The Commercial Manager
Overview
This complete handbook for commercial management practitioners across all sectors of commerce and industry, covers
every aspect of this multi-faceted role.
Written by authors with wide practical, hands-on experience, this one-stop guide covers a large range of different and crucial functions including contract negotiation, procurement, financial management, risk management and project management – all vital components of the commercial managers business day.
Full of expert, accessible and practical guidance on all the legal, commercial and project planning aspects managers and directors need to know, the book is split into three parts.
- Part One covers commercial awareness and relationships, the contract and negotiation techniques.
- Part Two explores techniques of risk management
- Part Three provides expert advice on planning and project management.
It will serve as an indispensable handbook for managers in both the private and public sectors.
Who will benefit from this expert publication?
- 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
Book Details
- Format:
- eBook
- ISBN:
- 9781854184221
- Pages:
- 210
- Publication Date:
- 2013
- Format:
- Download (PDF)
- ISBN:
- 978 185418681 2
- Publication Date:
- 2009
Downloads
Content
PART 1 – THE COMMERCIAL MANAGER
1 Commercial awareness
- Profit
- Cash
- Order book
- Intellectual property
- Contracts
- Business analyses
Checklist
2 The contract
- Law
- What is a contract?
- Contract types
- Contract formation
- Types and formation of contracts – why worry?
- Early lessons
- The terms of a contract
- If things go awry
- Legal remedies
- Breach and damages – who cares?
- The Sale of Goods Act
- Product liability
- Contract negotiation
- The content of the contract
- Layout of a contract
- Contract requirements
- Bringing the contract into effect
- Intentions to purchase and instructions to proceed
- Changing the contract
Checklist
3 Contract performance
- ‘Boiler plate’ terms
- Seller and buyer obligations
- Price
- Payment
- Delivery and the passing of property and risk
- Acceptance and rejection
- Inspection
Checklist
4 Commercial relationships
- Competition law
- Confidentiality
- Suppliers and subcontractors
- Purchasing, procurement, buying and outsourcing
- Procurement – benefits and risks
- Prime contractors and subcontractors
- Partnerships and partnering
- Consortia and joint venture companies
- Preliminary agreements
- Full agreement
- Ancillary agreements
- Multi-party agreements
- Licences
- It’s a ‘people thing’!
Checklist
5 Negotiation
- Who are the negotiators?
- What is negotiation?
- Prior events
- Purpose and importance
- Serious matters
- Preparation
- The negotiation plan
- Follow the leader
- Questions and information
- Rough and tumble
- Win/win
- That ‘people thing’
- Examples
Checklist
PART 2 – COMMERCIAL RISK MANAGEMENT
6 Principles of commercial risk management
- Taking a risk
- Commercial risk management
- The risk pendulum
- Risk bearing, risk sharing
- Partnership sourcing and partnership contracting
- Approaches to partnership contracting
- Exclusion clauses
- Insurance
- Customer characteristics
- Company culture
7 Post-delivery risk
- Is there life after delivery?
- Key contractual milestones
- Residual obligations and risks
- Pricing
- Account management
- The do’s and don’ts of post-delivery risk
PART 3 – PROJECT MANAGEMENT
8 Planning a project
- Dependencies
- Flowcharts
- Work breakdown structure
- Networks
- Gantt charts
- Choosing your software
- Schedules and milestones
- Budgets for projects
- Preparing estimates
- The project plan
9 Building a team
- What makes a team?
- Team roles
- Team dynamics
- Communicating with your team
- Working within the organization
10 Project in progress
- Monitoring a project
- Progress reports
- Building in quality
- Working with stakeholders
- Leading people through change
- Dealing with problems