Essentials of Business Development 8-10 November 2016

This is a past event

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This hands-on course helps delegates to gain some of the personal skills they need to succeed as an effective 'translator' and 'promoter' of research partnerships, technical solutions or business services leading to wider impacts.

It is an introductory level course which has been attended by hundreds of University and PSRE business development managers for the past 8 years.  It is targeted at staff working in a business development role in higher education (HE) and public sector research organisations with responsibility for developing commercial opportunities and research interactions.

Suitable for: Staff who have a business development element within their role but who have had limited experience in business development in a University/ PSRE setting. While the focus is mainly on Higher Education, the skills developed by this course are also transferable to public sector research organisations and clinical health organisations.

Gain technical insight:

  • What is business development all about?
  • The challenge of presenting an offer to a crowded and fragmented market (internal and external)
  • Understanding where your offer fits in the value chain
  • The different ways in which universities interact with business and mechanisms that can be used to facilitate that.
  • How to engage with different markets
  • Hear what industry really thinks of your how you operate and how we can improve
  • Learn from your peers about what has worked for them

Plus practical skills:

  • Tips on networking and building a wide and varied network of contacts
  • How to use tools such as marketing databases, client relationship management (CRM), marketing and social media to achieve your goals
  • How to lead conversations with customers to generate interest and enthusiasm and move relationships towards signed agreements
  • How to define the elements of an efficient deal by focussing on the needs of the parties
  • How to be a successful account manager



20% discount on group bookings

Make a 20% saving on course fees by registering five or more delegates from your organisation for this event.

The course fee includes:

  • Attendance at all lectures and workshops
  • Training and reference materials (electronic or otherwise)
  • Networking dinner on Tuesday and Wednesday evenings 
  • Morning and afternoon refreshments and lunch every day

View Venue, Accommodation & Further Information

Register now


20 ATTP Points

8th November 2016 - 10th November


Course Fee with Member Discount £ 945.00
Course Fee £ 1045.00
1 night accommodation £ 84.00
2 nights' accommodation £ 168.00
3 nights' accommodation £ 252.00
4 nights' accommodation £ 336.00