Commercial Awareness for Technical People


Develop the commercial awareness you need to understand the bigger picture.

Course Overview

 The aim of this one day course is to expose the commercial context within which technical work is carried out. It is to allow technical staff to understand how they fit into a larger picture, why they may be asked to undertake tasks that may not appear to be technical and the impact their interactions have within the commercial context.

 The scope of the programme includes:

       - Stakeholders and their various needs

       - The need for sales

       - Estimating

       - Change control and risk

       - The value of intellectual property

 Who should attend?

 This programme is designed for anyone in a technical role or who has come from a technical background and would like a commercial perspective to aid their work.

 Training objectives

 The principal training objectives for this programme are to help participants:

       - Understand why technical roles are broader than we might assume

       - Appreciate the importance of, and the need to support, sales

       - Value the idea of ‘Good Enough’

       -  Recognise what can affect profitability

       -  Realise the future needs protecting

 Course format

 The course emphasises the collaborative nature of delivery and the need to offer value to customers.

 This is a practical one-day course involving exercises, case studies, formal presentations and tutor-facilitated discussions.

 Topics covered

 1    Introduction

Why this programme has been developed

Review of participants’ needs and objectives


2    That’s not my job!

How we see our own role in work

How other people see our role

Stakeholders: who are they and why do they matter?

The organisational backdrop

What is my role really?


3    Sales and marketing

Where does the money come from?

Where do we find customers?

The sales process

One-off sales versus repeat business

Customer/supplier relationships

What something costs versus what the customer will pay

The value chain


4    Estimating

Purpose of estimates

The problem with precision

Five estimating techniques


5    Change control

Can you just do this for me?

When being helpful leads to bankruptcy

How to deal with change requests


6    Risk management

Risk in projects

Risk in operations

Categories of risk


7    The value of intellectual property

Issues with sharing information

Commercial in confidence

Non-disclosure agreements


8    Course review and action planning

Identify actions to be implemented individually

What actions should be implemented to improve working with non-technical people?


Course dates and registration

Venue Dates Status  
London Tuesday 24 November 2015 CATPKLO Register online Book by 24 September for early bird rate


Members £495.00 + VAT (£99.00) Total £594.00
Non-members £595.00 + VAT (119.00) Total £714.00

Early booking discount (two months in advance)

Members £425.00 + VAT (£85.00) Total £510.00
Non-members £525.00 + VAT (105.00) Total £630.00