Open Courses

Advanced Commercial Awareness



This course has been designed to provide delegates with an understanding of critical commercial issues affecting the business which will improve their ability to influence decisions and take a key role within the organisation.
With a strong commercial focus, this course will inform and motivate staff to take a strategic focus to their work leading to a more cost effective and profitable business impact. This course will also improve how delegates work with internal and external stakeholders.
It will introduce delegates to a range of key business areas by employing memorable and practical approaches to complex areas such as commercial awareness, strategy implementation and contract management.

Who should attend

This course is designed for all managers, supervisors and team leaders, new or experienced, who are required to make commercial decisions, create commercial strategies and understand more about their businesses decision making processes.


Commercial Analysis

  • Establishing an organisational direction
  • Understanding the impact of globalisation on the organisation
  • VUCA World (volatility, uncertainty, complexity, ambiguity)
  • Strategic thinking vs operational reality
  • Recognising the need for organisational shift

Commercial Strategy Implementation

  • Analysing and evaluation of information
  • Creating commercial strategic options
  • Formulating a strategic approach
  • Setting company-wide objectives
  • Implementation of policies and procedures

The Role of Budgeting and Forecasting

  • Linking the organisation's annual budget and strategic planning
  • Planned revenues, expenses, assets, liabilities and cash flows
  • A control system to achieve desired objectives
  • Capital expenditure budgets
  • Operational budgeting
  • Administrating contract payments

Logistics Management

  • Supply Chain Management
  • The role of logistics in Supply Chain Management
  • Operations planning and logistics strategy
  • Procurement strategies
  • Understanding the logistics framework:
    • Operations for manufacturing and delivery
    • Market distribution in the supply chain
    • Supply chain management: inventory management
    • Transportation management system
    • Warehouse logistics and material handling

Preparing and Managing Contracts

  • The fundamentals of contracts
  • The contract life cycle and key risks at each stage
  • Contract preparation and formalisation
  • Contract management
  • Supplier relationship management:
    • KPIs
    • Service Level Agreements
    • Building trust

At the end of the course participants will be able to:

  • Conduct commercial analysis and understand the business environment
  • Create and implement a commercial strategy
  • Understand the key principals of budgeting and forecasting
  • Understand the principles of logistics and supply chain management
  • Utilise their knowledge of the role of contracts across the business and managing client relationships
  • Commercial Awareness
  • Business Analysis
  • Budgeting and Forecasting
  • Conducting Competitor Analysis
  • Strategic Analysis
  • Supply Chain Management (SCM)
  • Financial Awareness for Managers

VAT: Courses held in London are subject to VAT at the current rate