosed our FUN CAP mission statement below. Please contact me, the Fund for the University of Namibia, or the Namibian Embassy in Washington (or Bonn, though I don't have the address), if you could help us. Our students would truly appreciate it.
Gregory C. Gugel
Doctoral Candidate & Lecturer in African Affairs / The American
University
Assistant Professor / The University of Namibia / Windhoek, Republic of
Namibia
School of International Service
The American University
4400 Massachusetts Ave, NW
Washington, D.C. 20016-8071 USA
Phone: USA (202)885-2463
Fax: USA (202)885-2494
_________
Dr. Joeseph Diescho, Director
The Fund for the University of Namibia
833 United Nations Plaza
New York, New York 10017
Phone: USA (212)350-2927
Fax: USA (212)682-6174
_________
Ambassador Tuliameni Kalomho
Embassy of the Republic of Namibia
1605 New Hampshire Ave, NW
Washington, D.C. 20009
Phone: USA (202)986-0540
Fax: USA (202)986-0443
_________
FUND FOR THE UNIVERSITY OF NAMIBIA
COMPUTER ACQUISITION PLAN
Introduction:
Greetings! You hold in your hand a dynamic plan of action,
intended to help to meet the computer needs of the University of
Namibia, its students, faculty and staff well into the 21st Century.
The global information revolution has, by now, overtaken even the most
resistant and skeptical. It must be the responsibility of the University
of Namibia to provide its students, faculty and staff a supportive and
stimulating atmosphere for their intellectual pursuits and development--
an atmosphere denied to the vast majority of Namibians until recently.
The university must provide the skills and tools needed to make its
students competitive not only at home, but also within the greater
context of the emergent global village. The Fund for the University of
Namibia's Computer Acquisition Program (FUN CAP) intends to contribute
to the overall mission of the university in a very significant way, by
provisioning computer hardware, software and supplies via direct
solicitation of the international computer industry.
FUN CAP is especially promising as it empowers and encourages
the leaders of the world's largest computer corporations to actively
assist us in meeting our computing needs. Time is of the essence! Good
will, both towards the nation and the university itself, is extremely
strong. We offer our potential donors not only the means to assist
Namibia and its emergent university, but we do so in a way that
satisfies them on several important levels. Participation in FUN CAP
offers donors the opportunity to help in an important aspect of nation-
building. Moreover, it provides immediate marketing advantages within
Namibia and throughout Southern Africa. Additionally, all donations
channelled through the Fund qualify as tax-deductible under United
States law. However, we must act now to capitalize on an especially
fortuitous shift in computer industry manufacturing standards, as a
result of the recent introduction of the Pentium Computer Processing
Unit (CPU) chip.
Mission Statement:
The mission of the Fund for the University of Namibia's
Computer Acquisition Program is to secure for the University of Namibia
computer hardware, software and other equipment, thereby furthering the
university's overall teaching and research missions, as defined in the
University of Namibia Act of August 1992. Such computer hardware,
software and other equipment will be solicited from all major
international computer industry manufacturers. The desire of this
program is to secure such equipment, in the form of charitable
donations, at little or no cost to the Fund or the university itself.
Computer Industry Background:
Computer industry norms are constantly in flux. The last
three years have seen marked advances in CPU chip technologies (the
"brain" of a computer). The standard chip at the beginning of the 1990s
was the 80386 chip manufactured by Intel Corporation. Other companies,
such as Advanced Micro Devices (ADM) and Cyrix, produced replications of
Intel products. A major lawsuit filed by Intel against ADM, alleging
patent infringement, accelerated a chip "race" between these
competitors. Intel released 80486 chips, followed more recently by the
release of their new Pentium chip. Even though the Pentium chip is just
now becoming readily available to consumers, manufacturers still have
80386-based computers in their stocks--computers which are now two
generations old, and therefore severely outdated by industry standards.
This fortuitous timing bodes well for the accomplishment of
FUN CAP goals. These goals are congruent with the manufacturers' need
to rid their warehouses of such equipment--if a compelling case is made
to motivate their active participation in our program. The donation of
such "outdated" equipment will be encouraged through a multi-faceted
solicitation effort (outlined below). One should not be misled about
the quality of the equipment which we strive to acquire. "Outdated" is
an extremely relative term in the computer industry, and must be
understood in the context of a highly competitive market. Indeed, the
most basic computers available today far outperform even the state of
the art of a decade ago. 80386-based computers will meet all but the
university's most complex computing needs well into the next century.
Solicitation Strategy:
Donation solicitation is an exercise in salesmanship. Donators
must be inspired to act. Donation impulses are acted upon immediately,
or not at all. Project success hinges on targeting key decision-makers
with an effective presentation strategy.
Under the FUN CAP plan of action Chief Executive Officers
(CEOs) of all major computer hardware and software manufacturers will be
contacted directly, initially via mail. CEOs are crucial decision-
makers for several reasons: (a) they have the corporation's "big
picture" in mind when making decisions; (b) they delegate
responsibility with authority; and (c) it is easier to work down the
chain of command than up. However, an effective presentation is equally
important to success.
We seek to convince CEOs that FUN CAP is a worthwhile cause in
which to participate. CEOs should be made to feel that their
participation will make a tangible impact--that they personally have the
power to make a difference in the world. The University of Namibia, due
to the contemporary history of the republic, lends itself to such a
presentation. Just as the timing within the computer industry is ripe
for encouraging donations, so are the developmental histories of both
the nation and the university.
The initial contact letter must highlight the myriad reasons,
from the point of view of both the corporations and the university, why
the donation of computer equipment is essential.
