Commercial Skills DevelopmentWorkshops and Events2014-2015

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Welcome

Business Development are here to support staff from all disciplines across the University in the development and growth of commercial activity.

The following programme of workshops has been designed to offer academics and professional staff the skills to land and successfully deliver a commercial contract.

Skills covered range from commercialising research through to how to cost a commercial bid. Other skills are more generic and are being offered in partnership with other teams from within the University, such as the Research Grants Office. Our training reflects the AURIL and JISC framework for professional development.

We hope you will find these workshops relevant and interesting but if not, we would welcome any suggestions. Simply contact the Business Development Team with any ideas you may have. Give us a call on 01707 286406 or email us atbe@herts.ac.uk

Commercial Skills Development ProgrammeTo book a place at a workshop or event and for more information about them,visit: go.herts.ac.uk/commercialskills

3Business Development Networking LunchesCome along and meet your Business Development colleagues and see how you can getinvolved with business facing activities at the University, while hearing about the commercial work that Business Development have been undertaking.

Tuesday 16 September 2014, 12.00 – 2.00pm, LC204, College Lane

Wednesday 26 November 2014, 12.00 – 2.00pm, R010, de Havilland

Tuesday 10 February 2015, 12.00 – 2.00pm, LC204, College Lane

Thursday 14 May 2015, 12.00 – 2.00pm, R010, de Havilland

Planning and Managing Commercial ProjectsHave you recently secured funding for a project from commercial sources such as businesses, service contracts (e.g. through a public tender) or a project grant (e.g. through the EU) that is to be delivered to a client specification? Do you need help in planning the delivery? Then this is the course for you!

Delivered by: Jenny Wilkinson and Tony Barradell from Goodman Wilkinson Associates

Wednesday 17 September 2014, 9.00am – 4.30pm, R010, de Havilland

UH Non Credit Bearing Short Course Process Refresher Training SessionsThis workshop will introduce the non-credit bearing short course process to new userswho are already familiar with the Engage CRM system.

It will reinforce best practice when running NonCredit Bearing Short Courses from how to createand publish a course through to running a campaign.

Monday 22 September 2014,9:30 – 11:30am, LG4 in LRC, College Lane

Tuesday 21 October 2014,2.00 – 4.00pm, LG4 in LRC, College Lane

Wednesday 26 November 2014,2.00 – 4.00pm, LG4 in LRC, College Lane

Thursday 18 December 2014,9.30 - 11.30am, LG4 in LRC, College Lane

Thursday 29 January 2015,2.00 – 4.00pm, LG4 in LRC, College Lane

4How to Cost a Commercial Project/Short Course

This workshop provides you with guidance on how to cost a project and use the costing form. It provides an overview of areas to consider when costing commercial activity and an overview of the costing form andits uses.

Delivered by: Finance and Business Development

Wednesday 22 October 2014,12.30 – 1.30pm, R010, de Havilland (Further dates will be set for 2015)

Engage: What is a CRM and why would I use it?The University has used Engage (CRM) for a number of years and now increasing numbers of staff are using the system for multiple uses.

This workshop offers you some insight into what exactly a Customer Relationship Management system (CRM) is, why and how can you use it and what benefits can be found from using it. Please note, this is not a practical workshop but more a theoretical overview.

Delivered by: Business Development

Wednesday 15 October 2014, 12.30 – 1.30pm, R010, de Havilland

Really good introduction to the system.Engage workshop, November 2013 - Anonymous

Hints and Tips on Managing a CommercialBid/Tender This workshop will cover the differences between the various opportunities, outline the process and explain how to effectively manage writing a commercial bid/tender.

Delivered by: Business Development

Wednesday 12 November 2014, 12.00 – 2.30pm, R010, de Havilland

Wednesday 18 March 2015, 12.00 – 2.30pm, Location: TBC

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Understanding Intellectual Property issues: Everything you need to know about IP This workshop provides guidance on issues that commercially active academics who undertake consultancy, applied research and bespoke training on behalf of the university would find useful.

It covers types of intellectual property and how to protect your ideas and work, confidentiality and non-disclosure agreements: what are they and when should they be used? University policies on IP and ethics and the role of University Intellectual Property and Contracts Service department (IPACS).

