Generating income with technical facilities and services *invitation only* HC013 / N01

Start date
29 Apr 20
1 Day
University of Southampton, Mathematics and Science Learning Centre, Graham Hills Building 29, Level 3, Highfield Campus, Southampton SO17 1BJ View on Google Map


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 make impact on the 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 workshop is to (1) introduce a successful income generation model developed at a University in London that can be (2) adapted and applied by technicians in their own organisation. In close collaboration, the facilitator of this workshop, a former TRM, will develop a bespoke 1-2 day training programme to help technicians, technologists, technical team leaders and managers to engage in income generation. An indicative programme is provided below.

Indicative programme:

  • 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 measure is 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


On completing this workshop, participants will be able to:

  • recognise the skills required with external clients to support and conduct income generation activities
  • identify skills needs where appropriate and implement a development plan
  • effectively develop a technical services enterprise operational plan
  • analyse, align and optimise the services for enterprise activities, in addition to teaching and research support
  • generate income through effective implementation of enterprise activities


Generating income with technical facilities and services 29 April 202009:30-16:30University of Southampton


This activity is subject to minimum group numbers but can be delivered on-site at your institution at a time and date to suit your team. Please contact us at for more information.

For HEaTED members, we offer 1 free place for every 10 bookings, and 2 for groups of 15 or above.


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heated memberActivity fee£275.00 +VAT
heated non-memberActivity fee£412.50 +VAT

Participants from outside the UK will be charged the course fee and an additional £120 per day plus VAT.

Outside the UK? Fee information

Additional information

For courses at the National STEM Learning Centre in York, fees include meals and accommodation for the duration of the course. 


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