Commercial awareness for technical people

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

On this course you will learn to:

  •         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

Alignment with UK-Spec competence:

B: Design and development of processes, systems, services and products

C: Technical and commercial responsibility, management or leadership

Course availability

Location Dates Duration Course code


28 March 2019

1 day


Book now

Book by 28 January for the Early Bird rate


20 June 2019 1 day CATPFLO

Book now

Book by 20 April for the Early Bird rate


14 November 2019 1 day CATPLLO

Book now

Book by 14 September for the Early Bird rate

Alternatively, fill in our booking form and return it to pdcourses@theiet.org.

Terms and conditions of booking.


Member Price

Early Bird (two months in advance) £499

Standard £549

N.B. Prices subject to VAT

Non-Member Price

Early Bird (two months in advance) £599

Standard £649

N.B. Prices subject to VAT

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.

Course programme

 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?


Delegate feedback

"Very interesting course, has increased my knowledge and confidence in dealing in a commercial environment." 

"Very much enjoyed the group work. The presenter gave many lively examples and encouraged reflections from us. Very thought provoking." 

"... The content was very well designed to give an overall insight about the commercial side of the business". 

This course has received 100% positive feedback from previous attendees.*

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If you would like to book 5 delegates or more on to this course you may benefit from having this course delivered in-company.

Logo representing CPD points, green circle containing the number seven  

*from March 2018 to June 2018 based on feedback from 10 delegates.