Generating income with technical facilities and services

Learn how to maximise income generation using the technical resources and services that you already have.

Type of Course: Personal Development                                   ⇲  Download Brochure
Course Reference: HOC-001, HFFC-008

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 impact on 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 course has been designed to accommodate various learning styles and to allow participants to learn from practice, group discussions, and individual reflection on the current practice. The facilitator of this workshop is a former TRM, who will provide insight and know-how to help technicians, technologists, technical team leaders and managers to engage in income generation.

Available Dates

Select the date you would like to attend by clicking the buttons below:

*Click on the headings below to find more information about the course.

The aim of this course is to (1) introduce a successful income generation model developed at a University in London that is then (2) adapted and applied by technicians in their own organisation.

Objectives of the course include exploring the following:

1. Why are we doing enterprise activities? – Provide background, strategy and direction for income generation

2. Quality assurance measures are important for increasing profile and promoting the services, getting recognition and buy-in from clients. Are you a technical practitioner, specialist or an expert?

3. Stakeholder Management: What services or support can you offer and what would it look like to clients?

5. Income: What should our pricing structure look like?

6. Governance and Compliance: health and safety, due diligence and ensuring a fit-for purpose service checklist is in place

7. Systems, processes, organisation and communication plan

8. Marketing and communication: Let’s get this right!

9. Preparing, setting-up, delivering and reviewing each income generation initiative

10. Action Planning: Agreeing on a target start date to offer services and support to clients, but who will do what, when and how?

11. Invoicing, client setup and financial processing

By the end of this course, 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

“Very informative course and well facilitated, providing a good foundation / framework to understand income generation within a University environment. I will be brainstorming with the team, using the ‘session 1’ income generation activity from concept to operation.”

Gary Pheasey, Manchester Metropolitan University

“I learnt a lot about what needs to be in place for generating income and it has given me the knowledge of what to do to take it forward.”

Sara Viney, University of Leeds

“Very helpful and interesting. A bit out of my comfort zone but the trainer was very clear in their teaching which helped a lot.”

Maggi Killion, University of Sheffield

“This was a useful course to consider the whole plan to deliver Income Generating Activity.”

Antony Tibbetts, Manchester Metropolitan University

  • Online (HOC-001) – Instructor-led event
  • Onsite (HFFC-008) – Face-to-Face (Currently not available due to Covid-19 pandemic)

HEaTED Members:

Online: £300.00
Onsite: £400.00


Find out more about course credits by clicking here.


Online: £570.00
Onsite: £670.00

1 Day (Around 6 hours)

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.