ABSTRACT
Successful HE development benefits from the establishment and maintenance of viable relationships between the HE developer and university leaders who sponsor, advocate and commission developmental support. They will generally elect to work with a HED developer when they have identified a strategic reform need, and/or see the service as providing valued support to their role or community. These perceptions of the HED service will often be informed by their own past experience with the HED representatives or similar services. The challenge for developers, then, is to build the reputation, associations and presence across the university so they are the first source of support that comes to mind. Central to this outcome is the delivery of a high-quality, fit for purpose guidance and support system that ensures optimal outcomes. In some instances, this may require considerable political acumen to guide the leader’s expectations and assumptions toward viable paths.
