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Selling technology to universities (17) 

   Executive Committee 

6 November 2018
The Oxford Belfry


A workshop for suppliers, and potential suppliers, of IT and technology services and products to higher education

Supplying technology related products and services to universities is not always straightforward. Higher education institutions vary in mission, size and scope, and are not simply providers of student courses. They also operate as multi-million pound businesses, high-powered research centres and charitable organisations – each with different requirements for hardware, software, services and consultancy. An understanding of this unique business environment is the key to establishing a successful supplier/purchaser relationship.

Who is this workshop for?

 Anyone from a technology related business seeking to engage more effectively with the university sector will benefit from this event. It is also suitable for companies with established higher education links who are looking to improve their knowledge of the sector – in particular, new staff, or those who have previously worked in other business areas. Attendees will have the opportunity to discover and discuss the best practice and behaviour to improve their success in this unique sector.

Topics covered:

  • Understanding the higher education community – why it is important and how does it differ from other sectors?
  • How are universities structured, managed and financed?
  • Driving factors for technology related spending
  • Purchasing contracts and framework agreements
  • Key questions to ask about the customers institution
  • Engaging the right person – at the right time
  • Critical fact-finding skills to take away and use

This course will provide attendees with a range of resources to enhance their engagement with university purchasers.


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