Live Instructor-Led Introduction to Commercial Management
Aims
To enable those involved in commercial management to understand the critical importance of effective commercial management and its impact upon the bottom line, risk and sustainable sales contracts. To appreciate the commercial impact of participants’ operational decisions and actions. Explore opportunities to improve commercial performance.
Target Audience
This “Live” instructor-led course is designed for those directly or indirectly involved in the effective management of commercial contracts, mainly customer or client-facing. These could include technical teams, commercial managers, sales preps, sales managers, business development managers, project managers, service delivery managers, and customer/client relationship managers.
Learning Outcomes
By the end of the programme, participants will be able to:
- Understand the importance of profit to sustain the business
- Appreciate the importance of the relationship between the sales team and commercial managers
- Appreciate the value of intellectual property and protect IPR
- Utilising business analysis models and tools – BCG, PLC, Market Mix
- Understand the legal complexities of commercial management and remedies
- Understand the key elements of a legally enforceable agreement
- Appreciate the various types of sales contracts and terms, and formation
- Understand the concept of Product liability and KPI/SLA’s
- Managing relationships with clients and customers
