Commercial Management

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Commercial Management

Commercial Management is the discipline that both informs and implements business strategy and policies.

It informs in the context of testing and aligning market requirement with organizational capability. It implements through ensuring effective and efficient operational procedures that establish and maintain those capabilities.

In going to market, any product or service must be supported by performance commitments that are relevant to its customers and consumers.

Those commitments may be specific to the product or service (for example, price, delivery, maintenance, and support) or generic to the organization (for example, brand values, ethical standards or regulatory compliance).

Commercial management is the process through which required performance commitments are gathered, assessed and reconciled, taking account of the needs and interests of all relevant stakeholders and ensuring their affordability and sustainability.

In construction, commercial management generally refers to the overseeing and management of a project’s finances as it progresses. It can also apply to the long-term management of business opportunities that will enable the organization to develop and grow.

The commercial manager must maximize business potential regarding growth and profitability while monitoring and controlling internal processes as well as managing external relationships with subcontractors, clients, and so on.

This is an intensive two-day training programme on the principles of contract and commercial management.

It will ensure you can successfully manage and operate a construction contract through its various phases. Specifically designed for the non-contracts business professional, it focusses on delivering contemporary best practices information, equipping you with the skills to be able to participate effectively in the contract process.

The programme provides you with an understanding of the principles of contract and commercial management, including the five stages of the contract lifecycle.

You might be interested in other Construction Management programs as a next step.

This course is accredited by IACCM.

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  • View Schedule
  • COURSE TYPE Practitioner
  • DURATION 3 days


Understand and embrace best practices in contracting and contract management

Deliver higher value to the enterprise through enhanced contracted outcomes

Manage risk with greater effectiveness

Accelerate the contracting and contract management process

Minimize disputes and reputation damage related to ineffective contracts

You will be guided through:

The commercial relationship

The customers’ perspective

Managing bids and proposals

Different negotiating styles and strategies

A review of typical contract terms

The transition process after contract signature

Change management and change control


The programme is accredited by both the Royal Institution of Chartered Surveyors (RICS) and the Chartered Institute of Building (CIOB).

On successful completion of this program, graduates may apply for RICS membership.


Students will receive Strategic Axis professional certificate accredited by UAE Government.

This training course has been developed in partnership with the IACCM. Visit the IACCM website for IACCM membership and IACCM certification opportunities.




Module 1: Introduction to Commercial Management

Introduction to Commercial Strategy and Commercial Management

Strategic Procurement for Cost, Quality and Innovation

Cost Management and Finance

Effective Project Management

Risk Management in a Commercial Context

Tender and Proposal Processes

Negotiation and Relationship Management

Practical Contract Management

Module 2: Contracts and Procurement

Value and Risk Management

Construction Technology

Construction Financial Management

Quantity Surveying Financial Management

Construction Practices and Information Technology

People and Organisation Management in the Built Environment

Sustainability in Civil Engineering

Real Estate Appraisal and Valuation

Macroeconomics Finance and the Built Environment

Module 3: Initiate

  • Contract and Commercial Management Introduction
  • Contract Administration
  • Requirements Definition
  • Cost-Benefit Analysis
  • Sourcing Options
  • Undertaking a Terms Audit
  • Cost Identification

Module 4: Bid

  • Responding to RFPs
  • Bid Process and Rules
  • The Influence of Laws on the Bid Process
  • Evaluation Criteria
  • Stakeholder Management
  • Understanding Markets and Opportunities

Module 5: Develop

  • Contract and relationship types
  • Terms and Conditions Overview
  • Partnerships, Alliances, and Distribution
  • Statement of Work/Service Level Agreement Production
  • Drafting Guidelines and Considerations
  • Other Strategic Considerations

Module 6: Negotiate

  • Negotiation Planning, Overview, and Objectives
  • Framing, Strategy and Goals
  • Negotiation Styles
  • Negotiation Techniques
  • Tactics, Tricks and Lessons Learned
  • Pricing and Financial Considerations

Module 7: Manage

  • Implementation and Communication
  • Monitoring and Performance Management
  • Contract Change Management
  • Dispute Handling and Resolution
  • Contract Close-out
  • In The Classroom

  • Live, Online

  • Private Team Training

  • Indiviual Private Session

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