Commercial Mindset بناء العقلية التجارية


This intensive five-day course giving you a thorough grounding in the key commercial issues that are essential for business success. In today's competitive environment, people in specialist roles are being seen as having more and more commercial responsibility. Increasingly, these roles drive the level of service and cost delivered to the customer.

Your business is influenced by the increasingly complex relationships that you forge with suppliers, customers and in-company departments. Your commercial ability has a real impact on the prosperity of your business. It is therefore vital that you have the commercial know-how to deliver your full potential. This event has been designed to enable you to appreciate the key commercial issues for business success.


To enhance the participants knowledge, skills and abilities necessary for developing their commercial mind


By the end of this Course the participant will be able to:

  • 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


  • 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

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