Live Instructor-Led Commercial Management Course at Intermediate Level
Aims
Commercial and Service Delivery Management are the processes by which the client’s requirements are delivered and aligned with the provider’s resources and capabilities, within the terms of a robust commercial agreement. This course is designed specifically to give commercial managers and related staff an understanding of commercial management, including an understanding of cost management, project pricing, legal and contractual risks and obligations, liabilities, rights, and remedies.
The course will address the concepts of value leakage caused by scope creep, poor contract handover, underestimated effort, unbilled activities, excessive service credits, and SLA penalties. Over promise and undercharging, discounting during negotiations, poor pricing discipline, and contractual concessions.
It will enable participants to better manage the balance between customer satisfaction, avoiding value leakage and ensuring commercial viability.
Target Audience
This “Live” instructor-led course is designed for all those who are commercial management practitioners (or aspiring to be) These could include client contract administrators, contract managers, focal points, commercial officers, team leaders, commercial supervisors, end users, technical experts, proponents, project managers, finance, internal customers, customer success managers, client relationship managers, facilities managers, procurement, IT service delivery managers, escalation managers, commercial contract governance officers, team leaders and finance managers who have a responsibility for managing commercial contracts but may not be contract or commercial specialists.
This course will support those who need to understand that management information is key to analysing commercial performance, identifying trends and potential risks to delivery. SLA agreements, profit margins, bid preparation and contract award all need to be managed or escalated as appropriate. Participants need to be able to collaborate with clients and stakeholders to resolve business performance issues and agree on activities for improvement. Key stakeholders who need to collaborate with commercial practitioners to manage commercial contracts in an agile and collaborative manner. This could also include those seeking a refresher in this subject.
Learning Outcomes
By the end of the participants will be able to:
Understand how best practice organisations achieve superior results.
Manage the handover from the Bid/Sales team to Account Management and Delivery teams
Appreciate the need for contractual controls and how they will improve their understanding of their relevance and how they can be applied
Understand the basic commercial concepts of cost, price, markets and customer relationships and commercial pricing models
Understand the process of managing service delivery of customers’ KPI and SLA in a commercially viable way
Understand the legal aspects of commercial management contracts, contract drafting and overcoming bottlenecks
Understand the issues and risks of work being commenced and agreed by stakeholders ahead of agreement
How to implement changes in the contracts and avoid inadvertently creating a binding contract through their behaviour and actions
Have gained an understanding of the terminology and procedural issues in commercial contracting
Be more commercially confident, aware and better equipped for their roles
