Presented by
Falconbury

Effective Commercial Management Skills

Maximise your profits by reducing costs and risks and develop your commercial relationships with this 8 module, self-managed and flexible on-line course.

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  • 8 Modules

Course overview

The key aim of any commercial manager is to improve the profitability of the organisation, this means not just focusing on the figures. Successful holistic commercial management involves recognition of not just the price and product but also strategic analysis, risk, delivery, strong client and suppliers relationships, and getting the right people on board to deliver the goods.

Falconbury’s 8 module Effective Commercial Management Course has been developed to cover every aspect of this multi-faceted role. It provides best practice techniques and skills to allow you to understand how to choose and win the business, the subtleties of each contract, build lasting relationships, manage and mitigate risk and ultimately contribute positively to the bottom line every time.

How does this on-line programme work and what do you get?

  • Course access from anywhere through your own personal login and administration suite
  • Keep track of your progress as you go
  • Easy to use note taking and bookmarking facility to return to areas of interest and re-study
  • Individual modules or the full course can be downloaded as PDF files to print or file as you decided
  • At your convenience: at your desk, from your tablet or from your home computer
  • An optional on-line multiple choice assessment at the end of the course for you to ensure you are satisfied with the completion of your training
  • Certificate of completion awarded for your training records

Course benefits include:

  • INCREASE your confidence when using shared financial information in decision-making
  • ENABLE you to gain competitive advantage by developing mutually profitable relationships
  • EMPOWER you to negotiate win:win deals everytime
  • ADVANCE your strategic and commercial analysis skills to make profitable decisions

Who should take this course?

  • Commercial directors and managers
  • Contract directors and managers
  • Business development directors and managers
  • Sales and marketing directors and managers
  • Commercial engineers
  • Procurement and purchasing managers
  • Operations
  • Project managers
  • Finance and HR managers
  • Marketing and sales

Take a guided tour

To find out how our unique Learning Management System delivers our on-line training programmes, and how easy to use and interactive they are, click HERE

Certificate of excellence

Participants are invited to undertake a final assessment in the form of an online multiple-choice paper. A pass rate of 80% and above is required to ensure that a high level of competency has been achieved within the subject area, where upon you will receive a ‘Certificate of Excellence’.

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The Effective Commercial Management Skills course will cover:

  • MODULE 1 - Commercial Awareness
    • Commercial Awareness
    • The Contract
  • MODULE 2 - Key Issues in Commercial Contracting and Relationships
    • Contract Performance - 1
    • Contract Performance - 2
    • Commercial Relationships
    • Negotiation
  • MODULE 3 - Strategic Commercial Analysis
    • Achieving Business Stability And Growth
    • Techniques of Strategic Analysis
    • Approaches to Market Analysis
    • Understanding the Volume - Cost - Profit Relationship
  • MODULE 4 - Commercial Option Appraisal
    • Tips and Tricks of Option Appraisal
    • New Business Development Options
    • Key Stages in Business Development
  • MODULE 5 - Performance Measurement
    • Essentials of the Profit-and-Loss Account
    • Essentials of the Balance Sheet
    • Performance Measurement and Ratios
  • MODULE 6 - Financial Analysis for Decision-Making
    • Budgets and Budgeting Control
    • Cash Management
    • Profit Management
    • Techniques and Commercial Factors
  • MODULE 7 - Effective Commercial Management Skills
    • Principles of Commercial Risk Management
    • Post-delivery risk
  • MODULE 8 - Commercial Management of Projects
    • Risk Management Through Sensitivity Analysis
    • Schedules and Milestones
    • The Project in Process

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Tim Boyce

Tim Boyce has been involved in contract management for over 20 years. He began his career in the Ministry of Defence holding executive positions in contracts, contracts policy and finance. His industrial career began at Plessey in 1980 after which he enjoyed appointments with Siemens, British Aerospace and as commercial director at BAE Systems. His functional responsibilities have included contracts, commercial, procurement, estimating, legal, project accounting and the implementation of the European Business Excellence Model.


He is a former member of the Chartered Institute of Purchasing and Supply (CIPS). His committee work included the CIPS National Contracts Management Committee, the CBI Contracts panel, the CBI Defence Procurement Panel and the CBI/MoD working groups on partnering and incentive contracting. He was the CBI observer at the HM Treasury Central Unit on the Purchasing Working Group on incentivising industry. In 1997 he was invited by the Director General of the CBI to join the CBI Public Private Partnership Forum. He has lectured widely in the UK and the US.



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Paul Elkin

Paul M Elkin is Managing Director of TMMi group, which provides consultancy services with a particular focus on business strategic development, performance management and corporate image. He is a Fellow of the Chartered Institute of Management Accountants and an experienced Management Consultant. After 15 years in a range of senior management roles in both public and private sector industry with UK and US businesses plus three years with Price Waterhouse, Management Consultancy Services, he formed the TMMi group at the end of 1989.

Paul’s personal career and, in particular, recent consultancy experience have provided the opportunity to work with a wide range of UK, European and US businesses. The nature of the involvement with each business has varied considerably according to their particular needs.

Paul is the author of a series of practical ‘reference guides’ covering finance, strategy and business awareness and supports the delivery of MBA programmes in the areas of strategy and finance. He has also been involved in a range of initiatives in Europe for major corporates including ABB, Philips, International Paper and General Motors.

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Eric Evans

Eric Evans has worked in commercial roles for more than 20 years. He has Director-level experience in consumer goods, healthcare and the public sector. He is the author of books on e-commerce and negotiation, and lectures on MBA programmes across Europe and the Gulf Region.

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Cathy Lake

After leaving Oxford University Cathy Lake MA (Oxon) worked for the educational publishers Thomas Nelson & Sons Ltd. Since 1976, she has worked as a freelance editor, writer and project manager. During the past two decades, she has taken part in, and also managed, almost every aspect of the publishing process. She has worked for most of the major national publishers and has written about 40 training manuals and textbooks, mainly on management and health-related topics. As well as writing for commercial publishers in the UK and abroad she has also written management development workbooks for corporate clients.

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Barrie Pearson

Barrie Pearson is Chief Executive of Realization. The company provides world class coaching and mentoring to entrepreneurs and chief executives in wealth creation and personal development. He is the author of 12 books, and has presented many successful seminars on corporate finance in the UK, Europe, New Zealand and the Far East.



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Ralph Tiffin

Ralph Tiffin was a mechanical engineer who subsequently qualified as a Chartered Accountant and became manager in one of the largest international firms of accountants. He is now managing partner of an accountancy and consultancy practice. He has a wealth of experience with companies of all sizes in the UK and overseas. His work typically involves developing clients reporting and management systems, along with appropriate management training and developing project appraisal processes and spreadsheets.



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Complete course

  • GBP 200.00 +VAT
  • EUR 280.00 +VAT
  • USD 312.00 +VAT

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Multiple colleagues?
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Distribute, monitor and customise this course for your staff and colleagues

Aleksandra BEER
Training expert

+44 (0)20 7749 4749

inhouse@ipi.academy