Delivered by: Martyn Goodger, Assistant University Solicitor, University of Hertfordshire

Tuesday 31 March 2015, 1.00 – 2.00pm, B200, College Lane

Making and Breaking Contracts: Understanding Commercial and Research Contracts including Non-Disclosure Agreements (NDAs)It covers the different types of contracts and non-disclosure agreements that you may be asked to sign or will need to put in place before work on a project commences.

Delivered by: Martyn Goodger, Assistant University Solicitor, University of Hertfordshire

Wednesday 6 May 2015, 1.00 – 2.00pm, R010, de Havilland

Academic Enterprise andCommercialising ResearchAcademics that have commercialised their research or created a spin-out company are invited to present and discuss their ‘journey’, including the highs, the lows and the pitfallsto avoid.

Previous speakers include Dr K Bevis, Managing Director of the University of Hertfordshirespin-out EValu8 Transport Innovations and Mr S Arnold who has partnered with the University in the development and licensing of the Dragons Den online education series.

Delivered by: Speakers to be confirmed

Date: TBC 2015, Time: TBC, Location: TBC

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Negotiation Skills: An Introduction Skilled negotiation lies at the heart ofalmost every successful commercialdeal or contract and this workshop offersan introduction to the skills used toreach a negotiated agreement orsettlement.

This session aims to identify and examinedifferent styles of negotiation and to startto recognise those principled approachesthat are used by professional negotiatorsworldwide. This session is suitable forthose with no formal training.

Delivered by: Robert Marshall from RobertMarshall & Associates

Tuesday 25 November 2015, 9.15am – 12.45pm, Evolution Room 2, MacLaurin

Negotiation Skills: Further SkillsBuilding directly on our introductory-level session on negotiation, this workshop examines more challenging negotiations, introducing a range of proven techniques that professional negotiators use to help to secure a positive outcome.

Suitable for those with some experience/knowledge of negotiations within the workplace or with other organisations.

Delivered by: Robert Marshall from Robert Marshall & Associates

Tuesday 25 November 2015, 1.30 – 5.00pm, Evolution Room 2, MacLaurin

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” Best session I have ever done in 16 years at the University! Negotiation Skills skills workshop, March 2014 - Anonymous

This is the course I consider the most valuable in all the courses I have attended in the University. Negotiation Skills skills workshop, March 2014 - Anonymous

7Networking Skills: The Art of the HandshakeThis one day training session is designed to give you the knowledge and techniques to design your networking strategy and the skills to implement it.

This is particularly suited to staff involved in commercial work that need to establish and develop their networking skills.

Delivered by: Stephen Bates from Certain Change

Monday 10 November 2014, 9.00am – 5.00pm, Evolution Room 2, MacLaurin

Monday 9 March 2015, 9.00am – 5.00pm, Evolution Room 2, MacLaurin

Commercial Bid WritingHave you ever wondered why after spending hours on a Pre-Qualification Questionnaire (PQQ) you haven’t even made it to the tender stage? Or you have made it to the Invitation to Tender (ITT) stage but yours didn’t come out on top?

The introduction workshop ‘Tender Processes’ will look at the first stage of the bidding process. The second workshop ‘Tender Writing’ will focus on the actual writing of the tender. Please note, you must have attended the first workshop ‘Tender Processes’ to attend the ‘Tender Writing’ workshop.

Delivered by: Tony Copeman, Business Development Consultant and Coach from AtmanStrategy Ltd

Tender Processes - Thursday 11 September 2014, 9.00am – 4.00pm, R010, de Havilland

Tender Writing - Date: TBC 2015, Time: TBC, Location: TBC

Helpful Contacts

Events For more details and to book your placeon StaffNet visit:go.herts.ac.uk/commercialskills

Please check this link regularly to keep up todate with our events schedule.

Help and Support For detailed information on help and support offered by Business Development, please drop in and visit us:

De Havilland R010(Humanities, Education, Business and Law)

College Lane LC204(Creative Arts, Engineering and Technology, Computer Science, Physics, Astronomy and Mathematics, Life and Medical Sciences, Health and Social Work)

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University of HertfordshireHatfieldAL10 9AB

t. +44 (0)1707 286406e. be@herts.ac.ukw. go.herts.ac.uk/commercialskills