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Commercial Strategy for Leaders

This workshop is about providing you with an introduction to the world of strategy.

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  • Format: Bespoke training

Course overview

Managers and leaders need to make decisions about the services their business offers. As a manager or leader, you will need to consider what services to bid for, what current services to hang on to, identify services you may want to consider not providing and what new services you could offer.

Do you want to defend your existing portfolio? Do you want to innovate and introduce new services, including new ways of meeting existing demands? Are there areas you want to stop operating in?

None of these are simple questions. They involve complex decision-making processes. These decisions are at the heart of business strategy and organisations and teams need to constantly revisit their strategy, or run the risk of becoming overtaken by competitors or, at worse, become obsolete.

This workshop is about providing you with an introduction to the world of strategy.

Why you should attend

Understanding and implementing strategy planning is important for all managers and leaders. This highly practical and interactive programme will give you the skills and knowledge to understand the challenges and opportunities available, and make the right decisions. Throughout the two days participants will have the opportunity to use tried and tested models on a range of scenarios to embed the learning.


1. Strategy versus planning: definitions and context

Strategy as a term is widely used, but often misused. In this opening session we look at what is meant by strategy and how it links with operational planning.

  • Strategy definitions
  • Strategy implementation and planning

2. Where we are now 

As part of the strategic planning cycle, organisations need to be able to assess their current position to help them understand the challenges and opportunities they face. We look at two models to help start the process and how to use them correctly.

  • Greiner’s growth model: ages and stages of the organisation
  • SWOT analysis: taking stock of where we are now

3. Looking outwards: assessing the market and competition

Understanding the strength of competition and where threats are likely to emerge from in a market is essential.

  • Porter’s Five Forces
  • Innovation and creating new markets: Blue Ocean Strategy

4. Looking inwards: valuing our strengths

Successful organisations play to their strengths and make sure those strengths are hard to copy.

  • Valuing our internal strengths: core competence

5. Strategy and change

Change is often thrust upon us, but often needs to be planned better. Unfortunately many change initiatives fail. Here we look at some approaches to help maximise chances of designing and implementing strategic change.

  • Why change fails
  • Stakeholder mapping and commitment charting

6. Strategy and innovation

Everyone seems to want innovation, but few know what they mean by that. In this session we look at different types of innovation, and how to determine the right type of innovation for your strategy.

  • Types of innovation: incrementalism to step change
  • Cognitive style: individual preference for innovation types

7. Customers and strategy

When facing the market, an organisation needs to decide its customer offer. This means segmenting customers and services and deciding how best to support different segments to maximise sustainable profitability.

  • Product and service segmentation
  • Customer strategy

8. Contract strategy

With outsourcing the predominant busy model, organisations find themselves both as the customer and supplier throughout complex supply chains and need to develop a contract strategy for each of the commercial relationships they enter. Failure to develop an appropriate strategy can lead to risk and costly failure.

  • Elements of a contract strategy
  • Knowledge continuum

Rob Maguire

Rob Maguire runs his own consultancy and his experience spans the full range of issues from developing an appropriate contract strategy and building a performance dashboard, to negotiation and conflict resolution to dealing with the inevitable management issues that arise in any long-term relationship. Through his consulting, coaching, mentoring and skills development interactions, he helps major organisations transform their approach to their commercial relationships.

More details

We don't have any currently scheduled dates for this course but we can customise it to your requirements and deliver it on an in-house basis for any number of your staff or colleagues.

See below or contact us to discuss yor requirements.

Multiple colleagues?
Talk to one of our training experts to discuss how to:

Run this course conveniently and cost-effectively in-house for your staff and colleagues

Aleksandra BEER
Training expert

+44 (0)20 7749 4749