Commercial Awareness for Technical People

The Institution of Engineering and Technology - IET
Course summary
Length: 1 day
Price: 595 GBP excl. VAT
Location: London, Manchester
Next available date: 30/11/2017 - London

Course Description

IET Courses

Commercial Awareness for Technical People - 1-day course

The objective of this one day training programme is to expose the technical staff to the commercial context within which their work is carried out. The course is designed to allow technical staff to understand how they and their work 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

The prime objectives of this programme are to help participants:

  •         Get an understanding of why technical roles are broader than they might assume
  •         Appreciate the importance of, and the need to support, sales
  •         Value the idea of ‘Good Enough’
  •         Recognise the factors affecting profitability
  •         Realise the future needs protecting

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

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

This course can also be offered in the in-house/company specific format for groups of participants.

Suitability - Who should attend?

This programme 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.

Training Course Content

The course covers the following topics:

  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?


The cost of this course is £595 + VAT. Early bird discounts and member prices can apply.
Contact the IET for details.

This course can also be delivered in-house,
Contact the IET for more information if you wish to arrange this course on your premises.

Provider: The Institution of Engineering and Technology - IET

The Institution of Engineering and Technology - Professional Development Courses

The IET (Institution of Engineering and Technology) offers industry recognised professional training courses in a range of areas starting from business & management, mentoring to project management and PRINCE2. The courses can be offered in the form of classroom based...

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