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Northumbria University

Case Study

Client

Northumbria University

Services

Outsourcing, Training

Completed

Ongoing

Driving commercialisation in Higher Education.

Northumbria is a research-rich, business-focused, professional university with a global reputation for academic excellence. It is based in the heart of Newcastle upon Tyne, which is regularly voted the best place in the UK for students.

The Challenge

In today’s educational environment, universities are finding it increasingly difficult to compete with apprenticeship providers and other organisations. This is why Northumbria University were looking to improve their sales processes in order to improve their pipeline. However, because they are an educational establishment rather than a traditional business organisation, their processes when it came to winning new business were not as effective as they could be.

How we helped

Northumbria University understood that, in order to sell more effectively, they needed to view themselves from a business perspective. This is why they approached durhamlane to help develop a whole new sales process. And so, over a six-day period, we delivered our Selling at a Higher Level (including our Sales Behavioural assessment) training to a team of 30 Northumbria University staff.

This involved six one-day workshops, during which time we worked with Northumbria University’s team to customise our sales toolkit to suit their specific needs. We also helped Northumbria University with our Outsourced Business Development services, helping to generate new partnership and commercial opportunities for the team to close (and putting in practice the methodologies from our training). As a result of the above, Northumbria University were able to build a strong pipeline. Because durhamlane have helped deliver such strong results, they have since renewed for a longer-term Outsourced Business Development contract.

30

Staff Upskilled

6

One Day Training Sessions

“durhamlane have really helped us professionalise our activities with good processes but without overstepping that mark of becoming a fully-fledged commercial organisation. They’ve helped us put in place processes that will be long-lasting but do not take us away from our roots, which is education research.”

Jospeh Hedley

Deputy Director of Business & Enterprise
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de_DE en_GB