Although they wouldn't perhaps consider it in such explicit
terms, CEOs welcome the opportunity to help a developing nation at a
critical time in its history. In other words, they want to feel (both
personally and in a business sense) that they are empowered to make a
difference.
Furthermore, many CEOs will be excited about the potential to
expand their markets in Southern Africa. Nelson Mandela's recent call
for the lifting of sanctions against the Republic of South Africa
provides yet another window of opportunity for FUN CAP success.
Assisting the University of Namibia gives computer corporations a useful
springboard to the dynamic South African market. Finally, helping the
Fund provides computer corporations with a welcome tax write-off.
Combined, these reasons will synergistically motivate CEOs to
participate in our program.
The initial contact packet will consist of a personally
tailored letter requesting the donation of computer hardware, software
and other related supplies. Additionally, the packet will include
information specifically about the Fund for the University of Namibia
(to establish legitimacy), as well as the brochure, University of
Namibia: Its Philosophy, Its Focus and Direction (to make the
university more "tangible" to potential donors).
Reactions will undoubtedly be varied. CEOs often hear from
various groups soliciting assistance. However, Apple Computer
Corporation's Apples for the Students program, as well as International
Business Machine's (IBM) Educational Purchase Program highlight the
industry's commitment to education. An optimal response would promise
direct participation in the program. Conversely, a outright rejection is
not necessarily an indicator of defeat. Most vexing is no response at
all, for one cannot be sure why this has occurred. Nonetheless, FUN CAP
is prepared to deal effectively with each of these contingencies.
Any indication of interest in assisting the university must be
seen as a substantial hurdle cleared. Such instances must not be
squandered. Therefore, personal contact must be effected to encourage
further participation on the part of that individual or corporation.
Such contact has the express purpose of gauging commitment, and more
importantly, addressing the concerns of the decision-maker in deciding
to assist us. FUN CAP must minimize the obstacles to donor
participation. The program seeks to reduce the decision-makers
responsibility to the decision itself. Only then can negotiations for
the transfer of equipment occur. However, donations will not always be
so readily forthcoming.
It is predicted that a substantial percentage of all contacts
will express no interest in the project. All will not be lost in such a
case. It is likely in such a scenario that the decision-maker will
indeed want to help, but is, for numerous reasons, unable to. We will
have ask, in other words, for more than he or she is able to deliver.
The program therefore seeks to give such CEOs the opportunity to help in
another important way. In a follow-up letter alternate sources of used
computers will be solicited from the company's customer base of recent
large-scale purchasers. Such non-computer industry companies will then
be asked to consider donating the computers made redundant by their
recent purchases. This strategy will effectively expands FUN CAP's
potential donor base, thereby increasing the likelihood of actual
donation.
Finally, there will indeed be instances when no reply is
received at all. These companies must not be written off. A follow up
letter which reintroduces the program, while at the same time suggesting
customer leads (as highlighted in the previous paragraph) will increase
the potential for eventual positive responses to the university's needs.
The Computer Acquisition Program is a dynamic program which
continuously encourages positive responses. FUN CAP will be effective
for two important reasons: (a) it convinces its target audience,
computer industry CEOs, of an urgent need, in terms favorable to
themselves and their corporations; and (b) it empowers those targeted
CEOs to make a decision to make a difference. Even when initially
unsuccessful, this strategy offers decision-makers alternate
opportunities to assist the University of Namibia. Results should be
promising indeed.
Goals:
The Fund for the University of Namibia's Computer Acquisition
Plan intends to meet the university's computing needs well into the 21st
Century. It seeks initially to obtain 300-500 computers from major
international computer manufacturers. Additionally, it seeks to acquire
software and other related equipment. The Computer Acquisition Program
primarily encourages the donation of such equipment. Furthermore, the
Computer Acquisition Program expects, and indeed requires, the active
support and assistance of the Fund, the University and the Republic of
Namibia as a whole, when and however needed. FUN CAP will be an ongoing
project dedicated to meeting the University of Namibia's computer needs.
As such, it will be critically evaluated on a semi-annual basis by the
project manager, the director of the Fund, and the Vice-Chancellor of
the university. Finally, it strongly encourages emulation of its
structure, content and mission by others who seek to address the diverse
capital and equipment needs of the university.
Requirements:
FUN CAP seeks to be self sustaining. However, the project
requires limited start-up assistance. To insure the legitimacy of the
program among potential donors, the project manager and other staff must
be officially affiliated with The Fund for the University of Namibia.
Donors should be able to contact the Fund directly for verification of
such status. Donors are also likely to contact the Embassy of the
Republic of Namibia, in Washington, D.C. FUN CAP respectfully requests
the active support and assistance of Ambassador Kalomho and his staff.
Potential donors must feel secure in the knowledge that their donations
will be channelled to the University of Namibia.
Additionally, the Computer Acquisition Program requests
limited financial and material resources. Fund letterhead stationery
and business cards will enhance staff legitimacy in their dealings with
donors. Some funds, or other suitable arrangements, for postage and
telephone access will be required to commence initial contacts, and to
effect follow up efforts. Facilities for document preparation and
photocopying will be provided free of charge by the School of
International Service of The American University. Finally, the project
manager, and any support staff, will provide services on a voluntary
basis, in the interests of the University of Namibia only.
Budget:
The budget shall be negotiated between the project manager and
the Fund's director. Frugality shall be the overriding principle in
determining the budget. FUN CAP seeks only to cover its most basic
operating expenses. It seeks at every opportunity to reduce expenses,
to the benefit of the university.
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