Commercial Awareness

Hemsley Fraser
Course summary
Professional Training
3 hours
550 GBP excl. VAT
Full time
Online courses
Course Dates
Online courses
550 GBP

Commercial Awareness

Commercial Awareness

This complete virtual course is the ideal way to experience the breadth of commercial considerations for any contractual situation. The programme is very practical and based on everyday situations so you can apply your learning to reviewing and managing contracts, and managing contract changes and risk in your workplace immediately. You will look at real contractual issues and have the opportunity to explore the clauses, changes and risks that you typically encounter. You will leave with some valuable approaches to negotiating contracts to start your commercial relationships on the right foot. Finally, you will leave with a personal action plan to support you as you take on more responsibility for commercial issues in your organisation.

Suitability - Who should attend?

Suitable for anyone in contact with customer or supplier relationships, wanting to feel more confident in negotiating and managing the commercial relationship profitably whilst minimising risk and managing changes in projects, or those new to the commercial department.

Outcome / Qualification etc.

By the end of this course you will be able to:

  • Explain the basics of contracting, what makes a contract binding and what you need to be aware of when reviewing contract terms
  • Identify onerous contract terms and identify when you need specialist legal assistance
  • Identify risks in your contracts, how to manage and value those risks, and establish what contingency to include in your price
  • Negotiate profitable contracts, overcoming some of the common pitfalls experienced in negotiations
  • Manage the change process, understanding how contract changes impact on the bottom line and when to renegotiate terms

Training Course Content

What will it cover?

  • The basics of contracting
    • What is a contract?
    • Typical contract terms
    • Onerous contract terms
  • Risk
    • Valuing contract risk
    • Managing contract risk
  • Negotiating commercial agreements
    • Preparing, bargaining and agreeing contract terms
    • Achieving a win-win in your negotiations
    • Dealing with negotiation tactics
  • Managing contract changes
    • Identifying the impact of contract variations on the financial outcomes
    • Change control processes
  • Personal development
    • Create an action plan to apply in your role immediately


The cost of this course is £500 + VAT per participant

Provider: Hemsley Fraser

Hemsley Fraser – Be Ready For Tomorrow

Hemsley Fraser create, deliver and execute learning experiences to drive higher levels of engagement. From our roots as a UK training company, we’ve empowered talent for three decades, evolving our business into a global, award-winning provider. Experts in our field,...

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Contact information for Hemsley Fraser

Hemsley Fraser

74-94 Fore Street, Saltash
PL12 6JW Plymouth

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