Essentials of Business Development

Build relationships, create opportunities and lead productive partnerships

Training outcomes

Understand different ways in which Universities and research organisations interact with partners, what they really think of these services and how we can improve them
Develop an offer in a complex and crowded market using tools such as marketing databases, CRMs, marketing and social media to achieve your goals
Know how to approach networking with confidence
Understand how to build your personal brand and a wide and varied network of contacts
Discuss how to manage your projects so that they succeed
Email if you have any question about this course 

The course will be delivered online in 2021 and also focuses on networking, providing a valuable platform to meet peers, discuss best practice, and interact with the course team and other contributors.

PLEASE NOTE: There may be a requirement for delegates to undertake some pre-course work/reading before the course begins.

Who should attend?

  • Relevant job titles: Business Development, Partnership Manager, KE/ KT Manager, Impact Manager
  • Relevant sectors/organisations: Higher Education (HE), public sector research organisations, businesses
  • Experience needed: Business Development professionals new to KE (0-1 year in KE), or Business Development professionals new to the role entirely, or KE/TT professionals with no specific understanding around Business Development
  • Supporting courses: Fundamentals of Technology Transfer, Foundations of Knowledge Exchange

Event description

Universities and research organisations increasingly expect their staff to diversify income streams, build pathways to impact, offer courses to partners and support knowledge exchange.  These staff are busy and often don’t have the skills needed to build relationships and engage effectively with business or other external partners. For people whose job is to support these researchers or academics, this can be a challenging task.  It is easy to make contacts but much harder to turn these into valuable, long-term, productive relationships that provide benefits to both sides.  This course aims to make this process more straightforward and efficient and give the delegates tools to help them add value to the academic or researcher with whom they are working.

Course Directors

 Sean Fielding RTTP
 Sean is Director of Innovation Impact and Business at the University of Exeter. His team handles the University of Exeter's support for collaboration with external partners      whether for research, education or commercial business such as spin-outs and licensing. He is also responsible for strategic alliances, regional economic development and the  generation of impact from the University’s research. Sean is chair of the SETsquared Management Board. He is a former member of the Board of the Heart of the South West Local Enterprise Partnership and the European Association for Knowledge Transfer. He is a Director for The Exeter Science Park.



Sarah Stables
Sarah is Director of Sarah Stables Consulting. For the past 15 years Sarah has worked to promote knowledge exchange between HE and industry, her work has been focused on Cumbria and as such her specialist area of understanding is the growth and development of new Universities as place-based anchor institutions in rural areas. All of her industry and knowledge exchange work has involved engagement with businesses across a range of sectors, with a specific understanding of the challenges of enabling knowledge exchange in rural areas with a primarily SME business profile. European Funding has enabled much the Knowledge Exchange work, as such Sarah has experience of managing and delivering programmes of over £24M of European structural funds.



Book Now