This course has passed.


With new operating models and increased competition within the further education (FE) sector, colleges must now consider new commercial approaches in order to maintain the effective delivery of services and generate additional income.

By developing effective industry partnerships, utilising facilities and estates, and enhancing student recruitment, your organisation can develop an effective commercial approach to income generation.

Participants on this Increasing Commercial Awareness in Further Education course, will learn how to integrate commercial opportunities within your organisation, encourage local business partnerships, and generate additional income to ensure the effective delivery of services.

Join Martin Doel, Professor of Leadership in Further Education and Skills at University College London, and take away a clear and effective strategy to drive a robust and sustainable set of commercial operations.

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Learning Outcomes

  • Understand what skills are required to develop commercial awareness
  • Develop a compelling commercial offering across your college
  • Create effective strategies to engage with employers
  • Integrate commercial opportunities with the needs of students and the curriculum offer
  • Learn from successful projects and case studies
  • Create a business plan to drive a robust and sustainable set of commercial operations
All the Understanding ModernGov courses are Continuing Professional Development (CPD) certified, with signed certificates available upon request for event.

Enquire About In-House Training

To speak to someone about a bespoke training programme, please contact us:
0800 542 9414
[email protected]


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09:15 - 09:45

Welcome and Registration

09:45 - 10:00

Chair's Introduction and Clarification of Learning Objectives

10:00 - 10:30

Applying Commercial Thinking in Further Education

  • Understand the competitive forces at play in the FE sector
  • Assess the need for the products and services in the local market
  • Learn how to prioritise your strategic objectives
  • Look at the services that you provide and identify commercial opportunities
10:30 - 11:15

Utilise Estates and Facilities to Generate Business

  • Maximise estates and facilities to deliver first class training and education
  • Learn from Richmond upon Thames College’s new campus project
  • Embed sustainable best practice around estates management to generate business
11:15 - 11:30

Morning Break

11:30 - 12:15

Develop Effective Industry-College Partnerships

WestKing College is a leading Enterprise and Business Development centre. The college is an example of adding commercial value working with students, employers, local businesses and community partners to provide education, training and enterprise initiatives.

  • Assess your current relationship with industry
  • Identify obstacles to working with industry
  • Develop more productive relations with industry
  • Integrate commercial opportunities within the curriculum offer
12:15 - 13:00

Work with Employers to Deliver Quality Apprenticeships

Adapt to the new Apprenticeships Levy Guidelines (April 2017)

  • Review the following key elements:
    • Agreements and Contracts
    • Effective pricing and promotion of the apprenticeship offer
  • Close the skills gaps through the effective use of the Digital Apprenticeship Service
13:00 - 14:00


14:00 - 14:45

Enhance Student Recruitment through Data

Learn from the FE First Award-winning Marketing Team of the Year on how they successfully turned around a failed re-branding to deliver a successful recruitment strategy

  • Use personalised content to engage potential students
  • Utilise data to clearly demonstrate a direct link between marketing activity and successful student recruitment
  • Enhance the website experience to provide a more personal outreach
14:45 - 15:00

Afternoon Break

15:00 - 16:00

Workshop: Your Next Steps

  • Review the effectiveness of what’s already in place
  • Develop a business plan showing how all commercial activities link together
  • Consider key lessons learned from the day including:
    • Does it positively impact the student learning experience?
    • Does it positively impact college finances?
    • Does it positively impact links with the broader community?
16:00 - 16:15

Evaluation & Closing Remarks


etc. Venues – Victoria, London

One Drummond Gate, Pimlico,, London, SW1V 2QQ