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Selling Technology to Universities 

   Board of Trustees and Leadership Council 

30 April 2019
DoubleTree by Hilton Oxford Belfry

A workshop for suppliers, and potential suppliers, of technology and ICT services, systems 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. They 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 systems, 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 breaking into the sector and for those with established higher education links who are looking to improve their knowledge of the university market. In particular, as an induction course for 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 universities and the higher education community – how does it differ from other sectors?
  • How are universities structured, managed and financed?
  • What are the driving factors for technology related spending?
  • How do procurement and purchasing (including frameworks) work?
  • What do you need to know before your first contact with a client?
  • How to ensure you engage with the right person, at the right time, with a positive outcome.
  • Critical fact-finding skills to take away and use.
  • How to avoid wasting valuable time.

This course will provide attendees with a range of resources, tips and skills to enhance their engagement with university customers.


What previous workshop attendees say

This course has been run regularly and successfully for a number of years with very positive feedback from participants. Comments include:

“The information, content, and manner in which it was presented were overall outstanding.”

“Anyone who is looking for information on HEIs, their challenges and possibilities of selling to the HE sector I would heavily advise they attend this course.”

“The overall course was great.”

“A golden nugget of information. As I am new to the HEI sector I felt this information was invaluable.”

“Really enjoyed the training, very relevant, great delivery and good to meet everyone and network.”


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