Live Instructor-Led Advanced Commercial Management
Aims
To expose commercial managers to examples of industry and sector variations and best practices in commercial management. This will include service delivery management. To broaden their commercial knowledge and to delve into issues related to client relationship management, contract terms and conditions and margin and service improvements.
Target Audience
This “Live” instructor-led course is designed for all those involved in managerial commercial roles within the organisation, including technical, commercial managers, sales managers, account managers, customer and client account managers, contract managers, relationship managers, finance, service delivery managers.
Learning Outcomes
By the end of the programme, participants will be able to:
- Understand the concept of Commercial Excellence
- Understand leadership and influencing behaviours in the context of contract and commercial management
- Understand the different roles to adopt when interacting with internal or external clients and suppliers
- Understand commercial risks and mitigations
- Understand the value of benchmarking to gain insights into better performance
- Appreciate and manage cultural differences and expectations with clients
- Understand the concept of commercial pricing models, lost leader, penetration, and skimming
- Understand third-party/sub-contractor’s contracts and terms
- Understand the legal aspects of commercial management
- Understand complex financial situations
