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 £150K 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 aim of this course is to (1) introduce a successful income generation model developed at a University in London that is then (2) adapted and applied by technicians in their own organisation.

Objectives of the course include exploring the following:

-Why are we doing enterprise activities? Provide background, strategy and direction for income generation
-Are you ready to support and deliver income generation activities? 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

It has been designed to accommodate various learning styles and to allow participants to learn from practice, group discussions, and individual reflection on the current practice. The facilitator of this workshop is a former TRM, who will provide insight and know-how to help technicians, technologists, technical team leaders and managers to engage in income generation.