ALL CAREER STAGES | UK-SPEC: B,C | ONE DAY | ONLINE | CPD: 7 HOURS | PRICE: FROM £524
Commercial awareness for technical people training course
About the training course
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
Course topics
Introduction
- Why this programme has been developed
- Review of participants’ needs and objectives
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?
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
Estimating
- Purpose of estimates
- The problem with precision
- Five estimating techniques
Change control
- Can you just do this for me?
- When being helpful leads to bankruptcy
- How to deal with change requests
Risk management
- Risk in projects
- Risk in operations
- Categories of risk
The value of intellectual property
- Issues with sharing information
- Commercial in confidence
- Non-disclosure agreements
Course review and action planning
- Identify actions to be implemented individually
- What actions should be implemented to improve working with non-technical people?
- Conclusion
Course 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
Available discounts:
- 5% discount for 3 - 5 delegates - Promo code PDCOUGR3TO5
- 10% discount for 6+ delegates - Promo code PDCOUGR6PLUS
All prices are per person.
By attending this event, you’re helping to support the IET’s charitable mission, helping to inspire, inform and influence the global engineering and technology community, to engineer a better world.