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Commercial Awareness for Technical People


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

Date and Time

04 October 2018 - 09:00-17:00


London, United Kingdom - icon_popup  (See map)


Contact IET Professional Development at pdcourses@theiet.org or on (0) 1438 765616 for more information.

About this event

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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.


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.

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?


Continuing Professional Development

CPD logo declaring this event can contribute 7 hours towards your Continuing Professional Development

This event can contribute towards your Continuing Professional Development (CPD) as part of the IET's CPD monitoring scheme.


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