How to Run Your Research Group Like an Entrepreneur

After more than a decade in research development, I’ve learned that a little business thinking goes a long way in academia.

As an entrepreneur myself, I’ve also learned how to navigate the uncertainty of soft-funded contract work to create a fulfilling and dynamic career. With more researchers now working on soft-funded contracts, it can be a game changer to shift how we think about academic work — embracing its potential for creativity, flexibility, and innovation.

Here are five practical tips to consider:

1. Control Your Online Brand

In non-profit fundraising, there’s a golden rule: you must be findable to be fundable (Kevin Brown). Work with a marketing or communications specialist to brand both yourself and your research group. This can be as simple as building a strong LinkedIn profile and a one-page website. If you enjoy the process, consider developing a logo and color scheme for consistency across your materials.

You don’t need to be a communications expert yourself — just budget for science communication support in your funding proposals. This ensures your research outputs can be turned into infographics or thought leadership articles, helping to grow your visibility and influence online.

2. Define Your Value Proposition

Fundraising is essentially the exchange of impact for money. The better you are at articulating your impact model — or your pathway to impact — the more confident funders and donors will be in supporting your work.

Even if your research is more blue-sky than applied, you still need to clearly communicate its value: both within your field and in terms of its broader contribution to society. If you need help crafting this story, consider joining our African Research Funding Accelerator, where we guide researchers in defining their impact and developing a compelling online profile.

3. Set Clear Targets

What does success look like for your research group? How much funding do you need to achieve your intellectual goals over the next five years? What is your ideal team size and composition — and how much will it cost to sustain that?

A concrete fundraising target is a powerful tool when speaking to potential funders. It also helps motivate your team by aligning everyone toward a common purpose. Setting clear benchmarks allows you to track progress — and to know when it’s time to stop fundraising and shift focus to delivery.

4. Treat Your Funders Like Clients

In my work as a consultant and coach, I prioritise long-term, consistent support and always centre my clients’ needs. This approach helps build lasting relationships and leads to repeat work and referrals.

The same principle applies in research. Funders and donors are people, too — with jobs, deadlines, and their own pressures. You are delivering value in return for their funding. How can you make their lives easier? It might be as simple as submitting reports on time, sharing updates on project milestones, or celebrating successes like publications together. Consider their needs, communicate openly, and treat them with care — they’ll be more likely to support you again.

5. Be Creative

Entrepreneurs thrive by developing unique solutions to entrenched problems. African universities are at a critical juncture: they must adapt to shifts in international funding, the rise of AI, and the growing need for interdisciplinary collaboration.

As a researcher, you don’t have to accept outdated or inefficient systems. Challenge the status quo. Experiment with new approaches. Build a more dynamic, fluid relationship with your institution. You may find greater agency — and more innovative outcomes — in the process.