Commercial management is a crucial function that, if undertaken well, enables overall success and growth of a business. This highly-interactive summer school has been specially designed to help commercial and contracts managers excel in their demanding role.
15-19 July 2024
Successful commercial managers enable a business to maximise profitability by making informed decisions in a proactive and decisive manner, to satisfy customers, utilise resources to their maximum and effectively manage supplier relationships. This enhances a business’ competitiveness while simultaneously minimising exposure to unacceptable levels of risk and liability. It is a crucial function that, if undertaken well, enables overall success and growth of a business.
This practical and interactive summer school has been specially designed to give commercial and contracts managers the knowledge and skills they need to understand this multifaceted role and become a highly-valued member of their business.
There are many elements of contracts and associated documentation that a commercial manager needs to understand to manage them effectively, while keeping stakeholders on-board and mitigating against the numerous risks.
The expert trainer will take you through the elements of a legally binding contract and provide you with best practice methodology to enable you to easily identify possible areas of risk, both in the drafting of a contract and selecting suppliers.
You will learn the importance of your role as a facilitator, knowing what questions need to be asked of stakeholders and suppliers, and what information needs to be collated, to understand fully the impact and probability of potential risks and what options are available to mitigate or reduce the criticality of those risks.
You will learn how to undertake effective negotiations aiming for a win-win outcome and also practical proactive risk management of project documents. This in turn creates a strong, positive contractual relationship, appreciating the interdependency nature of that relationship, with practical remedies to ensure your projects are always moving forward and progressing, rather than being hindered with delays and disputes. Demonstrating that an effective commercial manager can add value by ensuring goods relationships are maintained, cooperation enhanced and avoiding any potential litigation as the contract is created to resolve any dispute.
You will learn how to apply a logical, systematic and comprehensive approach to reading, negotiating, managing and implementing a contract so that you are confident in your role and contribution, and fully appreciate what is required of you, your team, all stakeholders and the other contracting party(ies) to satisfy the legal obligations laid out in the legal, but also practical, contract.
Drawing on real-life experiences and using many workshop-style exercises, case studies and examples, the expert trainer will focus on giving you the necessary knowledge, tools and processes to be able to draft, review, negotiate and manage contracts and make them work for you and your organisation, not against you.
By attending this summer school you will:
This highly experiential summer school is a must-attend event if you are:
This practical programme is presented without the use of legal jargon.
There will be plenty of time for interaction with the expert trainer and opportunities to network with other delegates, so you can share experiences and get answers to your questions.
During this course delegates are introduced to the ‘toolkit’ methodology and the Action Plan proforma. This is now extended to consider how risks are managed, through the legally binding contract but in a more practical manner, moving a project forward, providing solutions not merely monetary compensation when plans go wrong. Proactive risk management with the Buyer having full visibility of potential risks and agreeing win-win, acceptable mitigation / contingency plans.
Catherine Hurst BSc(Hons), CIMDip, PgDL, is an independent consultant in the contract and commercial fields. She was formerly a Commercial Manager at BAe Systems, following previous contract/commercial roles with GEC and Siemens. She has extensive practical experience of bid management, contract drafting and negotiation, contract and subcontract management as well as commercial risk management, both with UK and overseas customers and suppliers, in the private and public sectors.
She is a highly experienced trainer, having a style which brings a subject to life, creating interest and stimulating the enthusiasm of delegates. She combines academic best practice with real world experience.
She lecturers Chartered Institute of Procurement and Supply (CIPS) diploma, levels 4, 5 & 6 at Chichester college. As well as being a member of CIPS, Catherine has a degree in Management Studies, a Chartered Institute of Marketing diploma and more recently achieved a distinction in her Common Professional Examination (CPE)/Post-grad diploma in law, winning the prize for the highest achieving student in the contract law module.
Catherine has successfully provided training to organisations across a wide variety of industries, including:
Transport / utilities / energy / construction / engineering / IT / telecons: Network Rail, ScotRail, Balfour Beatty, London Underground, Westinghouse Springfields Fuels, General Dynamics, Siemens, Metronet, Thales, ABB, Hitachi, Jungheinrich, Honeywell, PALL Europe, Senior Aerospace BWT, RES (Renewable Energy Systems), AGI, Silvertown, QinetiQ, Clyde Pumps / Weir Pumps, Scottish Power, NCOC (North Caspian Operating Company), Computacentre, CISCO, BT, United Utilities
Health / pharmaceutical / education: Nuffield Health, Surrey PCT, Bristol Myers-Squibb, Newcastle University, Exeter University
Public: Forensic Science Services, Office for National Statistics, DARA (Defence Aviation Repair Agency), Metropolitan Police
Charity: Phoenix Futures, Homegroup
NEW higher discounts for multiple bookings - bring your colleagues to make your training budget go further:
Please contact us for pricing if you are interested in booking 5 or more delegates
15-19 July 2024
09:00-17:00 UK (London)
Course code 14230
Optional £275/€395/$450 per night
Until 10 Jun
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* Early booking discounts may not be combined with other discounts or offers. As such, the discounts for 2nd/3rd/4th delegates are based on the full price.
Multiple colleagues? See above for details of our discounts for 2, 3, or 4 delegates. For more, talk to one of our training experts to discuss how to: