Training Provider to universities

Blueberry TraininG

© Andrew Corcoran, 2015

Growing and Broadening the Commercial Relationship


To help academics, research students and support staff to develop a fruitful business relationship beyond initial trading activities thereby acting as a partner rather than purely a supplier of goods and services.


  • Plan to satisfy a wide range of stakeholders
  • Compose a checklist of key factors that will increase the chance of your innovation being adopted
  • Analyse factors that might influence the client's future needs (up to 2 years)
  • Judge longer-term needs and opportunities for co-development of new products and services
  • Plan to communicate with your wider audience


1 day


What did we learn from the first engagement?

  • Reviewing the initial project: to what degree were expectations met?
  • Meeting the needs of key players
  • Absorptive capacity: diffusion and adoption of innovations

Securing the client by understanding their world view

  • Turning satisfaction into loyalty
  • Relationship management
  • Scenario planning to anticipate future challenges (products and/or markets)

Creating new opportunities in partnership

  • Dealing with client cultures
  • New product development
  • Tools for expanding the relationship

  • Communicating with a more clearly identified market

  • Communications planning
  • The importance of the client pipeline
  • Your client as an advocate of your organisation: the role of opinion leaders and word of mouth