Course description

Learn how to maximise income generation using the technical resources and services that you already have.

Higher education institutions (HEIs) engage in income generation activities, sometimes referred to as ‘enterprise’, ‘commercial’, ‘third stream’ or ‘third-leg’, along with their core mission of teaching and research. The technical facilities and services capability in HEIs has the potential to generate significant financial impact.

There are examples of universities in London and beyond where technicians and technical resource managers (TRMs) are contributing and conducting income generation activities that generate over £150,000 per annum. Technicians who support and deliver income generation activities often note a boost in their motivation, engagement and career success. They achieve recognition, increase the organisational bottom-line and reputation, and impact on student learning, teaching and research by gaining new knowledge, skills and experience in customer service.

Technical resources in HEIs have not been commercially focused and nor are they, on the whole, equipped with the skills and knowledge to capitalise on income generation opportunities. There is also a lack of available training for technicians by technicians in this area, to fully harness income generation potential.

The course will cover:

• Why are we doing enterprise activities? Provide background, strategy and direction for income generation.
• Quality assurance measures are important for increasing profile and promoting the services, getting recognition and buy-in from clients. Are you a technical practitioner, specialist or an expert?
• Stakeholder management: What services or support can you offer and what would it look like to clients?
• Income: What should our pricing structure look like?
• Governance and compliance: Health and safety, due diligence and ensuring a fit for purpose service checklist is in place.
• Systems, processes, organisation and communication plan.
• Marketing and communication: Let’s get this right!
• Preparing, setting-up, delivering and reviewing each income generation initiative.
• Action planning: Agreeing on a target start date to offer services and support to clients, but who will do what, when and how?
• Invoicing, client setup and financial processing.