Commercial Mindset

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

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

Course Outline

  • What are the elements of commercial behavior?
    • Skills and attributes
    • Behaviors
    • Dos and don'ts
  • The commercial environment
    • Understanding your company
    •  Objectives – Expertise- Organization
    • 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

Code Courses Title Date Venue Price Request
AC05 Commercial Mindset
07 Oct to 11 Oct 2018 cairo contact us
22 Dec to 26 Dec 2018 Sharm El-Sheikh contact us

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