Commercial awareness for technical people

Covering the commercial context within which technical work is carried out

Our live one-day online course covers the commercial context within which technical work is carried out.

The course involves exercises, case studies, formal presentations and discussions, giving you the opportunity to interact with other participants and ask our expert trainer any questions you may have.

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

 

Who should attend?

This course 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.

The course emphasises the collaborative nature of delivery and the need to offer value to customers.

  • Professional Development
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

17 Apr 2024

9:30am - 4:00pm

Calendar
Add to Calendar 04/17/2024 09:30 04/17/2024 16:00 Commercial awareness for technical people Our live one-day online course covers the commercial context within which technical work is carried out. London, UK

Organiser

IET Courses

Speakers

Steve Browne

Steve Browne

Trainer

 

Programme

This practical one-day live course involves exercises, case studies, formal presentations and tutor-facilitated discussions.

This course is delivered as a 'Live' Webinar, via Zoom, making full use of the break-out facility so that the same level of interaction between participants and with the programme director can be maintained. The same exercises are used regardless of delivery format. As near as possible, the virtual experience replicates the classroom experience.

The course consists of two delivery sessions, morning and afternoon (2.5 hours each, including a 15-minute break).

It uses a number of exercises so that you can check your understanding as your learning builds.

 

Session one

Roles and Stakeholder Expectations

  • How you see your role vs how others see your role
  • Stakeholder Mapping

Sales and Marketing

  • Finding customers
  • The Value Chain
  • Retaining customers
  • Customer-Supplier Relationships
  • A sales cycle

Quality

  • Perfect vs Good Enough
  • Acceptance Criteria

Estimating

  • The varying need for accuracy
  • The Estimating Funnel
  • Accuracy vs Precision
  • Five estimating methods

 

Session two

Change Control

  • Controlling change
  • The cost of change

Risk Management

  • Risk Management Cycle
  • Project vs Operational risk
  • Positive and negative risk
  • Costing risk

Contracts

  • Payment terms
  • Risk, change and collaboration
  • Components of contracts
  • Terms and conditions

Cashflow

  • Milestone payments

Intellectual Property (IP)

  • The value of IP
  • Types of protection
  • Intellectual Property Rights

 

Course Platform

This course is delivered as a 'Live' Webinar via Zoom.

Register

Member

Registration

Register

£400 + VAT

Member Registration

Non-member

Registration

Register

£535 + VAT

Non-Member Registration