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
- 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
Continuing Professional Development
This event can contribute towards your Continuing Professional Development (CPD) hours as part of the IET's CPD monitoring scheme.
20 Jun 2019
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.
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
What something costs versus what the customer will pay
The value chain
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
8. Course review and action planning
Identify actions to be implemented individually
What actions should be implemented to improve working with non-technical people?