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  • 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
    03 Mar to 07 Mar 2024 cairo Contact-us
    13 Jul to 25 Jul 2024 KSA -Al-khobar Contact-us
    20 Oct to 24 Oct 2024 Istanbul Contact-us
    08 Dec to 12 Dec 2024 cairo Contact-us

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