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
06 May to 10 May 2018 Dubai contact us
22 Jul to 26 Jul 2018 Istanbul contact us
07 Oct to 11 Oct 2018 cairo contact us
22 Dec to 26 Dec 2018 Sharm El-Sheikh contact us

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