Case Study
Developing the
Commercial Function
Background & Situation
Our client, a major Aerospace & Defence contractor, manages many large complex contracts. Having a highly capable Commercial Function that can develop, negotiate and then deliver commercial agreements, within the UK and abroad is a critical success factor for their business. Think Sigma has been delivering Commercial training to this client for many years and has been acknowledged as one of their most effective training providers. In 2018, Think Sigma took over full responsibility for delivering this training solution as part of the client’s overall commercial development programme.
Benefits
World Commerce & Contracting publicly state that poor contract management can cost companies up to 9% of their revenues. Our client has recognised this and has invested significantly in their commercial managers.
Our award-winning programmes have supported the up-skilling of individuals and the development of the capabilities that the company requires to delivery their contracts successfully year on year.
What we did
Think Sigma delivers two training programmes, accredited by World Commerce & Contracting to Practitioner & Advanced Practitioner levels. The programmes are and include tutored and off-line elements and require the delegates to complete a Personal Development Portfolio that demonstrates how they have applied the learning in the workplace. Traditionally, tutored elements have been delivered via face-to-face classroom training, but during the early stages of the Covid-19 pandemic, we converted material to on-line delivery platform. We now offer a blended solution that takes the best combination of face-to-face and on-line delivery.
The programme comprehensively covers the following.
- Managing the Business Commercially
- Winning Business
- Developing Commercial Agreements
- Developing Contracts
- Negotiation
- Financial Management of Contracts
- Delivering contracts profitably
Finally the students are accessed by the World Commerce & Contracting to gain either a Practitioner or Advanced Practitioner certification.
