Course Objective.

• Identify the key factors that influence business stability and success
• Decide on the right approach to developing contracts
• Successfully manage the interface between suppliers and customers
• Negotiate win-win agreements
• Use a range of financial techniques to identify strengths and areas for performance improvement
• Have a clear focus on cash, asset and profit management
• Practice application of skills learnt through a blend of presentation and case studies

 Course Outline.

• What are the elements of commercial behaviour?

• Skills and attributes
• Behaviors
• Dos and don'ts

• The commercial environment

• Understanding your company: Objectives/Expertise/Organisation
• Identifying and managing the network of relationships
• Briefing and communication skills
• Establishing and using authority and influence
• Decision-making and management style

• An introduction to buying and selling

• Differing approaches to specifying goods and services
• Different types of specification
• Managing variations and change
• Winning new business
• Proposal preparation
• Pricing

• The legal environment

• What is a contract?
• Contract law
• Intellectual property

• Contract strategy

• The elements of a contract strategy
• The division of the performance of the work
• Pros and cons of different contract strategies
• Partnerships and alliances

• Managing contracts

• Breach of contract
• Arbitration
• Dispute resolution
• Supporting your claims
• Responsibilities and obligations of those involved
• Useful sources of knowledge

• Persuasion and negotiation

• Using questions effectively
• Understanding clients' needs
• Getting your solution accepted
• Helping the customer or supplier value your proposals
• Common negotiation errors
• Achieving a win-win solution
• Dealing with difficult situations
• Assessing your negotiation strengths

• Risk management

• Identifying risk
• Prioritizing risk
• Dealing with risks

• Creating an effective team

• The members of an effective team
• Roles in a team
• Benefits and pitfalls of working in teams
• Facilitating effective teams
• Understanding team dynamics
• Managing conflict

• The financial environment

• Understanding the accountants
• The three key financial elements
• Profits versus cash flow
• Relevant costs and future decision-making
• Discounted cash flow

Who Can Benefit?

• Procurement and administration employees:

• who are preparing to take up a management role
•  who are seeking to initiate change within their organization to ensure commercial success
• who deal with or manage suppliers, contractors and buyers
• who have a direct impact on the success of the company
•   who are looking to improve their own financial management and commercial awareness