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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 Business Skills 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

7

Continuing Professional Development

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

Time

20 Jun 2019

Calendar
Add to Calendar 06/20/2019 15:51 06/20/2019 15:51 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. London, UK

Organiser

IET Courses

Registration Information

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

Terms and conditions of booking.

Location

London

London
London
WC1
United Kingdom

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?

Conclusion

Register

Member Price

Book by 20 April for the Early Bird rate (£499)

£549

Register

Non-Member Price

Book by 20 April for the Early Bird rate (£599)

£649

Register