This introduction to commercial project management teaches a powerful approach to working with the technology company sales team and the customer to drive commercial success. It enables the participant to understand the sales process and to work as a proactive member of the team. It also focuses on the profit impact of good commercial project management on the business.

This module includes

 

• Introduction to commercial project management

• Overview of the sales process

• Call planning and reporting

• Questioning technique

• Effective listening

• Team selling

• The ExecKIT® consultative selling call model PROUD OSCAR®

  • PRepare

  • Open

  • Understand the pain

  • Diagnose the problem(s)

  • Overall Summary

  • Credentials

  • Advise

  • Ratify and close

• Classifying and handling objections

• The project commercial lifecycle

• Pricing and costing

• Risk analysis and management

• Contract management

• Project negotiation

• Commercial reviews

• Identifying further opportunities

• Learning the lessons

 

The course will use substantial hands-on case study material and provide opportunities to practise the new skills in role-play exercises.

If you are interested in finding out more about The Commercial Project Manager contact us